Monday, April 13, 2015 • Pre-Conference Program

Impact Marketing – for Small and Mid-Sized Law Firms

This program is built for the small to mid-sized law firm with a leanly staffed marketing team. This year, we will focus the program on impactful business development marketing activities. In other words, we're going to discuss the business development activities that actually result in new business. You will hear best practices, case studies and war stories from successful rainmakers, GCs, and some of the top small/mid-sized firm legal marketing professionals in the legal industry. In lieu of the roundtable discussions we've had in the past, we ask each attendee to bring at least one story about a marketing or business development initiative that resulted in a new client or matter for their firm. Our objective is that every attendee leaves with at least one new idea about how to effectively generate new business.

8:00 a.m. Registration and Breakfast

8:45 a.m. Co-Chairs' Opening Remarks

Geoffrey-Frost.gif

Geoffrey Frost
Director of Client Development
Bondurant Mixson & Elmore LLP

Dart-Jackson.gif

Dart Jackson
Associate Counsel
HealthPort

9:00 a.m. Secrets of Successful Rainmakers

Have you ever wanted to know what it is that rainmakers do better than other lawyers when it comes to developing a book of business? This program will look at the specific activities and approaches to marketing and business development used by successful rainmakers and answer questions such as: Is developing business different for litigators? How can I leverage organizational involvement into new business opportunities? How do you find time to practice law?

James-Lynch.gif

James R. Lynch
Partner
Lynch Daskal Emery LLP

Geoff-Frost.gif

Geoffrey Frost
Director of Client Development
Bondurant Mixson & Elmore LLP

Tanya-Urban.gif

Robert Bell
Partner
McKenna, Long & Aldridge

10:00 a.m. Creating the Next Generation of Rainmakers

Once you have heard the successful strategies and techniques from some of the best rainmakers in the country, you will find out how to start developing the next generation of rainmakers. We will: 1) analyze the generational changes happening in law firms; 2) analyze how those challenges can be magnified in a small firm; 3) utilize the full resources of the firm; and 4) discover what legal marketing professionals need to do to prepare the their mid-level and junior partners to take over business development duties for the firm.

Panelists:
Moderator:

Alex-Buck.gif

Alexandra Buck
Chief Operating Officer and Special Counsel
Bartlit Beck

Geoffrey-Frost.gif

Geoffrey Frost
Director of Client Development
Bondurant Mixson & Elmore LLP

Tanya-Urban.gif

Tanya Urban
Executive Director & Business Development
Gibbs & Bruns LLP

Zach-Olsen.gif

Zach Olsen
Executive Vice President
Infinite Spada

11:00 a.m. Networking and Refreshment Break

11:15 a.m. Navigating the World of Insurance Defense Work

Insurance defense work is often the life-blood of small and mid-sized law firms, yet you rarely hear about ways to develop new business with insurance companies. You will here. Our panel will include a lawyer who successfully lands and retains insurance work, a law firm marketer who supports a firm targeting insurance companies, and a representative from an insurance company who controls which firms become panel counsel and receive work.

Panelists:
Moderator:

Joseph-ONeill.gif

Joseph O'Neill
Partner
Marks, O'Neill, O'Brien, Doherty
& Kelly

Joshua-Stein.gif

Josh S. Stein
Partner
Goodman McGuffey Lindsey & Johnson LLP

Macy-Omer.gif

Macy Omer
Marketing Coordinator
Fields Howell

Felicia-McDonnell.gif

Felicia McDonnell
Service & Retention Leader
Carl Warren & Company

12:15 p.m. Networking Lunch

1:30 p.m. Lawyers' Expectations of Law Firm Marketers

Having heard from firm marketers, we will surrender the podium to the people who depend on us. Attorneys representing various firms will share real-life stories of how their marketers scored points that mattered: The right idea. The right connection. The right intelligence. All the keys that helped put the ball across the goal line. This illuminating session may plant the seeds for future high-value deliverables that will help you to help your firm prosper!

Panelists:
Moderator:

Scott-Emory.gif

Scott R. Emery
Partner
Lynch Daskal Emery LLP

Alison-Prout.gif

Alison Prout
Partner
Bondurant Mixson & Elmore LLP

Brian-Gross.gif

Brian D. Gross
Partner
Manion Gaynor & Manning

2:30 p.m. Networking and Refreshment Break

2:45 p.m. "And That's How We Won This New Business" - Group Discussion

Bring your stories of marketing and business development activities that resulted in tangible success, clear ROI and unquestionably brought in new paying clients to your firm. We'll spend an hour discussing examples of successful business development actions. The goal is that everyone will walk away with a few good ideas to take home and implement.

Moderator:

Michael-MacKay.gif

Michael MacKay
VP, Cross Platform Business
Bloomberg BNA

3:45 p.m. General Counsel Panel

Gain first-hand insights into the perceived differences between small law firms and large law firms by in-house counsel who hire both. Learn what their criteria are for selecting outside law firms, and ways in which your firm can stand out in the crowd in today's increasingly competitive market.

Panelists:
Moderator:

William-Sailer.gif

William Sailer
Senior  Vice President, Legal Counsel
Qualcomm Incorporated

Dart-Jackson.gif

Dart Jackson
Associate General Counsel
HealthPort

Rod-Boddie.gif

Rod Boddie
Principal and Senior
The Wickford Group

Key-Wynn.gif

Key Wynn
Corporate Counsel
YKK Corporation of America

4:45 p.m. Wrap Up and Final Q&A

5:00 p.m. Program Conclusion

network_events.gif

register_now.gif