Business Development Training: Transforming Associates into Rainmakers

Transcription

1 Business Development Training: Transforming Associates into Rainmakers FEATURED FACULTY: Larry Bodine, Esq., Business Development Advisor Caren Ulrich Stacy, Principal, Lawyer Development Strategies LLC

2 Speaker Info Larry Bodine, Esq., Business Development Advisor Larry Bodine is a business development advisor who helps law firms generate revenue and get new business by: Conducting marketing assessments and devising strategies to increase revenue. Coaching lawyers to develop their personal marketing plans Training groups of partners and associates in business development techniques Using technology to market the firm He has advised firms as large as a 3,000 lawyer global law firm to a 25 lawyer trial boutique. He was named a Technolawyer Legal Technology Consultant of the Year, and named an Award winner by the American Bar Association, for writing the best article published in the ABA's Law Practice magazine: "What the Web Can Do for You." Larry presented the first business development program that received CLE credit, for a "Rainmaker" program presented to State Bar of Arizona members. Larry has also made many public presentations for the Legal Marketing Association (in nearly every city where the LMA has a chapter), American Bar Association Annual Meeting, the North Carolina Bar Association, the Chicago Bar Association, LegalTech, the Pitney Bowes Client Advisory Meeting, the Association of Legal Administrators, the Community Associations Institute, Meritas legal network, the Practice Development Institute (Chicago), and the Marketing Directors Institute. Caren Ulrich Stacy, Principal, Lawyer Development Strategies LLC Caren Ulrich Stacy has 15+ years of experience in lawyer recruiting, professional development, and diversity with law firms across the country, including Arnold & Porter, Cooley Godward, McGuireWoods, Weil Gotshal & Manges, and Jenkens & Gilchrist. She is an expert in the field of lawyer development and was awarded the NALP Mark of Distinction for Professional Development and Training in 2009 because of her vision, leadership and innovation. As the founder of Lawyer Development Strategies LLC, she specializes in helping law firms and legal departments recruit, integrate, develop, advance, and retain the lawyers who are best suited to service the needs of their clients. Her talents include building and integrating core competency models, training curricula, evaluations, upward reviews, merit-based compensation, mentoring programs, work assignment systems and experiential learning frameworks through the use of pro bono projects and shadowing initiatives. She also consults with law firms on creating policies and initiatives that support a diverse and inclusive work environment. Her contributions in these areas have helped several law firms enhance their reputations as best places to work by entities such as The American Lawyer, Vault, Working Mothers, Fortune, and the Minority Corporate Counsel Association.

3 **Certificates of attendance and CEUs, when available, must be requested through the online evaluation.** Evaluation for Live Event: We d like to hear what you thought about the audio conference. Please take a moment to fill in the survey located here: Requests for continuing education credits and certificates of attendance must be submitted within 10 days of the live event. Evaluation for CD Recording: Please use the following link to submit your evaluation of the recorded event: Please note: All links are case sensitive CLE: CCM provides audio conference attendees with CLE credit processing services. To expedite CCM processing your CLE request, please complete and submit the evaluation form available from CCM at the conclusion of the audio conference. It will be necessary to enter the following information: name of each attorney requesting CLEs with full contact information, including address, bar number, and the state in which the attorney wants credits. Each attorney requesting credits must submit an evaluation. Please be advised CCM audio conferences are subject to approval from each CLE issuing organization and approval is not guaranteed (state bar associations in Delaware, Indiana, Kansas, Ohio, and Pennsylvania do not grant CLE credits for audio conferences). The approval process takes approximately 6-8 weeks for most organizations but can take as long as 3-4 months. You will be notified via with the final status of your CLE application. Any person applying for CLE credits must attend the audio conference from start to finish (attendance will be taken for compliance reasons). Requests for CLE credits must be received no later than two weeks following the conclusion of the audio conference or live conference. CLE credits are not available for CD recordings. If you have any questions regarding CLE credits, contact Jill Adler at x 21 or jill.adler@meetingmatters.com.

