Southern California Local Group

LMA SoCal 

Moving from Art to Science:

Incorporating Metrics to Drive Business Development and Marketing Priorities

Thursday, July 19 | 11:30 a.m. - 1:15 p.m.

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

Tim Corcoran

Tim Corcoran Headshot.png

Timothy B. Corcoran is a keynote speaker, consultant, author, and legal commentator. With deep experience spanning two decades as a corporate executive, he guides law firm and law department leaders through the profitable disruption of outdated business models.

As a change agent, Tim’s focus is on helping law firms operationalize their strategy: profiting from experience through project management and process improvement; embracing profitable alternative fee arrangements; assessing and redesigning partner compensation plans; designing new financial metrics and dashboards; building or reorganizing an effective ecosystem; training current and future leaders; succession planning; refining business development skills; and launching new technology tools. Tim helps law departments embrace performance analytics, better hire and manage outside counsel, and ultimately improve business velocity.

Tim has seen it all and brings the full force of his experience and expertise to your particular problem. Between customized talks and strategic collaborations with other industry experts, including the Legal Lean Sigma Institute, Tim offers a full suite of advisory services. His accolades include serving as 2014 President of the Legal Marketing Association, a Fellow and Trustee in the College of Law Practice Management, Committee Chair in the Association of Legal Administrators, and sought-after speaker and writer on topics related to the changing business of law. Tim also authors the widely read Corcoran’s Business of Law blog.


Crowell & Moring
3 Park Plaza #2000, Irvine, CA 92614

San Diego Members - Choose livestream on the drop down menu to watch from your desk!


Complimentary for LMA Members

$50 for non-members


No Valid Registration Types [details]



Walk-ins are welcome as space permits. Cash or checks made payable to "LMA West Region" will be accepted at the door.


Any cancellations made at least 7 days prior to the event will be fully refunded. All cancellations made after that date will be billed in full. Registrations may be transferred, however price differences between member and non-members will be billed accordingly.