Conference Agenda

Conference Day Two | Friday, March 27
5:30 a.m. – 7:00 a.m.
“Fitness Scavenger Hunt” team exercise session powered by Rainmaker
Fitness, led by: NASM Master Trainer, Darryl Cross

7:30 a.m.
Registration Opens

7:30 a.m. – 8:30 a.m.
Breakfast in the Exhibit Hall

Sponsored By:d1_introhive.gif

With Demo Session led by: InterAction.png

Ensuring Data is the Foundation of Every Client Engagement

Presented by:

Scott Winter
InterAction Product Director
LexisNexis


8:30 a.m. – 9:00 a.m.
Day Two Welcome and Association Updates


9:00 a.m. – 10:00 a.m.
GENERAL COUNSEL PANEL
Elevate. Collaborate. Innovate.

At the intersection of business and the law, general counsel rely on outside counsel to know their business, to help mitigate risk, develop solutions, and uncover business opportunities. At the heart of this symbiotic relationship is trust and collaboration. Come learn how general counsel and their outside counsel collaborate to create the framework for business to thrive.

 

Dean C. Heizer.jpgDean C. Heizer
Executive Director and Chief Legal Strategist
LivWell Enlightened Health LLC

Tom Downey.jpgTom Downey
Director
Ireland Stapleton Pryor & Pascoe, PC

 

Catherine-Zinn.gifCatherine Zinn
Chief Client Officer
Orrick Herrington & Sutcliffe LLP

Stanton-Dodge.gifR. Stanton Dodge
Chief Legal Officer
Draft Kings Inc.

 

Moderator:

Richard-Caruso.pngRichard Caruso
Vice President and General Manager, Legal Media
ALM Media, LLC


 

10:00 a.m. – 10:45 a.m.
Networking Refreshment Break in the Exhibit Hall


Sponsored by:    lexology.png

 

“Generate More Proposals, Increase Firm Revenue, and Reduce Attorney Dependencies with ikaun”

With Product Demo led by: ikaun.gif

 


10:15 a.m. – 10:45 a.m.

Networking for Prizes Drawing in the Exhibit Hall

Networking for Prizes is a fun and interactive activity designed to introduce you to the service provider community during the course of the conference.

 


Breakout Key

bus_law_icon.gif Business Development

bus_law_icon.gif Business of Law

bus_law_icon.gif Client Services

bus_law_icon.gif Communications

bus_law_icon.gif Marketing Management and Leadership

bus_law_icon.gif Technology Management

Competency Level

Advance.gifAdvanced

Essential.gifEssential

New this year! light.gif Spark Talks

 


11:00 a.m. – 12:00 p.m.
Concurrent Breakout Sessions

 

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11:00 a.m.–12:00 p.m.

The Fab Five: Addressing D&I From All Perspectives (Including the Client’s)

You may be working hard to address both the D&I needs of your clients and D&I efforts within your firm. But no single department within a law firm can tackle all of these requests alone. In this session, you’ll hear how leaders from LMA, ALA, ILTA and NALP are responding to client needs and requests while supporting D&I from their unique perspective. You’ll learn best practices for teaming across administrative functions, honestly discuss what gets in the way of good collaboration and gain ideas you can take back to your firm and share with your colleagues in all departments.

You’ll learn how to:

  • Evaluate feedback from the client’s perspective about diversity—what they want and what they expect from their outside counsel
  • Understand how the marketing/business development, firm administration, technology and recruiting functions are supporting diversity and inclusion
  • Tackle barriers to collaboration across administrative teams
  • Add to your D&I toolkit and share with your colleagues tips from all four perspectives

 

Holly-Barocio.pngHolly Barocio
Senior Consultant
GrowthPlay

 

Jessica Mazzeo.jpgJessica J. Mazzeo
Co-Founder and Chief Operating Officer
Griesing Law, LLC

 

Lia-Dorsey.gifLia J. Dorsey
US Diversity and Inclusion Director
Dentons US LLP

 

Gillian-Power.gifGillian M. Power
Chief Information Officer
Lathrop & Gage LLP

 

Lezlie-Griffin.gifLezlie A. Griffin
Assistant Dean for Career Development and Diversity Initiatives
Tulane University

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11:00 a.m.–12:00 p.m.
Pathways to Leadership: The Convergence of Service and Career Leadership

Looking to expand your leadership skills? Wondering how to demonstrate promotion potential beyond doing your work? Interested in getting more involved in LMA leadership, but not sure where to start?