4 Business Development Training: Transforming Associates into Rainmakers Caren Ulrich Stacy Lawyer Development Strategies LLC Larry Bodine Apollo Business Development Program Agenda Program Overview & Speaker Introductions Why Train Your Lawyers Whom to Train to Develop Business What Skills to Teach How to Teach the Skills Who Should Teach the Skills Policies & Procedures to Build the Culture Measuring Effectiveness & ROI Caren Ulrich Stacy, Lawyer Development Strategies LLC & Larry Bodine, Apollo Business Development

5 Larry Bodine, Esq. Business Development Advisor for 18 years Assisted nearly 100 law firms get more business Former Marketing Director: Sidley Austin Former litigator Operator of 4 websites, a blog, a listserv and a Twitter account Lbodine@LawMarketing.com Business development training Lawyer coaching Client surveys Caren Ulrich Stacy 15+ years in lawyer recruiting, professional development, and diversity with firms including Arnold & Porter, Cooley Godward, McGuireWoods, Weil, Gotshal & Manges and Jenkens & Gilchrist Recipient of the 2009 NALP Mark of Distinction Award for Professional Development & Training Adjunct Faculty for Denver University Sturm College of Law, Masters of Science in Legal Administration Over 80 speaking engagements and publications, including book on integrating lawyers into law firms More information on talent management emerging trends and consulting services at Contact Information: or caren@lawyerdevelopment.com 2

6 Why Coach Your Lawyers? Overhead Brochures Advertising Public relations Firm events Firm merchandise Revenue Advise teams going on beauty contests Develop winning proposals Identify targets to pursue Help lawyers write personal business development plans Whom to Train Superstars, All Associates Or Only Partners? Caren Ulrich Stacy, Lawyer Development Strategies LLC & Larry Bodine, Apollo Business Development

7 Lawyer s Personality Not Sociable Risk Averse Sensitive to Criticism 25% Cannot or Resist being told what to do Will Not Sell Skeptical Rainmaker Personality Assertive, love to persuade Highly sociable and empathetic Failure rolls right off 20% Are Natural Enjoy taking risks Rainmakers Confident 4

8 Focus on the Rest Hungry, y,ambitious Smart, quick learners Sense of urgency 55% Don t know what to do Willing to learn A Broader Approach to Training Train All Attorneys Create a Mindset Instill a Culture Caren Ulrich Stacy, Lawyer Development Strategies LLC & Larry Bodine, Apollo Business Development

9 What Skills to Teach New Associates Junior Associates Mid Level Associates Senior Associates Junior Partners All Partners Acknowledge the Need for BD Create a Mindset Shadowing & Training Opportunities Participatory & Training Opportunities Participatory, Training & Coaching Opportunities Advanced Training & Coaching Caren Ulrich Stacy, Lawyer Development Strategies LLC & Larry Bodine, Apollo Business Development How to Teach the Skills Core oecompetencies e ces Knowledge Sharing Business Development Training Curriculum Learning by Doing Training (Experiential Learning) Just In Time Resources Involvement in Priority BD Activities Caren Ulrich Stacy, Lawyer Development Strategies LLC & Larry Bodine, Apollo Business Development

10 Business Development Priorities Face to face meetings with: 1. Current Clients 2. Referral Sources 3. Trade Associations 4. Targets they know Laying the Groundwork Targets agetseo evolve efrom leads 1. List of lawyer s current clients 2. List of firm s most profitable practices 3. List of firm s top 50 clients 4. Industries where the firm has clients 7

11 The First Session 1. Send BD plan form in advance 2. Four hours a week = 200 hours per year 3. Emphasize building relationships like Abe Lincoln 4. Specify individuals id to meet 5. Pick ONE trade organization to penetrate Who Should Teach the Skills Partners/Mentors Internal, Credible Professionals Clients & Alumni 3 rd Party Professionals Caren Ulrich Stacy, Lawyer Development Strategies LLC & Larry Bodine, Apollo Business Development

12 Policies & Resources to Build Culture Money Time Resources Culture Caren Ulrich Stacy, Lawyer Development Strategies LLC & Larry Bodine, Apollo Business Development Making BD Count Two essential elements 1. Incentives Awards, trips, recognition Bonus, compensation 2 A t bilit 2. Accountability Inform management of progress Recommend discussion in in partner compensation review 9

13 Measuring Effectiveness & ROI Level 1 Timing, Relevance to Practice & Value Level 2 Learning Applied to the Job Level 3 Behavior Changes Level 4 Results Caren Ulrich Stacy, Lawyer Development Strategies LLC & Larry Bodine, Apollo Business Development After the First Session 1. Has a written plan 2. Coach through obstacles 3. Follow up, let them know someone is keeping track 4. Grade and report to management 10

