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  • June 17, 2020 12:16 PM | Kirsten Lovett (Administrator)

    New Initiative to Stimulate Innovation and Best Practices for Professional Services Firms

    Boston, MA June 17, 2020 – Today, the Legal Sales and Service Organization (“LSSO”), in partnership with LawVision, launches the Diversity & Inclusion Leadership Boardroom (“Leadership Boardroom”), a specialized initiative for executives to rethink, refine and recalibrate efforts to strengthen and build a diverse and inclusive professional services firm. At a time when COVID-19 and civil unrest have compelled firms to consider how to deliver best in class services in a complex and changing marketplace, measures on diversity and inclusion offer competitive advantages to those firms that are embracing innovation and change. The Leadership Boardroom will provide a confidential forum for strategic discussions on growing diversity within professional services firms, and to reconsider the most timely and relevant issues executives charged with managing diverse workforces face.  Leadership Boardroom membership is open to diversity and inclusion heads at law and accounting firms and companies that retain their services.

    “The imperative of building and supporting a truly diverse and inclusive workforce has never been more urgent. This is a moment to think critically, to innovate, to act.” says Silvia Coulter, Principal of the Client Development and Growth Practice at LawVision and co-chair of the Leadership Boardroom. “This initiative is about change. About bringing together experienced leaders and moving the agenda forward, recognizing that now – when the full spectrum of human resource issues are on the table – is the time to consider ways to enable a workforce that can take full advantage of the talent and energy that comes from diversity and inclusion.”

    The first of two Leadership Boardrooms in 2020 – July 29 – will be virtual due to COVID-19 challenges and will feature guest speakers as well as Leadership Boardroom member discussion topics. The theme is Diversity and Inclusion in the Age of the Pandemic and Social Unrest, and will consist of facilitated discussions on Diversity and Inclusion as Tools for Social LeadershipGender and Ethnicity – Two Sides of the Same Coin?,  Critical Elements for Establishing Alignment with Clients and Diversity & Inclusion Metrics and Analytics.

    The second virtual Leadership Boardroom will be on September 24, 2020.  It will feature topics identified in pre-conference phone interviews (or online surveys) with new and prospective Leadership Boardroom members and law and accounting firm clients.

    “We are bringing together executives who are defining and honing the future of professional service firms, how those firms embrace their staffs and service their clients,” says Derwin Johnson, a strategic partner with LawVision and Principal at Derwin Johnson Communications. “This is a special forum at a special time. The professional services marketplace is changing. Embracing diversity must be a core element of that change. For that reason, professional service firm leaders who have track records of success within their firms are encouraged to attend.”

    To sign up or for more information, please email Silvia Coulter, Principal Consultant,  scoulter@lawvision.com, or Christine Hicks, Executive Assistant, at LawVision (clhicks@lawvision.com) to confirm your attendance at one or both of the upcoming Zoom meetings.

    About Legal Sales and Services Organization(LSSO): LSSO delivers the education and resources that lawyers and those who work with them need to improve their sales and client service skills with exclusive research, and tools and information for members only. LSSO supplies the legal marketplace with innovative, groundbreaking events and resources, including the annual RainDance Conference and LSSO's Coaching Certification Programs. Follow LSSO on Twitter and LinkedIn.

    LawVision: LawVision offers customized services that strengthen the professional services industry. Our services cover all facets of firm leadership, including strategic planning, culture challenges, new business development, marketing and communications.  Follow LawVision at https://lawvision.com/ and on https://twitter.com/LawVisionGroup and https://www.linkedin.com/company/lawvision-group-llc/


  • June 08, 2020 9:33 AM | Kirsten Lovett (Administrator)
    • Chicago, IL, June 3, 2020 - The Legal Sales and Service Organization (LSSO) and Hellerman Communications today announce the winners of the 2020 Sales & Service Awards, which recognizes sales, business development, and marketing professionals who spearheaded initiatives contributing to law firm revenue growth in 2019. This year’s winners include:

      Sales Team of the Year:

      After Sutherland Asbill & Brennan and Eversheds combined to create Eversheds Sutherland in 2017, its business development teams made promoting and implementing successful cross-selling practices a top priority. The energy client service team in particular, comprised of Senior Business Development Manager Christina Buensuceso, International Head of Clients and Sectors Ian Cohn, and Partners Jacob Dweck, Catherine Krupka and Mark Davenport, identified a global energy client and developed a methodical plan to grow the client relationship across multiple practice areas on a global scale. The plan consisted of detailed communications with the client through internal team calls, client meetings, and in-person client satisfaction interviews. The client service team, and the other attorneys and business professionals that support this client relationship, were ultimately able to take the client from two to eight service lines and increased the total amount of matters handled in the U.S. by 38% and abroad by 36% over the past two years.

