Law Firm Marketing Catalyst
Sharon Berman
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The podcast "Law Firm Marketing Catalyst" aims to fuel revenue growth through thought-provoking interviews with forward-thinking lawyers, law firm management, and legal marketers who bring fresh perspectives and innovative approaches to marketing. Your host, Sharon Berman, founded Berbay Marketing & Public Relations more than two decades ago. Since then, the firm has implemented programs for both plaintiff and defense firms across a range of practice areas and industries.
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Feb 28, 2023
Episode 113: Succession Planning Doesn’t Have to Be Scary—Here’s What You Need to Know with Roy S. Ginsburg, Attorney Coach and Law Firm Consultant
What you’ll learn in this episode:
* How to determine what your succession planning goals are
* Why it’s so difficult to sell a law firm, and which types of practices may sell more easily than others
* When to start succession planning, and how long to expect a deal to take
* How buying a firm can be a strategic career move for young lawyers
* Why most lawyers need to challenge themselves to be better entrepreneurs and business developers
About Roy Ginsburg
Roy S. Ginsburg is an attorney coach and law firm consultant who has practiced law for more than 30 years. He works with individual lawyers and law firms nationwide in the areas of business development, practice management, career development, and strategic and succession planning.
Roy is also a prolific speaker and blogger. He travels around the country speaking at CLEs sponsored by bar associations on topics such as selling law practices, succession planning and more. He’s a regular contributor at attorneyatwork.com.
Additional Resources:
www.sellyourlawpractice.com
Transcript:
Succession planning is the most important topic law firm owners never want to talk about. But whether you want to sell your firm or pass it on to a top associate, deciding how you want to exit your career is better done sooner than later. As a legal coach, Roy Ginsburg helps attorneys prioritize their goals for succession planning and create a plan to achieve them. He joined the Law Firm Marketing Catalyst Podcast to talk about which types of practices may be more appealing to buyers; how to help associates transition to owners; and what age attorneys should start thinking about succession. Read the episode transcript here.
Sharon: Welcome to the Law Firm Marketing Catalyst Podcast. Today, we are talking with Roy S. Ginsburg. Roy is a lawyer and strategic advisor to lawyers and law firms. He puts his 35 years of experience to work helping lawyers be more satisfied in their careers. He has several areas of expertise, but today, he’ll be talking about an area we don’t hear a lot about, and that is the obstacles lawyers face when they start the process of estate planning. That could be selling their firm to a different entity or turning their firm over to the next generation. Roy, welcome to the program.
Roy: Thank you very much for inviting me, Sharon. It’s a pleasure to be here.
Sharon: So glad to have you. You’re talking to us from Philadelphia?
Roy: No. What I tell people is that I’m talking from a city that, until a few years ago, no one ever heard of, and that’s Minneapolis. They know about it now for all the wrong reasons, but, yeah, I’m talking to you from Minneapolis, Minnesota.
Sharon: Tell us about your career.
Roy: I got to the Midwest initially through law school. I attended the University of Wisconsin for law school. For a year after that, I clerked for a justice on the Wisconsin Supreme Court, and then I moved to Minneapolis after that to work for a large law firm here. I worked for a large firm for a few years, then I worked for a smaller law firm for a few years. I spent about a dozen years as an in-house lawyer. In all those times, in private practice and in-house, most of it was in the employment law area. That was the first 20. The last 20, I’ve pretty much been the consultant I am today.
Sharon: How was it that you came to be a consultant and a strategic advisor?
Roy: I wasn’t one of those lawyers who intensely disliked practicing law, though I’ve worked with plenty of those. I just thought it was O.K. and I was looking to do something different. In some ways, I surprised myself by having this entrepreneurial bug. The initial game plan was to be a CLE speaker primarily talking about business development and ethics. I figured lawyers would attend a CLE with ethics attached to it. They did, but it’s not so easy to get gigs if you want to do that on a national basis, which was the goal. I got them, but when you have three kids and hopefully all of them are attending college, it wasn’t enough.
Then I realized that coaching was becoming popular, at least in corporate America. I knew that from being in-house and working for a few companies. I figured if I can tell a hundred people how to build a marketing plan, I can do it one-on-one. That was initially how I got into coaching/consulting. Over time, people said, “Roy, can you help me with this? Can you help me with that?” The recession was here. Could I help people find jobs? Back in 2008, a lot of small firm owners would call me looking for help with practice management issues.
Most importantly for the purposes of this program today, I got lots of calls from senior lawyers, either solo or small firm owners, not knowing what to do. So, I saw business there. This was about 10, 15 years ago. I created my own website just for that particular business. Although I do all types of consulting and coaching today, I’d say about two-thirds of my time is helping solo and small firm owners with their succession planning, because they oftentimes just don’t know what to do.
Sharon: You must have been very busy during Covid with succession planning.
Roy: Yes and no. Much like a lot of America, for the first two months, in April and May, my phone didn’t ring. Everyone was trying to figure out how to live. Then June was business as usual. I’ve read and seen anecdotally that the pandemic was a mixed bag as far as retirement planning. It definitely incentivized some people to call and figure out what to do. On the other hand, it delayed some people because they thought, “What am I going to retire for? I can’t visit the kids,” or they realized during lockdown that they needed to have a busier practice and it was premature to retire. At least for the people that are calling me, it’s been a wash. I haven’t seen a tsunami of phone calls, but I also haven’t seen it drop off the cliff. It’s business as usual, and pretty steady at that.
Sharon: I’m thinking about how many businesses and restaurants and all kinds of people decided to pack it in and said, “O.K., I’m going to try something different.”
Rboy: Not so much. One of the things I pride myself on is I understand the DNA of lawyers. I’m a lawyer myself. They don’t like change. They don’t like to take a chance or a risk. I didn’t realize how unique I am by not only changing my life as a lawyer but being somewhat of an entrepreneur. I’ve learned from the coaching and consulting that’s not in the DNA of most lawyers, to think entrepreneurially. Like I said, they find themselves in the profession for no compelling reason, and they stay there because it's a half-decent living. Some love it; some hate it; most are in between.
Sharon: Did you know you had this entrepreneurial gene before you started?
Roy: Not really. It surprised me as much as it surprised family and friends, I think.
Sharon: You say that practicing law was O.K., but it wasn’t because you had this craving, or you knew that wasn’t really what you were meant to do.
Roy: Correct. I’m like most lawyers. There’s a joke in the Jewish community: nice Jewish boys who don’t like the sight of blood go to law school. My brother’s a doctor, so I’m the lawyer. Anecdotally, I can tell you I’ve coached or consulted with well over 200 lawyers over the last 20 years or so, and I always ask every one of them why they went to law school. You think you can guess the number one answer? There actually is no close second answer.
Sharon: What else? What else was there to do?
Roy: They couldn’t think of anything better to do. Very few lawyers have a compelling reason, and this is across the board, whether you went to a premier law school or one of the ones in the box. They just find themselves saying, “Eh, it’s a nice living, not too bad. I get a little prestige.” If you’re really entrepreneurial, you don’t go to law school; you go to business scho…
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Feb 15, 2023
Episode 112: For Lawyers of Color, Mentorship Is the Glue that Leads to Career Growth with Tyrone Thomas, General Counsel at Doral Renewables
What you’ll learn in this episode:
* What companies should consider when planning their corporate giving initiatives, and why Tyrone is passionate about anti-hunger causes
* How mentorship creates strong connections that last for years, especially for lawyers of color
* Why law firms don’t necessarily need perfect diversity, but they do need to demonstrate a plan for growth and improvement
* What it’s like to work in-house in the renewable energy space
* Why the best leaders see their reports as individuals with goals that go beyond their workplace
About Tyrone Thomas
Tyrone Thomas is General Counsel at Doral Renewables. He has broad strategic and transactional experience within the renewable energy industry, having served as both Head of Legal at Plus Power, and Vice President and Deputy General Counsel at Invenergy. Throughout his career, Tyrone has led diverse teams of professionals in connection with the development, construction, financing and/or divestiture of dozens of utility-scale energy facilities with a total value of over $7 billion. Mr. Thomas earned a BS in Urban Studies from Hunter College and a JD from the University of Illinois College of Law.
Additional Resources:
Tyrone’s LinkedIn
Conversationforsix.com
Transcript:
In the legal industry, every connection matters. This is especially true for lawyers of color and other underrepresented attorneys who know the feeling of being left out—and the feeling of finally being seen. Tyrone Thomas, General Counsel at Doral Renewables, credits his mentors with guiding him on his career path, and he does the same for young lawyers who reach out to him today. He joined the Law Firm Marketing Catalyst Podcast to talk about what qualities he looks for in the firms and attorneys he works with; how firms can demonstrate their commitment to diversity, equity and inclusion; and what makes a good leader. Read the episode transcript here.
Sharon: Welcome to the Law Firm Marketing Catalyst Podcast. Today, my guest is Tyrone Thomas, General Counsel at Doral Energy. In addition, he’s the company’s anti-hunger advocate. He’s speaking to us from the Chicago suburbs. Tyrone has been on the podcast twice before, but he was with a different energy company. Today he’ll tell us all about his industry experience as well as his experience being a Black lawyer. Tyrone, welcome to the program.
Tyrone: Thanks for having me, Sharon.
Sharon: Glad that you’re here. Give us a synopsis of your career path.
Tyrone: Sure. I’ll keep it post-law school. I worked in private practice for a few years. I was at DLA Piper in the Washington, D.C. office. I am still involved with DLA Piper from an alumni perspective, using them and adding advice when I can. I was with a firm called Hanson Bridgett, in San Francisco down in the financial district. Then I was with a small firm in the Chicagoland area called Gould & Ratner. In each of those spaces, my work primarily centered on development, whether commercial real estate development, development of GSA leasing properties primarily leased from the federal government, healthcare development, and everything in between.
Then I moved over to a company called Invenergy that now is probably the number one, if the not the number two, private producer of renewable energy in North America. I moved over to them in 2014.
Sharon: What is the name of the company?
Tyrone: Invenergy.
Sharon: Invenergy, all right.
Tyrone: I spent about seven years there, eventually leaving as the number two on their legal team. I was the vice president and deputy counsel. I had a wealth of great experience there. I worked on a ton of really interesting projects that were cool from a practical perspective, but also great for the world in decarbonizing the environment. Tons of great employees. There were probably 400 people around the world when I started and almost 1,600 when I left. I went from having zero reports when I joined to about 27 when I left. I got to watch the company grow as I was growing in my career in that space.
I then went to a really great standalone battery developer named Plus Power based out of San Francisco and Houston. It was a brief stint there because of Doral, where I currently am. It ultimately made sense to transition to Doral, where I’m general counsel and where I work with a number of folks who I worked with in prior years, including the CEO. We crossed paths in Invenergy for several years. It all just clicked, so that’s where I am currently. I was head of legal at Plus Power, and here I’m general counsel/corporate secretary. I’m taking on more and more of a compliance role as well.
Sharon: What is anti-hunger? That was on LinkedIn.
Tyrone: When I present on LinkedIn, I try to present not necessarily where I’m working, per se, but the entirety of what I’m doing in the professional space. Primarily what I’m doing is working in the legal compliance function. I’m doing a lot of work around governance. I sit on some boards, and I’m looking at some for-profit boards right now to figure out the best fit for me.
Then, I consider myself an anti-hunger advocate. I spend most of my time that’s not on family or professional matters volunteering or donating to organizations that try to combat hunger and food insecurity. I have sat on associate boards and executive boards of various organizations. I’ve sat on the Executive Board of Directors of Beyond Hunger in the Oak Park/River Forest area here in Illinois, which honestly is probably one of the best-run and better-funded food pantries in the Midwest—I would say probably in the country. The funding is a testament to the community it’s in, but it also gives them the ability to serve a lot of constituents and continually chase new opportunities to serve more or in a different way, because obviously just giving someone food is not a holistic solution. This is one of the few food pantries I know of in the country that has two dieticians on staff, for example. There are nutrition programs and things like that.
I also run a small nonprofit called Conversation for Six, which is intended to lower the informational bar to entry for people who want to get more involved in the hunger space. The idea was germinated off of feedback I got from individuals whom I was trying to nudge to give more money or to center some of their corporate giving campaigns on hunger. A lot of folks told me they didn’t understand it. They didn’t understand what these programs are, what some of these terms are. It’s not unique to the hunger space. A lot of nonprofits have to pick and choose who their audience is. They focus a lot on the audience that is preaching to the converted, because the converted are proven givers. They are going to give more and donate more. They’re going to evangelize, but what sometimes gets left out is the entry-level folks.
I fund the charity myself. The goal of Conversation for Six is not to raise a bunch of money; the goal is to educate. I hired some freelance writers beginning in the pandemic, and they wrote a bunch of articles on foundational concepts. What is SNAP? What is WIC? What are the summer school lunch programs? What’s the idea of a food desert? Why is that term falling out of favor? It’s all these foundational things that will help someone then go on and engage with more involved food scholarship.
We also point people to those organizations. So, if you need help or you want to help, we point to organizations. There’s a resource directory on the site that has organizations in all 50 states and some international organizations where people can either get help or give help, whether it be their time or their money. We’re a nexus to get people to direct-access organizations.
