THE 17TH ANNUAL
LAW FIRM
MARKETING
PARTNER
FORUM 2010
A NEW ERA: THE INTEGRATION OF MARKETING
AND THE CLIENT EXPERIENCE
DON’T MISS THESE TOPICS
• Why the customer experience is critical to law firm success • Building client loyalty and adding value
• How CMOs and marketing partners can motivate firm leadership • Lateral integration strategies that really work
• Practical steps to best respond to client needs • Effective pricing strategies for the new economy • Social networking success stories
• And much more
The Hildebrandt Institute and West LegalEdcenter present
JANUARY 13-15, 2010
The Breakers Palm Beach Palm Beach, Florida
ATTRACT CLIENTS, DRIVE REVENUE,
AND DELIVER RESULTS
This forum isn’t just another marketing fair
or conference for junior marketing staff
learning the ropes. It’s the industry-leading
conference created by and for leaders
driving the strategic marketing and business
development decisions at their law firms.
Get the tools and inspiration you need at
this much-anticipated conference and
three optional pre-conference workshops.
EVENT CHAIRS
Carolyn Rumpf Sandano,Director of Business Development, Proskauer Rose LLP
Mark E. Young,Chief Marketing Officer, Sonnenschein Nath & Rosenthal LLP
Silvia Coulter,Vice President, Client
Development and Growth Practice, Hildebrandt
FEATURED SPEAKERS
Burkey Belser,President and Creative Director, Greenfield/Belser Ltd. Doug Benson,Chief Operating Officer, Orrick, Herrington & Sutcliffe LLP Christopher Carter,Chief Marketing Officer, Shook Hardy & Bacon L.L.P. John Childers, Esq.,M.S. in Organizational Development, Hildebrandt Jim Cranston,Vice President, Client Development and Growth Practice, Hildebrandt
Ronna W. Cross, Esq.,Director of Client Initiatives, Patton Boggs LLP Beth M. Cuzzone,Director of Business Development and Six Sigma Green Belt, Goulston & Storrs
Lisa Damon,Managing Partner, Executive Committee Member, and Six Sigma Green Belt, Seyfarth Shaw LLP
Susan DiMickele,Partner, Squire, Sanders & Dempsey L.L.P. Paul Eyre,Marketing Partner, Baker and Hostetler LLP
Patrick Fuller, Esq.,Managing Account Director, Competitive Analytics, Hubbard One
Alan Fuqua,Chief Marketing Officer, Winstead PC
Claudia Gilman,Vice President and General Counsel International, Boston Scientific
Tea Hoffman, Esq.,Chief Business Development Officer, Baker, Donelson, Bearman, Caldwell & Berkowitz, PC
Simone Hughes,Chief Marketing Officer, Borden Ladner Gervais LLP Alvidas Jasin,Director of Business Development, Thompson Hine LLP Joe Kennan,Director of Communications, Husch Blackwell Sanders LLP Cynthia Kretz,General Counsel, Cook Group Incorporated
Carla Landry,Director, Law Firm Strategy and Structure Practice, Hildebrandt
Jennifer Manton,Chief Marketing Officer, Loeb & Loeb LLP
Joanne McElhenney,Director of Marketing and Business Development, Brown Rudnick LLP
Christopher Mirabile,President, Association of Corporate Counsel, Northeast Chapter
James Pagliaro,Client Development Partner, Morgan Lewis & Bockius LLP Gary Ropski,President, Brinks Hofer Gilson & Lione
Mike Roster,Steering Committee Chair, ACC Value Challenge Jeff Scalzi,Director of Marketing, Foley Hoag LLP
Andrew B. Serwin,Partner, Foley & Lardner LLP
Jacqueline A. Simmons,Marketing and Business Development Partner, Baker & Daniels
John Simpson,Managing Account Director, Hubbard One Doug Sorocco,Marketing Partner, Dunlap Codding, PC
Sue Stock Allison,Managing Director, The Brand Research Company Carolee Swallie,Chief Client Development Officer, Brinks Hofer Gilson & Lione
Peter Tassie,Senior Automotive Litigation Counsel, Ford Motor Company
Barry Toone,Partner, Bowman and Brooke LLP
PROGRAM LOCATION
THE BREAKERS PALM BEACH One South County Road
Palm Beach, Florida 33480-4023
FOR HOTEL RESERVATIONS, CALL 1.888.273.2537
GROUP DISCOUNT
Reserve guest rooms at the group rate at
https://resweb.passkey.com/go/WLEGL10 or1.888.273.2537. Be sure to reference“Marketing Partner Forum 2010”to receive the group rate of $380/night plus taxes, prior to November 26, 2009. Rooms are subject to availability. Please note the following policies on guest room reservations at The Breakers:
• One-night room deposit (excluding taxes) is required at time of reservation.
• If a reservation is cancelled within 14 days of arrival, the full deposit will be forfeited (non-refundable).
• If a reservation is reduced in length of stay within the cancellation period, a penalty fee applies.
REGISTRATION
The registration fee includes the conference, luncheons, receptions, and all course materials. Tax is not included. All payments must be received prior to the start of the conference.
CONFERENCE AND PRE-CONFERENCE REGISTRATION Conference & Half-Day Workshop 1
Understanding Economics and Profitability of Law Firms Code 40902645 $2,095
Conference & Half-Day Workshop 2
Strategic Account Management – SAM for Law Firms Code 40902646 $2,095
Conference & Half-Day Workshop 3
The CMO and Marketing Partner as Leaders – Leadership Training Session
Code 40902647 $2,095 Conference Only
Code 40902624 $1,995
PRE-CONFERENCE REGISTRATION ONLY Half-Day Workshop 1
Understanding Economics and Profitability of Law Firms Code 40902642 $495
Half-Day Workshop 2
Strategic Account Management – SAM for Law Firms Code 40902643 $495
Half-Day Workshop 3
The CMO and Marketing Partner as Leaders – Leadership Training Session
Code 40902644 $495
NON-LAW FIRM CONFERENCE REGISTRATION
Non-law firm and non-corporate law department. Registration includes conference, workshops, and all course materials. Code 40902648 $5,000
CANCELLATIONS AND CHANGES
No cancellations permitted less than two weeks prior to the start of the conference. Seminars are held subject to enrollment. Dates, venue, and program details are based on information available upon publication of the brochure, and may be subject to change. In the event of a conference cancellation, West LegalEdcenter will make a full refund of any registration fees paid but assumes no liability for non-refundable transportation costs, hotel accommodations, or additional costs incurred by registrants. Complimentary copies of West books may be provided at this event. Registering for this event authorizes West, a Thomson Reuters business, to automatically ship you updates of the title(s) as they are published. West will bill you separately for the cost of these updates, plus shipment costs and tax. Prices are subject to change without notice. With this registration, you agree to the terms of the standard West sales agreement; a copy is available on request.
West LegalEdcenter has the right to refuse any registration at its own discretion. NO TAPE RECORDING PERMITTED.
WEST
610 Opperman Drive Eagan, MN 55123
First name and Last name
0000 Street address
City, State and Zip
© 2009 Thomson Reuters 11-09
THE 17TH ANNUAL
LAW FIRM MARKETING
PARTNER FORUM 2010
A NEW ERA: THE INTEGRATION OF MARKETING
AND THE CLIENT EXPERIENCE
LEARN TO THRIVE ON CHANGE
+ Fire up your marketing plan + Gain new leadership skills + Learn what drives profitability + Overcome roadblocks to success + Hear from industry thought leaders + Connect with colleagues
+ Prepare for better days ahead
REGISTER TODAY
1.800.308.1700
westlegaledcenter.com
*
The Hildebrandt Institute and West LegalEdcenter present
REGISTER TODAY
1.800.308.1700
westlegaledcenter.com
*
RESERVE YOUR SPOT NOW
Photo courtesy of The Breakers Palm Beach
PRESORTED FIRST CLASS U.S. POSTAGE
PAID
WEST KEYNOTEDENNIS SNOW, AUTHOR AND
CUSTOMER SERVICE EXPERT
Dennis Snow, renowned customer service expert and author ofUnleashing Excellence: The CompleteGuide to Ultimate Customer ServiceandLessons from
the Mouse: A Guide for Applying Disney World’s Secrets of Success to Your Organization, Your Career, and Your
Life,will inspire and guide you in your multi-faceted
THE 17TH ANNUAL
LAW FIRM
MARKETING
PARTNER
FORUM 2010
A NEW ERA: THE INTEGRATION OF MARKETING
AND THE CLIENT EXPERIENCE
DON’T MISS THESE TOPICS
• Why the customer experience is critical to law firm success • Building client loyalty and adding value
• How CMOs and marketing partners can motivate firm leadership • Lateral integration strategies that really work
• Practical steps to best respond to client needs • Effective pricing strategies for the new economy • Social networking success stories
• And much more
The Hildebrandt Institute and West LegalEdcenter present
JANUARY 13-15, 2010
The Breakers Palm Beach Palm Beach, Florida
ATTRACT CLIENTS, DRIVE REVENUE,
AND DELIVER RESULTS
This forum isn’t just another marketing fair
or conference for junior marketing staff
learning the ropes. It’s the industry-leading
conference created by and for leaders
driving the strategic marketing and business
development decisions at their law firms.
