The Engagement Gap: Why Strong Client Relationships Don’t Always Drive Growth

Date: July 15
Time: 11 a.m. CST
Sponsored by: Litera
Domain: Business Development
BoK Competency: Business Development Planning and Coaching/Training 

Law firms have always understood the value of strong client relationships. Yet even firms with exceptional lawyers and longstanding clients often struggle to deliver consistent, proactive engagement across the institution.

The challenge is rarely legal expertise, it's creating a more coordinated approach to client engagement that connects relationship intelligence, marketing activity, business development efforts, and client experience across the firm.

Many firms still rely heavily on informal relationship management and reactive outreach. While effective at an individual level, those approaches become difficult to scale consistently across larger teams, offices, and client relationships. And when client engagement stalls, so does revenue.

The firms that will win the next decade aren't just doing more, they're doing it with intelligence that compounds over time.

Learning Outcomes:

  • Identify the common engagement gaps that prevent strong client relationships from translating into consistent firm growth 
  • Discuss how leading law firms are connecting relationship intelligence, marketing, and business development to create more proactive client engagement 
  • Apply a practical framework for scaling coordinated client outreach and relationship management across the firm

Presenters:

Bob Beach, Senior Director, GrowthTech Evangelist, Litera. Bob is Senior Director, GrowthTech Evangelist at Litera, where he focuses on helping law firms modernize the way they manage relationships, develop business, and deliver client value. Working at the intersection of client needs, market trends, and product innovation, Bob collaborates with law firm leaders around the world to understand how changing client expectations, data, relationship intelligence, and AI are reshaping the future of growth in professional services. 

Dayle Hauserman Manager, Solution Sales Executives, Litera. Dayle Hauserman is a legal GrowthTech leader with two decades of experience helping professional services firms translate technology into measurable business outcomes. As Manager of Solution Sales Executives at Litera, she sits at the intersection of sales, product, and GTM strategy, guiding firms through the rapidly shifting landscape of relationship intelligence, business development technology, and AI adoption.

Sarah Happy, Director, Marketing Technology, Harbor Global. Sarah leads strategic technology initiatives that drive growth for leading law firms and corporate legal departments. With a unique combination of legal expertise and technology leadership, she brings a deep understanding of both legal practice and the technology solutions that enable legal organizations to thrive. Sarah's expertise spans legal research, litigation support, business intelligence, knowledge management systems, and training program design.

Price: 
LMA Members: Complimentary
Prospective Members: $79


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