Pre-Conference Programs | calender-v2.png Friday, October 16

The Foundations of Selling

clock-v2.png 8:00 a.m. – 5:00 p.m.

Years of flat demand industry-wide has made attracting new revenue challenging and competitive for all law firms. Firms must be far more proactive with business development—increasingly sophisticated buyers require increasingly sophisticated BD techniques. The time is now for firms to truly embrace the long-avoided word SALES. But, where to begin? Firms are not traditionally sales-focused, lawyers do not receive sales training in law school, and many business development professionals have never received true sales training themselves, which leaves many feeling confused on how to be more proactive, yet alone effective.

This interactive session joins two tenured sales experts who will take a deep dive into sales techniques, focusing on two main topics: how to net new clients and how to cross-sell or expand relationships. This will be done through the lens of two employees: the solo client-facing business development lead and the business development professional who coaches lawyers on how to sell.

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CMO Summit     bus_law_icon.gif bus_law_icon.gif bus_law_icon.gif

clock-v2.png 8:00 a.m. – 4:00 p.m.

In a constantly shifting, competitive and high-stakes legal landscape, the need for CMOs to completely understand the firm ecosystem and business objectives has never been greater. This interactive program will focus on the increasing importance of the role and how CMOs/CBDOs can effectively collaborate to increase their stock and add value throughout the partnership.

Through dynamic masterclasses and panels, you’ll explore legal pricing and coaching and sales philosophies. You’ll address how to overcome hurdles and seize opportunities to build and retain high-performing teams and utilize design thinking to improve firm efficiency. In addition, you’ll learn how to earn the coveted “seat at the table” with firm chairs, managing partners and governing bodies (i.e., policy committee, management committee, executive committee).

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Please Note: Attendance to the CMO Summit is open to qualified applicants, including in-house CMOs and first chair marketing and business development directors. To ensure a collegial and interactive setting, the CMO Summit is limited to 60 participants. To ensure a broad experience base, only one participant per firm may register. Registration is accepted on a first-come, first-served basis.

LMA QuickStart® LIVE! – Legal Marketing Essentials     bus_law_icon.gif bus_law_icon.gif bus_law_icon.gif

clock-v2.png 8:00 a.m. – 5:00 p.m.

Are you a marketer with less than five years of experience working at a law firm? Would you like to refresh your knowledge of the core competencies and best practices of legal marketing? If so, the LMA QuickStart® LIVE! program is for you.

This comprehensive program focuses on the key marketing and business development issues you face every day. You’ll hear no-nonsense advice that will challenge you and learn practical tools and skills that you can apply immediately.

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Impact Marketing for Small and Mid-Sized Law Firms     bus_law_icon.gif bus_law_icon.gif bus_law_icon.gif bus_law_icon.gif

clock-v2.png 8:00 a.m. – 5:00 p.m.

Discover the specific tools required to be a successful business development and marketing leader in a small to mid-sized law firm, when time, people and money are limited and stretched to capacity.

These sessions will leverage the knowledge and experience of in-house marketers and consultants who have built innovative programs that can be executed in this environment. You’ll examine a variety of business development and marketing topics and case studies and leave with a clear action plan for maximizing existing resources and tapping into new resources to exceed expectations.

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Rise of the Legal Marketing Technologist     bus_law_icon.gif

clock-v2.png 8:00 a.m. – 5:00 p.m.

The crowd favorite pre-con “Rise of the Legal Marketing Technologist” is returning to Denver, refreshed and reimagined. Marketing technology is no longer something that’s nice to have. It is crucial to how we run our firms. In a world where the competition for digital marketing mindshare has intensified, law firms can no longer rely on laissez faire email marketing. This program takes a deep dive into optimizing your email marketing campaigns. You’ll gain a better understanding of the key components, and problems, that legal marketers encounter while hearing directly from legal marketers and vendor partners.

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Communication in Action: Educate, Innovate and Elevate     bus_law_icon.gif

clock-v2.png 1:00 p.m. – 5:00 p.m.

Strategic communication underpins legal marketing. It provides marketers with powerful ways to enhance the visibility of their firms, lawyers and brand through a variety of mediums, both new and old.

This year’s Pre-Con program from LMA’s PR & Communications SIG focuses on a series of “Communication in Action” case studies involving law firms of various sizes and focus. Each TED Talk-style presentation will feature some of the best communications pros in our industry who will walk the audience through a communications activity from start to finish, including details about planning, executing and reporting ROI to firm leadership.

The case studies span the breadth of communications in law firms—social media, content marketing, digital marketing, internal communications and media relations. This program will specifically offer a deeper dive with relevant examples of media relations successes, including maximizing visibility for a Supreme Court matter, successfully managing communications around a law firm merger, and creating interesting stories out of the a mundane.

In the spirit of sharing to benefit and inspire all attendees, this program will also showcase a panel of professional services marketers sharing their valuable lessons learned and best practices from beyond the world of legal marketing.