Get the tools and inspiration you need at
this much-anticipated conference and
three optional pre-conference workshops.
EVENT CHAIRS
Carolyn Rumpf Sandano,Director of Business Development, Proskauer Rose LLP
Mark E. Young,Chief Marketing Officer, Sonnenschein Nath & Rosenthal LLP
Silvia Coulter,Vice President, Client
Development and Growth Practice, Hildebrandt
FEATURED SPEAKERS
Burkey Belser,President and Creative Director, Greenfield/Belser Ltd. Doug Benson,Chief Operating Officer, Orrick, Herrington & Sutcliffe LLP Christopher Carter,Chief Marketing Officer, Shook Hardy & Bacon L.L.P. John Childers, Esq.,M.S. in Organizational Development, Hildebrandt Jim Cranston,Vice President, Client Development and Growth Practice, Hildebrandt
Ronna W. Cross, Esq.,Director of Client Initiatives, Patton Boggs LLP Beth M. Cuzzone,Director of Business Development and Six Sigma Green Belt, Goulston & Storrs
Lisa Damon,Managing Partner, Executive Committee Member, and Six Sigma Green Belt, Seyfarth Shaw LLP
Susan DiMickele,Partner, Squire, Sanders & Dempsey L.L.P. Paul Eyre,Marketing Partner, Baker and Hostetler LLP
Patrick Fuller, Esq.,Managing Account Director, Competitive Analytics, Hubbard One
Alan Fuqua,Chief Marketing Officer, Winstead PC
Claudia Gilman,Vice President and General Counsel International, Boston Scientific
Tea Hoffman, Esq.,Chief Business Development Officer, Baker, Donelson, Bearman, Caldwell & Berkowitz, PC
Simone Hughes,Chief Marketing Officer, Borden Ladner Gervais LLP Alvidas Jasin,Director of Business Development, Thompson Hine LLP Joe Kennan,Director of Communications, Husch Blackwell Sanders LLP Cynthia Kretz,General Counsel, Cook Group Incorporated
Carla Landry,Director, Law Firm Strategy and Structure Practice, Hildebrandt
Jennifer Manton,Chief Marketing Officer, Loeb & Loeb LLP
Joanne McElhenney,Director of Marketing and Business Development, Brown Rudnick LLP
Christopher Mirabile,President, Association of Corporate Counsel, Northeast Chapter
James Pagliaro,Client Development Partner, Morgan Lewis & Bockius LLP Gary Ropski,President, Brinks Hofer Gilson & Lione
Mike Roster,Steering Committee Chair, ACC Value Challenge Jeff Scalzi,Director of Marketing, Foley Hoag LLP
Andrew B. Serwin,Partner, Foley & Lardner LLP
Jacqueline A. Simmons,Marketing and Business Development Partner, Baker & Daniels
John Simpson,Managing Account Director, Hubbard One Doug Sorocco,Marketing Partner, Dunlap Codding, PC
Sue Stock Allison,Managing Director, The Brand Research Company Carolee Swallie,Chief Client Development Officer, Brinks Hofer Gilson & Lione
Peter Tassie,Senior Automotive Litigation Counsel, Ford Motor Company
Barry Toone,Partner, Bowman and Brooke LLP
PROGRAM LOCATION
THE BREAKERS PALM BEACH One South County Road
Palm Beach, Florida 33480-4023
FOR HOTEL RESERVATIONS, CALL 1.888.273.2537
GROUP DISCOUNT
Reserve guest rooms at the group rate at
https://resweb.passkey.com/go/WLEGL10 or1.888.273.2537. Be sure to reference“Marketing Partner Forum 2010”to receive the group rate of $380/night plus taxes, prior to November 26, 2009. Rooms are subject to availability. Please note the following policies on guest room reservations at The Breakers:
• One-night room deposit (excluding taxes) is required at time of reservation.
• If a reservation is cancelled within 14 days of arrival, the full deposit will be forfeited (non-refundable).
• If a reservation is reduced in length of stay within the cancellation period, a penalty fee applies.
REGISTRATION
The registration fee includes the conference, luncheons, receptions, and all course materials. Tax is not included. All payments must be received prior to the start of the conference.
CONFERENCE AND PRE-CONFERENCE REGISTRATION Conference & Half-Day Workshop 1
Understanding Economics and Profitability of Law Firms Code 40902645 $2,095
Conference & Half-Day Workshop 2
Strategic Account Management – SAM for Law Firms Code 40902646 $2,095
Conference & Half-Day Workshop 3
The CMO and Marketing Partner as Leaders – Leadership Training Session
Code 40902647 $2,095 Conference Only
Code 40902624 $1,995
PRE-CONFERENCE REGISTRATION ONLY Half-Day Workshop 1
Understanding Economics and Profitability of Law Firms Code 40902642 $495
Half-Day Workshop 2
Strategic Account Management – SAM for Law Firms Code 40902643 $495
Half-Day Workshop 3
The CMO and Marketing Partner as Leaders – Leadership Training Session
Code 40902644 $495
NON-LAW FIRM CONFERENCE REGISTRATION
Non-law firm and non-corporate law department. Registration includes conference, workshops, and all course materials. Code 40902648 $5,000
CANCELLATIONS AND CHANGES
No cancellations permitted less than two weeks prior to the start of the conference. Seminars are held subject to enrollment. Dates, venue, and program details are based on information available upon publication of the brochure, and may be subject to change. In the event of a conference cancellation, West LegalEdcenter will make a full refund of any registration fees paid but assumes no liability for non-refundable transportation costs, hotel accommodations, or additional costs incurred by registrants. Complimentary copies of West books may be provided at this event. Registering for this event authorizes West, a Thomson Reuters business, to automatically ship you updates of the title(s) as they are published. West will bill you separately for the cost of these updates, plus shipment costs and tax. Prices are subject to change without notice. With this registration, you agree to the terms of the standard West sales agreement; a copy is available on request.
West LegalEdcenter has the right to refuse any registration at its own discretion. NO TAPE RECORDING PERMITTED.
WEST
610 Opperman Drive Eagan, MN 55123
First name and Last name
0000 Street address
City, State and Zip
© 2009 Thomson Reuters 11-09
THE 17TH ANNUAL
LAW FIRM MARKETING
PARTNER FORUM 2010
A NEW ERA: THE INTEGRATION OF MARKETING
AND THE CLIENT EXPERIENCE
LEARN TO THRIVE ON CHANGE
+ Fire up your marketing plan + Gain new leadership skills + Learn what drives profitability + Overcome roadblocks to success + Hear from industry thought leaders + Connect with colleagues
+ Prepare for better days ahead
REGISTER TODAY
1.800.308.1700
westlegaledcenter.com
*
The Hildebrandt Institute and West LegalEdcenter present
REGISTER TODAY
1.800.308.1700
westlegaledcenter.com
*
RESERVE YOUR SPOT NOW
Photo courtesy of The Breakers Palm Beach
PRESORTED FIRST CLASS U.S. POSTAGE
PAID
WEST KEYNOTEDENNIS SNOW, AUTHOR AND
CUSTOMER SERVICE EXPERT
Dennis Snow, renowned customer service expert and author ofUnleashing Excellence: The CompleteGuide to Ultimate Customer ServiceandLessons from
the Mouse: A Guide for Applying Disney World’s Secrets of Success to Your Organization, Your Career, and Your
Life,will inspire and guide you in your multi-faceted
BREAKOUT 1
Lateral Integration: What Really Works (and What Really Doesn’t)
We will define “integration” and offer best practices on how it works as we discuss headhunters, due diligence, the buddy system, marketing’s role in the process, and the client’s viewpoint.