      Eversheds Sutherland also became a pioneer in the Business Development Company (BDC) space, launching the first-of-its-kind BDC Roundtable in 2002 to share information because of the complete lack thereof beforehand. This sales team, comprised of Business Development Manager Samira Willis, Senior Business Development Coordinator Emily Johnson, Events Manager Ebony Hunter, Events Coordinator Kathleen Waddell, and Senior Digital Marketing and Technology Specialist John Beck, under the leadership of Partners Steve Boehm and Cynthia Krus, made significant changes to critically enhance the 17th annual 2019 BDC Roundtable. By revamping the sponsorship program, the BDC business development and marketing team increased sponsorship intake for the event by 43%, allowing for an enhanced event experience for attendees, and increased attendance by 10% from the year prior. The BDC team also launched a BDC industry app, which provides up-to-date information on the BDC market, regulatory news, developments, and other pertinent information from Eversheds Sutherland. Read more

      An Honorable Mention is being awarded to Womble Bond Dickinson’s entire Client Development Team for turning the firm’s participation in the 2019 Association of Corporate Council (ACC) Meeting, through a live In-House Roundhouse Podcast and coordinated on-site sales strategy, into a pitch meeting for a potential new client.

      Sales & Service Executive of the Year:

      Carolyn Rumpf Sandano joined Stroock & Stroock & Lavan as the Business Development Manager for the Real Estate group in February 2019. In just 10 months, Carolyn was able to revamp all approaches to business development and marketing for the real estate team. In addition to overseeing the development of a task force related to the New York City Climate Mobilization Act, Carolyn also supervised the formation of a cross-disciplinary PropTech practice and has implemented a streamlined approach to client services, business development, and media relations.

      Chief Marketing and Business Development Officer Trish Lilley says, “While getting the team ‘on board’ with a coordinated method for business development may not always garner loads of fanfare initially, it is a requirement for a strong and effective market-facing approach.” Read more

      An Honorable Mention is being awarded to Michael Mellor, Chief Marketing and Business Development Officer at Pryor Cashman, for his 20-year career in professional services business development and marketing. In his five years at the firm, Mike has successfully campaigned to ditch the pitch and has shifted the attorney mindset to one of value creation and advancing the conversation. During this time, he transformed his role and the firm’s perception of marketing and business development from a cost center to a revenue generating center - achieving measurable results and revenue.

      Partner Ali Panjwani says, “In over 15 years of practice, Mike is one of the most talented business development professionals I have had the good fortune to work with. He is often my first sounding board for new initiatives. He has keen perception and an ability to cut through the noise to identify opportunities, and then boundless creativity in exploring different ways to capitalize on them. That, paired with a true passion for his craft, make Mike an absolute pleasure to work with.”

      The following professionals served on the judge’s panel to select these award winners:

      • David Bowerman, Deloitte
      • Ron Gendron, Workday
      • John Hellerman, Hellerman Communications
      • Samantha McKenna, #samsales Consulting

    The awards are typically presented at the annual RainDance Conference, which is now a series of web briefings due to the ongoing pandemic. In addition to considering these conference programs, please also consider attending a virtual roundtable on June 11, 2020 at 12:00pm ET with this year’s Sales & Service Award winners as they discuss the aforementioned campaigns, strategies, and tactics to support your ongoing sales efforts.

    Entries for the 2021 edition of the awards will open in December 2020.