In this session, you’ll identify the skills required to be an effective leader in LMA and your firm. You’ll hear how to leverage your law firm role and LMA to build leadership skills throughout your career. You’ll examine the best practices to manage teams formally and informally, how to navigate a path to LMA leadership and how to evaluate and assess the leadership potential within your own team and staff.

You’ll learn how to:

  • Recognize the leadership skills and competencies that move great managers into great leaders
  • Explore which leadership skills matter most to today’s law firm leaders
  • Identify opportunities to develop leadership skills through LMA
  • Navigate leadership development opportunities throughout your career

 

Aleisha-Gravit.pngAleisha Gravit
Chief Marketing and Business Development Officer
Akin Gump Strauss Hauer & Feld LLP

 

Jeanne-Hammerstrom.pngJeanne Hammerstrom
Chief Marketing Officer
Benesch

 

Lisa-Simon.pngLisa Simon
Chief Marketing and Business Development Officer
Lewis Roca Rothgerber Christie LLP

 

Jennifer-Manton.pngJennifer Manton
Chief Marketing and Business Development Officer
Kramer Levin Naftalis & Frankel LLP

 

Moderator:

Alycia-Sutor.pngAlycia Sutor
Managing Director
GrowthPlay

 


 

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11:00 a.m.–12:00 p.m.

Setting Yourself Up as an Influencer: 10 Ways to Drive Success for your Projects

We know that influencer marketing campaigns are designed to reach a specific group of engaged followers. Should the Influencer tactics be limited to social media? If you’ve pushed hard to get your ideas adopted or to drive change within your firm, you know resistance comes in many forms. Bad data, outdated processes and stalwarts are committed to maintaining the firm’s status quo. Generating long-term and sustainable change sometimes requires a Herculean effort but the effort doesn’t bring a guarantee of success.

It’s time for a fresh approach. It’s time to be an influencer within the firm to produce sustainable, measurable results. This session delivers 10 actionable ways to change hearts, minds and behavior driving your projects and ideas forward.

Hear insight on how law firm teams are successfully using influential techniques in these 10 areas:
 

  • Industry Teams
  • Non-Lawyers Selling
  • Forward Thinking with Client Experience
  • Location, location, location!
  • Using data and AI
  • End User Training
  • Need a Dollar!
  • Change and Your Project
  • Empowering Your Work
  • Relationship Intelligence

 

Elena-Cutri.pngElena Cutri
Director of Education Services, Software Solutions
LexisNexis

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11:00 a.m.–12:00 p.m.

Team Collaboration and Key Client Programs – Powerful Tools for Business Development

Join us for this fireside chat to discuss intelligent team collaboration. Cross-practice collaboration is regarded by many law firms as key to more impactful business development outcomes, and yet many struggle to achieve this when information is not freely shared between lawyers, marketers and clients.

Harvard Law School’s Center for the Legal Profession suggests that “when collaboration is done right, firms earn higher margins, inspire greater client loyalty, gain access to more lucrative clients, and attract more cutting-edge work.” Integrated client service, often crossing practice groups, is called team collaboration and represents an operational ideal for modern firms.

However, team collaboration requires new systems and processes. Whether it is key-client planning programs, industry teams, or rapid lateral integration, simply connecting individuals is not enough. To provide actionable guidance to firms seeking to deliver better experiences through teams, technology supporting collaboration, automation, and data-driven insights is critical.

Team collaboration and key-client planning ultimately empower firms to cross-sell, achieve higher hourly revenue, and retain more clients. And, the professional legal marketer should be leading the charge. 

Learning Outcomes:

  • How marketers can serve as connectors between lawyers and clients
  • What type of infrastructure is required to foster team collaboration at a firmwide level
  • How do you drive adoption of team collaboration with lawyers

 

Darryl-Cross.pngDarryl Cross
Practice Group Leader, Professional Service Firm Leaders and Partners
Intapp

 

Silvia-Coulter.pngSilvia L. Coulter
Principal
LawVision Group LLC

 

JeanMarie-Campbell.gifJeanMarie Campbell
Head of Client Development, North America
Baker McKenzie

 


 

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11:00 a.m.–12:00 p.m.