14 Contact Information CarenUlrich Stacy Lawyer Development Strategies LLC LarryBodine Apollo Business Development CCM Upcoming Events Managing Flat Fees for Profitability and Value Goal Setting Secrets that Get Results and Inspire Excellence Increasing Revenue Per Lawyer: Moving Beyond Cost Cutting Measures Using Social Media to Foster Engagement and Increase Productivity Visit for more information!!!! 11

15 PREFERRED CUSTOMER RECORDING COUPON Stay on top of key issues in your industry long after the audio conference is over with a CD recording of today s event. You pay just $80 and save $199! 2 EASY WAYS TO ORDER YOUR CD: Fax: Service@c4cm.com CCM PREFERRED CUSTOMER QUICK FAX-BACK ORDER FORM [ ] Yes, send me a recording of today s event. As a Preferred CCM Customer, I pay just $80 and save $199! ENTER YOUR INFORMATION HERE: CCM Event Title: Name Title Company Address City, State, Zip Phone Fax Credit Card: AMEX Visa MasterCard Discover Card Number Exp Date Signature Total Payment Amount: US$ Mention Coupon Code: ATTCD

16 A CCM Audio Conference Managing Flat Fees for Profitability and Value Thursday, December 3, :00 PM to 3:15 PM Eastern COURSE DESCRIPTION: The world may be round, but law clients prefer flat Law firm billable hours are being maimed in the media, bullied in the blogosphere and catapulted out of client conversations at an alarming rate. Boutique firms are popping up and prospering amid the client-driven push away from the perceived inefficiencies of what many call an old school billing model. With clients clamoring for value and predictability, flat fees are being implemented across the industry for everything from litigation to family law. In order to succeed in this challenging economic environment and remain competitive, law firms of all sizes, must be armed with an understanding of billing beyond hourly rates and be ready to offer flat fee billing. Your clients are doing their homework, are you? In this critical need-to-know event, leading industry experts, Pamela H. Woldow of Altman Weil and Matthew Homann of LexThink, will guide you through: Best practices for setting and managing flat fees at your firm Key techniques for getting started - research, research, research How flat fees make your firm more marketable and how to get the word out Strategies to stop secret hour counting and implement firm-wide flat fee thinking The culture conundrum - moving beyond the fear of flat fees How to choose matters that make sense under a flat rate system Why to consider revamping lawyer performance measurements to match new billing procedures PRICING: Select Item Early Bird Price (Expires 11/17) Regular Price Event + CD $345 $445 Event ONLY $265 $365 CD ONLY $265 $365 ENTER YOUR INFORMATION HERE: Name Title Company Address City, State, Zip Phone Fax Credit Card: AMEX Visa MasterCard Discover Name on Card Card Number Exp Date Signature Total Payment Amount: US$ 3 EASY WAYS TO REGISTER: Call: C4CM (2426) Fax: Online: Register Today! For payment, cancellation, and other event information please visit or call C4CM (2426).

17 A CCM Audio Conference CD Recording The Business of Law: Developing Associates Skills for Maximum Profitability COURSE DESCRIPTION: Practicing law isn t just about winning cases; it s also about running a business. And although most managing partners are well versed in the financial aspects of running a profitable firm, most associates enter the firm with little or no business management or transactional experience. Frankly, law firms never really had to worry about business management skills before. Yet, in today s shaky economy, as your client list shrinks along with your profits, you need well-trained associates that understand what makes and keeps your firm profitable. Discover how educating new lawyers on the business of law will help your firm succeed and beat out the competition. With this invaluable program, you will learn: How teaching associates executive/business management skills affects the firms bottom line, firm culture and future leadership Why it s important to educate every lawyer/leader on the firm s financial model and the language of finance Which crucial skills new lawyers should be taught about the business of law By the end of this invaluable audio conference on CD, you ll also know: How to build executive and business skills education into associate training and career development programs Best techniques for training on the elements of corporate transactional practice How teaching associates executive/business management skills affects the firms bottom line and culture How and which colleges are stepping up to offer specialized business training for new lawyers PRICE: Item Preferred Customer Price CD and Materials $365 ENTER YOUR INFORMATION HERE: Name Title Company Address City, State, Zip Phone Fax Credit Card: AMEX Visa MasterCard Discover Name on Card Card Number Exp Date Signature Total Payment Amount: US$ 3 EASY WAYS TO ORDER YOUR CD: Call: C4CM (2426) Fax: Online: Order Your Copy Today! For payment, cancellation, and other event information please visit or call C4CM (2426).