2019 RainDance Conference

Schedule Agenda PDF

June 5, 2019

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

June 6, 2019

  • 7:30 - 8:30 am Breakfast
  • 8:00 am - 3:00 pm Conference
Download a PDF of the Agenda

Message from RainDance 2019 Co-chairs:

“RainDance attendees are such an enthusiastic audience. We can’t wait to come back and share our experiences with you. We are already working on a business development program with workshops and sessions that will have you collaborating with your peers to come up with innovative and useful solutions to real business development problems.” 

Stephanie Hinrichs, Director of Client Service at Womble Bond Dickinson; and Neel Lilani, Managing Director at Orrick

    Pre-Conference Session (by invitation only)
    • There’s Something Lurking in the Shadows: The Growing Disruption in the Legal Market and the Business Development Opportunities

    We all know the proverb, “what you don’t know, can’t hurt you”…if that were only true.  For over a decade, there has been a sub segment of legal service providers that have been quietly growing and diversifying to find themselves at the table of legal market giants.  All the while, their effect  on the law firm financial experience has been evident, as many have yet to fully explore and understand the force they hold.  Through the analysis of Peer Monitor, you will see the macro financial trends of the legal industry through the eyes of firms and how both buy-side and sell-side alike are approaching this market of legal disrupters.  You will learn the financial performance of 200 firms through Q1’19, and hear from industry experts as they aim to answer the question around alternative providers: friend or foe?


    Brent Turner, Manager – Sales & Client Management, PEER MONITOR, Thomson Reuters


    Nicole Auerbach, Founding Partner, Valorem Law Group & ElevateNext Law
    Tom Finke, Chief Client Development and Marketing Officer, Bartlit Beck LLP
    Keith Maziarek, Director of Pricing and Legal Project Management, Katten Muchin Rosenman LLP


    • Demystifying Sales & Service Roles in Law Firms Today

    Inquiring minds want to know what sales professionals really do in their law firms. In this Fishbowl Dialogue you’ll hear how law firm professionals are carving out sales roles in their firms, building sales teams, and changing how law firms approach sales and service. We’ll also teach you this dynamic approach to facilitating conference sessions.


    Beth Marie Cuzzone, Co-founder LSSO, Chief Business Growth Officer, Goulston & Storrs, P.C.


    David Bowerman, Director of Client Development, K&L Gates LLP

    Stephanie Hinrichs, Director of Client Service, Womble Bond Dickinson

    Neel Lilani, Managing Director, Orrick

    Hans Haglund, Chief Commercial Officer, Eversheds Sutherland

    • Mansfield Rule Business Development Mini-Hackathon

    Get ready to ideate! The Diversity Lab will lead us in a Mini-Hackathon” using the principles of the Mansfield Rule Certification to generate creative ideas that boost diversity and inclusion in business development.  Team up with your peers to strategize in this facilitated, creative “competition.” You will have the opportunity to take the winning ideas (and all of the ideas!) back to your organization to boost diversity.

    Lisa Kirby, Managing Director Research & Knowledge Sharing, Diversity Lab

    • 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.


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

    Christine M. Castellano, former Senior Vice President, General Counsel, Corporate Secretary and Chief Compliance Officer, 
    Ingredion Incorporated

    Dennis Garcia, Assistant General Counsel, Microsoft

    Steven S. Heinrichs, Chief Legal and Compliance Officer – Executive Vice President, General Counsel and Secretary, Mueller Water Products

    Edward T. Paulis III, Vice President and Senior Assistant Counsel, Zurich North America

    • Dashboard Dash - Metrics and More

    See how law firms are presenting dashboard metrics with clients to demonstrate value, provide service, negotiate fees, and drive new revenue.

    Hans Haglund, Chief Commercial Officer, Eversheds Sutherland LLP

    Adam Stock, Chief Information Officer, Allen Matkins
    • Climb to New Heights: Overcome Challenges and Go For It!

    This New York Times best-selling author will share how to cultivate resilience so your team can overcome adversity and recover from setbacks. Jim’s keynote will show you how to spark resilient teamwork, amplify resilient leadership, and reach high goals. Jim shares gripping adventures from summiting Mount Everest, surviving earthquakes, and escaping to save his own life (a never-been done before feat) alone from within an 80-foot deep glacial crevasse at Mount Ranier. After his keynote, Jim will be available for book signings before our next presenters.

    Jim Davidson, Ph.D., Resilience Expert, Speaking of Adventure Co.  

    • Beyond Engagement to a Happy Marriage: Attorneys and BD

    Let’s face it. Legal marketing has its challenges. Like an arranged marriage, law firm marketers and business developers don’t always get to choose their partners, but they do get to influence how well the relationship develops over time.

    A 2018 report by the LMA and Bloomberg Law on trends in legal marketing and business development revealed that legal marketers enjoy better relationships with attorneys when they build credibility and trust, provide invaluable insights, and understand attorneys and their needs.

    This interactive session will help you achieve all three.  

    We’ll unpack how to get attorneys more excited about BD, share real examples of what’s working inside a large global law firm, and provide you with practical ideas for how to keep the relationship on track and growing.

    Andrew Hutchinson, PGL of Marketing & BD Practice, Intapp

    Jill Warren, Global Director of Marketing and Business Development, Bird & Bird
    • Are We There Yet?  A Look into How Law Firms Are Closing the Client Experience Gap of the Big Four and Adopting Big Business Service Strategies

    With recent legal industry articles titled: “Big Four vs. Big Law: The Race to Change Legal Services Delivery” and “It May Be Time For Big Law to Fear the Big Four,” it’s not surprising that law firms are more focused than ever before on enhancing client experience. For many years, legal has had to play catch-up to the Big Four. So, have we finally closed the gap that was once a chasm? What can Law Firms learn from Fortune 500 service strategies to narrow the divide even further? This interactive session will delve into how legal compares to other industries in managing the client experience, and how you can adapt innovative client service strategies within your own firm. 

    Morten Bruhn, Director of Market Development Leader, KPMG

    JeanMarie Campbell, Managing Director-Clients, Orrick

    Rich Colasante, US National Healthcare & Life Sciences Director Midwest, Microsoft

    Angela Lupardus, Regional Business Development, Littler

    • Sales Mastery Series – Disrupt Your Go To Market Sales Strategy

    Known for creating disruptive strategies during his 20+ years at IBM, Edwin will disrupt our thinking about collaborating with referral sources. Together we’ll find channel partnership opportunities and develop new referral ecosystems.

    Edwin Smith, Vice President, Strategic Relationships, GIACT Company

    • Women Lawyers Rainmaker Survey Results

    The first Women Lawyers Rainmaking Survey was conducted in 2003. At that time, it was one of the only surveys collecting data on women lawyers’ business development efforts and successes. The Women Rainmaking Survey now serves as a leading resource for law firms and attorneys. We will unveil the key findings and benchmarking data at the RainDance Conference.

    Silvia Coulter, Principal, LawVision Group and Co-Founder, LSSO

    Catherine Alman MacDonagh, JD, CEO and Founder, Legal Lean Sigma Institute LLC and Co-Founder, LSSO
      Speaker Profiles

      ©2019 Legal Sales and Service Organization