New Resource for New Members
We have put together a new member packet with some info and tips that all members might find useful. Click the link to download the PDF.
Please let us know if you have suggestions on how we can make it better. Send an email to Membership Chair Laura Mack at email@example.com
From Marketing to Business Development: The 15 People Who Will Make or Break Your Year
Where: Davis Wright Tremaine Suite 2200, 1201 Third Avenue Seattle, Washington 98101
When: June 24, 2015 11:30 AM – 1:00 PM
A marketing department deals with thousands of prospects, hundreds of clients and dozens of lawyers. For a marketing department, the law is a volume business. However, when it comes down to each individual lawyer, the world is very, very small. Sometimes the disconnect between professional marketers and lawyers makes it hard to get things done.
To make this transition from thinking big to thinking very small, it’s helpful to put it in perspective. Darryl Cross, Vice President, Client Profitability and Performance Development, will discuss this nano-BD approach in which there are only 15 people that will make—or break—each lawyer’s year:
- Five existing clients
- Five prospects (that look strikingly similar to their existing clients
- Five investors (also known as referral sources)
The collection of all of these lists of 15 represent the marketing and business development targets of the entire firm. But, as long as it is still executed by individual lawyers, marketers must still plan with these small circles of influence in mind.
In this session we will discuss how to identify each type of contact, specific marketing and BD activities for each type and how to constantly refresh the list.
- How to help each lawyer identify their list of 15 using financial, historic and relationship strength data
- Best practices in targeting clients versus prospects
- How to establish and track quid pro quo referral relationships
- How to tactfully remove a referral source, enticing prospect or valued client from the list of 15
- How to incorporate individual lists into a firm wide, business development plan
Speaker: Darryl Cross, Vice President, Client Profitability and Performance Development, LexisNexis
Darryl Cross joined LexisNexis in 2004 and has consulted with over 500 law firms around the world to collect and share best practices in marketing, law firm profitability and growth strategies. He is a former law firm CMO as well as the current President of the LMA The Virginias chapter.
Additionally, he is responsible for coaching, sales training and performance development for a 1,100-person, international sales force generating $1.5 billion in annual sales in the legal, corporate, government and academic sectors in North America, Australia, Asia, and Europe.
Please contact Mark Reber with questions
New LMA Northwest Blog
LMA Northwest is launching our newest approach to keeping you well informed, our Chapter Blog. The blog will allow us to quickly communicate updates to you, provide links to Chapter officers, allow you to comment and provide feedback, and become a forum for the exchange of ideas. Blogging is nothing new, of course, but we hope with our Chapter Blog that we will bring you even more value for your membership.
Welcome to the web site of the LMA Northwest Chapter.
Founded in 2002 as LMA Seattle, our chapter's objectives include advancing the standards of professionalism among legal marketers as well as increasing their visibility and respectability throughout the legal profession. We welcome in-house legal marketers and encourage active involvement from attorneys, legal administrators, recruiting personnel, law students, professional services consultants, and media representatives.
As we continue to strengthen our chapter, we invite you to join our chapter and become involved.
|Mark Reber, Senior Marketing Manager, Bullivant Houser Baily PC
Mark Reber is the Senior Marketing Manager with Bullivant Houser Baily PC. Mark is based in the Portland office, but the firm also has offices in Seattle, Vancouver, Wash., and San Francisco. He joined LMA in 2011 and currently serves as the Northwest chapter’s VP/Programs Chair.