SPEAKERS
Ronna W. Cross, Esq.,Director of Client Initiatives, Patton Boggs LLP
Joanne McElhenney,Director of Marketing and Business Development, Brown Rudnick LLP
Jacqueline A. Simmons,Marketing and Business Development Partner, Baker & Daniels
BREAKOUT 2
Success on the Social Web: How Firms are Leveraging Social Networks, Blogs, Podcasts, and More to Drive Business Development and Client Growth Should your firm have a page on Facebook? Do you know what social networking tools lawyers within your firm are using? This breakout will discuss the evolving nature of online interaction, effective use of social media and networks, strategies for curbing ineffective use, and best practices for firms entering these new areas. We will also examine what’s effective from the client perspective.
SPEAKER
Alan Fuqua,Chief Marketing Officer, Winstead PC
Joe Kennan,Director of Communications, Husch Blackwell Sanders LLP
Jennifer Manton,Chief Marketing Officer, Loeb & Loeb LLP
John Simpson,Managing Account Director, Hubbard One
BREAKOUT 3
The Challenge of Leading Change in Today’s Law Firm Marketing and Business Development Roles How do you effect change at the CMO and marketing partner levels? Learn how to be more effective in managing up – and down – while leveraging staff talent and advocating effectively on behalf of your team.
SPEAKERS
Christopher Carter,Chief Marketing Officer, Shook, Hardy & Bacon L.L.P. John Childers, Esq.,M.S. in
Organizational Development, Hildebrandt
6 PM
Hubbard One “Red Carpet” Reception and Excellence in Legal Marketing Awards
Marketing Initiative of the Year Marketing Professional of the Year Nominate today at
www.hubbardone.com/mpf2010/ Sponsored by
WORKSHOP 1
Understanding Economics and Profitability of Law Firms
Your law firm’s leaders operate with a financial view of the firm at the center of every decision. To achieve your goals you need a strong foundation in what makes – and keeps – your firm profitable. Learn how to present your marketing strategies in a language your firm’s decision makers will understand. You will learn: • The key drivers of law
firm profitability
• How to interpret the firm’s annual financial statements
• Accounting principles of particular relevance to law firms
FACILITATOR
Carla Landry,Director, Law Firm Strategy and Structure Practice, Hildebrandt
WORKSHOP 2
Strategic Account Management – SAM for Law Firms
This workshop will focus on the next steps in the strategic account process: factors that contribute to success, candid discussions about what doesn’t work and why, and how to overcome those issues. Join this high-energy, interactive session for ideas on taking your SAM teams to the next level. Workshop takeaways include:
• Tools and tips for tracking progress • Performance training for
high-caliber individuals • Critical success factors and
measuring results
FACILITATORS
Jim CranstonandSilvia Coulter, Vice Presidents, Client Development and Growth Practice, Hildebrandt Patrick Fuller, Esq.,Managing Account Director, Competitive Analytics, Hubbard One
WORKSHOP 3
The CMO and Marketing Partner as Leaders – Leadership Training Session Coordinating marketing and business development efforts across your firm is essential in a down market and requires dedicated focus from marketing partners and chief marketing officers. You face growing pressure to facilitate the firm’s progress on revenue growth, while navigating organizational challenges along the way. At this session, develop your leadership skills to direct your team effectively and to manage up and within the strong law firm culture. You will gain tools to: • Assess your own leadership style • Improve your one-on-one
coaching technique
• Increase your ability to influence firm culture
FACILITATOR
John Childers, Esq.,M.S. in Organizational Development, Hildebrandt
8:45 - 9 AM
Opening Remarks from the Co-Chairs
CO-CHAIRS
Carolyn Rumpf Sandano,Director of Business Development, Proskauer Rose LLP
Mark E. Young,Chief Marketing Officer, Sonnenschein Nath & Rosenthal LLP
9 - 10:30 AM
General Session Opening Keynote: Leading Excellence Discover what it takes to deliver world-class customer service from Dennis Snow, acclaimed expert on the topic. A book signing will follow the talk.
10:30 - 11 AM Break Sponsored by
11 AM - 12:30 PM
Setting the Stage: Moving from Service to an “Experience” Economy
We’ve always been taught to focus on customer service. What does it mean to focus instead on the customer experience? This panel will address making the change and why it’s critical to law firm success. Topics will include: • Building client loyalty
• Adding value from a business perspective
• Bringing the Disney model of customer experience to your law firms
SPEAKERS
Lisa Damon,Managing Partner, Executive Committee Member and Six Sigma Green Belt, Seyfarth Shaw LLP Tea Hoffman, Esq.,Chief Business Development Officer, Baker, Donelson, Bearman, Caldwell & Berkowitz, PC Simone Hughes,Chief Marketing Officer, Borden Ladner Gervais LLP
12:30 - 1:30 PM
Buffet Lunch and Networking
1:30 - 1:45 PM Break
1:45 - 3:15 PM
Envisioning the Law Firm of the Future
You hear a lot of talk about “seismic” changes to the business of law. But what does this mean for your firm? A panel of law firm leaders and visionaries will discuss how they are transforming their law firms today to compete well into the future. Find out where your firm sits on the spectrum and strategies to move your firm forward. Specific topics will include:
• Building partner and firm accountability into firm strategies and initiatives
• Aligning the firm with the client expectations
• Responding to challenges while maintaining firm profitability • Measuring results
SPEAKERS
Doug Benson,Chief Operating Officer, Orrick, Herrington & Sutcliffe LLP
Claudia Gilman,Vice President and General Counsel International, Boston Scientific
Andrew B. Serwin,Partner, Foley & Lardner LLP
3:15 - 3:30 PM Networking Break
PRE-CONFERENCE WORKSHOPS
DEVELOPING YOUR LEADERSHIP SKILLS
MUST-ATTEND
TWO-DAY FORUM
1:30 - 4:30 PM
WEDNESDAY AGENDA | JANUARY 13, 2010 (AFTERNOON ONLY)
THURSDAY AGENDA | JANUARY 14, 2010
4:45 - 6 PM
CMO, Marketing Partner, and Managing Partner Roundtables
These intimate, peer-to-peer roundtables offer marketing leaders a prime networking opportunity. Exchange ideas and business cards, discuss common problems, and work together to develop solutions.
Open to heads of marketing or business development functions at law firms.
INDIVIDUAL ROUNDTABLE TOPICS AND FACILITATORS
• Lateral Integration:Joanne McElhenney,Director of Marketing and Business Development, Brown Rudnick LLP • Integrating Marketing and Sales:Jeff Scalzi,Director of Marketing, Foley Hoag LLP
• The Evolving Marketing Partner Role:Alvidas Jasin,Director of Business Development, Thompson Hine LLP • Impacting Change through Process Improvement/Process Management:Beth M. Cuzzone,Director of Business
Development and Six Sigma Green Belt, Goulston & Storrs
• The Evolving Chief Marketing Officer Role:Carolee Swallie,Chief Client Development Officer, Brinks Hofer Gilson & Lione
6 - 7:30 PM Opening Reception
3:30 - 5 PM
FRIDAY AGENDA | JANUARY 15, 2010
8 - 8:45 AM Breakfast Workshop Sponsored by 8:45 - 9 AM Opening Remarks 9 - 10:15 AM
The World Today As Seen by Your Clients: General Counsel Roundtable
This perennial favorite features leading corporate GCs and, this year, Mike Roster, Steering Committee Chair of the Association of Corporate Counsel’s Value Challenge. The panel will discuss reconnecting the cost of legal services to their value and offer creative ideas for structuring
partnerships between law firms and their clients, including: • Getting clients to focus on outcomes, not process • Creative proposals versus discounts
• Examples of successful projects and new business models
SPEAKERS
Mike Roster,Steering Committee Chair, ACC Value Challenge General Counsels TBD
10:15 - 10:30 AM Break
10:30 - 11:30 AM
Process Management: From Theory to Practice
With the inevitable shift to alternative fees, even if for only a small percentage of the firm’s overall work, “process improvement” is the phrase of the day. This session looks closely at how firms approach fine-tuning the legal work along with the delivery and internal support systems that offer value to clients and increase profitability.
