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Moving from Art to Science: Incorporating Metrics to Drive Business Development and Marketing Priorities

March 8, 2018 | 12:00 PM - 1:30 PM

Tim Corcoran

Legal marketing professionals face a perpetual challenge of high demand for marketing and BD support with limited bandwidth and resources. The easy answer is to incorporate ROI metrics to prioritize marketing activities, but moving from theory to practical implementation is challenging. Just as challenging is selling this to partners, some of whom believe that prioritization starts and ends with the organizational chart.

In this presentation, we will discuss how to identify the building blocks of a given practice, or office, and use this information to allocate marketing attention and incentivize behavior. We will illustrate how to use performance metrics to diagnose and improve win rates, to improve collaboration and cross-selling, to differentiate between marketing support and business development support and to justify resource allocation decisions. This is a hands-on workshop with interactive discussions and table exercises to convey the learning objectives.

Who should attend:

  • Marketing and Business Development professionals are the primary audience, but those involved in finance, pricing, project management, process improvement, and practice management will also gain a great deal of insight.

Learning objectives:

  • Understand which performance metrics matter at the practice, office, or industry group level
  • Incorporate performance metrics to differentiate between marketing needs and BD support needs
  • Incorporate performance metrics to assess the ROI of marketing and BD support and adjust accordingly

McGuire Woods LLP
Gateway Plaza
800 East Canal Street
Richmond, Virginia 23219


LMA Members (in-person attendance) $15.00
LMA Members (webinar attendance) $10.00
LMA Members (who have prepaid for 2018 events) FREE
Prospective Members $35.00

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


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Sponsored By

Virginia  Lawyers Weekly logo

2018 Gold Sponsor


About the Presenter

Tim CorcoranTim Corcoran is a principal with Corcoran Consulting Group, and is past president of the Legal Marketing Association and a Fellow of the College of Law Practice Management. He advises law firm leaders, in-house counsel, and legal service providers on how to profit during a time of great change. This includes assisting law firm leaders with business strategy, primarily in the areas of operational excellence and business growth, and assisting in-house counsel with the development and management of preferred provider programs. He also advises legal service providers on market dynamics and sales force readiness.

He is also the author of the widely-read Corcoran's Business of Law blog. Tim is a well-known and respected speaker and author.

Important Information

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Walk-ins are welcome as space permits. Cash or checks made payable to "LMA Mid-Atlantic Region" will be accepted at the door. NO credit cards accepted.

Cancellations must be made within 2 business days of the program. No shows and cancellations within 2 business days of the program will be charged as follows: Members: $15 ($10 if registered for webinar only); Non-members $35.