Beyond Training: Engineering a Firmwide Culture of Business Development
Wednesday, July 8 | noon-1 p.m. PT
Most law firms are only tapping a fraction of their business development potential.
Building a true culture of business development requires activating multiple drivers that, together, can unlock far greater levels of growth, collaboration, and client development across the firm.
Most firms invest in some of these areas, such as training, coaching, technology, incentives, leadership initiatives, accountability programs, and client service. However, few firms address all of the factors that influence business development success. While each can add value, no single initiative is enough on its own. Firms that create a sustainable culture of business development recognize that success comes from putting all of the critical building blocks in place and reinforcing them consistently over time.
In this program, we'll explore the eight building blocks that help firms engineer a sustainable culture of business development, one that encourages more lawyers to contribute to growth, strengthens client relationships, increases collaboration, and generates more growth opportunities across the firm. The eight building blocks include:
- Why Most Firms Struggle to Create a Business Development Culture
- Activating Lawyer Motivation and Accountability
- Developing Core Business Development Skills and Habits
- Accelerating Cross-Selling and Collaboration
- Building More Aligned, Collaborative, and High-Performing Teams
- Delivering Exceptional Client Service That Leads to Loyalty and New Work
- The Role of Leaders in Driving Business Development Success
- Measuring Progress and Sustaining Momentum
Special Note: Because leadership plays a critical role in creating a culture of business development, this program is also open to Practice Group Leaders, Industry Team Leaders, Department Heads, Managing Partners, and other firm leaders responsible for driving business development within their teams. There is no additional fee for their participation.
Location:
Virtual
Cost:
Members: Complimentary
Non-members: Complimentary
Speakers:
David Freeman
Freeman BD
David Freeman, JD is a former practicing lawyer from New York, an award-winning consultant, and a two-time best-selling author who helps lawyers become great rainmakers.
He’s a member of the National Law Journal Hall of Fame for being voted the #1 business development consultant and coach in the United States for several consecutive years.
For over 30 years, David has trained and coached well over 10,000 lawyers and professionals in more than 260 law firms worldwide, he’s worked with over half of the Am Law 200, he’s the author and co-author of 16 books on law firm business development and leadership, he’s the creator of Lawyer BookBuilder, a turnkey business development training and accountability system, and he is the creator of BD Buddy, an automated reminder, coaching, and tracking system that drives a firmwide culture of business development.
Doug Lancet
Director of Business Development, Mayer Brown
With a three-decade career that spans the practice of law and business of law, Doug Lancet currently leads business development efforts for Mayer Brown’s Litigation and Advisory practices. Before joining Mayer Brown, Doug served as Head of Client Development and Marketing for two mid-sized elite litigation boutiques, where he led firmwide growth initiatives and helped shape client development strategy. Prior to that, he spent over a decade at Winston & Strawn (now Winston Taylor), where he served as Director of Global Practice Development for the firm’s Litigation Practices, supporting cross-border teams and driving strategic growth across key sectors. On the corporate front, Douglas held several roles at Thomson Reuters, where he helped shape product development strategy and led sales enablement efforts engaging major law firms—driving adoption of advanced legal research tools to support case preparation, litigation strategy, and advisory services.
Doug also brings a valuable dual perspective to his role—having not only served law firms, but also retained them. As General Counsel of a New York-based hospitality company, he was a client of several Am Law 100 firms, giving him firsthand insight into what clients expect from their legal partners—insight that he draws upon daily in shaping client development strategy.
Sponsors:
For questions or concerns about your event registration, please contact lmawest@legalmarketing.org