** 2020 Legal Sales and Service Award Winner**
Read more about Eversheds Sutherland's Initiatives
Honorable Mention – Womble Bond Dickinson
Honorable Mention – Michael Mellor, Chief Marketing and Business Development Officer at Pryor Cashman
Thank you to our 2020 sponsor, Hellerman Communications, an award-winning corporate communications agency that specializes in positioning professionals to win business. Learn more about Hellerman Communications at www.hellermanllc.com.
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. A client service team comprised of partners and business development professionals identified a global energy client and developed a methodical plan to grow the 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.
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 made significant changes to critically enhance the 17th annual 2019 BDC Roundtable. The BDC team also launched an event app, which provides up-to-date information on the BDC market, regulatory news, developments, and other pertinent information from Eversheds Sutherland.
Results: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.
By revamping the sponsorship program, the BDC business development and marketing team increased sponsorship intake for the event by 43% and increased attendance by 10% from the year prior.
Team Members:Energy Team
An Honorable Mention was awarded to Womble Bond Dickinson’s entire Client Development Team for turning the firm’s participation in the 2019 Association of Corporate Counsel (ACC) Meeting into a multi-pronged, whole-team sales approach. The coordinated effort started long before the start of the ACC meeting and is still continuing long after the meeting. From individual sales meetings to events, thought leadership and the firm’s In-House Roundhouse Podcast series, the team was able to generate new leads that have been converted to new or expanded business, including a major pitch opportunity with a significant new client.
Sales & Service Executive of the Year - Carolyn Rumpf Sandano, Business Development Manager, Stroock & Stroock & Lavan
Carolyn Rumpf Sandano joined Stroock & Stroock & Lavan as the Business Development Manager of Real Estate in February 2019. In just 10 months, Carolyn helped a practice that has worked together for 30-plus years very successfully to revamped all approaches to business development and marketing.
Reminding the group that business development was a skill to be employed, and not just a random series of lucky acts, Carolyn created an effective business plan for the group focused on strengthening key clients and market visibility.
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.”
Carolyn also oversaw the development of a task force related to the New York City Climate Mobilization Act, the formation of a cross-disciplinary PropTech practice, and has implemented a streamlined approach to client services, business development, and media relations.
In a period of 10 months, Carolyn revamped all approaches to business development and marketing for the group. While the group had a strong and effective culture and robust client-facing communications prior to Carolyn’s arrival, her efforts have further elevated its marketing and business development activities in varied areas.
An Honorable Mention was awarded to Michael Mellor, Chief Marketing and Business Development Officer at Pryor Cashman. 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 as a result.
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.”