Winning Business in the “New Normal” - Connecting the Dots

Domain: Business Development

Winning new business has become more challenging today than ever before. Clients are increasingly leveraging their own analytics and tools to measure and compare the value of the legal services they buy, and to take advantage of a competitive market. The ability of law firms to align and partner with clients, to deliver true value, and to expand profitability sits at the intersection of a multidisciplinary and cross-functional approach that would converge and connect the dots among financial analysis, strategic pricing, business intelligence, knowledge management, business development, and legal project management.
This session explores the challenges, opportunities, and best practices for the successful design, execution and measurement of this innovative and integrated approach. The session will cover valuable insights from small regional to large global law firms in implementing pricing and project management initiatives, with a focus on encouraging multi-department collaboration to enhance success. The panelists conclude by suggesting a number of relevant ways that Marketing Departments can be at the forefront of these initiatives that delivers profitable business to the law firm.

John Ferko, Director of Strategic Pricing and Practice Management, Miles & Stockbridge LLP
Steven Manton,Strategic Pricing Leader, Debevoise & Plimpton LLP
Peter Secor, Director of Strategic Pricing and Project Management, Pepper Hamilton LLP
David Woods,Director of Client Services,Kelley Drye & Warren LLP

Member Price: $0
Prospective Member Price: $59