Business Development for Law Firms. Training and Coaching Solutions for Women Lawyers

Transcription

1 Business Development for Law Firms Training and Coaching Solutions for Women Lawyers

2 Today s Challenges - Growing a Law Firm The Challenge of Business Development Effectiveness Lawyers must be equipped and empowered to engage in productive business development efforts. The firm s sales force its lawyers must be trained to compete effectively. The Challenge of Marketing Effectiveness Today s competitive environment requires firms to understand the differences and synergies between marketing and business development. Firms need to implement marketing strategies and tactics that create a tangible return by enabling more effective business development results. It requires consistent focus to integrate marketing, business development and execution, and to align each with overall firm strategy. The Challenge of Business Development Management Even with revenue-focused marketing and effective business development efforts, firms should implement processes, infrastructure and management expertise to maintain high performance business development results. 2

3 Our Team & Approach - The Catapult Difference Our Team As business development and marketing experts in professional services, we not only have trained and coached hundreds of individuals, but we have successfully built practices using our own process. We are doers, not solely teachers, with real-world experience that goes beyond the classroom. Our professionals have business development experience driving sales in the areas of law, accounting, consulting, and other professional service environments, achieving outstanding results. Our Approach: Training & Coaching By combining training and coaching, Catapult programs are designed to help lawyers establish a framework for success not only through developing skills, but also by putting the training into action to create lasting behavior change. Our program includes: Pragmatic approaches based on real-world experience Practice sessions to build confidence Exercises to stretch comfort zones in an uplifting and positive environment Discussions to demystify the business development process for non-sales professionals Demonstrations of the critical link between business development and career development One-on-one coaching and access for situational problem-solving 3

4 Catapult Solutions Business Development Training Modules Preparing for High Performance Business Development Effective Individual & Firm-to-Firm Networking Generating direct and indirect leads Executing the Lawyer s Business Development Process Targeting and pursuing leads Closing new business Key Client Management: Protecting and Expanding Existing Relationships Business Development and Pipeline Management Marketing Effectiveness for Lawyers Training Internal Business Development Coaches Rainmaking in a Drought Competing in a commoditized market Differentiation in a fee sensitive market 4

5 Women s Program - Overview Marketing & BD Effectiveness for Women Lawyers Point of View 1. There are differences between how men and women lawyers view and approach the BD process. 2. However, BD Fundamentals are gender neutral. 3. Women can benefit from a forum in which they can freely discuss and test BD issues and approaches. 4. Firms can benefit competitively by connecting to increasing numbers of women in C-Suite and GC roles. What we do differently 1. Create a community for participants to interact and provide peer-to-peer support. 2. Provide women coaches who are attorneys with law firm BD and management experience 3. Connect the program to the firm s overall BD strategy and process, and to the firm s retention and other talent management goals. 5

6 Selected Clients Hogan Lovells Pillsbury Winthrop Paul Weiss O Melveny & Myers Vinson & Elkins Holme Roberts & Owen Moye White Steptoe & Johnson Rothgerber Johnson & Lyons Davis Polk Kilpatrick Townsend & Stockton 6

7 Bios Roxanne Jensen, J.D. Senior Partner Roxanne Jensen has 25 years of experience as a lawyer and consultant for law firms and firm partners. She practiced law at Morrison & Foerster for nearly 20 years, and served as the Managing Partner for MoFo s Denver office for 3 of those years. After leaving MoFo, she established and grew a division for Lateral Partners and Firm Mergers for a national recruiting firm, where she consulted with national, regional and local firms to grow their practices. As a lawyer, managing partner and high-level recruiting consultant, Roxanne has helped to assess, refine, and implement law firm strategies and talent management systems for law firms. Roxanne has worked with executive committees of firms at every level to develop strategy, differentiate in the marketplace, grow profitably, and refine systems to reach firm goals. She has helped firms assess governance structures and compensation systems, develop and implement recruitment and integration processes, manage succession, and maximize retention of valuable talent in firms. She has also helped firms to identify and use performance indicators to track movement toward strategic goals. As a top-tier law firm lawyer and managing partner, Roxanne managed MoFo Denver office strategy, growth and training, and she participated actively at a firm wide level. She was also involved in the early growth and development of the firm s pivotal IP Practice Group. Roxanne has spent the last 41/2 years studying and internalizing best practices in law firm growth and management. She has worked with firms at every level in the national marketplace, adding talent profitably to more than 20 different firms and companies. In every engagement, Roxanne delves deeply into the culture and history of the institution and applies current best practices to help maintain and evolve firm culture while meeting growth goals. She enjoys helping firms and individual lawyers to grow practices and manage well. Roxanne holds a 1985 J.D. from the University of Colorado School of Law, and a 1981 B.A. in Philosophy and Chemistry from St. Olaf College. She held a Federal Court Clerkship before starting practice with Morrison & Foerster in

8 Bios Linda Fleming, J.D. Senior Partner Linda has more than 19 years experience in the legal profession, both as a practicing attorney and as a marketing and business development professional. Her expertise includes working with law firm management and partners to develop resources and processes that link marketing and business development initiatives and firm strategy with measurable results. Specific areas of focus are business development skills training and coaching, client satisfaction feedback programs and client teams. Examples of Linda s capability and experience include: Providing business development skills training and coaching for over 2,500 attorneys in large and mid-sized law firms throughout the United States and Canada. Conducting client team training and client team business planning sessions for a number of law firms resulting in measurable client satisfaction and revenue growth. Developing and participating in a client satisfaction feedback programs. Assisting clients in preparing for high stakes business development presentations Linda earned her law degree from Seattle University School of Law. She served as a Deputy Attorney General for the State of Idaho Contracts and Administration Law Division handling matters for the Idaho State Insurance Fund and also practiced as a litigator in private practice. Before attending law school, Linda was a sales executive with an international manufacturing company and worked as a marketing and sales professional for a corporate franchisor where she earned a leadership award for developing the company s number one operating franchise in the United States. 8