SPEAKERS
Beth M. Cuzzone,Director of Business Development and Six Sigma Green Belt, Goulston & Storrs
Susan DiMickele,Partner, Squire, Sanders & Dempsey L.L.P. Christopher Mirabile,President, Association of Corporate Counsel, Northeast Chapter
BREAKOUT 1
What’s Not Going to Work Anymore: Effective Pricing Strategies for the “New” Economy
This how-to on billing principles, alternative fees, and project billing will share current examples of successful partnerships with clients on pricing issues, including rate increases.
SPEAKERS
Cynthia Kretz,General Counsel, Cook Group Incorporated
Gary Ropski,President, Brinks Hofer Gilson & Lione
Peter Tassie,Senior Automotive Litigation Counsel, Ford Motor Company Barry Toone,Partner, Bowman
and Brooke LLP
BREAKOUT 2
Evolving Partner Roles in Client Services, Business Development, and Sales
Firms seeking an effective business strategy know that client and business development require top-tier leaders. With titles like business development partner, partner of client relationships, marketing partner, and a host of others, the role is taking on the prominence it has long deserved. Learn how to spend your time wisely, balancing the demands of your role with managing your time and building your own business.
SPEAKERS
Paul Eyre,Marketing Partner, Baker and Hostetler LLP
James Pagliaro,Client Development Partner, Morgan Lewis & Bockius LLP Doug Sorocco,Marketing Partner, Dunlap Codding, PC
BREAKOUT 3
Finding and Working with Professional Service Providers on the Web
In 2000, the Brand Research Company and Greenfield/Belser survey changed the way firms design Web sites and delivered valuable insights into the Web behavior of American business executives. In 2009, they did it again. Learn how, how often, where, when, and why professional services buyers search for and work with firms like yours. Better understand Web site preferences and pet peeves to improve your overall Web presence.
SPEAKERS
Burkey Belser,President and Creative Director, Greenfield/Belser Ltd. Sue Stock Allison,Managing Director, The Brand Research Company
1 - 1:30 PM Closing Remarks 1:30 PM Buffet Lunch 11:30 - 11:45 AM Break 11:45 AM - 1 PM Redwood Analytics
PLATINUM GOLD OTHER
THANK YOU, SPONSORS
ABOUT THE EVENT PARTNER
The Hildebrandt Institute, a division of Hildebrandt, provides world-class management development programs and interactive workshops to meet the needs of an array of law firms and professional service leaders. Hildebrandt is a Thomson Reuters company.
REGISTER TODAY
1.800.308.1700
westlegaledcenter.com
BREAKOUT 1
Lateral Integration: What Really Works (and What Really Doesn’t)
We will define “integration” and offer best practices on how it works as we discuss headhunters, due diligence, the buddy system, marketing’s role in the process, and the client’s viewpoint.
SPEAKERS
Ronna W. Cross, Esq.,Director of Client Initiatives, Patton Boggs LLP
Joanne McElhenney,Director of Marketing and Business Development, Brown Rudnick LLP
Jacqueline A. Simmons,Marketing and Business Development Partner, Baker & Daniels
BREAKOUT 2
Success on the Social Web: How Firms are Leveraging Social Networks, Blogs, Podcasts, and More to Drive Business Development and Client Growth Should your firm have a page on Facebook? Do you know what social networking tools lawyers within your firm are using? This breakout will discuss the evolving nature of online interaction, effective use of social media and networks, strategies for curbing ineffective use, and best practices for firms entering these new areas. We will also examine what’s effective from the client perspective.
SPEAKER
Alan Fuqua,Chief Marketing Officer, Winstead PC
Joe Kennan,Director of Communications, Husch Blackwell Sanders LLP
Jennifer Manton,Chief Marketing Officer, Loeb & Loeb LLP
John Simpson,Managing Account Director, Hubbard One
BREAKOUT 3
The Challenge of Leading Change in Today’s Law Firm Marketing and Business Development Roles How do you effect change at the CMO and marketing partner levels? Learn how to be more effective in managing up – and down – while leveraging staff talent and advocating effectively on behalf of your team.
SPEAKERS
Christopher Carter,Chief Marketing Officer, Shook, Hardy & Bacon L.L.P. John Childers, Esq.,M.S. in
Organizational Development, Hildebrandt
6 PM
Hubbard One “Red Carpet” Reception and Excellence in Legal Marketing Awards
Marketing Initiative of the Year Marketing Professional of the Year Nominate today at
www.hubbardone.com/mpf2010/ Sponsored by
WORKSHOP 1
Understanding Economics and Profitability of Law Firms
Your law firm’s leaders operate with a financial view of the firm at the center of every decision. To achieve your goals you need a strong foundation in what makes – and keeps – your firm profitable. Learn how to present your marketing strategies in a language your firm’s decision makers will understand. You will learn: • The key drivers of law
firm profitability
• How to interpret the firm’s annual financial statements
• Accounting principles of particular relevance to law firms
FACILITATOR
Carla Landry,Director, Law Firm Strategy and Structure Practice, Hildebrandt
WORKSHOP 2
Strategic Account Management – SAM for Law Firms
This workshop will focus on the next steps in the strategic account process: factors that contribute to success, candid discussions about what doesn’t work and why, and how to overcome those issues. Join this high-energy, interactive session for ideas on taking your SAM teams to the next level. Workshop takeaways include:
• Tools and tips for tracking progress • Performance training for
high-caliber individuals • Critical success factors and
measuring results
FACILITATORS
Jim CranstonandSilvia Coulter, Vice Presidents, Client Development and Growth Practice, Hildebrandt Patrick Fuller, Esq.,Managing Account Director, Competitive Analytics, Hubbard One
WORKSHOP 3
The CMO and Marketing Partner as Leaders – Leadership Training Session Coordinating marketing and business development efforts across your firm is essential in a down market and requires dedicated focus from marketing partners and chief marketing officers. You face growing pressure to facilitate the firm’s progress on revenue growth, while navigating organizational challenges along the way. At this session, develop your leadership skills to direct your team effectively and to manage up and within the strong law firm culture. You will gain tools to: • Assess your own leadership style • Improve your one-on-one
coaching technique
• Increase your ability to influence firm culture
FACILITATOR
John Childers, Esq.,M.S. in Organizational Development, Hildebrandt
8:45 - 9 AM
Opening Remarks from the Co-Chairs
CO-CHAIRS
Carolyn Rumpf Sandano,Director of Business Development, Proskauer Rose LLP
Mark E. Young,Chief Marketing Officer, Sonnenschein Nath & Rosenthal LLP
9 - 10:30 AM
General Session Opening Keynote: Leading Excellence Discover what it takes to deliver world-class customer service from Dennis Snow, acclaimed expert on the topic. A book signing will follow the talk.
10:30 - 11 AM Break Sponsored by
11 AM - 12:30 PM
Setting the Stage: Moving from Service to an “Experience” Economy
We’ve always been taught to focus on customer service. What does it mean to focus instead on the customer experience? This panel will address making the change and why it’s critical to law firm success. Topics will include: • Building client loyalty
• Adding value from a business perspective
• Bringing the Disney model of customer experience to your law firms
SPEAKERS
Lisa Damon,Managing Partner, Executive Committee Member and Six Sigma Green Belt, Seyfarth Shaw LLP Tea Hoffman, Esq.,Chief Business Development Officer, Baker, Donelson, Bearman, Caldwell & Berkowitz, PC Simone Hughes,Chief Marketing Officer, Borden Ladner Gervais LLP
12:30 - 1:30 PM
Buffet Lunch and Networking
1:30 - 1:45 PM Break
1:45 - 3:15 PM
Envisioning the Law Firm of the Future
You hear a lot of talk about “seismic” changes to the business of law. But what does this mean for your firm? A panel of law firm leaders and visionaries will discuss how they are transforming their law firms today to compete well into the future. Find out where your firm sits on the spectrum and strategies to move your firm forward. Specific topics will include:
• Building partner and firm accountability into firm strategies and initiatives
• Aligning the firm with the client expectations
• Responding to challenges while maintaining firm profitability • Measuring results
SPEAKERS
Doug Benson,Chief Operating Officer, Orrick, Herrington & Sutcliffe LLP
Claudia Gilman,Vice President and General Counsel International, Boston Scientific
Andrew B. Serwin,Partner, Foley & Lardner LLP
3:15 - 3:30 PM Networking Break
PRE-CONFERENCE WORKSHOPS
DEVELOPING YOUR LEADERSHIP SKILLS
MUST-ATTEND
TWO-DAY FORUM
1:30 - 4:30 PM
WEDNESDAY AGENDA | JANUARY 13, 2010 (AFTERNOON ONLY)
THURSDAY AGENDA | JANUARY 14, 2010
4:45 - 6 PM
CMO, Marketing Partner, and Managing Partner Roundtables
These intimate, peer-to-peer roundtables offer marketing leaders a prime networking opportunity. Exchange ideas and business cards, discuss common problems, and work together to develop solutions.