    About LSSO:

    LSSO delivers the education and resources that lawyers and those who work with them need to improve their sales and client service skills with exclusive research, and tools and information for members only. LSSO supplies the legal marketplace with innovative, groundbreaking events and resources, including the annual RainDance Conference and LSSO's Coaching Certification Programs. Follow LSSO on Twitter and LinkedIn.

    About Hellerman Communications:

    Hellerman Communications is an award-winning corporate communications agency that specializes in positioning professionals to win business and navigate crises. With expertise in strategic marketing & content development, crisis & litigation communications, and social influencer & stakeholder relations, we help the world’s most elite professionals and their firms build and protect their most lucrative relationships. Connect with Hellerman Communications by email or on TwitterFacebookLinkedIn or Instagram.

    ###


  • June 05, 2020 3:47 PM | Kirsten Lovett (Administrator)

    Join LSSO and Hellerman Communications for a discussion with the 2020 Sales & Service Award winners. The awards recognize sales, business development, and marketing professionals who spearheaded initiatives contributing to law firm revenue growth in 2019.

    • June 11, 2020
    • 12:00 - 1:00 pm EST
    • Zoom Webinar

    Register 


    Thank you to our 2020 sponsor

    Hellerman Communications is an award-winning corporate communications agency that specializes in positioning professionals to win business and navigate crises. With expertise in strategic marketing & content development, crisis & litigation communications, and social influencer & stakeholder relations, we help the world’s most elite professionals and their firms build and protect their most lucrative relationships. Connect with Hellerman Communications by email or on TwitterFacebookLinkedIn or Instagram.


  • May 22, 2020 11:22 AM | Kirsten Lovett (Administrator)

    Dear LSSO Community,

    We are offering free memberships to LSSO for 2020. During this time, access to information and a network of peers is more important than ever. We hope you will take advantage of LSSO's resources and join today.

    Current LSSO members, we will be extending your memberships through the end of the year.

    Be well and we hope to see you at an upcoming RainDance 2020 Web Briefing.

    The LSSO Team

    Get Your Complimentary LSSO Membership


  • May 21, 2020 11:59 AM | Jenifer Hamilton (Administrator)

    By Eric Fletcher

    Virtually every lawyer I know would pay a lot for an efficient way to connect with qualified leads. The possibility of a steady stream of new clients is the ultimate siren song of marketing strategies and technology platforms.

    Given the impact of COVID 19 on many traditional ways of connecting with the market, the idea of a system that delivers new prospects may have increased appeal.

    But we should tread carefully as we explore expanded marketing communication efforts. (Do minimal research and you’ll see multiple in-house counsel saying enough with all the alerts.

    Sure...visibility is valuable. Subscribers, friends, fans and followers are assets. SEO and web traffic is important. But all are of little value if a strategy does not provide for a connection that leads to an engagement.

    And a solution that delivers on the promise has historically seemed elusive for most lawyers. So I get it if skepticism runs high.

    Lead Generation: Hype or Real?

    It is possible for marketing efforts to open doors and purposely instigate conversations that result in new client relationships — including the kind that bring highly profitable and sophisticated work.

    Here s the catch. These relationships are decidedly not the byproduct of playing a communication numbers game, employing the genius of automation or a one-off initiative.

    But there is a formula that helps build a pipeline that will deliver measurable organic growth.

    Here are the four required building blocks.

    1. Identify Targets

    This is the foundation of an efficient professional services sales initiative. No matter how creative or eloquent or persistent, cast a marketing effort out there hoping to connect with anyone who needs a lawyer, and you will continue to be frustrated and wrestle with questions of ROI. Bank on the belief that prospects will knock on your door simply because of your firm s name, and you re tossing resources into the wind.

    On the other hand, invest in identifying targets for whom your firm’s/individual lawyer’s services are especially relevant, and your outreach can become a critical link in the sales process.

    If naming specific targets is problematic, it is time to put the brakes on your plan and dive into the work of Target Identification.

    2. Become Relevant

    This is about understanding the business issues faced by the target. In consultant-speak, know what keeps your target up at night. In plain English — what causes stress, is a drain on resources, impacts profitability, and threatens existence. Become relevant in these areas and you have a shot at being deemed valuable by the prospect.

    (Sound familiar? Clients have been telling us this for years.)

