2020 RainDance Conference
 Agenda

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Schedule

June 3, 2020 (times are tentative and may change slightly)

  • 9:00 - 11:15 am Pre-Conference Workshop
  • 11:30 am - 5:30 pm Conference
  • 5:30 - 6:30 pm Networking Reception

June 4, 2020 (times are tentative and may change slightly)

  • 7:30 - 8:30 am Breakfast
  • 8:00 am - 3:00 pm Conference


Message from RainDance 2020 Co-chairs:

The buzz around legal sales is at an all time high. At RainDance, you'll be surrounded by client-facing, client service and business development professionals. We are going to have you on your feet collaborating and participating in workshops and sessions that are going to teach you new sales strategies, make you rethink your approach to client service and expand your network of colleagues." 

David Bowerman, Client Relations Executive at Deloitte (Formerly Director of Client Development at K&L Gates); and 

Jenna Schiappacasse, Director of Client Development at Rosenberg Martin Greenberg

    Additional Session Information Coming Soon

    Sessions

    • Sales Pipeline Management: A Fishbowl Conversation about Transforming Sales Outcomes

    Find inspiration and inspire others. In this Fishbowl Dialogue, we’ll explore how high achievers overcome barriers and transform sales outcomes at their law firms. From managing an internal sales force of lawyers to incorporating processes and technology, take a seat at the table to share what’s working and what’s not with your sales pipeline. 

    Moderator:

    David Ackert, President, Ackert

    • Sales and Service Client Journey Mapping Workshop
    • You will walk away with a RainDance Client Journey Map created by you and the other high level attendees, real time, to bring back to your firm. 

      The voice of the client is usually sought by firms at two main listening posts: at the end of a transaction and as part of an ongoing relationship management plan. While many firms devote a lot of effort to their client feedback programs, they can be hard to sustain, expensive to conduct, elaborate in their execution and slow to yield results. 

      In this session, you’ll discover alternative ways to gather meaningful insights from clients without busting your budget. In addition, you’ll find out how to use client experience mapping to guide your approach.

      Topics include:

      • A practical five-stage client experience framework that will re-frame marketing, sales and client loyalty actions
      • How to install at least five more ”listening posts” throughout a client journey
      • How to move feedback to the front line of client engagement
      • How to use empathy mapping to inform the questions you ask

    Facilitator: 

    Sue-ella Prodonovich, Principal, Prodonovich Advisory

    • Rapid Fire Client Panel: A RainDance Original

    Back by popular demand, this fast-paced panel will be unlike any you have seen, featuring: direct one-word, one-sentence and one-minute answers to poignant questions about client concerns with legal service and sales; specific examples of sales or service techniques that have annoyed GCs or produced results; and insight into what clients value in terms of technology use, process improvement, service training, or other approaches to legal service and marketing.

    Moderator:

    Julianne M. Hartzell, Partner and Chair, Medical Devices, Marshall Gerstein

    • Sales & Service Awards Presentation and Q&A with the Award Winners

    The Sales & Service Awards salute the efforts and results from individuals/teams who have helped their firm drive revenue. You’ll have the chance to ask the winners about their initiatives in this question and answer panel.

    Presented by:

    John Hellerman, President, Hellerman Communications
    • Legal as a Product: Development, Management, and Sales

    For early birds, come join us for breakfast and a conversation with tech founder and pricing expert, Jonathan Kash. Learn new techniques for driving innovation in your firm. Hear how a product approach, including sell sheets, a roadmap, product management tools and technology can guide delivery of your service offerings.

    Jonathan Kash, Director, Product Management, HBR Consulting

    • Better Selling Through Storytelling

    Learn how to stand out in a "beauty contest" when you have to present against other law firms to get new clients. No longer will it matter whether you present first or last once you learn how to become a master storyteller.  Whoever tells the best story of origin and brings case studies to life in a story will be the one to win the new client.

    Put the 4 elements of what makes a story compelling and concise to work for you. You will get increased confidence in your storytelling skills which will make you magnetic to your ideal clients.

    Discover what the best storytelling genre is to use to make your team memorable. Answer the upspoken questions in your stories that everyone has when they hear a presentation.  After John's keynote, you will go from Invisible to Irresistible and become a Revenue Rockstar.

    Attendees will receive a copy of John’s book, Better Selling Through Storytelling.

    Keynote Speaker:

    John LivesayAuthor, Better Selling Through Storytelling  

    • Sales Mastery Series – The Anatomy of Social Selling

    The legal industry is abuzz about “social selling,” often touted as a must-do in modern day sales. While we all nod our heads to say that we're using social media to sell, have you ever wondered what social selling truly means?  Join Samantha McKenna, founder of #samsales Consulting and former head of sales for LinkedIn Sales Navigator, for a session highlighting critical behaviors to leverage social selling for your client-facing success, case studies illustrating social selling making a real impact, and some useful hacks to guide your attorneys through the daunting world of sales as they ask for new business.

    Samantha McKenna, Founder, #samsales Consulting
    • Innovation Outside the Box: Experience the KPMG Ignition Center

    First, we’ll talk the talk – then we’ll walk the walk. Join us for a panel discussion on how innovators in accounting and law firms are using data, technology and client insights to identify opportunities, add value and drive revenue. 

    Then, venture with us on a multidimensional tour of KPMG’s Ignition Center. You will explore the innovation lab, cutting-edge insight center, and see in real-time how technology solutions are helping businesses discover insights, design solutions and deliver results.

    • 2019 Legal Sales Uncovered: Salary & Trends Survey Results
    • LSSO will reveal the results of this first of its kind survey focused exclusively on law firm sales and service trends. The benchmarking data will provide valuable insight into:

      • Roles and responsibilities
      • Reporting structures and internal organization
      • Compensation

      Speaker Profiles


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