I spend a lot of time thinking about this. I spend a lot of time doing it. I’m currently in conversations about whether it makes sense for me to join some local government boards…
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Jan 30, 2023
Episode 111: Don’t Wait for Career Opportunities to Come—Create Them Yourself with Executive Coach, Laura Terrell
What you’ll learn in this episode:
* Why it’s important to look for career opportunities and not just wait for them to come to you
* How government attorneys can be strategic about advancing in their careers
* Why attorneys should periodically evaluate their practice areas and consider how their skills may translate as their clients’ needs change
* How learning to ask for and receive feedback can make or break your career
* What information you should gather before jumping into a career change
About Laura Terrell:
Laura Terrell is an executive coach with over 25 years of professional experience as a legal and business leader. In coaching, she partners with people to support them in reaching new levels of effectiveness and fulfillment in their professional lives. Her clients come from a wide variety of industries, including law, education, financial services, pharmaceutical, oil & gas, non-profit, health care, and technology. Some of them are senior corporate executives like CEOs and general counsels; others are entrepreneurs and small business owners, as well as professionals who may be returning to the workforce, making a pivot to a new career, or switching roles mid-career.
She has worked extensively and in-person in many international markets and financial centers, including New York, Washington, Chicago, Silicon Valley, Canada, London, Europe, Africa, the Middle East, Singapore and China. Supporting start-up companies and their founders is also one of her interests, and she is an active private investor in early stage ventures.
Additional Resources:
Laura’s Blog: www.lauraterrell.com
Laura’s LinkedIn: https://www.linkedin.com/in/lauralterrell/
Laura’s Instagram: https://www.instagram.com/lauraterrellcoaching/
Transcript:
Every lawyer must ask difficult questions at some point in their career. Should I go in-house? How do I become partner when I don’t feel confident? Can I use my skills in another practice area? As an executive coach to lawyers and a former attorney herself, Laura Terrell has helped numerous clients find the answers to these questions. She joined the Law Firm Marketing Catalyst Podcast to talk about the value of feedback; what questions to ask before moving in-house or making a significant career change; and how to create career opportunities instead of waiting for them. Read the episode transcript here.
Sharon: Welcome to the Law Firm Marketing Catalyst Podcast. Today, my guest is Laura Terrell. Laura has been an equity partner at two Am Law 15 law firms, a senior-level appointee at the U.S. Department of Justice, the in-house counsel of a publicly traded company and Special Assistant to the President at the White House. Now she is an executive coach to lawyers. We’ll hear about that today. Laura, welcome to the program.
Laura: Thank you, Sharon. It’s a pleasure to be with you.
Sharon: I’m so glad to have you. Tell us about your career path. You’ve covered so much.
Laura: I’ve been really fortunate. I’ve had the opportunity to work in public service in the federal government in a number of different capacities, including, as you mentioned, at the White House and the Department of Justice in legal roles. I’ve also worked in private practice at two very large Am Law 25 law firms. That provided me with a lot of knowledge of the business of law and much of what your interviewees talk about on this podcast, which is marketing, branding, running a business, all of those important things. I’ve had the chance to work in-house as in-house counsel for a publicly traded company. That also has been an incredible part of my journey. So, I feel really fortunate. I feel, as a lawyer, I’ve had a lot of variety in my experience. I’ve had a lot of different opportunities that have given me different breadth and different capabilities along with way.
Sharon: Which is unusual, because I talk to people who have been lawyers for 20 years in private practice or in one area. There’s a lot to be said for that. You’ve really covered a lot of ground. When did you know you wanted to become a lawyer?
Laura: I wanted to be a lawyer very shortly out of college. I was primarily interested in finding a career in law that would help me to mirror my interest in legal matters as well as government policy and government enforcement. I spent much of my career working in areas where I was either an attorney for the federal government or working in a capacity where I was defending clients and working with clients who were under federal investigation or dealing with lawsuits by agencies such as the Department of Justice or the Securities and Exchange Commission.
What I didn’t expect was that I would develop a practice that was heavily based in financial and investigations issues. I didn’t have a financial background, but I learned very quickly about all kind of matters, including commodities markets, trading, options issues, a lot of the things lawyers don’t necessarily go to law school for. They were of interest to me because it taught me a lot about how money moves, about how businesses interact with capital markets and what’s important about that in terms of regulatory practice and regulatory enforcement.
Sharon: So, you didn’t want to be a lawyer when you were 12 or 10. You sound to me like someone who got a degree and said, “O.K., now what do I do? I don’t know. Maybe something different.” Finance is definitely different.
Laura: It is. I was an undergraduate major in government political science, and my interest was working in an area that involved federal government policy. I was tremendously interested in the executive branch and the regulatory enforcement agencies like the FTC and the SEC. I ultimately ended up working for the Commodity Futures Trading Commission as my first job outside of my clerkship and outside of law school. That was a surprise to me, but I always liked investigations work, putting puzzles together, working through facts, putting evidence in place, trying to figure out how it all connects. So, I did not grow up as a young child wanting to be a lawyer, but I saw very quickly in my college career that I was interested in finding a way to marry that policy side of my interest with an interest in legal enforcement and interaction with the court system.
Sharon: You must have a lot of opportunity to put the puzzle pieces together in what you do. It seems there are a lot of pieces you put together.
Laura: I have had a lot of opportunities. You mentioned a varied career. I think part of that is driven by looking for opportunities. That’s something I talk about a lot with clients. When I have lawyers that come to me, they’re often in a transition phase, maybe looking for a career pivot, maybe feeling stuck in a certain way. One of the things we talk about is that opportunities come to you, but you also have to look for opportunities. You have to find moments where there is something that makes you say, “This could help advance my career,” or “This could lead me to work in a different way.”
I’ve had those chances. When I had the opportunity to work in the White House, for example, I didn’t know that was coming. That came up in a very unexpected way, but it gave me a real sense of working across agencies, managing the administrative and executive decision-making process. Those were all things that also prepare you well for the corporate world, being able to manage different interests, understanding who the different stakeholders are. Those were things that gave me different skills that I think I wouldn’t have had with just a law degree.
My law degree is great; I’m proud of it, but I needed a lot of practical experience. Like a lot of people, I’ve found the things that interest me are beyond the bare bones of the law. My clients, for example, have legal issues, but they also need to be aware of where business intersects with those legal issues…
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Jan 16, 2023
Episode 110: Always Be Prepared: How Preparation Leads to Success with Legendary California Trial Attorney, Daniel Callahan
What you’ll learn in this episode:
* Why preparation is the key to a successful career in law
* How Daniel has won some of the largest verdicts in history, even in supposedly impossible cases
* How making room for creativity can lead to better case outcomes
* Why focusing on current clients can be more beneficial than focusing on getting new business
* How to maximize your networking and business development efforts
About Daniel Callahan
Daniel Callahan opened his own law office on St. Patrick’s Day in 1984. From there, he distinguished himself as one of the top trial attorneys in California and has repeatedly been recognized by his peers for his incredible accomplishments. Mr. Callahan was the winner of the prestigious OCTLA Trial Lawyer of the Year Award three times, in 2000, 2004, and 2012. Since founding Callahan & Blaine, Mr. Callahan has won many jury trials and obtained scores of seven and eight-figure settlements on behalf of his clients.
Callahan Consulting: Callahan Consulting | Law Firm Consulting by Daniel Callahan -
Instagram: Callahan Consulting Instagram
Facebook: https://www.facebook.com/dancallahanconsulting
Transcript:
Daniel Callahan is a legendary California lawyer who has achieved record-setting verdicts for clients. What was the secret to his success? Preparation. By not putting off what he could do now, Daniel had the mental space to think about his cases creatively—and that led to astounding verdicts in seemingly impossible cases. He joined the Law Firm Marketing Catalyst Podcast to talk about his tips for building a network; why current clients are more valuable than new ones; and why client bills are an underused selling tool. Read the episode transcript here.
Sharon: Welcome to the Law Firm Marketing Catalyst Podcast. Today, my guest is Daniel Callahan. He is founder and head of one of California’s top litigation firms and has been a winner of the prestigious Orange Country Trial Lawyer of the Year three times. We’ll learn all about his career path and why he thinks his firm is successful. Daniel, welcome to the program.
Daniel: Thank you very much, Sharon. It’s nice to be here.
Sharon: So glad to have you. Tell us about your career path.
Daniel: It’s an unusual path, Sharon. When I left high school, I did not go to college directly. I went to work in construction because I didn’t really apply myself much during school. I graduated fifth from the bottom in my class. So, I worked in construction. I was doing that. A buddy of mine got me a job, and I’m chopping trees down with my McCulloch chainsaw, and that turned me into a wood chopper. I’m thinking, “What am I doing here?” I saw my buddy. “I know why he’s here, because he's standing next to his dad who got him the job. My mother and father told me I’d be a good lawyer. Maybe I want to try going to college after all.”
Then, when I went to college, I thought, “O.K., now I’m with all those smart kids, so I have to work really hard.” I put them on a pedestal and worked really hard, and as a result, I had straight As through college. When I went to law school, I thought, “O.K., you were pretty good at college, but now you’re really against all those smart guys.” Again, I put them on a pedestal, worked really hard and finished in the top 10 and editor of the law review.
Then I went to law firms. I was recruited by several law firms. I went to Hawaii to practice initially with the oldest and largest firm in the state. I was there for two years. I learned a lot. I came back to California with another large law firm for another three years, and then I opened up my own shop. I was able to bring in more business than most people. I had enough to keep myself and two other associates busy, so I thought, “Maybe now is a good time to go out on my own.” I did that on St. Patrick’s Day of 1984.
Sharon: Wow! Let me go back for a minute. Why did your parents think you’d be a good lawyer?
Daniel: I think I was a bit argumentative. I could be kind of persuasive and argumentative at the same time.
Sharon: Did you decide to go to Hawaii because that’s where you wanted to be?
Daniel: No, not at all. I had never given a thought to Hawaii, but when they came to interview at the school, I accepted the interview and met with them. I got a call back. Two days later, they invited me to spend five days on the islands. They put me up at the Ilikai and gave me a car. In three days, you get to know the firm, and then you have two days to get used to Hawaii. It was so great! I took the job, but Hawaii wasn’t really for me. I preferred being back in California, where I went to law school at UC Davis. I didn’t go back to Davis, but I went to Newport Beach, California.
Sharon: Was it more formal?
Daniel: It was a very large firm, and I would not say they were formal. They worked really hard, but they also played pretty hard. I got a good grounding from them.
Sharon: It sounds like you have that, between everything you did. Tell us how that led to a couple of your biggest wins, because they’re big.
Daniel: One of the things I learned from my mentor at Allen Matkins was you cannot be faulted for working too hard. Remember, I always put the opposition on a pedestal anyway. I want to be really prepared. They taught me how to be prepared, how not to put things off until tomorrow if you can do it today, because you don’t know what’s coming tomorrow. You may have an ex parte hearing; you may have something coming up. If you planned on doing this but you put it off, now you’re crowded, and you can’t do your best job. That’s why I have been so successful. I almost over-prepare.
When I go to trial, I prepare. First of all, someone else usually works up the depositions and the discovery and all that. They bring it to me and give me an idea which depos to read first. I read all the depos. I summarize the depos myself. I match them with all the exhibits that I read. Then I prepare the examinations of each witness, both our side and their side, linking them to the exhibits, and then I practice the exams. I work with the person who’s in charge of my AV. When I want to do an exam, I want this coming up, and he’s showing me how to put it up on the screen. When we go through these, after a while he knows everything I’m about to do, so you can almost think as I’m thinking. That’s because of preparation.
I also prepare my own opening statements. I go through them two or three times the day before or two days before it’s scheduled. You don’t want to do it too much because it gets kind of old. It still has to have some life to it, but you want to do it a few times to get the bugs out. If I have a group of people sitting in a conference room listening to me, they’re instructed not to say a word during the opening, but after they can critique me. There is many a good idea I’ve gotten from those individuals. Some ideas I didn’t think much of, and I did not incorporate them. Many ideas I did incorporate. When I walk into trial, I feel like the 800-pound gorilla because I’m really prepared. I have all the exams for the entire case done. The only thing I don’t have done is a closing argument, and that’s going to depend on the testimony.
The attorneys who are listening to this should order a transcript of the trial and have a daily transcript. By the way, you should have it certified. If you don’t have it certified, the judge may not allow you to use it. I believe in quoting the witnesses I cross-examine heavily. I believe in doing video depositions. You ask the same question three or four times. You get different responses. You pick out the response you like the best, and then you put a number of clips together and show that either during opening statement or right as you call that witness. Before you even ask him the question, you can play from his deposition. By that time, you’ve destroyed him i…
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Dec 6, 2022
Episode 109: How Executive Coaching Can Breathe New Life into Your Legal Career with Andrew Elowitt, Managing Director & Founder of New Actions LLC
What you’ll learn in this episode:
* Why a growth mindset is the key to making effective change
* Andrew’s tips for beating resistance and making changes stick
* Why lawyers need to adapt their professional approach to become effective coaches and mentors
* How to choose the right executive coach
* What lawyers of all levels can expect to gain from coaching
About Andrew Elowitt:
Andrew Elowitt JD MBA PCC worked for over twenty years both in law firms and as the head of a corporate legal department before becoming a practice management consultant and professional certified coach. He is the Managing Director of New Actions LLC, a firm that specializes in talent, strategy and leadership development for law firms, businesses, and government agencies.
His work focuses on the people side of legal practice: how lawyers manage, lead, thrive, change, and find satisfaction. He is regarded as an expert on the use of coaching and emotional, social and conversational intelligences in leading and managing legal organizations of all sizes.
Andrew is a Fellow in the College of Law Practice Management, an International Coach Federation Professional Certified Coach, Vice Chair of the ABA Law Practice Division Publications Board, and founding member of its Lawyer Leadership and Management Board. He is the author of numerous articles and is regularly invited to conduct workshops and retreats for his clients and to present programs to bar associations.
