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Lateral Integration for the Next Generation Law Firm

September 18, 2019 | 11:30 AM - 1:30 PM

Presented By:
Stuart N. Goodman, J.D., Goodman Business Development and Jessica Grayson, Phillips Nizer LLP

Lateral hiring is approaching a new record within large law firms. Despite the high expectations for revenue generation, laterals have an average-to-low success rate across the board - a problem exacerbated when laterals join from the government or other in-house positions where they did not have to develop books of business.

Panelists will provide real-world examples of successes and failures of integrating laterals, leveraging business development activities and provide concrete examples for developing a process to set laterals up to deliver on their promises.

Attendees will come away with:

  • An understanding of lateral trends
  • Common roadblocks to integration/revenue generation and how to overcome them
  • Both high level strategies and tactical elements firms can incorporate to better integrate laterals
  • Business development strategic tools and best practices

Body of Knowledge (BoK): Business Development, Marketing Management and Leadership

Latham & Watkins LLP
330 North Wabash Avenue
Suite 2800
Chicago, Illinois 60611

Lunch will be provided.

$30 LMA Members
$50 LMA Non-Members and any registrations after September 16
*Complimentary Webcast for LMA Members who do not have access to local programming provided by a Local Steering Committee. If you qualify for the Complimentary Webcast, email for a discount code to register for free. You will receive a follow-up email the day prior to the Webcast wtih login details. Webcast will run from 12:05 p.m. to 1:30 p.m. CST.

Note: LMA Members must be logged in to the LMA website to receive the member rate.


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About The Presenters

Stuart GoodmanStuart Goodman, J.D., Chief Business Development Coach, found Goodman Business Development with the philosophy that lawyers would be better served learning business development from those with "in-the trenches" experience building client relationships in the legal industry. His extensive legal background, 20+ years of developing new business and proven track record of cultivating loyalty among corporate counsel and AmLaw 200 law firms gives him a window into what motivates buyers of legal services - and why. Goodman Business Development use this as the foundation for tailored, practical coaching that gives each attorney a distinct advantage over the competition.

Jessica GraysonJessica Grayson is the Chief Business Development Officer at Phillips Nizer LLP in New York. In her role, Jessica oversees the marketing initiatives and business development strategies for practice groups and lawyers. Prior to Phillips Nizer, Jessica was the deputy executive director at Stradley Ronon and oversaw global lateral partner recruitment and integration for Morgan Lewis.

Important Information

  • Walk-Ins must still register online (i.e., using a smartphone, tablet, or other device). Upon completion of registration, you can either pay online, present a check at registration, or agree to be invoiced after the event.
  • Payment using credit/debit card is only available online.
  • Checks made payable to "LMA Midwest Region" will be accepted at the door.
  • No cash payments will be accepted.

LMA Midwest Region reserves the right to cancel the registration of any registrant with an outstanding balance.

Should you need to cancel your registration, please contact prior to September 16. According to LMA Midwest Region policy, all no-shows and cancellations after September 16 will be billed the late registration rate.