Three Decades of AmLaw 100 Profit Margins: Shapes, Falls and Rises

There is a remarkable 30-year relationship between U.S. recessions and the AmLaw 100 profit margin, from its first publication in The American Lawyer in 1987 to the present. Margins typically fall prior to recessions and rise after. In this session, you’ll analyze the two key drivers of margin: revenue per lawyer and cost per lawyer. You’ll see how reviewing trends in these two drivers can provide an early indication of future margin behavior. A potential near-term U.S. recession of some magnitude appears likely. Join this session to explore its impact on profit margin. Plus, you’ll discover how project profit margin for law firms is projected along with the consequent findings.

You’ll learn how to:

  • Make sense of profit margin and its historical trends
  • Comprehend the connection between margin and revenue and cost per lawyer
  • Analyze RPL and CPL trends to predict future trends in margins
  • Recognize the onset of a recession and how it impacts margins
  • Improve your financial acumen and gain insights into law firm economics

 

Madhav-Srinivasan.pngMadhav Srinivasan
Chief Financial Officer
Hunton Andrews Kurth

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11:00 a.m.–12:00 p.m.

CRM Clinic: Best Practices for CRM Success

When it comes to deriving value from a CRM system, law firms continue to struggle with bad data, lack of buy-in, and the ability (or inability) to connect to other systems. Whatever your particular CRM challenge, we have an impartial CRM expert available to help solve the problems you have.

Through interactive roundtable discussions you can engage in open discussions with a group of your industry peers, as you rotate from table to table. Each table addresses a different topic and is facilitated by a CRM expert.
 

Chris-Fritsch.pngChristina Fritsch
Founder and CRM Success Consultant
CLIENTSFirst Consulting

 

Jennifer-Klyse.pngJennifer Klyse
Owner and Principal
Klyse Advisory Group LLC

 

Lynn-Oser.pngLynn Oser
Founder
LKO Information Management Consulting, LLC

 

Michael-Warren.pngMichael Warren
Vice President, CRM Practice and Marketing
Wilson Allen

 


12:00 p.m. – 1:00 p.m.
Networking Lunch with Regional Meet-Ups


Sponsored by:    lexology.png

 


Breakout Key

bus_law_icon.gif Business Development

bus_law_icon.gif Business of Law

bus_law_icon.gif Client Services

bus_law_icon.gif Communications

bus_law_icon.gif Marketing Management and Leadership

bus_law_icon.gif Technology Management

Competency Level

Advance.gifAdvanced

Essential.gifEssential

New this year! light.gif Spark Talks

 


1:15 p.m. – 2:15 p.m.
Concurrent Breakout Sessions

 

bus_law_icon.gif
BREAKOUT ONEAdvance.gif
1:15 p.m.–2:15 p.m.

Beyond the Billing Rate: Law Firm Economics for Marketers

You might understand how law firms make money, and even how much associates at your firm make—but do you know how your partners make their money? What metrics does a firm use to measure its lawyers, and what levers can you as a marketer pull to affect those metrics? How can billing a client a million dollars a year be a bad thing? What does it mean to be a K-1?

Learn the answers to these questions—and others—in an illuminating session that translates the lingo into plain- English that you won’t need an MBA to decipher.

You’ll learn how to:

  • Develop a level of comfort with terms used in law firm economics
  • Understand how firms measure lawyers and use the money they collect from clients
  • Identify how to become integral to the success of a firm based on the metrics it uses to measure itself

 

Megan-McKeon.pngMegan M. McKeon
Director of Business Development
Clark Hill PLC

 

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BREAKOUT TWOAdvance.giflight.gif
1:15 p.m.–2:15 p.m.
Gotta Catch ‘Em All: Developing an Inclusive Client Experience Program

Client experience is becoming an increasingly important differentiator for firms. As a result, there is an increase in the focus firms are putting on honing the client experience to the point where it can become a differentiator in their favor. Join this session to discuss the principals of an inclusive client experience program, the measures that should be taken and how the resulting analytics can be integrated with other systems. You’ll leave understanding the principles of a successful client experience program and how to implement it in your own firm.

You’ll learn how to:

  • Put into place strategies to measure client experience and why they usually only focus on the most important clients
  • Establish the building blocks of an inclusive client experience program
  • Determine the key client journey milestones
  • Take key measures and what analytics can be derived from them
  • Integrate the measures and analytics derived from client feedback into other systems and how users can leverage them

 

Simon-Elven.pngSimon Elven
Commercial and Marketing Director
Tikit Ltd


 

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BREAKOUT THREEAdvance.gif
1:15 p.m.–2:15 p.m.