Additional Resources:
* New Actions: www.newactions.com
* Elowitt’s LinkedIn: www.linkedin.com/in/andrewelowitt
Transcript:
Coaching is a powerful tool that can help lawyers in all stages of their careers become more effective leaders, mentors, and professionals. The legal industry has embraced coaching over the last 10 years, thanks in no small part to the work of Andrew Elowitt, founder of coaching firm New Actions and author of books “The Lawyer's Guide to Professional Coaching: Leadership, Mentoring, and Effectiveness” and “Lawyers as Managers: How to Be a Champion for Your Firm and Employees.” He joined the Law Firm Marketing Catalyst Podcast to talk about how lawyers can face and overcome their resistance to change; why a growth mindset is necessary for lasting transformation; and how lawyers should choose the right coach. Read the episode transcript here.
Sharon: Welcome to the Law Firm Marketing Catalyst Podcast. Today, my guest is Andrew Elowitt. Andrew is the managing director and founder of New Actions LLC. His firm provides high-level coaching, practice management consulting and retreat facilitation services to law firms and other professional service firms. He is a former lawyer and corporate executive. He’s also an in-demand speaker. He is a very accomplished author who has been on the podcast before with one of this coauthors, Marcia Wasserman. We’ll hear all about his journey today. Andrew, welcome to the program.
Andrew: It’s great to be back, Sharon.
Sharon: It’s great to have you. Thank you so much. Tell us about your journey. How did you get to where you are now?
Andrew: I had been practicing law for 15 years, first in firms and then I went in-house. It wasn’t something that hit me suddenly at 15 years. I realized I was a good lawyer and I was well-compensated, but my passion for the law, for legal practice, was ebbing. I wanted to do something more. I wasn’t sure what it would be, but I definitely wanted to have a second act.
So, I got to that point 15 years in, like I said, and it was a matter of some awfully good luck. My best friend’s weekend hiking buddy was a senior organizational development consultant who was putting on learning opportunities for an eclectic mix of people. I had known him socially, and I was introduced to him. I talked about what he was doing with the learning groups. He had a clinical psychologist, a college professor, an educational consultant, and a woman who did film editing and writing, so a lawyer in the mix made it all the more eclectic. Once I started that learning group, I was fascinated. It was like all the lights going on on the Christmas tree in Rockefeller Center. I went, “This is so interesting. I want to do this.” Then I started to train, and I probably read more in those first two or three years that I was training with my mentor than I had practicing law in the prior 10 years.
Then I made the transition into doing organizational development consulting. We were working with a lot of tech companies in Silicon Valley. Over time, slowly, I started to pick up more professional services firm clients, lawyers, accountants. A lot of my friends from the legal world were now in managerial positions. We’d get together and they’d say, “Andrew, we’re having this problem,” and I’d give them advice. After about six months, they said, “You know what? We’ll pay to have you go into the firms and help us with these things.” I went, “Oh my gosh, there’s a niche here.” So, I started working with lawyers then.
At that time, which was the early 2000s, coaching in the legal world was not well understood. People thought I was a life coach. They had all kinds of misgivings, and I had to overcome that initially in making the transition. At this point, coaching is very well known and respected and utilized, not fully utilized, but utilized in the legal profession.
Sharon: Do you think that’s more in California? When I talk to people in other areas of the country, they don’t really know what coaching is. They’re going, “Coaching, what’s that?”
Andrew: Yeah, occasionally I get that. I don’t think there’s a big geographic difference anymore. Maybe on the coasts there’s more understanding of coaching. The legal community has followed the business community. The business community was a much earlier adapter and user of coaching. You certainly saw that in the tech companies. One of the reasons why was because you had a lot of younger, relatively inexperienced managers coming in, and they needed help. Brilliant people, great subject matter experts, but they didn’t know how to manage, especially managing people. That’s one of the reasons why there was a lot of traction for coaching in tech centers, both on the west coast and the east coast.
Law has followed that, and I think it’s a matter of what the business models are for businesses versus professional services firms. As you know, partners or senior attorneys have their producer/manager dilemma. They’re the ones that are on the factory floor grinding out the equipment or the product. At the same time, they need to manage, but do they have the time? There’s a built-in tension there. Do I step away from billable hours to do the work? Do I step away from client development to do the managerial piece? It’s a built-in dilemma. You don’t see that on the business side. On the business side, with the executives I work with, which is anywhere from 40% to 60% of my practice, they are managers. Their job is to manage the people that report to them and to collaborate with the people in their organizations. It’s different than in law firms.
Sharon: Law firms are their own animal. One of the ways is exactly what you’re talking about. You have tension. What do you tell people who come and say, “I love the business side and I like client development, but I don’t like the law. I don’t like to write briefs. I don’t like to read them. What can I do?”
Andrew: First of all, that resonates with me because that was my feeling about the law. I know I was a good technician, but I much rather would have been negotiating. I think that’s one of the reasons why I was happy going in-house. I got to be the client, and I was more involved in the business affairs of my organization.
For those people, I think it’s great that they have wider interests. The people who like client development, they’re the future rainmakers in a firm. The…
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Nov 29, 2022
Episode 108: The Lawyer as CEO: Why Law Firm Leaders Need Business Savvy with Attorney and Author, Reza Torkzadeh
What you’ll learn in this episode:
* Why law firm owners need to think of themselves as CEOs
* The two biggest mistakes law firm owners make that prevent their firms from growing
* Why law firms need to scale to stay competitive
* How Reza’s past mistakes helped him become a better leader
* Why knowing your firm’s vision and core values is the foundation of success
About Reza Torkzadeh:
Reza Torkzadeh is a nationally recognized plaintiff’s trial attorney who has dedicated his professional career to the pursuit of justice by exclusively representing victims in personal injury and wrongful death cases. Reza has handled numerous high-profile cases in both state and federal courts, and has served in leadership roles in litigation at the national level. He has been featured for legal commentary by the Wall Street Journal, Los Angeles Times, Los Angeles Daily News, Los Angeles Daily Journal, San Francisco Daily Journal, New York Daily News, Metro News, Christian Science Monitor, KUSI TV, and many other news outlets and publications.
Through Reza’s leadership, vision and passion for representing the people, TorkLaw has established offices nationwide, in cities throughout California, Arizona, Georgia, Illinois, Nevada, Texas, Washington State, and Washington, D.C.
Reza has successfully represented thousands of clients and after more than a decade of practicing law, “Representing the People” continues to be the core foundation and guiding principle of his practice and the firm.
Reza is a frequently invited guest speaker and has lectured across the country on the practice of law and the civil justice system. He is a proud Honorary Board Member of the Los Angeles Trial Lawyers Charity, an active member of the Consumer Attorneys Association of Los Angeles, and President’s Club Member of the Consumer Attorneys of California.
Additional Resources:
* TorkLaw
* Reza’s LinkedIn
Transcript:
Whether it’s stigma or tradition, law firm owners typically don’t call themselves CEOs. But according to Reza Torkzadeh, founder and—you guessed it—CEO of TorkLaw, the most successful law firm owners are the ones that run their firms like any other Fortune 500 company. Reza joined the Law Firm Marketing Catalyst Podcast to talk about the importance of creating a strong team and culture; why law firms are really in the business of customer service; and why any firm that wants to succeed the long term needs to scale. Read the episode transcript here.
Sharon: Welcome to the Law Firm Marketing Catalyst Podcast. Today, my guest is Reza Torkzadeh. Reza has a successful personal injury firm located in Orange County, California. He recently wrote a book, “The Lawyer as CEO,” which we will hear all about today. Reza, welcome to the program.
Reza: Hi, Sharon. Thanks so much. I appreciate the opportunity and for having me on.
Sharon: It’s great to have you. Can you tell us about your career path? How did you end up where you are right now?
Reza: Oh boy! Well, throughout high school and growing up, I never thought of becoming a lawyer. It was never a career path I envisioned. I originally wanted to go to medical school and be a doctor. That was my study during undergraduate. I worked a summer as an EMT driving around in an ambulance downtown. I was doing all the things you would do if you are going to medical school and you are interested in that career.
In my last year in college, I realized very quickly that the lifestyle of a doctor is one where you need to absolutely love what you’re doing. My grandfather is a doctor. My uncle is a doctor. We’ve got doctors in the family, and I didn’t feel like it was something I loved and was passionate enough about to put in those long hours and to be on call and to make those sacrifices. But I knew I loved people, and I knew I wanted to make a difference in people’s lives. That’s what was driving my initial desire to go to medical school. I wanted to meet patients; I wanted to help patients and treat them. So, that was still there.
The next natural option for me was going to law school. I didn’t go to law school with the intention of practicing. I went to law school with the intention of using my law degree in some setting, in some business. During law school I tried a few different areas of the law. I worked at the district attorney’s office. I did transactional work. I did international business as a lawyer. After every position I knew what I didn’t want to do.
It was right around my third year that I discovered plaintiff’s work, representing individuals on a contingency-fee basis, where if you don’t win, you don’t get paid. That was very attractive to me. How great to be able to provide legal representation to those who couldn’t afford a lawyer and to make a meaningful change in their lives? To cut it short for this interview and podcast, that’s how I ended up doing plaintiff’s work, and I never looked back.
Sharon: That’s interesting. Most lawyers have wanted to be lawyers since kindergarten, so that’s interesting. Tell us about your practice today.
Reza: We’re exclusively representing plaintiffs. We never represent the defense or insurance carriers, and it’s 100% personal injury. We handle a wide spectrum of PI cases. The majority of our cases now, 10 years into it, are catastrophic injury or wrongful death cases, and we handle them nationwide. We’ve got an office presence and staff in about nine states right now.
Sharon: Wow! Had you been thinking about writing your book, “The Lawyer as CEO,” for a long time? Did it come to you because of your entrepreneurial background? What was it?
Reza: A great question. I wrote it almost as a way for me to reflect on the last 10 years of the law firm. I had a lot of growing pains, a lot of learning the hard way and experiences where I almost walked away from the practice altogether. I thought to myself, “What would I have wanted if I was first starting out my practice?” I would want a book. I would want to know examples. Every industry has so much support for how to do things, and yet the legal industry doesn’t. They don’t teach you how to be a business owner in law school. They don’t teach you how important the business side is. We are a profession. We’re lawyers, so we have to act accordingly; however, every law firm is still a business. You’re not going to do anybody any good if you’re not running it like a business should be run.
When I looked back on the last 10 years of starting and running TorkLaw, I thought about what I would have wanted on day one. It was really an exercise in vulnerability for me to write the book. I shared many things in there that I think are new to the legal world. We’re so used to hearing how wonderful all the lawyers are and their great results, and we’re not used to seeing the reality of what it takes to start a law firm. So, for me, it was an exercise in putting my thoughts and my journey down on paper.
It was also a way where I felt I could make a meaningful difference in the lives of all lawyers, not just new and young lawyers. Not a day goes by, Sharon, that I don’t get a random email or message from a lawyer that says, “Wow! You really inspired me to take action.” That was the goal from the beginning: to put this out there and share my experiences, my ups and downs, my failures and my successes, and then ultimately my realization that in order to be an effective business owner, in order to be an effective CEO, you need to take a look at yourself. You need to look in the mirror and come to the conclusion that the buck stops with you as a business owner.
Sharon: I guess that’s why the title of the book stopped me. As someone who spent their professional career marketing lawyers, it’s such a different thing than being an entrepreneur. How did the book change how you viewed marketing or client development?
Reza: Great question. A qu…
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Nov 22, 2022
Episode 107: How Creative Advertising Campaigns Set Professional Services Firms Apart with Larry Cohen and Brad Wilder
What you’ll learn in this episode:
* Why advertising for professional services is unique compared to other industries
* How to make the subjective creative process more objective
* The process behind some of Brad and Larry’s most well-known campaigns
* Why law firms need to be responsive to the changes in the marketplace, and why advertising is no longer optional
* Why a good website is a nonnegotiable, especially when it comes to hiring and retention
About Larry Cohen:
Larry Cohen is the president and co-founder of advertising agency Glyphix. His vision of a small agency of talented, skilled professionals doing great work for great clients is what drives the group. He’s a writer. Copy. Scripts. Children’s books. In addition to his work with clients, he understands the financial side of their investment in Glyphix…and keeps Glyphix financially strong and stable.
About Brad Wilder:
Brad Wilder is creative director and co-founder of Glyphix. Art direction and design are his thing. The national and international awards he’s won prove the point. Awards for almost everything… corporate identity, advertising, packaging, in-store merchandising, display and trade show booth design, interfaces, for clients like Nestlé, Mercedes-Benz, Baskin-Robbins, Xircom and Disney. He’s also a tech geek.
Transcript: In the legal industry, advertising has done a 180. What was once considered tacky is now a requirement. And according to Larry Cohen and Brad Wilder, co-founders of advertising agency Glyphix, if you’re going to advertise, you better make it count. They joined the Law Firm Marketing Catalyst Podcast to talk about how to make the creative process run smoothly; why a strong website is a critical part of attracting top talent; and why even the best brands need a refresh from time to time. Read the episode transcript here.
Sharon: Welcome to the Law Firm Marketing Catalyst Podcast. Today, my guests are Larry Cohen and Brad Wilder, who are some of the professional forces behind Glyphix. Glyphix is an advertising agency which works across all genres but has particular expertise in the professional services space. They’re specialists in all kinds of advertising, websites, print, etc. I say specialists because they’re specialists in having their work stand out from the crowd. We will learn more about Glyphix today. Larry and Brad, welcome to the program.