Open to heads of marketing or business development functions at law firms.
INDIVIDUAL ROUNDTABLE TOPICS AND FACILITATORS
• Lateral Integration:Joanne McElhenney,Director of Marketing and Business Development, Brown Rudnick LLP • Integrating Marketing and Sales:Jeff Scalzi,Director of Marketing, Foley Hoag LLP
• The Evolving Marketing Partner Role:Alvidas Jasin,Director of Business Development, Thompson Hine LLP • Impacting Change through Process Improvement/Process Management:Beth M. Cuzzone,Director of Business
Development and Six Sigma Green Belt, Goulston & Storrs
• The Evolving Chief Marketing Officer Role:Carolee Swallie,Chief Client Development Officer, Brinks Hofer Gilson & Lione
6 - 7:30 PM Opening Reception
3:30 - 5 PM
FRIDAY AGENDA | JANUARY 15, 2010
8 - 8:45 AM Breakfast Workshop Sponsored by 8:45 - 9 AM Opening Remarks 9 - 10:15 AM
The World Today As Seen by Your Clients: General Counsel Roundtable
This perennial favorite features leading corporate GCs and, this year, Mike Roster, Steering Committee Chair of the Association of Corporate Counsel’s Value Challenge. The panel will discuss reconnecting the cost of legal services to their value and offer creative ideas for structuring
partnerships between law firms and their clients, including: • Getting clients to focus on outcomes, not process • Creative proposals versus discounts
• Examples of successful projects and new business models
SPEAKERS
Mike Roster,Steering Committee Chair, ACC Value Challenge General Counsels TBD
10:15 - 10:30 AM Break
10:30 - 11:30 AM
Process Management: From Theory to Practice
With the inevitable shift to alternative fees, even if for only a small percentage of the firm’s overall work, “process improvement” is the phrase of the day. This session looks closely at how firms approach fine-tuning the legal work along with the delivery and internal support systems that offer value to clients and increase profitability.
SPEAKERS
Beth M. Cuzzone,Director of Business Development and Six Sigma Green Belt, Goulston & Storrs
Susan DiMickele,Partner, Squire, Sanders & Dempsey L.L.P. Christopher Mirabile,President, Association of Corporate Counsel, Northeast Chapter
BREAKOUT 1
What’s Not Going to Work Anymore: Effective Pricing Strategies for the “New” Economy
This how-to on billing principles, alternative fees, and project billing will share current examples of successful partnerships with clients on pricing issues, including rate increases.
SPEAKERS
Cynthia Kretz,General Counsel, Cook Group Incorporated
Gary Ropski,President, Brinks Hofer Gilson & Lione
Peter Tassie,Senior Automotive Litigation Counsel, Ford Motor Company Barry Toone,Partner, Bowman
and Brooke LLP
BREAKOUT 2
Evolving Partner Roles in Client Services, Business Development, and Sales
Firms seeking an effective business strategy know that client and business development require top-tier leaders. With titles like business development partner, partner of client relationships, marketing partner, and a host of others, the role is taking on the prominence it has long deserved. Learn how to spend your time wisely, balancing the demands of your role with managing your time and building your own business.
SPEAKERS
Paul Eyre,Marketing Partner, Baker and Hostetler LLP
James Pagliaro,Client Development Partner, Morgan Lewis & Bockius LLP Doug Sorocco,Marketing Partner, Dunlap Codding, PC
BREAKOUT 3
Finding and Working with Professional Service Providers on the Web
In 2000, the Brand Research Company and Greenfield/Belser survey changed the way firms design Web sites and delivered valuable insights into the Web behavior of American business executives. In 2009, they did it again. Learn how, how often, where, when, and why professional services buyers search for and work with firms like yours. Better understand Web site preferences and pet peeves to improve your overall Web presence.
SPEAKERS
Burkey Belser,President and Creative Director, Greenfield/Belser Ltd. Sue Stock Allison,Managing Director, The Brand Research Company
1 - 1:30 PM Closing Remarks 1:30 PM Buffet Lunch 11:30 - 11:45 AM Break 11:45 AM - 1 PM Redwood Analytics
PLATINUM GOLD OTHER
THANK YOU, SPONSORS
ABOUT THE EVENT PARTNER
The Hildebrandt Institute, a division of Hildebrandt, provides world-class management development programs and interactive workshops to meet the needs of an array of law firms and professional service leaders. Hildebrandt is a Thomson Reuters company.
REGISTER TODAY
1.800.308.1700
westlegaledcenter.com
BREAKOUT 1
Lateral Integration: What Really Works (and What Really Doesn’t)
We will define “integration” and offer best practices on how it works as we discuss headhunters, due diligence, the buddy system, marketing’s role in the process, and the client’s viewpoint.
SPEAKERS
Ronna W. Cross, Esq.,Director of Client Initiatives, Patton Boggs LLP
Joanne McElhenney,Director of Marketing and Business Development, Brown Rudnick LLP
Jacqueline A. Simmons,Marketing and Business Development Partner, Baker & Daniels
BREAKOUT 2
Success on the Social Web: How Firms are Leveraging Social Networks, Blogs, Podcasts, and More to Drive Business Development and Client Growth Should your firm have a page on Facebook? Do you know what social networking tools lawyers within your firm are using? This breakout will discuss the evolving nature of online interaction, effective use of social media and networks, strategies for curbing ineffective use, and best practices for firms entering these new areas. We will also examine what’s effective from the client perspective.
SPEAKER
Alan Fuqua,Chief Marketing Officer, Winstead PC
Joe Kennan,Director of Communications, Husch Blackwell Sanders LLP
Jennifer Manton,Chief Marketing Officer, Loeb & Loeb LLP
John Simpson,Managing Account Director, Hubbard One
BREAKOUT 3
The Challenge of Leading Change in Today’s Law Firm Marketing and Business Development Roles How do you effect change at the CMO and marketing partner levels? Learn how to be more effective in managing up – and down – while leveraging staff talent and advocating effectively on behalf of your team.
SPEAKERS
Christopher Carter,Chief Marketing Officer, Shook, Hardy & Bacon L.L.P. John Childers, Esq.,M.S. in
Organizational Development, Hildebrandt
6 PM
Hubbard One “Red Carpet” Reception and Excellence in Legal Marketing Awards
Marketing Initiative of the Year Marketing Professional of the Year Nominate today at
www.hubbardone.com/mpf2010/ Sponsored by
WORKSHOP 1
Understanding Economics and Profitability of Law Firms
Your law firm’s leaders operate with a financial view of the firm at the center of every decision. To achieve your goals you need a strong foundation in what makes – and keeps – your firm profitable. Learn how to present your marketing strategies in a language your firm’s decision makers will understand. You will learn: • The key drivers of law
firm profitability
• How to interpret the firm’s annual financial statements
• Accounting principles of particular relevance to law firms
FACILITATOR
Carla Landry,Director, Law Firm Strategy and Structure Practice, Hildebrandt
WORKSHOP 2
Strategic Account Management – SAM for Law Firms
This workshop will focus on the next steps in the strategic account process: factors that contribute to success, candid discussions about what doesn’t work and why, and how to overcome those issues. Join this high-energy, interactive session for ideas on taking your SAM teams to the next level. Workshop takeaways include:
• Tools and tips for tracking progress • Performance training for
high-caliber individuals • Critical success factors and
measuring results
FACILITATORS
Jim CranstonandSilvia Coulter, Vice Presidents, Client Development and Growth Practice, Hildebrandt Patrick Fuller, Esq.,Managing Account Director, Competitive Analytics, Hubbard One
WORKSHOP 3
The CMO and Marketing Partner as Leaders – Leadership Training Session Coordinating marketing and business development efforts across your firm is essential in a down market and requires dedicated focus from marketing partners and chief marketing officers. You face growing pressure to facilitate the firm’s progress on revenue growth, while navigating organizational challenges along the way. At this session, develop your leadership skills to direct your team effectively and to manage up and within the strong law firm culture. You will gain tools to: • Assess your own leadership style • Improve your one-on-one
coaching technique
• Increase your ability to influence firm culture
FACILITATOR
John Childers, Esq.,M.S. in Organizational Development, Hildebrandt
8:45 - 9 AM
Opening Remarks from the Co-Chairs
CO-CHAIRS
Carolyn Rumpf Sandano,Director of Business Development, Proskauer Rose LLP
Mark E. Young,Chief Marketing Officer, Sonnenschein Nath & Rosenthal LLP
9 - 10:30 AM
General Session Opening Keynote: Leading Excellence Discover what it takes to deliver world-class customer service from Dennis Snow, acclaimed expert on the topic. A book signing will follow the talk.
