Capital Ideas Newsletter-March/April 2014


Change Agents
By: Corey Garver, Client Development Manager at Shulman, Rogers, Gandal, Pordy & Ecker, P.A. 

Spring – a time of change, growth, evolution. So it is the perfect time to think about how you are going to continue transcending in your career and in your life.

Having recently attended the Annual Meeting, I was reminded of the opportunities presented by Spring, our profession and LMA. Each one can help cure common complacency not just help someone to embrace change, but also drive it. Read more...


An update on Awards, Rankings and Chambers - Straight from the Source

By: Aileen Hinsch, Knapp Marketing

In early March, I interviewed Lauren Hughes, editor of The Legal 500 U.S., and Laura Mills, editor of Chambers USAGuide. For legal marketers who are new to rankings, it’s important to know some of the key distinctions between these two reputable publications. Read more...

 Chambers 2015 – An Interview with Laura Mills, Editor, Chambers USA

 The Legal 500 2015 – An Interview with Lauren Hughes, Editor, The Legal 500 U.S.


Market The Heck Out Of Your Firm’s Rankings
By: Helena M. Lawrence, Business Development Manager, Proskauer

Our lawyers love to be ranked, and we love to create compelling and useful marketing collateral.  So the question is how can you market the heck out of your firm and lawyer rankings? Read more...

The Difficulty (and Importance) of Client References in Legal Directory Rankings
By Adam Donovan, Senior Marketing Manager, Fish & Richardson P.C. 

While each content-section of legal directory submissions has its own value, it’s easy to overlook the importance of client references – especially because obtaining references is a challenging and often sticky process. Read more...


Law Firm Pricing: Strategies, Roles, and Responsibilities

By Jim Hassett, Founder, LegalBizDev and Jonathan Groner, PR consultant and freelance writer 

In the current competitive environment, many law firms are struggling with three key questions:

  1. Pricing: How do I bid high enough to make an acceptable profit, but low enough to get new work? 
  2. Alternative Fee Arrangements (AFAs): When are non-hourly alternative fees best?
  3. Managing: After I set a price, whether AFA or hourly, how do I manage the work to make a profit? Read More...


Nicole Steckman, BuckleySandler LLP 

By: Whitney Krebs, Business Development & Marketing Coordinator, FaegreBD Consulting 

Nicole Steckman is a Business Development Coordinator at BuckleySandler LLP. She began her career as a Program Coordinator at the Kansas Bar Association focusing on continuing legal education (CLE). Later, Nicole began working with the Georgetown Law Center in marketing and business development for the CLE department. As the Director of Marketing and Business Development at Georgetown, Nicole focused her efforts on direct mail, email, and social media initiatives to promote Georgetown’s CLE programs and writing workshops. Read more... 


Tools For Managing The Process

By Ellen Katkin, Director of Marketing, Gilbert LLP and Janine Militano, Marketing Coordinator, Beveridge & Diamond, P.C.  

Preparing directory submissions can be an overwhelming and time-consuming task. There is help out there, however. In fact, providing assistance in preparing submissions has become nearly as big a business as publishing legal directories. Below are links to a few sites that may be useful as you prepare for this year’s directory season. Read more...


The Law Firm Sales Role: Not What You Think
By: Elaine Noble, Noble Pursuits LLC

Senior Client Development Executive at DLA Piper, Kim Rennick leads a sales and business development team focused on key account acquisition and retention. On February 27, she spoke to LMA members and shared some valuable insights regarding the emergence of sales strategies within law firms and how to implement them. Read more...

Honing Your Coaching Skills for Law Firm Marketing and BD Professionals
By: Kristin Keen, Marketing Professional

On March 26, 2014, the Capital Chapter got a pep talk from some seasoned coaches. Debra Hare, Director, Client Programs at Steptoe & Johnson LLP and Mary Kaczmarek, a former practicing attorney and current coach-consultant and President of Skillful Means Marketing LLC gave a presentation on developing coaching skills and implementing them at your firm.  Read more...

Future Leaders SIG-From Coordinator To Manager 
By: Michelle Gamlen, Senior Business Development Coordinator, Steptoe & Johnson LLP 

The Future Leaders SIG recently hosted their first 2014 Brownbag Lunch event ­“From Coordinator to Manager: How to Make it Happen. This event was targeted to those in their first five years of legal marketing and focused on what coordinators can do right now in their careers to elevate themselves for the future. Read more...



To see a list of upcoming events, click here.



Corey Garver joined Shulman, Rogers, Gandal, Pordy & Ecker, P.A. as the firm's Client Development Manager. Previously Corey was a Senior Business Development Manager at Morrison & Foerster LLP.

Michelle McWhinney formed Navigate Recruiting where she is Lead Recruiting and HR Consultant. She was formerly at Rhodes & Weinstock. 

Michelle Gamlen is joining Steptoe & Johnson LLP on May 5 as a Senior Business Development Coordinator. She was formerly at McKenna Long & Aldridge LLP.



Thank you to this period’s sponsors Hellerman Baretz and Media and Communications Strategies, Inc. who help make the Capital Chapter activity possible. Read more...


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