Southwest - Virtual: BD Summer Boot Camp - Session 4
Roundtable Discussion: Effective Strategies for Working with Attorneys at All Levels and Styles
Wednesday, September 10 | 11 a.m. - Noon CT
Creating Success through Passion for Emerging Tech and Mentorship
Perkins Coie patent attorney, Al Araiza, and Head of IP Practice Marketing, Kathleen Brieske, will explore Al’s journey to partnership and how his enthusiasm for emerging technology and commitment to fostering intergenerational team growth have driven his success.
From Promotion to Production: Developing your Practice as a Junior Partner
Norton Rose Fulbright partner, Nathan Baum, joins Executive Sales Coach, Darryl Cross, to discuss the process Nathan went through following his promotion to partnership in generating work for himself and his team of litigators.
One Conversation, Two Clients: The Power of Strategic Listening
Farella Braun + Martel partner, Sara Bell, joins David Bruns, Director of Client Services, to share how a single client interview led to not one, but two new business relationships, highlighting the importance of deep listening, agility, and uncovering clients’ needs. Attendees will gain practical insights on how to spot signals beneath the surface, ask the right follow-up questions, and position value in a way that opens doors. Whether you're in business development, client service, or leadership, this session will provide actionable strategies for turning every interaction into a potential multiplier.
What Attendees Will Learn:
- How passion for an area of law can drive career advancement
- Insights into a personal journey in a competitive legal environment
- The role of mentorship in achieving long-term success
- The transition from associate to partner by producing rainmaker-level results
- The importance of asking insightful follow-up questions and demonstrating value during client feedback
Learning Objectives: By the end of this session, participants will be able to:- Practical steps and mindset shifts needed to generate and manage your own client work
- Strategies for building a self-sustaining book of business
- Techniques for active and strategic listening to uncover hidden client needs
- Actionable methods for enhancing business development, client service, and leadership through client service
Speakers:
Kathleen Brieske
Head of IP Practice Marketing
Perkins Coie
Kathleen Brieske, Head of IP Practice Marketing at Perkins Coie, has more than two decades of legal marketing experience. As a seasoned legal marketer, she has a strong focus on brand strategy and business development. Kathleen’s passion lies in collaborating with attorneys to develop innovative and impactful ways to serve their clients.
She is currently the chair of LMA Phoenix’s Local Steering Committee and is serving on the planning committee for this year’s Tech West x Southwest regional conference.
Al Araiza
Partner
Perkins Coie
Al Araiza is an intellectual property attorney at Perkins Coie who devises innovative solutions to help clients achieve successful outcomes from their creative endeavors. Alberto Araiza crafts IP strategies to achieve clients' corporate objectives and helps founders and investors develop patent portfolios for successful exits, including initial public offerings and acquisitions. He performs valuations for sales and acquisitions, develops monetization and cost optimization strategies, handles patent cross-licensing, and conducts comprehensive technical investigations related to patent assertions, including developing infringement and invalidity theories.
Darryl Cross
Executive Sales Coach
Norton Rose Fulbright US LLP
Darryl Cross is a well-renowned expert in high performance, with over 25 years of experience in the legal industry. He currently serves as the Norton Rose Fulbright’s first in-house coach, where he leverages his vast knowledge to build scalable sales programs and help partners build their own successful practices.
Darryl has an extensive background in researching and studying the practices of successful professionals in high-pressure domains, including astronauts, pilots, athletes, Navy SEALs, surgeons, and trial lawyers.
As an evangelist of the power of team dynamics, Darryl is the only Certified Team Performance Coach dedicated to the legal industry. He speaks regularly on the importance of building diverse teams to allow individuals to leverage their strengths, build trust between partners, and engage in client-centric collaboration.
Nathan Baum
Partner
Norton Rose Fulbright US LLP
Recognized by D Magazine as a "Best Lawyer Under 40" and Thomson Reuters as a "Texas Rising Star," Nathan Baum is a partner at Norton Rose Fulbright in the firm's commercial litigation group. He has extensive experience successfully representing companies in both federal and state court litigation. In particular, Nathan's practice focuses on complex business litigation, with an emphasis on commercial disputes, employment, oil and gas and antitrust litigation.
David Bruns
Director of Client Services
Farella Braun & Martel
As the Director of Client Services for Farella Braun + Martel, Dave leads the firm's business development efforts. He has successfully integrated business development into the culture of the firm by creating a multi-tiered training program that leverages Farella’s existing relationship building efforts, affinity groups and practice group activities as opportunities to practice sound business development tactics within the firm, and where appropriate directly involve clients. Dave facilitates annual practice-based business planning, firm-wide business development tactics, internal and external communication, and an expansion of electronic marketing programs.
As a sounding board at Farella, Dave works with individual attorneys at all levels to develop achievable practice development programs and target specific clients for new or additional work. He also conducts client interviews to obtain feedback and uses this data to enhance the client relationship experience.
Sarah Bell
Partner
Farella Braun + Martel
Sarah Bell focuses her practice on environmental and natural resources litigation, administrative proceedings, and counseling, and advises clients in a broad range of disputes, including enforcement actions, cost recovery, citizen suits, water quality, complex toxic tort, and product liability matters. She has significant experience in matters involving both emerging contaminants – including PFAS – as well as legacy contaminants like PCE, TCE and other chemicals and VOCs. The bulk of her expertise involves cases relating to natural resources such as groundwater, surface water, sediments, air, and soil. She has experience with all the major federal and state environmental statutes, including the Clean Water Act, CERCLA, NEPA and CEQA, Proposition 65, RCRA, and the ESA.
Location:
Virtual - A zoom link will be sent to you.
Cost:
Members: $30
Non-members: $45
Bundle Price for All Four Session:
Member: $90
Prospective Member: $150
Interested in the full bundle? Click here to register and learn more.
For questions or concerns about your event registration, please contact lmasouthwest@legalmarketing.org