Larry: Thank you very much for having us
Brad: We’re glad to be here.
Sharon: We’re so glad to have you. Each of you, give us your career paths just briefly.
Larry: Interesting question, because our career paths are almost exactly the same in the sense that—
Sharon: Larry, that’s you speaking?
Larry: Yeah, this is Larry. Brad and I met in high school at Hamilton High School in Los Angeles. I was a writer for the school paper. Brad was the photographer and designer, and that’s where we met. After college, we got together and began working for an advertising agency called Mendelson Design. Back in 1986, when the Mac came out and gave us the tools to do a lot of great creative work for a very affordable price, we decided, “Hey, let’s start our own new agency.” We’ve been together since 1986. So, it’s been a very similar career path.
Sharon: So, you’ve known each other a long time.
Brad: Longer than we’ve known our wives, yeah.
Sharon: Can you tell us what Glyphix does in general?
Larry: In general, we do professional services-focused, full-service advertising, some marketing, no PR. We try and delineate those two things, but it’s soup-to-nuts advertising from brand building to SEO and social.
Brad: The bottom line for us is really helping our clients position themselves in the marketplace against the competition and keeping them ever-present in the minds of their potential customers and clients. That can start with the strategy, and then from there move right through to naming their websites, logos, branding, TV advertising, print. All those are different tools we have at our disposal to keep our clients front and center in front of their clients.
Sharon: How do you describe each of your roles at Glyphix? Are they the same?
Larry: No, our roles are very, very different. I came out of university with a business degree. So, for me, it’s the business, dealing with clients, doing some copywriting. Brad is our creative director, so he runs the creative. Whether we’re designing websites, shooting TV commercials, doing print ads, Brad’s the guy that runs the creative here. I think it’s one of the reasons we’ve survived together, as we have a good delineation between who does what with respect to each other’s talents.
Sharon: That is a good delineation. You’re not crossing over on each other. Brad, the first time I ever saw the agency was when you did something—I can’t remember which company it was for—it was advertising an x-ray. It was for a healthcare law firm.
Brad: It was for Fenton Nelson which is now Nelson Hardiman, health-care attorneys. What was the question? That was a great piece. It was so radically different at the time. No one had ever done it before.
Sharon: It was radically different. It was for healthcare marketing attorneys, as you say, and it really stood out.
Brad: To give some background on that, Fenton Nelson is a healthcare law firm specializing in all things healthcare. They wanted direct mail, not digital, but they wanted it to completely stand out. We actually shot x-ray film with a design that became a direct mail line. It was a full x-ray in an x-ray envelope. It was sent to all the healthcare agencies on their call list. It was 10, 15 years ago, and people are still talking about it.
Sharon: So, it was a real x-ray?
Brad: Yes.
Larry: We actually had to source x-ray film.
Sharon: How did you come up with that?
Larry: That’s a great question. We came up with it because Brad and I always try to look for what makes a client unique, what makes them special. In this case, we interviewed Harry Nelson and his staff and they said, “We could go to any healthcare facility. We can walk through the facility and see what their issues are and where they’re going to get in trouble. We see things that other people don’t.” That gave us the idea that an x-ray allows you to see things other people don’t. That gave us a positioning line for the firm, and it was, “We see things other firms don’t.” It was a positioning that said, “We’re unique because our experience and expertise allow us to help our clients.” In that case, it was to help healthcare clients, hospitals, and facilities stay out of trouble.
It really came out of the client organically, and that’s what Brad and I tried to do. I think we’re good at helping clients find a position for themselves, find the thing that makes them unique. Are you the most expensive? Are you the most experienced? What is it that you’re the best at, and how do we translate that into a creative message? Then, how do we get that in front of our potential clients?
Sharon: Do you tell the client that even if they don’t ask for it? Do you tell them what you’re working from?
Larry: Yes, absolutely, because we want to educate the client. I think clients find it exciting. People love hearing stories, and every firm, every client has a story to tell. The trick is to find that story. I have to uncover that and deliver that story. It’s compelling. You think about great brands. Most of them have a story behind it: why the company was started, what problem you are solving for your customers. That’s what customers and clients care about. Nobody cares about what you do. They care about what you can do for them, how you make them successful. Our job is to translate what you do into why somebody should care.
Sharon: Is that how you got the name Glyphix? Is there something with Glyphix that tells clients that?
Larry: It was painful naming. We’re a cr…
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Oct 20, 2022
Episode 106: Organic Vs. Paid Google Campaigns: Each Has Its Place with Eric Bersano, Vice President of Business Development for Market My Market
What you’ll learn in this episode:
* The difference between search engine marketing (SEM) and search engine optimization (SEO), and why SEO is a worthwhile investment even if it takes time to see results
* Why Google’s Local Services Ads give you the most bang for your buck if you’re investing in SEM
* Why quality, original content and a great user experience are the keys to ranking on the first page of Google
* When it makes sense to pay for pay-per-click and social media ads
* How your firm’s intake process and in-person service affect online rankings
About Eric Bersano
Eric Bersano has been deeply involved in online legal marketing since 2006. He is the VP of Business Development at Market My Market, a digital marketing agency that helps businesses generate new clients by implementing the right systems and strategies. Depending on a law firm’s goals, Eric ensures the best marketing channel and modalities are implemented, including search engine optimization, pay-per-click advertising, and TV and radio. His focus on the legal space gives Eric the network to utilize the most talented designers, programmers, and marketers in the country. His clients maintain very high rankings for competitive online searches at the city, state, and national levels.
Transcript:
The online marketing landscape is so competitive that it almost seems pointless to put much effort into SEO. Why try to compete with the firms that rank highest on Google? But according to Eric Bersano, Vice President of Business Development for Market My Market, that belief is misguided. Not only can the top law firms on Google get knocked off their number one spots, it happens quite often. Eric joined the Law Firm Marketing Catalyst Podcast to talk about the paid and organic campaign options available through Google; why you should think of your website like a book in a library; and when paid search and social media ads can pay off for your firm. Read the episode transcript here.
Sharon: Welcome to the Law Firm Marketing Catalyst Podcast. Today, my guest is Eric Bersano, Vice President of Business Development for Market My Market. Eric has been in the legal marketing space since 2006 and has seen a lot of changes. Today, we’ll hear all about the evolution of legal marketing and its importance to the legal marketing community, as well as why law firms need a guide to navigate the proliferation of marketing venues. Eric, welcome to the program.
Eric: Thanks for having me, Sharon.
Sharon: So glad to have you. Tell us about your career path. I’m sure you weren’t saying this is what you wanted to do when you were in kindergarten.
Eric: That’s a very good point. I actually made a shift in 2006. I was working with orthopedic surgeons. I had a friend who was working at a company called FindLaw, which really put search engine optimization and digital marketing on the map for lawyers. My mom didn’t raise a doctor or a lawyer, but I’ve worked with both. To be honest, I prefer the law field.
Sharon: We’ll talk more about it, but how did you get into this space, the online legal space?
Eric: So, a quick background. Coming over from the medical side, one thing I always tell people is I was never going to be as knowledgeable as a surgeon. I was selling orthopedic implants, and there was no way I would ever know more than they did. My nail for the femur was very similar to somebody else’s nail for the femur. When I came over to attorney marketing, I realized very quickly that this was a new animal. A lot of attorneys weren’t doing marketing or weren’t putting it into focus. To a lot of the old-school attorneys, marketing was hurtful, because they weren’t even legally allowed to market until, I think, the late 70s. Most attorneys that had a thriving practice were using either Yellow Pages or just referral sources, and they were doing extraordinarily well.
Once the internet started to become a place for people to find attorneys, it was this brand-new open ground that was really fertile. The thing I loved about it was that I could go into a law firm in January and six months later, they wanted to buy me lunch or dinner because they doubled in size or their profits had doubled. In the early days, search engine optimization was fairly easily, especially working for a big company, because it didn’t take much. But as you said, over the past 16, 17 years, there has been a ton of changes. I like to keep up with all those changes to make sure my clients are profiting from those.
Sharon: You’re bringing back so many memories of firms saying, “Oh, I don’t need any online stuff. We take care of it with referrals only. We don’t market. We just do referrals,” which to me is marketing, but O.K.
Eric: Right.
Sharon: What does Market My Market do, and what does that mean?
Eric: Good question. We get asked that a lot. When you’re choosing the name for a company, you throw a bunch of things against the wall, and you’re hoping for something that really defines what you do. We didn’t want to pigeonhole ourselves into just legal marketing. There are a lot of companies that do that, but we do work with other professionals. That would be doctors and some accountants, and then lawyers are probably our biggest market. Market My Market is us marketing you in your market. Everybody’s got a geography they cover, and our true focus is to make sure they’re being as competitive as they possibly can when it comes to online.
The one big differentiator we bring is that one of the co-founders, Ryan Klein, worked in-house at two extremely competitive law firms in south Florida. One was a personal injury law firm and the other one was a criminal defense firm. Both were in south Florida, which is the home of John Morgan when it comes to personal injury plus a host of other really competitive law firms. One of the things he did was bring over his philosophy from working in-house, working side by side with attorneys and knowing exactly what they wanted to see. When some people get lost in the weeds as marketers, they say, “Hey, look, your traffic is up,” or “Look how many intakes or phone calls you got,” which are great indicators, but what a lawyer really wants is signed cases. They want more high-quality, signed cases. We want to work backwards into that with our approach to make sure we’re getting an increase in signed cases, not just pointing to some of the key indicators.
Sharon: I’m going to stop to ask you, is John Morgan a personal injury law firm or an attorney? I’ve never heard that before.
Eric: John Morgan of Morgan and Morgan has built kind of the Death Star of websites. He started out in south Florida as a big TV advertiser. You can’t drive more than 10 feet without seeing one of his billboards. Probably five, eight years ago, he started really branching out. He’s got practices in Boston and Arizona and Las Vegas. So, his one website they’ve grown is really competitive in a lot of markets. If you talk to any personal injury attorney in Florida they’ll know John Morgan, but more and more, they’re starting to know him in other parts of the country because he’s starting to encroach in everybody’s backyard.
Sharon: That’s interesting. When you said Morgan and Morgan, I’ve seen that, but I didn’t realize it was John Morgan.
This question comes up a lot: what’s the difference between SEM, search engine marketing, and SEO, which is search engine optimization? What’s the difference?
Eric: It’s a good question. SEM would be the umbrella term. Search engine marketing is all the different types of marketing you can do online with search engines. We always refer to Google because that’s the 800-pound gorilla, but there’s also Bing and Yahoo and some other ancillary search engines. Search engine marketing encompasses search engine optimization, but it also includes paid search. Those would be things like Google ads, or…
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Sep 19, 2022
Episode 105: How Your Firm’s Address Affects Your Online Rankings with Chris Dreyer CEO and Founder of Rankings.io
What you’ll learn in this episode:
* How your location affects SEO, and why firms in major metros need to market differently than rural or suburban firms
* How traditional advertising and brand building can complement SEO
* What end-to-end SEO is, and why Chris’ company does nothing but SEO
* How long you can expect to work with an SEO firm before seeing results
* Why it’s better to not do SEO at all than do it halfheartedly
About Chris Dreyer
Chris Dreyer is the CEO and Founder of Rankings.io, an SEO agency that helps elite personal injury law firms land serious injury and auto accident cases through Google’s organic search results. His company has the distinction of making the Inc. 5000 list four years in a row.
Chris’s journey in legal marketing has been a saga, to say the least. A world-ranked collectible card game player in his youth, Chris began his “grown up” career with a History Education degree and landed a job out of college as a detention room supervisor. The surplus of free time in that job allowed him to develop a side hustle in affiliate marketing, where (at his apex) he managed over 100 affiliate sites simultaneously, allowing him to turn his side gig into a full-time one. When his time in affiliate marketing came to an end, he segued into SEO for attorneys, while also having time to become a top-ranked online poker player.
Today, Chris is the CEO and founder of Rankings.io, an SEO agency specializing in elite personal injury law firms and 4x consecutive member of the Inc. 5000.
In addition to owning and operating Rankings, Chris is a real estate investor and podcast host, as well as a member of the Forbes Agency Council, the Rolling Stone Culture Council, Business Journals Leadership Trust, Fast Company Executive Board, and Newsweek Expert Forum.
Chris’s first book, Niching Up: The Narrower the Market, the Bigger the Prize, is slated for release in late 2022.
Additional Resources
Chris Dreyer LinkedIn
Rankings.io Twitter
Rankings.io Facebook
Rankings.io Instagram
Transcript:
SEO is a complicated beast. If you want to conquer it, you have to go in ready to swing, according to Chris Dreyer. As CEO of Rankings.io, Chris specializes in working with personal injury lawyers and law firms to get them on the first page of Google in competitive markets. He joined the Law Firm Marketing Catalyst Podcast to talk about how the “proximity factor” affects Google rankings; why your content is the first area to target if you want to improve your rankings; and how SEO, digital marketing and traditional advertising all work together to build your brand. Read the episode transcript here.
Sharon: Welcome to The Law Firm Marketing Catalyst Podcast. Today, my guest is Chris Dreyer, CEO of Rankings.io. His firm specializes in working with elite personal injury firms, helping them to generate auto accident and other cases involving serious personal injury. He does this through Google’s organic keyword search rankings which, to me, is quite a challenge. This is a very competitive market, and it’s one that requires a very healthy budget if you’re going to be successful. Today, Chris is going to tell us about his journey and some of what he’s learned along the way. Chris, welcome to the program.
