LMANE19 Speaker Q&A with Deborah Farone and Howard Kravitz

Deborah Farone and Howard Kravitz will be presenting a session at the 2019 LMA Northeast Regional Conference on “Fostering a Rainmaking Culture.” We asked them to tell us more about what attendees can expect from the session and why they’re looking forward to attending #LMANE19. 

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Why did you submit to present at the LMANE19 conference? 

I always enjoy participating in the LMA’s regional conferences. They provide a great forum for reconnecting with people—generally in a smaller setting. I also find it useful to learn what folks see as the trends are on a more local level. While I love going to the national conference, you really get a great opportunity at the regional conferences to spend time quality time with fellow LMAers. When you spend less time packing a bag, getting to the airport, and traveling across the country, it means you have more meaningful time to spend with your contacts and digging into the actual content. 

What are you hoping attendees learn from your presentation? 

Howard is an incredible marketing professional and has experience from blue-chip companies outside of the legal profession, as well as within. Between the two of us, attendees will learn about which methods work best when helping individual lawyers develop business, and what leading organizations do to create a “marketing culture.” 

What are you personally expecting to get out of this year's LMANE19 conference? 

I’m excited to hear what people’s challenges have been over the past year, and how they’ve approached them. With more astute general counsel and an emphasis on budgeting, pricing, and efficiency, firms need to raise the bar in terms of technology and people solutions. I always want to know how firms address these issues. 

What are you most looking forward to from the LMANE19 conference? 

It’s in Brooklyn!  Need I say more?  

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Why did you submit to present at the LMANE19 conference? 

It’s valuable to connect with people that understand, live and do business according to the culture of the Northeast. Geographic regions all have a different set of norms, and it’s important to recognize that what might resonate in one part of the world might not in another. I’m particularly interested in our topic of “Fostering a Rainmaking Culture” and based on what I’ve seen from outside legal, the industry in general is pretty far behind. Plus, how do you say no to Deborah Farone? 

What are you hoping attendees learn from your presentation? 

Deborah and I have seen many examples of what naturally extroverted lawyers do to “make it rain.” I’m hoping people walk away with a few actionable tips on building “rain-making cultures” in firms that represent a wide variety of personality types and broad sets of individual views. We generally don’t need to help the top lawyers in firms develop business as much as we need to help those in the middle to apply different thinking to their growth plans. Deborah has written extensively on this topic in her recent book, and I’d like to offer some additional insights. 

What are you personally expecting to get out of this year's LMANE19 conference? 

It’s always good to get some validation that we’re not crazy. Hearing that others face similar challenges is reassuring and learning how they’re approaching such challenges can often yield new insights. As such, I’m particularly interested in hearing how firms are changing with the times.   

What are you most looking forward to from the LMANE19 conference? 

One great idea on how to do something different. Too many of our firms appear similar to existing and prospective clients. We’re all trying to differentiate: so, how can you break through the clutter?

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