    Insist on turning every communique into pitch that is all about you, and risk being relegated to market noise — where every message looks and sounds the same — and where there is a shrinking pool of quality prospects.

    3. Deliver Value

    With a clear understanding of what your target cares about, the way to differentiate an effort and prompt prospects to take action is to deliver value around this issue(s).

    Let’s face it...this is where marketing efforts often go awry because we go to the marketplace with what we deem to be valuable. Our message. Our offering. Our answers. When a neighbor’s house is on fire, listing all the features of your property is not the best way to engage in a conversation.

    And today many of our best prospects feel they are stranded in the middle of a burning platform.

    Effective lead generation — that is, a productive on-going connection and conversation with a qualified target — is initiated by delivering something the target defines as valuable.

    4. Keep the Conversation Going

    In what endeavor of consequence does delivering a message once get the job done?

    A healthy pipeline keeps the conversation going.

    Wherever a go-to-market strategy does not include intentional, strategic and personal follow up, the effort will most likely be one more less-than-productive initiative.

    The nature of the follow up will vary depending on the situation. But without on-going dialogue, the market is left to do the hard work — identify what differentiates you from the competitor, and beat a path to your door…undistracted by the messages and promises of competitors. The deck is stacked against you.

    These are the four keys to building a pipeline of predictable sales. How you personalize and wrap them will vary widely. This is where the innovation and creativity of professional marketers comes into play.

    Think of these four ideas as strategic cornerstones, and find creative ways to apply them as you relate to a marketplace reshaped by COVID-19.

    Eric Fletcher, Eric Fletcher Consulting
    www.marketingbrainfodder.com

    Eric helps lawyers, accountants and other professional service providers design communication, marketing & growth strategies. He is an author, a TEDx speaker and proud dad.
    He resides in Austin, TX.


  • May 06, 2020 6:25 PM | Jenifer Hamilton (Administrator)

    The Legal Sales and Service Organization (LSSO) has chosen a panel of four highly respected judges who will be evaluating and selecting the winners for the 2020 Sales & Service Awards. The awards recognize the efforts and results of individuals and teams who have spearheaded initiatives contributing to law firm revenue growth.

    The judges’ panel includes:

    Winners will be announced live on June 3, 2020. 

    "As sales and client service positions evolve in the legal industry, it's important that we highlight their work and impact on the bottom line. We have gathered some of the original movers and shakers as judges to help us identify the leaders in this space. Stay tuned for the professionals and projects that are selected, and plan to attend 
    LSSO's RainDance to learn more." 

    John HellermanHellerman Communications

       


  • May 06, 2020 1:36 PM | Kirsten Lovett (Administrator)

    We are excited to announce RainDance 2020 Web Briefings, a series of virtual educational programs produced by LSSO and our partners. Please join us online and we look forward to seeing everyone at RainDance 2021.

    May 20, 2020

    1:30 pm EDT

    Identifying Business Indicators that Lead to Legal Work

    The rapid and drastic changes in the business landscape have law firms scrambling to figure out which practices are most relevant and aligning resources accordingly.

    Join your LSSO peers for a virtual workshop focused on tracking the path of business indicators to legal issues and using this client intelligence to drive your business development and marketing efforts.

    Learn more and register here

    Speakers:

    Stacy Zinken, Senior Director of Client Success, Manzama

    Kristie Robertson, Director of Intelligence Services, Manzama


    May 27, 2020

    1:30 pm EDT

    ABM in the Era of COVID-19: Strategies to Consider

    During these trying and uncertain times, it's especially important to consider collaboration and innovation within your firm. While we are certainly not suggesting a marketing revamp, now is the perfect time to thoughtfully implement changes to your approach. In this session, we'll discuss the basics of account-based marketing (ABM), why you should execute an ABM strategy and how to get started.

    Speaker:

    Nick Herbert, Director of Enterprise Business Development, Vuture

    Learn more and register here

  • April 08, 2020 8:58 AM | Kirsten Lovett (Administrator)

    After careful consideration and discussion with our Board of Advisors and RainDance Sponsors, RainDance 2020 will be postponed until June 9-10, 2021. At that time, the RainDance Conference will be held at the Mid America Club, Chicago.

