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Business Continuity: Moving Beyond Succession Planning with a Client-Centric Approach

May 23, 2019 | 11:30 AM - 1:30 PM

JOINT PROGRAM: Brought to you by LMA and the Association of Legal Administrators (ALA)

LMA and ALA are teaming up! We’re excited to offer members this exciting program by our friends at GrowthPlay. Share a cab, save a seat or compare notes—make sure to connect with your ALA colleagues about this great program.

Presented By:
Tasneem Khokha and Holly Barocio, GrowthPlay

For years, industry research has noted that the retirement or departure of a primary relationship attorney is one of the leading reasons that law firms lose key client relationships. And yet, most law firms continue to struggle with how to introduce new talent into client relationships in order to protect their business from client attrition.

Traditional approaches to law firm succession planning have proven woefully inadequate for one reason: they focus on what's good for the firm, i.e. finding ways to transition business from retiring or departing attorneys to others within the firm. The business continuity approach, in contrast, focuses on what is good for the client, i.e. having multiple resources within outside counsel firms who collectively elevate the level of service and quality of outcomes delivered.

This interactive session will help participants:

  • Understand the distinctions between succession planning and business continuity;
  • Create an approach to business continuity that is focused on the client's best interests; and
  • Develop a practical plan for implementing client centric business continuity in their own firms.

Specific Takeaways:

  • Share a view of the marketplace, including what clients say about business continuity and what typically gets in the way of succession planning;
  • Understand the distinctions between succession planning and business continuity;
  • Introduce five business continuity tactics that cultivate business intelligence across the team; map key client relationships; leverage site visits and shared experiences; and establish or accelerate client experience excellence.

BoK(s): Business Development, Business of Law

Location:
Skadden, Arps, Slate, Meagher & Flom LLP
155 North Upper Wacker Drive
Chicago, Illinois 60606

Lunch will be provided.

$30 LMA Members
$50 LMA Non-Members and any registrations after May 20
*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 events@lmamidwest.org 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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Sponsored By

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About The Presenters

Tasneem has spent almost 20 years in the professional services space working with lawyers and other professionals to grow their businesses and helping firms make the most of their relationships with their clients, their talent and their recruits. Prior to joining GrowthPlay, Tasneem was a partner and the Director of Marketing at Katten Muchin Rosenman, where she led the firm’s marketing and business development team.

Tasneem KhokhaTasneem Khokha previously practiced law in the corporate department of Latham & Watkins, where she represented publicly-traded and privately-held companies in mergers, acquisitions, and securities offerings, and in the restructuring group of Kirkland & Ellis, where she represented corporate debtors in bankruptcy planning, negotiation, and litigation. Before her career in law, Tasneem was an event planner in the University of Chicago’s student life office.

Tasneem speaks frequently on topics related to business development, sales, marketing, client experience, leadership, diversity and women in professional services. She has spoken at several law schools, including Northwestern Pritzker School of Law, University of Chicago Law School and University of Illinois College of Law.

Holly BarocioHolly Barocio helps lawyers leverage their natural business development strengths and find authentic approaches to growing their businesses. Holly is an experienced business development coach and trainer who has worked in the legal industry for 13 years. She has partnered with numerous AmLaw 100 and 200 firms and regional mid-size firms across the country helping attorneys master business development fundamentals.

Prior to joining the GrowthPlay Team, Holly was the head of marketing and client services for a Chicago-based law firm, where she led initiatives around business development, attorney coaching and client service interviews.

Holly currently serves on the board of LPSC and is co-chair of the Legal Marketing Association’s Diversity & Inclusion Committee. She is past president of CALPA, is a past judge for LMA’s Your Honor Awards and is the former vice chair of various NALP work groups.

She is also board president of Rampage Women’s Ice Hockey and serves on the advisory board of Thriveosity. She regularly presents on business development, professional branding and relationship building to organizations including the LMA, LPSC, ALA, PDC, NALP, Northwestern Pritzker School of Law and AALL.

Important Information

  • REGISTRATION IS REQUIRED BEFORE THE EVENT BEGINS.
  • 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 events@lmamidwest.org prior to May 20. According to LMA Midwest Region policy, all no-shows and cancellations after May 20 will be billed the late registration rate.