Chris: Sharon, thanks so much for having me.
Sharon: Great to have you. Tell us about your career path. You weren’t five years old saying this is what you wanted to do.
Chris: I’ve always been an entrepreneur. I saw my uncle. My uncle’s a very successful business CEO for many organizations. He’s had a really interesting career path. I told my parents before I went to college that no matter what I got a degree in, I was going to start and own my business at one point, and they were on the same page.
I ended up getting a history education degree. I was a teacher, and I was working in a detention room when I typed in “how to make money online,” probably the worst query you could possibly type in. But I found a basic course that taught me the fundamentals of digital marketing and I pursued that. By the end of my second year teaching, I was making about four times the amount from that than I got from teaching.
So, I went all in and did some affiliate marketing. I had some ups and downs with that. Then I went and worked for another agency and rose to their lead consultant. Then I had an epiphany and thought, “I think I can do this myself. I think I can do it better,” and that’s what I did. That’s when I started. At the time, it was attorney rankings.
Sharon: Wow! Had you played around with attorney rankings before, when you were a teacher and just typing away?
Chris: When I worked for this digital agency that’s no longer in business, they were a generalist agency, but they worked with many law firms and attorneys. I was their lead account manager. I just enjoyed working with them. I enjoyed the competition and the satisfaction I would get from ranking a site in a more competitive vertical. That’s how I chose legal. I wanted to look for something that had a longstanding business. I didn’t want to jump into something fast or tech-related that could be changing all the time; I wanted something with a little bit more longevity.
Sharon: Did you ever want to be a lawyer yourself?
Chris: I ask that to myself all the time. I think about it now, mainly because of all the relationships I have, how easy it could be for a referral practice. We have our own agency and I know how to generate leads now. So, I ask myself that a lot. That’s a 2½ to 3-year commitment. You never know; I may end up getting my degree.
Sharon: There are a lot of history majors who went into law and then probably decided they wanted to do something else, so that’s a great combination you have. It’s Rankings.io. What’s the .io?
Chris: There are these new top-level domain extensions. There are .org, .net, .com. Now you see stuff like .lawyer or .red. There are all kinds of different categories of those domains. Tech companies frequently use .io, standing for “input” and “output.” How I look at it, or how I make the justification for it, is that if you invest in us, you get cases—input/output.
Sharon: Can you make up your own top level or is there a list somewhere?
Chris: There’s a big list. GoDaddy and NameSheet.com have many of them. In legal specifically, there’s .law, there’s . attorney, there’s .lawyer, I believe even .legal. Most industries have their own top-level domain extension now.
Sharon: I’ve seen .io, but I never knew what it stood for. You don’t see it that often. I happened to be Googling somebody in Ireland the other day. Most of the places were using .com, but this was using .ie, and I thought, “What is .ie?” but it turns out it was Ireland.
Tell us a little about your business. What kinds of clients do you have? Is there seasonality?
Chris: We help personal injury attorneys. We primarily work with personal injury law firms that are midsize to large. Typically not solo practitioners and new firms, but more established firms trying to break into major markets in metropolitan areas, your Chicagos, your Philadelphias, your bigger cities that have a lot of competition. We’ve been around since 2013. We don’t work with a high volume of clients because our investments are higher, because to rank in these big cities takes a lot of quantitative actions, a lot of production. We currently work with around 45 to 50 firms, and that’s what we do. We do search engine optimization for personal injury law firms.
Sharon: Search engine optimization for personal injury law firms. To me, that seems like a lot. It’s great. Are these typically smaller firms that are in—I don’t know—Podunk, Iowa, and they say, “I want to go to the big city”? Is that what happens?
Chris: Typically, it’s one of two things. It’s either a TV, radio, traditional advertiser that wants to foc…
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Aug 1, 2022
Episode 104: Why Google My Business Is a Gamechanger for Law Firm SEO with CEO of NoBull Marketing, Ronnie Deaver
What you’ll learn in this episode:
* Why all successful business owners use a combination of thought and action
* The difference between Google Ads, Google My Business, and organic SEO
* Why all roads lead to Google My Business, and why law firms should be investing in it
* How SEO has changed over the last decade, and how it will likely change over the next five years
* Why online reviews are crucial for ranking on Google, and how to get more of them
About Ronnie Deaver
Ronnie Deaver is the founder of NoBull Marketing, a lead generation firm for lawyers. Specializing in Google Ads and Google My Business, NoBull is know for its “No B.S. Guarantee” and fluff-free services. Before founding NoBull, Ronnie was Director of Operations and Director of Web Development & SEO at SMB Team, a legal marketing and coaching firm.
Additional Resources
* NoBull Marketing Website
* Ronnie Deaver LinkedIn
* No Bull Marketing Facebook
Transcript:
SEO has changed dramatically over the last five years, but one thing remains the same: keep Google happy, and Google will reward your firm with higher rankings. Ronnie Deaver, CEO of NoBull Marketing, has figured out exactly how to do that for his legal clients. He joined the Law Firm Marketing Catalyst Podcast to talk about why Google My Business is so important for law firms; how to get more valuable online reviews; and why your website still matters—but not for the reasons you might think. Read the episode transcript here.
Sharon: Welcome to the Law Firm Marketing Catalyst Podcast. Today my guest is Ronnie Deaver, who is CEO of NoBull Marketing. NoBull Marketing is a lawyer-exclusive marketing firm. In this session, we’re going to be touching on three areas: search engine optimization or SEO, Google My Business and Google Ads. They all play a role in generating leads for your firm. They can also make your head spin, as they have mine, but Ronnie’s going to lay it out for us clearly. Ronnie, welcome to the program.
Ronnie: Thank you. I’m so excited to be here.
Sharon: So glad to have you. First of all, tell us about your career path, how you got here.
Ronnie: My career path probably started around 10 years ago, and it was a very unexpected way to get into marketing as a whole. I moved to Boston, and for anyone who wonders why, it’s a very stereotypical story: I chased a woman. The woman did not work out, but the city did. While I was there, I was very broke. I went on Craigslist—this is one of my favorite stories—and found a guy who was like, “Hey, I need help with my website.” I met with him at a McDonald’s, and the first thing he said to me was, “Hey man, I want a website, but what I really want is to show up number one on Google.” In my head, I was like, “I don’t know how to make that happen, but if you pay me this much per month, I’ll make it happen for you.” So, I got my first recurring client. Fortunately I succeeded, and the rest is history from there.
As it relates to lawyers, I got involved with lawyers three or so years ago. From then on, I’ve been sold that they’re the people I want to work with. As far as I’m concerned, it’s almost like a spiritual calling. I have so much respect for lawyers because they literally raise their hands and say, “Yes, I’m willing to get involved with people at the worst times of their lives.” They’re crazy. That’s insane to be like, “People going through the most emotional problems of their lives, when they’re at their worst and their lowest, I’m going to help those people.” I’m like, “Wow! I want to help those people help other people.” I’ve been working with lawyers ever since.
Sharon: Why are they at the lowest? Because they’re lawyers, because they went to law school?
Ronnie: No, they’re helping people who are at their lowest.
Sharon: I see. I get it.
Ronnie: If you’re getting a divorce, you’re pretty emotionally stressed. If you’re going through a criminal case, you’re usually not your happiest person at that time. What I respect about lawyers is they put a lot of training and time and willingness into helping people who are not coming to them when they’re super chippy and cheery and excited. They’re usually unhappy; they’re usually trying to solve a big problem; they need help; they can be emotionally touchy. It's not easy to be a lawyer. You’re dealing with people at the worst, but these lawyers are volunteering to do that. It’s a cool career. While I couldn’t be a lawyer—I wasn’t destined for that—I want to help those lawyers build better lives and build better businesses for themselves so they can help more people.
Sharon: That must keep you very busy. You answered my question. I was going to ask if you had thought about law school yourself.
Ronnie: I did, but I’m one of those guys that’s more of intense action than intense thought. I thought about it, and I was like, “Man, this is not my destination.” I’m a very clearcut, no B.S. guy, and the law is a little—there’s a lot of negotiation. There’s no clearcut “This is right. This is wrong.” It’s not that simple, and I’m a simple guy in that sense. I’m like, “This is how we do it. This is what’s going to work. I’ve tested it and I’ll evolve that over time.” I’m not destined for that high level of nuance and thought that lawyers need. I thought about it, but it’s not me as a person.
Sharon: That’s interesting. I’ll have to think about it. I like the idea about intense action. You’re a person of intense action and not intense thought, and lawyers are so thoughtful and think everything through. What keeps you attracted, then? Why, after years now, have you continued to work with lawyers?
Ronnie: The biggest thing is because they’re so intensely thoughtful, they’re also willing to recognize that intense thought doesn’t make a business. That’s the cool thing about business; it inherently is this weird balance of both. You have to have to incredibly good thinking. You have to think and know what you’re doing and why you’re doing it, but you can’t think your way to success. You also have to take a lot of action, action that you don’t know if it’s going to be profitable; action you don’t know if it’s going to work; action even when it’s hard; action when you’re having a bad day. It’s a combination of both.
What I love about lawyers is that oftentimes they’re very driven people if they went through law school. They’re like, “Hey, I know I have this weakness. I know I can think well, but I don’t know what I need to do to act.” They’re very willing, if given appropriate guidance and coaching, to take real, major action and have success. When I work with a lawyer, I’m usually quite confident. In almost every circumstance, I can work with that lawyer and they’re like, “Yes, I want to make this business work,” and I’m like, “Great. Do this, this and that. This is what we found works. If we follow these steps, we’re going to make you money.” They’re like, “Great, I will follow the steps,” and they do it and they execute.
If I work with a restaurant and I work with somebody who’s not quite as driven as a lawyer, you can end up with a lot less successful story. The success stories I get with lawyers are incredible. I’ve got one woman right now, and when I met her, she was basically facing bankruptcy. Now she’s growing so fast and hiring because she can barely keep up with the caseload. They’re struggling to follow up with their leads. That delta, that change, is so common in the lawyer space because once given direction, they run with it because they’re so driven. I love it, and I have so much energy for it.
Sharon: That’s great. I’d like to know some of the lawyers you know. Don’t you find resistance sometimes? Resistance like, “I know. You don’t know. I’m a lawyer. I know ho…
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Jul 11, 2022
Episode 103: Why the Best Communicators Don’t Just Speak—They Persuade with Deborah Shames, Co-Founder of Eloqui
What you’ll learn in this episode:
* Why lawyers should aim to persuade, not educate, when they’re communicating
* Deborah’s top three tips to become a better presenter
* Why professional women often hesitate to speak up, and how they can overcome this block
* Why understanding your intention is the first thing you should do before communicating
* How to create a newsletter that both you and your readers will stick with
About Deborah Shames
Deborah is passionate about speaking and training. That’s why she wrote or co-wrote four books on communication and public speaking, including the business best-seller “Own the Room.”
And because Deborah ran a successful film company in Sausalito, CA. for fourteen years, she knows how difficult it is for women to stand out and succeed. Her latest book is “Out Front: How Women Can Become Engaging, Memorable and Fearless Speakers.” She walks the talk by speaking regularly across the country to motivate and inspire profess…
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Jun 13, 2022
Episode 102: Hiring During the “Great Resignation”: How to Find Talent When the Market Is Tough with Diane Bravermann, Owner & Founder of YourHRedge
What you’ll learn in this episode:
* Why offering a flexible work environment is the best thing a company can do to entice talent
* Why the “Great Resignation” isn’t necessarily due to younger workers quitting
* What interview questions to ask to see behind a candidate’s rehearsed answers
* When employers should look past red flags to hire a candidate with potential
* Why references are not as valuable as they once were
About Diane Braverman
Diane has more than 20 years of corporate human resources experience assisting businesses with varying human resource needs. She is the founder of YourHRedge, a human resources consulting company with expertise in developing robust infrastructures, crafting comprehensive policies and procedures, employee handbook and spearheading special projects to secure continuous improvement.
Diane’s professional experience spans a broad range of industries – automotive parts and products, venture capital, hospital, marketing and pub…
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May 9, 2022
Episode 101: “Ready-Made Marketing” Takes the Headache Out of Small Business Marketing
What you’ll learn in this episode:
* Why the pandemic inspired Evon and Lori to write their book, “Ready-Made Marketing”
* Why it’s a misconception that marketing has to be expensive and time-consuming
* How Evon and Lori vetted the technology resources recommended in the book
* Why so many small businesses struggle with marketing
* How to access automation tools to make marketing easier
About Evon Rosen
Evon is a strategic and creative marketing professional specializing in financial and legal services, healthcare, and real estate. Her highly-creative and fresh ideas help develop brands, increase market share, facilitate client retention, and improve processes. Evon has held executive marketing positions at both public and privately held companies that include City National Bank, First Federal Bank of California, Celtic Capital Corporation and the Peak Corporate Network.