10:30 - 11 AM Break Sponsored by
11 AM - 12:30 PM
Setting the Stage: Moving from Service to an “Experience” Economy
We’ve always been taught to focus on customer service. What does it mean to focus instead on the customer experience? This panel will address making the change and why it’s critical to law firm success. Topics will include: • Building client loyalty
• Adding value from a business perspective
• Bringing the Disney model of customer experience to your law firms
SPEAKERS
Lisa Damon,Managing Partner, Executive Committee Member and Six Sigma Green Belt, Seyfarth Shaw LLP Tea Hoffman, Esq.,Chief Business Development Officer, Baker, Donelson, Bearman, Caldwell & Berkowitz, PC Simone Hughes,Chief Marketing Officer, Borden Ladner Gervais LLP
12:30 - 1:30 PM
Buffet Lunch and Networking
1:30 - 1:45 PM Break
1:45 - 3:15 PM
Envisioning the Law Firm of the Future
You hear a lot of talk about “seismic” changes to the business of law. But what does this mean for your firm? A panel of law firm leaders and visionaries will discuss how they are transforming their law firms today to compete well into the future. Find out where your firm sits on the spectrum and strategies to move your firm forward. Specific topics will include:
• Building partner and firm accountability into firm strategies and initiatives
• Aligning the firm with the client expectations
• Responding to challenges while maintaining firm profitability • Measuring results
SPEAKERS
Doug Benson,Chief Operating Officer, Orrick, Herrington & Sutcliffe LLP
Claudia Gilman,Vice President and General Counsel International, Boston Scientific
Andrew B. Serwin,Partner, Foley & Lardner LLP
3:15 - 3:30 PM Networking Break
PRE-CONFERENCE WORKSHOPS
DEVELOPING YOUR LEADERSHIP SKILLS
MUST-ATTEND
TWO-DAY FORUM
1:30 - 4:30 PM
WEDNESDAY AGENDA | JANUARY 13, 2010 (AFTERNOON ONLY)
THURSDAY AGENDA | JANUARY 14, 2010
4:45 - 6 PM
CMO, Marketing Partner, and Managing Partner Roundtables
These intimate, peer-to-peer roundtables offer marketing leaders a prime networking opportunity. Exchange ideas and business cards, discuss common problems, and work together to develop solutions.
Open to heads of marketing or business development functions at law firms.
INDIVIDUAL ROUNDTABLE TOPICS AND FACILITATORS
• Lateral Integration:Joanne McElhenney,Director of Marketing and Business Development, Brown Rudnick LLP • Integrating Marketing and Sales:Jeff Scalzi,Director of Marketing, Foley Hoag LLP
• The Evolving Marketing Partner Role:Alvidas Jasin,Director of Business Development, Thompson Hine LLP • Impacting Change through Process Improvement/Process Management:Beth M. Cuzzone,Director of Business
Development and Six Sigma Green Belt, Goulston & Storrs
• The Evolving Chief Marketing Officer Role:Carolee Swallie,Chief Client Development Officer, Brinks Hofer Gilson & Lione
6 - 7:30 PM Opening Reception
3:30 - 5 PM
FRIDAY AGENDA | JANUARY 15, 2010
8 - 8:45 AM Breakfast Workshop Sponsored by 8:45 - 9 AM Opening Remarks 9 - 10:15 AM
The World Today As Seen by Your Clients: General Counsel Roundtable
This perennial favorite features leading corporate GCs and, this year, Mike Roster, Steering Committee Chair of the Association of Corporate Counsel’s Value Challenge. The panel will discuss reconnecting the cost of legal services to their value and offer creative ideas for structuring
partnerships between law firms and their clients, including: • Getting clients to focus on outcomes, not process • Creative proposals versus discounts
• Examples of successful projects and new business models
SPEAKERS
Mike Roster,Steering Committee Chair, ACC Value Challenge General Counsels TBD
10:15 - 10:30 AM Break
10:30 - 11:30 AM
Process Management: From Theory to Practice
With the inevitable shift to alternative fees, even if for only a small percentage of the firm’s overall work, “process improvement” is the phrase of the day. This session looks closely at how firms approach fine-tuning the legal work along with the delivery and internal support systems that offer value to clients and increase profitability.
SPEAKERS
Beth M. Cuzzone,Director of Business Development and Six Sigma Green Belt, Goulston & Storrs
Susan DiMickele,Partner, Squire, Sanders & Dempsey L.L.P. Christopher Mirabile,President, Association of Corporate Counsel, Northeast Chapter
BREAKOUT 1
What’s Not Going to Work Anymore: Effective Pricing Strategies for the “New” Economy
This how-to on billing principles, alternative fees, and project billing will share current examples of successful partnerships with clients on pricing issues, including rate increases.
SPEAKERS
Cynthia Kretz,General Counsel, Cook Group Incorporated
Gary Ropski,President, Brinks Hofer Gilson & Lione
Peter Tassie,Senior Automotive Litigation Counsel, Ford Motor Company Barry Toone,Partner, Bowman
and Brooke LLP
BREAKOUT 2
Evolving Partner Roles in Client Services, Business Development, and Sales
Firms seeking an effective business strategy know that client and business development require top-tier leaders. With titles like business development partner, partner of client relationships, marketing partner, and a host of others, the role is taking on the prominence it has long deserved. Learn how to spend your time wisely, balancing the demands of your role with managing your time and building your own business.
SPEAKERS
Paul Eyre,Marketing Partner, Baker and Hostetler LLP
James Pagliaro,Client Development Partner, Morgan Lewis & Bockius LLP Doug Sorocco,Marketing Partner, Dunlap Codding, PC
BREAKOUT 3
Finding and Working with Professional Service Providers on the Web
In 2000, the Brand Research Company and Greenfield/Belser survey changed the way firms design Web sites and delivered valuable insights into the Web behavior of American business executives. In 2009, they did it again. Learn how, how often, where, when, and why professional services buyers search for and work with firms like yours. Better understand Web site preferences and pet peeves to improve your overall Web presence.
SPEAKERS
Burkey Belser,President and Creative Director, Greenfield/Belser Ltd. Sue Stock Allison,Managing Director, The Brand Research Company
1 - 1:30 PM Closing Remarks 1:30 PM Buffet Lunch 11:30 - 11:45 AM Break 11:45 AM - 1 PM Redwood Analytics
PLATINUM GOLD OTHER
THANK YOU, SPONSORS
ABOUT THE EVENT PARTNER
The Hildebrandt Institute, a division of Hildebrandt, provides world-class management development programs and interactive workshops to meet the needs of an array of law firms and professional service leaders. Hildebrandt is a Thomson Reuters company.
REGISTER TODAY
1.800.308.1700
westlegaledcenter.com
BREAKOUT 1
Lateral Integration: What Really Works (and What Really Doesn’t)
We will define “integration” and offer best practices on how it works as we discuss headhunters, due diligence, the buddy system, marketing’s role in the process, and the client’s viewpoint.
SPEAKERS
Ronna W. Cross, Esq.,Director of Client Initiatives, Patton Boggs LLP
Joanne McElhenney,Director of Marketing and Business Development, Brown Rudnick LLP
Jacqueline A. Simmons,Marketing and Business Development Partner, Baker & Daniels
BREAKOUT 2
Success on the Social Web: How Firms are Leveraging Social Networks, Blogs, Podcasts, and More to Drive Business Development and Client Growth Should your firm have a page on Facebook? Do you know what social networking tools lawyers within your firm are using? This breakout will discuss the evolving nature of online interaction, effective use of social media and networks, strategies for curbing ineffective use, and best practices for firms entering these new areas. We will also examine what’s effective from the client perspective.
