BUSINESS DEVELOPMENT –
WHICH MODEL BEST FITS YOUR FIRM?

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Moderator: Chris Fritsch, Clients First Consulting

Whether you’re involved with Marketing, Business Development or even Sales, this session was for you.  Various Business Development Models and related issues formed the basis for a very spirited discussion among our presenters, with plenty of participation from our members.

Our presenters included a moderator with a national reputation for her views on the many aspects of Business Development and Marketing.  And our four panelists – some of whom should be well known to you for their expertise and experience – are equally well versed on these subjects.  Together they covered such compelling and relevant issues as: 

•           The top 6 Models of Business Development

•           What firms of all sizes are actually doing

•           What’s working and what’s not

•           Elements of successful sales programs

•           Best practices and challenges – including such issues as compensation; teamwork among Marketing, Business Development and Sales; and more.

 Whatever your position – from Marketing Coordinator to CMO/CBDO – this session was sure to provide thought provoking ideas for consideration, discussion and possible implementation. 

Those who could join us  were treated to a highly informative discussion moderated by Chris Fritsch.  As a Client Development Consultant, Chris’ company, ClientsFirst Consulting, partners with law firms across the country to provide facilitation and coaching solutions to help firms grow and increase revenue and profitability.

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Joining Chris on the panel were:

Brett Arnold – Business Development Manager, Duane Morris LLP.  Brett brings to the panel his considerable legal sales and marketing experience working “in the trenches” side by side with his firm’s attorneys.

Joe Calve – Chief Marketing Officer, Proskauer Rose LLP.  Joe’s effectiveness was recently recognized when his firm was named number one in Marketing The Law Firm’s annual list of the “Top 50 Law Firms in Marketing and Communications.”  

Tim Corcoran – Director, Practice Development, White & Case LLP.  Having recently gone in-house after years of consulting experience in the areas of law firm practice management and business development, Tim brings an outsider’s perspective, but one conditioned by his experience in working with corporate counsel and law firms across the globe.

Iris Jones – Chief Business Development and Marketing Officer, Chadbourne & Parke LLP.  For some time now, Iris has emphasized the importance of client-facing programs.  She has implemented such initiatives as client feedback, the breaking down of silos, and coordination of Marketing and Business Development activities.