Evon is the first two-time recipient of the Commercial Finance Association’s Essay Award an…
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Apr 26, 2022
Episode 100: Why Now Is the Perfect Time to Refresh Your Law Firm Policies with Marcia Watson Wasserman, Founder and President of Comprehensive Management Solutions
What you’ll learn in this episode:
* What law firm culture is, and why it affects clients as much as it affects staff
* Why law firms should look at their policies with fresh eyes post-pandemic
* How firms can use technology to enhance communication
* When it makes sense for firms to use a hybrid work model, offer hoteling, or open smaller satellite offices
* How to maintain firm culture when staff is remote
About Marcia Watson Wasserman
Marcia Watson Wasserman is a published author and co-author of the books: Law Office Policy, Procedures, and Operations Manual – Seventh Edition (ABA 2022), and Lawyers as Managers: How to Be a Champion for Your Firm and Employees (ABA 2017). She is a Fellow in the College of Law Practice Management, one of an elite number of consultants who have earned this honor. Marcia serves as Columns Editor on Law Practice magazine’s editorial board and is a member of the Publishing Board of the ABA’s Law Practice Division. Additionally, Ma…
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Apr 13, 2022
Episode 99: Become a Stronger Writer with Tips from an Expert Writing Coach, Elizabeth Danziger
What you’ll learn in this episode:
* Why getting your message across is the most important goal of writing
* How strong writing skills help people move up in their careers
* How to remove filler words from your writing
* Why proofreading is necessary, even if it’s not important to you personally
* Elizabeth’s top three tips for clearer writing
About Elizabeth Danziger
Elizabeth Danziger, the founder of Worktalk Communications Consulting, is a seasoned written communications expert with over 30 years of experience. She has a longstanding reputation for training people to become compelling, confident writers. Danziger is the author of four books published by major publishers, including Get to the Point!, a text on business writing initially published by Random House. Her work has also appeared in many magazines, including Personnel Journal, Journal of Accountancy, and other national publications.
She enables people to wield the power of words to enhance their credibil…
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Nov 1, 2021
Episode 98: Know the Business: Tips on Building Relationships with In-House Counsel with Amy Yeung, General Counsel & Chief Privacy Officer for Lotame
What you’ll learn in this episode:
* Why Amy onboards new law firms with a day of learning, and why familiarity with the business is crucial for long-term relationships with law firms
* Why it is beneficial to have parallel relationships between the level of law firm associates and the level of in-house counsel
* Why law firms that are passed over by in-house counsel in the first round shouldn’t give up on forging a relationship
* How junior attorneys can build relationships with in-house counsel without overstepping boundaries
* Why diversity and inclusion is more than just a buzzword
About Amy Yeung
Amy Yeung is General Counsel and Chief Privacy Officer, for Lotame, the world’s leading unstacked data solutions company. Recognized as an expert in digital data and privacy, Yeung was previously Deputy General Counsel at Comscore, which she successfully helped guide through a corporate crisis. She also served as Vice President of Legal at Dataminr and Assistant Gene…
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Oct 25, 2021
Episode 97: Fuel Your Firm’s Growth by Tapping into the Hispanic Market with Founder and President of Abogados NOW
What you’ll learn in this episode:
* How tapping into the Spanish-speaking market can fuel new growth for law firms
* Why simply translating a website or marketing copy into Spanish isn’t enough to connect with the Hispanic market
* Why a Spanish-language marketing strategy that works in Los Angeles may not work in San Antonio or Miami
* When to create a Spanish sister website and brand strategy for your firm
* How to work with Spanish-speaking clients—even if you don’t speak Spanish
About Hugo Gomez
Hugo Gomez is Founder and President of Abogados NOW, a national bilingual digital marketing consultancy exclusively exclusive to attorneys. The company was founded in Los Angeles in 2018 and has since expanded nationally to help law firms reach Spanish-speaking markets throughout the U.S.
Additional resources:
LinkedIn: https://www.linkedin.com/in/hgomezmktg/
Abogados NOW website: https://www.abogadosnow.com/
Facebook: https://www.facebook.com/abogadosnow
Twit…
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Oct 18, 2021
Episode 96: Demystifying Digital Marketing: Law Firm SEO with Jason Hennessey, SEO expert, Author, Speaker, and Entrepreneur
What you’ll learn in this episode:
* How to avoid SEO charlatans and ensure your digital agency is getting results
* Why a beautifully designed website doesn’t necessarily equal a high-ranking website
* Why an SEO strategy means nothing if a firm doesn’t have a proper intake system
* What insights you’ll find in Jason’s new book, “Law Firm SEO”
About Jason Hennessey
Jason Hennessey is an internationally recognized SEO expert, author, speaker, entrepreneur, and business executive. Since 2001, Jason has been reverse-engineering the Google algorithm as a self-taught student and practitioner of SEO and search marketing.
His expertise led him to grow and sell multiple businesses, starting with a dot-com in the wedding industry. After presenting his SEO knowledge to a group of lawyers in 2009, Jason founded and later sold Everspark Interactive, cementing his reputation as a thought leader and authority in SEO for the legal industry. As CEO of Hennessey Digital sin…
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Sep 22, 2021
Episode 95: Why Digital Marketing Starts with Eric Bersano, Your Website with VP of Business Development at Market My Market
What you’ll learn in this episode:
* Why it takes time to see results from SEO campaigns, and why it’s worthwhile to stick it out
* Why your law firm’s website should be the hub for all your marketing activity
* What granular web pages are and why they are crucial to rank in a competitive market
* How the technical side of your website, such as load time, can impact your marketing
* Why social media isn’t the answer to all of your marketing needs
* What the biggest digital marketing mistakes that law firms make are
About Eric Bersano
Eric Bersano has been deeply involved in online legal marketing since 2006. He is the VP of Business Development at Market My Market, a digital marketing agency that helps businesses generate new clients by implementing the right systems and strategies. Depending on a law firm’s goals, Eric ensures the best marketing channel and modalities are implemented, including search engine optimization, pay-per-click advertising, and TV and…
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Sep 13, 2021
Episode 94: Ready for a New Chapter? Legal Executive Coaching Might Be for You and Your Firm
What you’ll learn in this episode:
* Why legal marketing became a legitimate business function in the 90s, and how Jan was at the forefront of this new field
* Why Jan patterned her early legal business development materials after the architecture industry
* How a sense of belonging impacts people’s work, and how law firms can cultivate that quality within their business
* How the pandemic highlighted the need for resiliency within lawyers and law firms
* What strategies Jan uses to work with her clients, and what qualities to look for in an executive coach
About Jan Anne Dubin:
A legal marketing industry pioneer and thought leader, Jan Anne Dubin is an award-winning consultant and executive coach with global experience leading, innovating, and serving as a change-agent, and connector. Jan has led hundreds of cross-functional legal teams which have helped to build and deepen client relationships generating in excess of $100 million in revenue.
For more than three deca…
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Sep 6, 2021
Episode 93: The Ins and Outs of Chambers & Partners: How to Get Your Firm Ranked with Megan Braverman Principal at Berbay Marketing and Public Relations
What you’ll learn in this episode:
* What types of firms benefit the most from being included in Chambers, and how to determine if the submission process is worth your time
* Why it’s important to keep submitting to Chambers annually, even in quiet years
* Why the referee list is the most important part of your Chambers nomination, and how to choose the best referees
* How to use the B10 section to your advantage
* Which lawyers firms should put forth for nomination, and how to effectively nominate up-and-coming associates
About Megan Braverman:
Megan Braverman, Principal at Berbay Marketing and Public Relations, has earned an exceptional reputation as a strategic asset for law firms and other professional service firms and is known for her ability to execute marketing programs that surpass business goals. Immersing herself in clients’ operations enables Megan to identify what sets firms apart from their competition, and leverage this to create countless PR opportuni…
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Jun 23, 2021
Episode 92: The Evolution of Law Firm Marketing with Helene Bizar, Director of Administration at Law Offices of Michels & Lew
What you’ll learn in this episode:
* How lawyers talked about marketing and business development decades ago.
* The change in how prospective clients choose a law firm.
* How marketing has evolved through the years.
* The internet’s impact on law firm marketing and business development.
About Helene Bizar:
Helene Rubinfeld Bizar has been the Director of Administration at the Law Offices of Michels & Lew since 2005. Being a small firm, she is responsible for all the non-legal aspects of successfully running a firm, from personnel management, technology, financial requirements, securing service contracts, managing insurance needs, negotiating leases and seamlessly transitioning the firm through the remote working process during the pandemic – it’s all a daily priority juggling act!
She has spent the last 44 years working in law firms in a variety of capacities. Having previously been the Controller of a major motion picture advertising agency, along wi…
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Jun 9, 2021
Episode 91: Finding the Focus to Increase the Bottom Line with Sarah Tetlow, Founder & CEO of Firm Focus
What you’ll learn in this episode:
* How lawyers, law firms and managing partners respond when they hear Firm Focus can help them develop a firm focus.
* How you can overcome disorganization and develop systems that can keep you focused.
* The top three stumbling blocks for lawyers that impede business development.
About Sarah Tetlow:
Sarah Tetlow is an experienced productivity consultant, trainer and speaker for attorneys and other legal professionals. She uses her past experiences, organizational and strategic thought process, education and training to help law firms increase their bottom line and operate more efficiently. Through one-on-one consulting, strategic planning, workshops and group trainings, Sarah works with attorneys and law firms to find personalized ways to manage one’s day with a proactive and focused approach.
Sarah has experienced first-hand the stress that attorneys endure in trying to manage multiple projects. Sarah’s mission, and the reason for st…
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Apr 28, 2021
Episode 90: The Power of Client Service with Kate Stoddard, Chief Marketing Officer at Kelley Drye & Warren LLP
What you’ll learn in this episode:
* How to deliver high quality client service.
* The importance of a firm-minded perspective.
* How to get a “seat at the table.”
* Guidelines for service conversations with clients.
About Kate Stoddard:
As Chief Marketing Officer (CMO) of Kelley Drye & Warren LLP, Kate Stoddard is responsible for the firm’s business development strategy and the creation of branding, marketing, public relations and communications programs. Kate works with the firm’s Executive Committee, managing partners, practice group leaders and other firm leadership to design and launch meaningful business development initiatives. As a member of the firm’s senior administrative leadership team, Kate serves as an adviser to attorneys pursuing specific business development opportunities and on general management decisions.
Kate directs the firm-wide marketing team, promoting a collaborative work environment and the sharing of resources and knowledge across off…
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Apr 14, 2021
Episode 89: To Pivot or Not – Evaluating Your Career Path as a Lawyer with Vicki Rothman, Career Strategist & Counselor at Rothman Career Services
What you’ll learn in this episode:
* The most common issue lawyers come to Vicki to resolve.
* How law firms engage career strategists.
* How the pandemic has changed people’s values.
* What role values play in finding the most satisfying career path.
About Vicki Rothman:
Vicki Rothman is a Career Strategist and Counselor with over 15 years of experience providing strategic career and life coaching. She works with attorneys on career issues and has facilitated group work through the Myers-Briggs Type Indicator (MBTI). Through career assessments and in-depth conversations, Vicki helps lawyers learn more about themselves and the world of work.
Additional resources:
* Vicki's LinkedIn
* Vicki's Website
Episode Transcript
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Apr 7, 2021
Episode 88: Perfecting the Art of Law Firm Marketing with Steve Nober, Founder and CEO of Consumer Attorney Marketing Group
What you’ll learn in this episode:
* The importance of data in perfecting marketing efforts.
* Why now is the time law firms can get more for their money.
* How firms like CAMG work with external and internal marketing and PR firms.
* The top mistakes law firms make when they embark on a marketing campaign.
About Steve Nober:
Steve Nober has 30 years of executive leadership and innovation in marketing, media management, digital and computer technologies. His expertise covers the full spectrum of legal marketing, from offline, online, and social media marketing to telemarketing, intake and contracting services and medical record retrieval and review. Consumer Attorney Marketing Group operates six service divisions to help law firms with new case acquisition.
Additional resources:
* Steve's LinkedIn
* CAMG Twitter
* CAMG Facebook
Episode Transcript
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Mar 31, 2021
Episode 87: Taking the Jump to Virtual with Jennifer Schaller, Managing Director of The National Law Review and Megan Braverman, Principal of Berbay Marketing & Public Relations
What you’ll learn in this episode:
* The pros and cons of a virtual office.
* The biggest challenges of working remotely.
* Transitioning your technology to a virtual “platform.”
* Advice for firms considering going remote.
* What to ask prospective employees to ensure they’re a fit for remote work.
About Jennifer Schaller:
Jennifer Schaller, Esq. is the Managing Director and co-founder of The National Law Review online edition. Prior to The National Law Review, Jennifer was in-house counsel/director at CNA Surety. She also served in various marketing and business development roles as Vice President of Aon Services Group. Jennifer started her legal career as an insurance coverage attorney with SmithAmundsen, LLC in Chicago, and in risk management at various insurance organizations.
About Megan Braverman:
Megan Braverman, Principal of Berbay Marketing & PR, has gained a reputation as a strategic asset for law firms and other professional service firms. She is reco…
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Mar 24, 2021
Episode 86: Gaining A Voice at the Table with Christina Buensuceso, Director of Business Development at Eversheds Sutherland LLP (U.S.)
What you’ll learn in this episode:
* The role of law firm marketing in the client experience.
* The increase in acceptance of law firm marketing.
* What to look for when hiring somebody in law firm marketing or business development.
About Christina Buensuceso:
Christina Buensuceso is the Director of Business Development for the U.S. arm of the international law firm Eversheds Sutherland LLP. She is trained as a lawyer and has nearly two decades of law firm marketing experience with a significant portion of that in the energy space.
Additional resources:
* Christina's LinkedIn
Episode Transcript
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Mar 17, 2021
Episode 85: Navigating a Crisis – What Law Firms Should Know with Eden Gillott, President of Gillott Communications
What you’ll learn in this episode:
* The difference between public relations and crisis communications.
* Top mistakes law firms make when a crisis hits.
* How COVID has been a crisis for law firms.
* How to prepare for a crisis.