SPEAKER
Alan Fuqua,Chief Marketing Officer, Winstead PC
Joe Kennan,Director of Communications, Husch Blackwell Sanders LLP
Jennifer Manton,Chief Marketing Officer, Loeb & Loeb LLP
John Simpson,Managing Account Director, Hubbard One
BREAKOUT 3
The Challenge of Leading Change in Today’s Law Firm Marketing and Business Development Roles How do you effect change at the CMO and marketing partner levels? Learn how to be more effective in managing up – and down – while leveraging staff talent and advocating effectively on behalf of your team.
SPEAKERS
Christopher Carter,Chief Marketing Officer, Shook, Hardy & Bacon L.L.P. John Childers, Esq.,M.S. in
Organizational Development, Hildebrandt
6 PM
Hubbard One “Red Carpet” Reception and Excellence in Legal Marketing Awards
Marketing Initiative of the Year Marketing Professional of the Year Nominate today at
www.hubbardone.com/mpf2010/ Sponsored by
WORKSHOP 1
Understanding Economics and Profitability of Law Firms
Your law firm’s leaders operate with a financial view of the firm at the center of every decision. To achieve your goals you need a strong foundation in what makes – and keeps – your firm profitable. Learn how to present your marketing strategies in a language your firm’s decision makers will understand. You will learn: • The key drivers of law
firm profitability
• How to interpret the firm’s annual financial statements
• Accounting principles of particular relevance to law firms
FACILITATOR
Carla Landry,Director, Law Firm Strategy and Structure Practice, Hildebrandt
WORKSHOP 2
Strategic Account Management – SAM for Law Firms
This workshop will focus on the next steps in the strategic account process: factors that contribute to success, candid discussions about what doesn’t work and why, and how to overcome those issues. Join this high-energy, interactive session for ideas on taking your SAM teams to the next level. Workshop takeaways include:
• Tools and tips for tracking progress • Performance training for
high-caliber individuals • Critical success factors and
measuring results
FACILITATORS
Jim CranstonandSilvia Coulter, Vice Presidents, Client Development and Growth Practice, Hildebrandt Patrick Fuller, Esq.,Managing Account Director, Competitive Analytics, Hubbard One
WORKSHOP 3
The CMO and Marketing Partner as Leaders – Leadership Training Session Coordinating marketing and business development efforts across your firm is essential in a down market and requires dedicated focus from marketing partners and chief marketing officers. You face growing pressure to facilitate the firm’s progress on revenue growth, while navigating organizational challenges along the way. At this session, develop your leadership skills to direct your team effectively and to manage up and within the strong law firm culture. You will gain tools to: • Assess your own leadership style • Improve your one-on-one
coaching technique
• Increase your ability to influence firm culture
FACILITATOR
John Childers, Esq.,M.S. in Organizational Development, Hildebrandt
8:45 - 9 AM
Opening Remarks from the Co-Chairs
CO-CHAIRS
Carolyn Rumpf Sandano,Director of Business Development, Proskauer Rose LLP
Mark E. Young,Chief Marketing Officer, Sonnenschein Nath & Rosenthal LLP
9 - 10:30 AM
General Session Opening Keynote: Leading Excellence Discover what it takes to deliver world-class customer service from Dennis Snow, acclaimed expert on the topic. A book signing will follow the talk.
10:30 - 11 AM Break Sponsored by
11 AM - 12:30 PM
Setting the Stage: Moving from Service to an “Experience” Economy
We’ve always been taught to focus on customer service. What does it mean to focus instead on the customer experience? This panel will address making the change and why it’s critical to law firm success. Topics will include: • Building client loyalty
• Adding value from a business perspective
• Bringing the Disney model of customer experience to your law firms
SPEAKERS
Lisa Damon,Managing Partner, Executive Committee Member and Six Sigma Green Belt, Seyfarth Shaw LLP Tea Hoffman, Esq.,Chief Business Development Officer, Baker, Donelson, Bearman, Caldwell & Berkowitz, PC Simone Hughes,Chief Marketing Officer, Borden Ladner Gervais LLP
12:30 - 1:30 PM
Buffet Lunch and Networking
1:30 - 1:45 PM Break
1:45 - 3:15 PM
Envisioning the Law Firm of the Future
You hear a lot of talk about “seismic” changes to the business of law. But what does this mean for your firm? A panel of law firm leaders and visionaries will discuss how they are transforming their law firms today to compete well into the future. Find out where your firm sits on the spectrum and strategies to move your firm forward. Specific topics will include:
• Building partner and firm accountability into firm strategies and initiatives
• Aligning the firm with the client expectations
• Responding to challenges while maintaining firm profitability • Measuring results
SPEAKERS
Doug Benson,Chief Operating Officer, Orrick, Herrington & Sutcliffe LLP
Claudia Gilman,Vice President and General Counsel International, Boston Scientific
Andrew B. Serwin,Partner, Foley & Lardner LLP
3:15 - 3:30 PM Networking Break
PRE-CONFERENCE WORKSHOPS
DEVELOPING YOUR LEADERSHIP SKILLS
MUST-ATTEND
TWO-DAY FORUM
1:30 - 4:30 PM
WEDNESDAY AGENDA | JANUARY 13, 2010 (AFTERNOON ONLY)
THURSDAY AGENDA | JANUARY 14, 2010
4:45 - 6 PM
CMO, Marketing Partner, and Managing Partner Roundtables
These intimate, peer-to-peer roundtables offer marketing leaders a prime networking opportunity. Exchange ideas and business cards, discuss common problems, and work together to develop solutions.
Open to heads of marketing or business development functions at law firms.
INDIVIDUAL ROUNDTABLE TOPICS AND FACILITATORS
• Lateral Integration:Joanne McElhenney,Director of Marketing and Business Development, Brown Rudnick LLP • Integrating Marketing and Sales:Jeff Scalzi,Director of Marketing, Foley Hoag LLP
• The Evolving Marketing Partner Role:Alvidas Jasin,Director of Business Development, Thompson Hine LLP • Impacting Change through Process Improvement/Process Management:Beth M. Cuzzone,Director of Business
Development and Six Sigma Green Belt, Goulston & Storrs
• The Evolving Chief Marketing Officer Role:Carolee Swallie,Chief Client Development Officer, Brinks Hofer Gilson & Lione
6 - 7:30 PM Opening Reception
3:30 - 5 PM
FRIDAY AGENDA | JANUARY 15, 2010
8 - 8:45 AM Breakfast Workshop Sponsored by 8:45 - 9 AM Opening Remarks 9 - 10:15 AM
The World Today As Seen by Your Clients: General Counsel Roundtable
This perennial favorite features leading corporate GCs and, this year, Mike Roster, Steering Committee Chair of the Association of Corporate Counsel’s Value Challenge. The panel will discuss reconnecting the cost of legal services to their value and offer creative ideas for structuring
partnerships between law firms and their clients, including: • Getting clients to focus on outcomes, not process • Creative proposals versus discounts
• Examples of successful projects and new business models
SPEAKERS
Mike Roster,Steering Committee Chair, ACC Value Challenge General Counsels TBD
10:15 - 10:30 AM Break
10:30 - 11:30 AM
Process Management: From Theory to Practice
With the inevitable shift to alternative fees, even if for only a small percentage of the firm’s overall work, “process improvement” is the phrase of the day. This session looks closely at how firms approach fine-tuning the legal work along with the delivery and internal support systems that offer value to clients and increase profitability.
SPEAKERS
Beth M. Cuzzone,Director of Business Development and Six Sigma Green Belt, Goulston & Storrs
Susan DiMickele,Partner, Squire, Sanders & Dempsey L.L.P. Christopher Mirabile,President, Association of Corporate Counsel, Northeast Chapter
BREAKOUT 1
What’s Not Going to Work Anymore: Effective Pricing Strategies for the “New” Economy
This how-to on billing principles, alternative fees, and project billing will share current examples of successful partnerships with clients on pricing issues, including rate increases.