Interactive Session/Game: Can You Solve Your Next Law Firm Crisis? Part Two

See session details.

 

Charles Edwards.jpgCharles Edwards
Media Coach / Crisis Advisor
Jackson Spalding

 

Julie-Wall-Khoury.pngJulie Wall Khoury
Director of External Affairs
Balch & Bingham LLP

 

Gina-Rubel.pngGina F. Rubel
Founder and Chief Executive Officer
Furia Rubel Communications, Inc.

 

Zach-Olsen.pngZach Olsen
President
Infinite Global

 

DavePoston.pngDave Poston, Esq.
CEO
Poston Communications

 

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1:15 p.m.–2:15 p.m.

Turning Busy Lawyers Into Recognized Thought Leaders

Examine how to leverage your firm’s greatest asset, the knowledge of your people, to build your brand and turn your people into the go-to experts in their field. You’ll discover how to transform thought leadership from a time-consuming hassle into an authentic and easy process for driving valuable engagement with your most important clients and prospects. Leave with your own expert marketing workbook and the skills to turn your own firm’s busy experts into recognized thought leaders.

You’ll learn how to:

  • Know when changes in client behavior require a new approach from your firm
  • Give clients what they want from thought leadership
  • Use content to engage with clients and prospects

 

Connor-Kinnear.pngConnor Kinnear
Chief Marketing Officer
Passle

 

Linda Orton.jpgLinda Orton
Chief Marketing Officer
Alvarez & Marsal Holdings, LLC

 


 

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1:15 p.m.–2:15 p.m.

Best Practices in Collaboration and Business Development

What best practices are firms using today to develop cultures that foster a collaborative environment and utilize the best business development practices between partners, and between lawyers and staff? Hear real-world examples that you can take back to your firm and put into place and stories that you can share with your partners to say, “This is what some of the world’s most successful firms are doing.”

You’ll learn how to:

  • Apply what leading lawyers are doing to develop business
  • Look at what law firms are doing to cultivate a culture of business development
  • Position your marketing department to play a role in impacting culture and following best practices
  • Maximize the role collaboration plays in business development and create a collaborative firm

 

Deborah-Farone.pngDeborah Farone
CEO, Strategic Advisor
Farone Advisors LLC

 

Trish-Lilley.pngTrish Lilley
Chief Marketing and Business Development Officer
Stroock & Stroock & Lavan LLP

bus_law_icon.gifbus_law_icon.gif
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1:15 p.m.–3:30 p.m.
Deep Dive
Plaintiff Firm Deep Dive: Gain More Clients Through Strategic Digital Marketing

Take a deep dive into the components of successful digital marketing strategies that convert visitors into clients within a business-to-consumer relationship. In this session, you’ll gain tools and take-aways from in-house legal marketers and agency partners that you can take back to your office and implement right away to win more clients for your firm.

You’ll learn how to:

  • Maximize your on-page SEO for your website
  • Identify effective conversion tools and calls-to-action
  • Properly track and measure ROI from your online efforts

Pam-Foster.pngPamela Foster
Principal
Pamela Powered Inc.

 

Alex-DiSebastian.png Alex E. DiSebastian
Internet Marketing Director
PaperStreet Web Design


 

Jacob-Eidinger.pngJacob Eidinger
Marketing Coordinator
Wigdor LLP

2:30 p.m. – 3:30 p.m.
Practicing Well-Being Through Mindfulness and Self-Care, an Interactive Workshop

Is your mind constantly going at 150 mph? Do you find yourself wasting precious time thinking about the past or worrying about the future? Do you struggle to keep your attention on a task? Are you always multitasking, unable to focus? Is stress or anxiety keeping you from doing your best work? Mindfulness and meditation practice is the key to increasing focus and productivity!

In this interactive 1-hour workshop, you’ll learn:

  • How to work with thoughts that trigger stress and anxiety
  • The physiology behind stress and anxiety
  • How mindfulness can decrease distractions and increase productivity
  • Ways of interrupting your automatic reaction and how to find a more helpful response
  • Simple practices you can immediately incorporate into your day to let go of stress and return to homeostasis
  • Importance of self-care and caring for your well-being

 

Led by:

Jeena-Cho-3.gifJeena Cho
Attorney
JC Law Group PC


3:30 p.m. – 3:45 p.m.
Conference Wrap-Up

 


3:45 p.m.
Conference Concludes