* Advice on getting ahead of a story in a time of crisis.
About Eden Gillott:
Eden Gillott is a strategic communications consultant and has more than a decade of expertise in crisis and reputation management. She’s also a former business professor. Eden resolves issues both in and outside the media’s glare — from celebrity scandals and corporate fraud to criminal and civil litigation.
She’s the co-author of three bestselling books A Business Owner’s Guide to Crisis PR, A Lawyer’s Guide to Crisis PR (Second Edition) and A Board Member’s Guide to Crisis PR.
Eden frequently speaks to bar associations, law firms, CPA firms, non-profit organizations, companies, and at conferences. She’s also lectured at UCLA and other universities.…
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Feb 3, 2021
Episode 84: Getting the SEO Help You Need: What You Need to Know with Chris Walker, Founder of Advocate SEO
What you’ll learn in this episode:
* How to measure the success your SEO efforts.
* What Google looks for when ranking web pages.
* Recognizing when Google’s algorithm has changed.
* The impact of social media on your rankings.
* Questions to ask before hiring an SEO firm
* Why you should double down on your online marketing?
About Chris Walker:
Chris Walker is the founder of Advocate SEO, which works exclusively with attorneys to help them rank their websites for terms that attract and engage, in other words, buying terms. He is an expert in all aspects of SEO from strategy all the way through implementation, both on-site and off.
Advocate SEO offers law firms the opportunity to partner with experience in SEO, putting you at the forefront of SEO research, strategy, and implementation. They help small generate millions in revenue per year as well as help larger clients generate millions of dollars per month in new organic search traffic.
Additional resources:
*…
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Jan 20, 2021
Episode 83: The Investment that Matters the Most: Yourself with Elise Buie, Founder & Head of Elise Buie Family Law
What you’ll learn in this episode:
* How to overcome and find opportunities during difficult times to grow your firm and keep your team calm.
* Why getting your head around doom and gloom is important when developing a game plan to get your firm through hard times.
* Why focusing on one’s “zone of genius” can help strengthen your team.
* Why it is so important to invest in yourself.
* How to uncover one’s emotional intelligence.
About Elise Buie:
Elise Buie is the founder and head of Elise Buie Family Law. Her practice involves all aspects of family law: preparation of postnuptial and separation agreements, parenting plans, child support, simple and complex financial cases, relocation, and blended families. Elise has a deep understanding of complex parenting issues which clients may face when divorcing.
Elise is an active member of the Washington State Bar Association. She is also a member of the King County Bar Association (Family Law Section, Collaborative Law…
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Jan 13, 2021
Episode 82: The Effects of COVID on the Media Industry – What Law Firms Need to Know with Aly Crea, Account Director at Berbay Marketing & PR
What you’ll learn in this episode:
* Factors that were changing the media industry, even before the pandemic;
* How the pandemic has accelerated the changes already underway;
* How to break through the clutter; and
* The changes law firm marketers and PR pros are facing.
About Aly Crea:
With extensive experience in media relations and an astute ability to generate marketing and public relations opportunities, professional service clients turn to Berbay Account Director Aly Crea to strategically place them in front of key players in their respective industries. Aly develops and executes integrated public relations campaigns, writes and places diverse press materials, and has an eye for spotting trends and crafting stories that will get the attention of media. She also manages awards and speaking programs, in addition to developing and refining clients’ web content.
Additional resources:
* Aly’s LinkedIn
* Instagram
* Facebook
* Twitter
Episode Transcript
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Nov 4, 2020
Episode 81: Legal Rankings – To Submit or Not to Submit with Megan Braverman, Principal at Berbay Marketing & Public Relations
What you’ll learn in this episode:
* A breakdown of the different types of legal rankings.
* What red flags to look for.
* What factors lawyers and marketing directors should consider when deciding whether to submit for a certain legal ranking.
* How to leverage a ranking.
* What a PR firm’s role is in getting a lawyer ranked.
About Megan Braverman:
For more than a decade Megan Braverman, Principal of Berbay Marketing & PR, has possessed an exceptional reputation as a strategic asset for law firms and other professional service firms. She is known for her ability to execute marketing campaigns that surpass business goals by immersing herself in clients’ operations, identifying what sets them apart from their competition and leveraging this to create countless PR opportunities by generating awareness and reinforcing credibility. Megan works closely with individual attorneys and law firms to navigate legal rankings process and crafting compelling submissions that get n…
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Oct 21, 2020
Episode 80: Diversity and Inclusion Programs – What Law Firms Need to Know with Tyrone Thomas, Jr. Vice President and Deputy General Counsel at Invenergy
What you’ll learn in this episode:
* How a firm’s diversity and inclusion program influences in-house counsel’s decision to hire a firm.
* How a firm’s ability to demonstrate a robust D&I program has become more important in the last few years.
* What to look for in a D&I program.
* Advice to firms looking to attract and keep diverse individuals.
About Tyrone Thomas, Jr.:
Tyrone Thomas, Jr. is a seasoned legal and strategic business advisor. He is currently the Vice President and Deputy General Counsel at Invenergy, LLC, a global leader in energy solutions, based in the Chicago office. Tyrone leverages his broad experience to provide effective counsel on a wide range of legal, business, administrative and risk management issues with a focus on complex commercial contracts, real estate, permitting, construction, procurement and litigation/ADR management. He has led diverse teams of professionals in numerous acquisitions, dispositions and project financings of utility-…
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Oct 14, 2020
Episode 79: Working Remote in 2020 – What Law Firms Need to Know with Marcia Watson Wasserman, Founder and President of Comprehensive Management Solutions, Inc.
What you’ll learn in this episode:
* How law firms have changed due to COVID.
* What firms are doing with their office and equipment leases.
* Who firms should be using to negotiate their office and equipment leases.
* How are lawyers who were previously resistant to working remotely handling the change.
* What firms need to do to maintain employment morale.
About Marcia Watson Wasserman:
Marcia Watson Wasserman, founder and president of Comprehensive Management Solutions, Inc., is a seasoned legal management professional with more than 25 years of experience. She provides C.O.O. to Go™ services to boutique and mid-sized law firms. Her expertise includes operational management reviews, management development and training, succession planning, strategic planning, retreat facilitation, and financial management. Prior to consulting, Marcia served as chief operating officer and executive director of several Los Angeles-based and national law firms, including an Am Law 200…
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Oct 7, 2020
Episode 78: COVID Era Digital Marketing: What Law Firms Need to Know with Jason Ciment, CEO of GetVisible
What you’ll learn in this episode:
* The difference social media advertising makes on social media marketing efforts.
* How digital marketing strategies have changed due to the pandemic.
* What is the “Hollywood product” and why it is important to dress up your marketing efforts.
* The impact COVID has had on the influence of social media.
* The lasting impact COVID will have on how lawyers do business development.
About Jason Ciment:
Jason Ciment is a former attorney and CPA who has put his years of Search Engine Optimization (SEO) experience to work for law firms and other businesses by launching GetVisible, a digital marketing agency.
Jason has been doing online marketing for 20+ years and has written, “I Need More Clients: Digital Marketing Strategies That Grow Your Business,” a book on SEO and digital marketing. He has worked with lawyers, CPAs, entrepreneurs, business owners and heads of marketing for billion-dollar companies. Jason speaks at local, region…
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Mar 4, 2020
Episode 77: Conquer Writer’s Block – Become a More Effective Writer with Gary Kinder, New York Times Best-Selling Author, Lawyer & Founder of WordRake
What you’ll learn in this episode:
* The 21-minute method for conquering writer’s block.
* How Gary’s WordRake software edits and enhances writing.
* Top writing techniques for lawyers and legal marketers.
About Gary Kinder:
Gary Kinder is a highly acclaimed, best-selling author of narrative nonfiction, an investigative journalist, a lawyer, an inspiring speaker and a teacher who understands what you face every time you sit down to write. In 2012, he created and founded WordRake, the first and only in-line editing software for professionals. Adopted in thousands of law firms, corporations, government agencies and universities, WordRake has been hailed as a “Disruptive Innovation” by Harvard Law School, and has been awarded 10 patents by the U.S. Patent & Trademark Office.
Gary also created the online, interactive CLE series “Advanced Writing for Lawyers” for the American Bar Association. He has taught over 1,000 writing programs for law firms, power companies, c…
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Feb 26, 2020
Episode 76: Going Virtual: Establishing a Law Practice Without Walls with Marcia Watson Wasserman, President of Comprehensive Management Solutions, Inc.
What you’ll learn in this episode:
* Benefits of going virtual and why this model is on the rise.
* Challenges of managing a virtual firm and what mistakes to avoid.
* How having a virtual office can be leveraged as a marketing tool to prospective clients.
About Marcia Watson Wasserman:
Marcia Watson Wasserman, founder and president of Comprehensive Management Solutions, Inc., is a seasoned legal management professional with more than 25 years of experience. She provides C.O.O. to Go™ services to boutique and mid-sized law firms. Her expertise includes operational management reviews, management development and training, succession planning, strategic planning, retreat facilitation, and financial management. Prior to consulting, Marcia served as chief operating officer and executive director of several Los Angeles-based and national law firms, including an Am Law 200 firm.
Marcia leads monthly Managing Partners’ Roundtables for more than 50 law firms focused on elevating…
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Feb 19, 2020
Episode 75: Integrating Technology to Systematize Business Development Efforts with David Ackert, President of Ackert Inc.
What you’ll learn in this episode:
* How Ackert Inc.’s various platforms help lawyers, law firms and legal marketing departments systematize and track marketing and business development efforts.
* How to overcome resistance from lawyers and staff when integrating technology.
* Examples of how Ackert Inc.’s technology and consulting has moved firms forward.
* Trends in marketing and business development technology.
About David Ackert:
David Ackert, M.A., is the President of Ackert Inc. and business development mentor to thousands of high-achieving professionals in the legal, corporate, finance and accounting sectors. Over the past two decades, David has developed and implemented revenue acceleration programs for hundreds of firms around the globe.
Widely recognized as a pioneer in business development innovation, David is the founder of several technology platforms, including Practice Boomers (a business development e-learning program), Practice Pipeline (a leading sal…
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Feb 12, 2020
Episode 74: Becoming More Competitive in the Diversity & Inclusion Arena with Valerie Fontaine, Partner & Legal Search Consultant at SeltzerFontaine
What you’ll learn in this episode:
* How SeltzerFontaine goes beyond attorney placement to consult on business strategy such as career development and billing rates.
* How law firms of all sizes are incorporating diversity and inclusion in their hiring practices.
* Why mental health diagnoses are becoming a growing part of the diversity conversation.
* What steps smaller firms can take to become more competitive in the diversity and inclusion arenas.
* How metrics are showing that firms should look beyond a candidate’s law school and grades when making a hire.
About Valerie Fontaine:
Valerie Fontaine is a founding partner of SeltzerFontaine, a legal search firm based in Los Angeles. She places attorneys with law firms, corporate law departments, governmental entities and nonprofits as well as consults on career and practice development and law firm office management and expansion. Prior to SeltzerFontaine, Valerie practiced law with a prominent Los Angeles firm and ent…
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Feb 5, 2020
Episode 73: Contrasting Legal Marketing with Investment Banking Marketing with Kira Sandmann, VP of Marketing at Brown Gibbons Lang & Company
What you’ll learn in this episode:
* How investment banking approaches business development differently compared to the legal industry.
* What brand alignment is and how it is distinct from “branding” as a whole.
* How to conduct a total refresh of a company’s assets to create a cohesive, unified brand experience.
* How the backing of an executive committee and consistent communication with staff can overcome resistance to marketing efforts.
About Kira Sandmann:
Kira Sandmann is the Vice President of Marketing at Cleveland, Ohio-based Brown Gibbons Lang & Company (BGL), an investment banking and financial advisory firm serving the global middle market. She has more than 15 years of experience in marketing and business development across law, non-profit and financial organizations.
Kira provides BGL with strategic direction on all facets of the firm’s marketing and business development, including branding, practice growth and digital marketing. She works with the f…
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Jan 29, 2020
Episode 72: Bringing on a Legal Sales Professional at a Small Firm with Keith Donovan, Managing Partner & Chair of the Executive Committee at Morris James
What you’ll learn in this episode:
* How hiring a business development representative can benefit your firm.
* How to address pushback from your lawyers.
* Key traits to look for in a legal sales professional during the hiring process.
* Advice for smaller firms looking to hire sales professionals.
About Keith Donovan
Keith Donovan is the Managing Partner and Chair of the Executive Committee at Morris James, a law firm based in Delaware. As Managing Partner, he develops sound business strategies and policies for the firm, oversees firm operations with a strict focus on ensuring superior client service and leads firm operations.
With more than 25 years of experience litigating personal injury cases, Keith represents insurance companies, insureds, individuals injured due to the negligence of others and plaintiffs in injury and insurance-related matters.
Keith frequently speaks on personal injury insurance issues and on trial techniques and strategies. He is often selected…
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Jan 22, 2020
Episode 71: Law Firm Succession Planning: Put a Process in Place Now! with Dave Roberts, CPA & Partner in Charge of Law Firm Services at Armanino LLP
What you’ll learn in this episode:
* How today’s legal environment is creating unexpected challenges for succession planning.
* Why it takes a minimum of five years to adequately plan for succession at a small firm.
* What steps to take to prepare for succession transitioning.
* What role legal marketing, business development and recruiting professionals play in the process.
* What obstacles many firms face when trying to prepare for leadership succession.