    All registrations will automatically be transferred to the 2021 conference. Please see below for more details.

    You don't have to wait until 2021 to hear from our speakers and collaborate with your peers. We are excited to announce a series of virtual educational programs for our LSSO Members and RainDance registered attendees to be held over the next few months. Please visit the LSSO website at www.legalsales.org for program dates. We will also send updated information in our newsletter.

    We wish you and your families and firm team members the best of health during this unprecedented time. Please feel free to reach out and let us know how you are doing, what creative ideas you have for managing your team from home offices, or other ideas we may share with our Legal Sales and Service Organization community.

    The LSSO Team

    REGISTERED ATTENDEES

    Option 1: All existing conference registrations will be automatically transferred to the June 9-10, 2021 conference. You will also receive free access to LSSO's 2020 RainDance webinar series. The webinar schedule will be available in the next few weeks. 

    Option 2: You may transfer your RainDance Conference registration to a colleague within your organization.

    Option 3: You may apply your RainDance registration fee to another LSSO event such as a Coaching Certification Program. Contact Kirsten Lovett for more information.

    Option 4: Submit a cancellation request in writing to klovett@legalsales.org. A $100 administrative fee will be deducted from refunds.


  • March 20, 2020 5:20 PM | Jenifer Hamilton (Administrator)

    By Helena M. Lawrence, Marketing/Business Development, Orrick

    A pandemic is an uncomfortable time for clients both personally and professionally. This is an opportunity for you and your firm to demonstrate how your client service is a differentiator. Businesses are anxious and want to talk about how to manage during a pandemic outbreak.

    Show your commitment to building a strong relationship with your clients and prospects by demonstrating how you deliver strong client service and value adds.

    •   Communicate
      • Make a list of your clients and prospects, consider their resources, sophistication and vulnerability, and pick up the phone and call them. Do not sell, give them an opportunity to vent and talk. Listen and offer ways to be helpful and generally a resource during uncertain times. These calls should be complementary – true value adds.
      •  Reach out to clients and notify them there will be business continuity via remote working so there will be to disruption in your service and let them know that their legal needs will be meet. Proactively offer them resources that they may find helpful.
      • Check in with your referral network. Emails should be brief and friendly. The point is to make sure they think of you, not to sell to or inform them.
      • Turn scheduled in-person meetings into video meetings to enhance connections. You will stand out compared to your competitors who used the phone.
    • Connect
      • Introduce your contacts to resources and people who can help them with their new and unplanned business needs.
    • Create
      • Aggregate and create resources that help clients navigate through the pandemic such as a mini website. Post the date that the content was last updated so folks visiting know how current the information is in a fluid situation. Give your contacts a reason to bookmark your firm. Smart sales start with useful awareness marketing.
    • Community
      • Create communities for similarly situated companies/geographies/positions to share information and support each other. This can be phone or video calls, or virtual communities such as Facebook or LinkedIn private groups.
      • Buy your future client gifts now by purchasing local business gift certificates and keeping them to give at the holiday season. It communicates you value your clients and care about your community.

    Remember to show sensitivity and compassion and your concern for all your communities – firm, clients and larger society. While we will get through a pandemic, the future looks uncertain and everyone reacts differently. Lead with your heart and good things will follow.

    Take care of you and yours.

    About the Author

    Helena Lawrence took the road less traveled and it led her to a career in marketing and business development in Washington, D.C. She provides strategic guidance, thought leadership, and recommendations for innovation, product development and marketing, client service, business development, and marketing initiatives. Helena is the Strategic Marketing Lead on Orrick's award winning GDPR Readiness Assessment Tool and global marketing campaign. Helena and the team from Orrick received the 2018 LSSO Sales & Service Team Award.

    Contact Helena at helenalegalmarketer@gmail.com or visit https://www.linkedin.com/in/helenalawrence/.


  • March 05, 2020 3:24 PM | Jenifer Hamilton (Administrator)

    Goodwin Procter LLP has 2 interesting positions available! Sr. Manager, Client Development for either Boston or New York or Business Development Manager - Specialty Litigation for Boston, New York or Washington, DC. Read More:

    Sr. Manager, Client Development  Business Development


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