SPEAKERS
Cynthia Kretz,General Counsel, Cook Group Incorporated
Gary Ropski,President, Brinks Hofer Gilson & Lione
Peter Tassie,Senior Automotive Litigation Counsel, Ford Motor Company Barry Toone,Partner, Bowman
and Brooke LLP
BREAKOUT 2
Evolving Partner Roles in Client Services, Business Development, and Sales
Firms seeking an effective business strategy know that client and business development require top-tier leaders. With titles like business development partner, partner of client relationships, marketing partner, and a host of others, the role is taking on the prominence it has long deserved. Learn how to spend your time wisely, balancing the demands of your role with managing your time and building your own business.
SPEAKERS
Paul Eyre,Marketing Partner, Baker and Hostetler LLP
James Pagliaro,Client Development Partner, Morgan Lewis & Bockius LLP Doug Sorocco,Marketing Partner, Dunlap Codding, PC
BREAKOUT 3
Finding and Working with Professional Service Providers on the Web
In 2000, the Brand Research Company and Greenfield/Belser survey changed the way firms design Web sites and delivered valuable insights into the Web behavior of American business executives. In 2009, they did it again. Learn how, how often, where, when, and why professional services buyers search for and work with firms like yours. Better understand Web site preferences and pet peeves to improve your overall Web presence.
SPEAKERS
Burkey Belser,President and Creative Director, Greenfield/Belser Ltd. Sue Stock Allison,Managing Director, The Brand Research Company
1 - 1:30 PM Closing Remarks 1:30 PM Buffet Lunch 11:30 - 11:45 AM Break 11:45 AM - 1 PM Redwood Analytics
PLATINUM GOLD OTHER
THANK YOU, SPONSORS
ABOUT THE EVENT PARTNER
The Hildebrandt Institute, a division of Hildebrandt, provides world-class management development programs and interactive workshops to meet the needs of an array of law firms and professional service leaders. Hildebrandt is a Thomson Reuters company.
REGISTER TODAY
1.800.308.1700
westlegaledcenter.com
THE 17TH ANNUAL
LAW FIRM
MARKETING
PARTNER
FORUM 2010
A NEW ERA: THE INTEGRATION OF MARKETING
AND THE CLIENT EXPERIENCE
DON’T MISS THESE TOPICS
• Why the customer experience is critical to law firm success • Building client loyalty and adding value
• How CMOs and marketing partners can motivate firm leadership • Lateral integration strategies that really work
• Practical steps to best respond to client needs • Effective pricing strategies for the new economy • Social networking success stories
• And much more
The Hildebrandt Institute and West LegalEdcenter present
JANUARY 13-15, 2010
The Breakers Palm Beach Palm Beach, Florida
ATTRACT CLIENTS, DRIVE REVENUE,
AND DELIVER RESULTS
This forum isn’t just another marketing fair
or conference for junior marketing staff
learning the ropes. It’s the industry-leading
conference created by and for leaders
driving the strategic marketing and business
development decisions at their law firms.
Get the tools and inspiration you need at
this much-anticipated conference and
three optional pre-conference workshops.
EVENT CHAIRS
Carolyn Rumpf Sandano,Director of Business Development, Proskauer Rose LLP
Mark E. Young,Chief Marketing Officer, Sonnenschein Nath & Rosenthal LLP
Silvia Coulter,Vice President, Client
Development and Growth Practice, Hildebrandt
FEATURED SPEAKERS
Burkey Belser,President and Creative Director, Greenfield/Belser Ltd. Doug Benson,Chief Operating Officer, Orrick, Herrington & Sutcliffe LLP Christopher Carter,Chief Marketing Officer, Shook Hardy & Bacon L.L.P. John Childers, Esq.,M.S. in Organizational Development, Hildebrandt Jim Cranston,Vice President, Client Development and Growth Practice, Hildebrandt
Ronna W. Cross, Esq.,Director of Client Initiatives, Patton Boggs LLP Beth M. Cuzzone,Director of Business Development and Six Sigma Green Belt, Goulston & Storrs
Lisa Damon,Managing Partner, Executive Committee Member, and Six Sigma Green Belt, Seyfarth Shaw LLP
Susan DiMickele,Partner, Squire, Sanders & Dempsey L.L.P. Paul Eyre,Marketing Partner, Baker and Hostetler LLP
Patrick Fuller, Esq.,Managing Account Director, Competitive Analytics, Hubbard One
Alan Fuqua,Chief Marketing Officer, Winstead PC
Claudia Gilman,Vice President and General Counsel International, Boston Scientific
Tea Hoffman, Esq.,Chief Business Development Officer, Baker, Donelson, Bearman, Caldwell & Berkowitz, PC
Simone Hughes,Chief Marketing Officer, Borden Ladner Gervais LLP Alvidas Jasin,Director of Business Development, Thompson Hine LLP Joe Kennan,Director of Communications, Husch Blackwell Sanders LLP Cynthia Kretz,General Counsel, Cook Group Incorporated
Carla Landry,Director, Law Firm Strategy and Structure Practice, Hildebrandt
Jennifer Manton,Chief Marketing Officer, Loeb & Loeb LLP
Joanne McElhenney,Director of Marketing and Business Development, Brown Rudnick LLP
Christopher Mirabile,President, Association of Corporate Counsel, Northeast Chapter
James Pagliaro,Client Development Partner, Morgan Lewis & Bockius LLP Gary Ropski,President, Brinks Hofer Gilson & Lione
Mike Roster,Steering Committee Chair, ACC Value Challenge Jeff Scalzi,Director of Marketing, Foley Hoag LLP
Andrew B. Serwin,Partner, Foley & Lardner LLP
Jacqueline A. Simmons,Marketing and Business Development Partner, Baker & Daniels
John Simpson,Managing Account Director, Hubbard One Doug Sorocco,Marketing Partner, Dunlap Codding, PC
Sue Stock Allison,Managing Director, The Brand Research Company Carolee Swallie,Chief Client Development Officer, Brinks Hofer Gilson & Lione
Peter Tassie,Senior Automotive Litigation Counsel, Ford Motor Company
Barry Toone,Partner, Bowman and Brooke LLP
PROGRAM LOCATION
THE BREAKERS PALM BEACH One South County Road
Palm Beach, Florida 33480-4023
FOR HOTEL RESERVATIONS, CALL 1.888.273.2537
GROUP DISCOUNT
Reserve guest rooms at the group rate at
https://resweb.passkey.com/go/WLEGL10 or1.888.273.2537. Be sure to reference“Marketing Partner Forum 2010”to receive the group rate of $380/night plus taxes, prior to November 26, 2009. Rooms are subject to availability. Please note the following policies on guest room reservations at The Breakers:
• One-night room deposit (excluding taxes) is required at time of reservation.
• If a reservation is cancelled within 14 days of arrival, the full deposit will be forfeited (non-refundable).
• If a reservation is reduced in length of stay within the cancellation period, a penalty fee applies.
REGISTRATION
The registration fee includes the conference, luncheons, receptions, and all course materials. Tax is not included. All payments must be received prior to the start of the conference.
CONFERENCE AND PRE-CONFERENCE REGISTRATION Conference & Half-Day Workshop 1
Understanding Economics and Profitability of Law Firms Code 40902645 $2,095
Conference & Half-Day Workshop 2
Strategic Account Management – SAM for Law Firms Code 40902646 $2,095
Conference & Half-Day Workshop 3
The CMO and Marketing Partner as Leaders – Leadership Training Session
Code 40902647 $2,095 Conference Only
Code 40902624 $1,995
PRE-CONFERENCE REGISTRATION ONLY Half-Day Workshop 1
Understanding Economics and Profitability of Law Firms Code 40902642 $495
Half-Day Workshop 2
Strategic Account Management – SAM for Law Firms Code 40902643 $495
Half-Day Workshop 3
The CMO and Marketing Partner as Leaders – Leadership Training Session
Code 40902644 $495
NON-LAW FIRM CONFERENCE REGISTRATION
Non-law firm and non-corporate law department. Registration includes conference, workshops, and all course materials. Code 40902648 $5,000
CANCELLATIONS AND CHANGES
No cancellations permitted less than two weeks prior to the start of the conference. Seminars are held subject to enrollment. Dates, venue, and program details are based on information available upon publication of the brochure, and may be subject to change. In the event of a conference cancellation, West LegalEdcenter will make a full refund of any registration fees paid but assumes no liability for non-refundable transportation costs, hotel accommodations, or additional costs incurred by registrants. Complimentary copies of West books may be provided at this event. Registering for this event authorizes West, a Thomson Reuters business, to automatically ship you updates of the title(s)