About David Roberts
Dave Roberts is a CPA and partner in charge of the Law Firm Services Group at Armanino LLP, one of the top 25 largest independent accounting and business consulting firms in the United States. He has more than 30 years of experience working with law firms of all sizes. He and his group have consulted with more than 1,200 law firms regarding strategic planning, partner compensation arrangements, succession planning, partner withdrawal and retirement, organizational reviews, profitability improvemen…
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Jan 15, 2020
Episode 70: Morphing From Business Development to Sales Pro with Clare Block, Director of Business Development at Fox Rothschild LLP
What you’ll learn in this episode:
* The best way for legal marketers and business development professionals to develop frontline sales skills.
* How the sales process is different from a business development initiative.
* How small firms can make use of data and metrics in their marketing and business development.
* Why specializing within a particular industry creates opportunities for firms.
About Clare Block
Clare Block is the Director of Business Development at Fox Rothschild LLP based in the Philadelphia office. She has been working in legal marketing and business development for the past 29 years, and draws on a wide range of skills to coach attorneys on how to build their client relationships. Clare oversees the development of individual business plans, client targeting, media planning and events.
Clare is the 2020 Director of Member Engagement for the Legal Marketing Association Northeast Regional Board.
Additional resources:
* Fox Rothschild Website
* Fox…
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Jan 8, 2020
Episode 69: Leveraging LinkedIn as a Powerful Business Development Tool with Brynne Tillman, CEO of Social Sales Link
What you’ll learn in this episode:
* The power and networking potential of LinkedIn.
* Why senior lawyers are often reluctant to properly use LinkedIn.
* The first five action steps lawyers should start with to revitalize their LinkedIn profile.
* How law firm marketers and business development professionals can persuade lawyers to use LinkedIn.
About Brynne Tillman
Brynne Tillman is the LinkedIn Whisperer and CEO of Social Sales Link. For more than a decade, she has been teaching entrepreneurs, sales teams and business leaders how to leverage LinkedIn for social selling.
As a former sales trainer and personal producer, Brynne adopted all of the traditional sales techniques and adapted them to the new digital world. She guides professionals to establish a thought leader and subject matter expert brand, find and engage the right targeted market and leverage clients and networking partners for warm introductions into qualified buyers.
Brynne is the author of “The LinkedI…
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Dec 23, 2019
Episode 68: Legal Procurement: Understanding What the Buyer Wants to Win RFPs with Dr. Silvia Hodges Silverstein, CEO of Buying Legal Council
What you’ll learn in this episode:
* How Buying Legal Council serves its members and legal marketing professionals in the area of legal procurement through advocacy, education and networking.
* The three key takeaways from Buying Legal Council’s conference on data-driven decision making.
* Why the involvement of procurement officers in the process of obtaining legal services is here to stay and will only increase in the future.
* Why diversity & inclusion and pricing have become particularly important to companies when selecting legal services.
* Examples of innovative strategies businesses have implemented in their procurement processes.
About Dr. Silvia Hodges Silverstein
Dr. Silvia Hodges Silverstein is the executive director of Buying Legal Council, the international trade organization for legal procurement, and an adjunct professor at Columbia Law School and Fordham Law School in New York.
An expert on the purchasing behavior of clients when buying legal services…
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Dec 18, 2019
Episode 67: Legal Innovation and Technology with Gabriel Teninbaum, Professor and Legal Technologist at Suffolk University Law School
What you’ll learn in this episode:
* How Gabe’s career path differs from that of most law professors, and how he came to focus on legal innovation and technology
* How Gabe’s time working for the U.S. Government in the Secret Service influenced his decision to go to law school
* Why Gabe left working at his law firm and moved to academia, and why he is passionate about his role as a professor
* How Gabe inspires passion for technology in his students, and how legal innovation offers an opportunity to be creative seldom found in law school
* What kinds of legal technology and innovation courses are available at Suffolk University Law School
* How Gabe’s students often find a new career path by integrating legal innovation into their careers
* How teaching students to think creatively and find innovative solutions to legal problems is the cornerstone of Gabe’s work
* Why legal writing is an important component in law students’ education and teaches them to ap…
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Dec 11, 2019
Episode 66: What’s on Tap for the Knowledge to Leadership Educational Conference ALA 2020 with Hannah Lincecum, California Regional HR Manager for Reed Smith
What you’ll learn in this episode:
* How Hannah has spent her entire career in the legal industry, how she came to work in HR, and how she is SHRM (Society for Human Resource Management) certified
* How Hannah came to discover her passion for the business side of a law firm and why she chose to focus on the business side
* Hannah describes her work on the Board of Directors of the Golden Gate chapter of the Association of Legal Administrators
* What important role the signature Knowledge to Leadership Educational Conference and Exposition plays for the Golden Gate ALA chapter each year
* What personal and leadership development offerings, speakers, and topics will be on offer at the K2L Conference, being held January 30th, 2020
* Why the K2L Conference has been intentionally designed to be comprehensive, touching on all aspects of the business side of a law firm
* How the K2L Conference, first started in 1993, provides an incredible amount of educational value
* How…
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Dec 4, 2019
Episode 65: Leveraging Thought Leadership to Effectively Create New Business with Adrian Lürssen, Co-Founder & VP of Strategic Development at JD Supra
What you’ll learn in this episode:
* The type of data JD Supra provides to client firms that can help refine marketing and business development efforts.
* Trends in the adoption of technology by law firms.
* What services JD Supra offers to lawyers and law firms, and how its distribution system works.
* How law firms have used data to create meaningful interactions with prospects and clients and turn this into new business.
About Adrian Lürssen
Adrian Lürssen is the co-founder and vice president of strategic development at JD Supra, a digital media company that allows lawyers and law firms to use their expertise to reach new clients, gain media attention, establish authority in their field of practice and increase visibility via social media. An expert on the state of content marketing and digital media, especially as it pertains to marketing of professional services, Adrian is regularly invited to speak to legal and technology organizations, including Legal Marketing As…
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Nov 20, 2019
Episode 64: Teaching Lawyers to Think Like Business Owners with Kimberly Rice, President & Chief Strategist at KLA Marketing Associates
What you’ll learn in this episode:
* Steps for every attorney to think like a business owner.
* The three key pillars necessary for developing a prosperous practice.
* Trends in legal marketing and business development.
As president and chief strategist of KLA Marketing Associates based in New Jersey, Kimberly Rice provides strategic marketing advisory services to forward-thinking law firms and lawyers seeking to attract new clients and business opportunities. She collaborates with lawyers and law firms of all sizes to guide them in building, growing and sustaining a prosperous business and also educates them on how to exceed clients’ expectations and increase revenue.
Prior to founding KLA Marketing Associates, Kimberly served on and for senior management teams for nearly 20 years with three corporate law firms in the metro Philadelphia area, where she designed and led strategic marketing programs.
In response to client requests, Kimberly founded Women in Law Rainmaker F…
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Nov 13, 2019
Episode 63: Data-Driven Marketing Strategies to Gain a Competitive Advantage with Adam Stock, Vice President of Product Strategy at Foundation Software Group
What you’ll learn in this episode:
* Why marketing technology is useful for small and large firms alike.
* How software can help firms exchange information between attorneys and practices more effectively, identify new opportunities and better manage relationships.
* What’s changed in data-driven marketing in the past decade and how it’s helping target the right people with marketing efforts.
* What common holes law firms often have in their software and marketing efforts, and what tools are available to help bridge those gaps.
* Advice for legal marketers who experience pushback when adopting new technologies, tools and strategies.
About Adam:
Adam Stock is vice president of product strategy at Foundation Software Group based in San Francisco. He drives next generation solutions at Foundation, helping law firms leverage their firm intelligence to improve client service, win new business and enhance the practice of law.
Adam has held a range of technical roles from…
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Nov 6, 2019
Episode 62: Attracting New Clients Through Word-of-Mouth Marketing with Bill Bice, Founder and CEO of Boomtime
What you’ll learn in this episode:
* How data can guide and improve your marketing content and engagement.
* The two ways law firms can grow, according to Bill.
* Why the key to successful content marketing, especially for smaller law firms, is to hire an experienced outside expert rather than trying to do it internally.
* Bill’s definition of “word-of-mouth” marketing and how this can grow your firm.
* The biggest opportunity that most attorneys aren’t taking advantage of to drive new business.
Bill Bice, founder and CEO of Boomtime, is a serial entrepreneur who is passionate about helping small businesses grow. A programmer at heart, Bill founded Boomtime to create a new approach to marketing, one that fuses technology and expertise together to deliver marketing-as-a-service for law firms and B2B at scale. Bill started his first company at age 18, growing ProLaw Software into the largest law firm automation system for small and mid-size law firms. Thomson Reuter…
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Oct 30, 2019
Episode 61: Recalibrating Your Law Firm to Run Like a Business with Jennifer Johnson Scalzi, Founder & CEO of Calibrate Legal
Jennifer Johnson Scalzi is the Founder and CEO of Calibrate Legal and its subsidiary, J. Johnson Executive Search (JJES). She has spent the last 17 years inside – and as a consultant to – law firms. As Calibrate Legal’s CEO, Jennifer leverages her industry insight to develop sophisticated talent, leadership and operations to position law firms at the forefront of the legal industry. With international expertise, she specializes in helping her clients find the best path forward when seeking to hire impact players in marketing, business development and communications roles.
Jennifer’s networking was profiled as a case study in J. Kelly Hoey’s book, “Build Your Dream Network: Forging Powerful Relationships in a Hyper-Connected World.” Additionally, she was inducted into the College of Law Practice Management in October 2017, which recognizes distinguished law practice management professionals. Jennifer is also a Fellow of the ALM Intelligence Program.
What you’ll learn i…
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Oct 23, 2019
Episode 60: Avoiding RFP Mistakes to Win More Business with Matthew Prinn, Principal of RFP Advisory Group
Matthew Prinn has nearly 20 years of experience working at small, mid-size and large law firms in the areas of business development, marketing, project management, pricing and legal operations. As Principal of RFP Advisory Group, he partners with law firms that are looking to win more RFPs, as well as with corporate counsel and C-suite executives to better manage outside counsel legal spend. Matthew has issued and responded to every type of RFP used in the legal industry and has extensive experience negotiating pricing and crafting AFAs and non-traditional billing structures.
Prior to RFP Advisory Group, Matthew spent 12 years at Am Law 100 firm K&L Gates, including six years as a Director of Business Development, where he oversaw nearly 1,000 RFPs in five years alone.
Matthew frequently hosts workshops and presentations on best practices and the latest trends in business development and RFPs for the legal industry. Most recently, he served as the lead speaker at the 2019 Buying Lega…
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Oct 16, 2019
Episode 59: Client-Facing Business Development Benefits for Clients & Lawyers with Neel Lilani, Managing Director at Orrick
As Managing Director of Orrick's global corporate development efforts for technology companies, Neel Lilani drives new client opportunities through coordinated strategies. He frequently consults with technology companies on financing, business strategy and manages Orrick’s venture capital relationships.
Neel has served in senior strategy roles at some of the world’s leading law firms and Fortune 500 companies, and has experience in strategic international growth, deal negotiation and risk management. He is a graduate of Suffolk University Law School (JD/MBA, International Business).
Active in the community, Neel is currently the Co-Chair of the La Scuola Internazionale di San Francisco Advancement Committee, a board member of the La Chaîne des Rôtisseurs Hillsborough Chapter and serves as secretary of his community HOA.
What you’ll learn in this episode:
* How Neel’s legal and business background helps him to understand clients’ companies and offer a range of value-a…
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Oct 9, 2019
Episode 58: Obtaining ROI on Law Firm Events by Going Green with Deborah Kattler Kupetz, Founder of dkkevents & Recenterpiece
Deborah Kattler Kupetz is an authority on “green” event planning, a career that sprung out of her combined passions for social action, environmentalism and community building. Her entrepreneurial spirit led her to found dkkevents, which has produced hundreds of eco-friendly events for law firms and other corporate clients, helping them create successful events from both a memorability perspective as well as a return on investment.
In 2016, Deborah leveraged one of her innovations developed for green event planning and founded Recenterpiece, replacing single-use floral centerpieces with food-based reusable centerpieces that feed communities in need, reduce waste and provide event patrons with the opportunity to do social good.
As one of L.A.’s trailblazers in live event planning, Deborah has a well-honed eye for style, taste and trend. She combines a designer’s sense of form, space, shape and sound with a practical, grounded sensibility forged through a deep background in phil…
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Oct 2, 2019
Episode 57: Establishing Trust and Rapport with Internal and External Clients with Erika LaCerda, Business Development Manager at Warner Norcross + Judd
As the Business Development Manager for Warner Norcross + Judd’s western Michigan locations, Erika LaCerda facilitates client and prospect relationships throughout the firm’s various practice groups. Through meaningful interactions, Erika uncovers opportunities to connect clients with experienced professionals and vast resources. By understanding their core business philosophies, she provides the framework for creating a strategy and driving results.
Erika obtained her J.D. from the University of Cincinnati College of Law and spent 20 years as an attorney, including as Deputy Chief of Staff for the Department of Children and Family Services in Chicago, where she managed several administrative and operational divisions. Within that role, Erika oversaw the administrative hearings judicial proceedings unit, developed legislative policy initiatives and strategic plans, maintained federal consent decree compliance, led contract and budgetary negotiations and served as a key crisis mana…
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Sep 25, 2019
Episode 56: Getting to the Finish Line: Overcoming Rebranding Challenges with Rick Cohen, Founder and Managing Partner of Goldberg Segalla
Richard Cohen, a founding partner of Goldberg Segalla based in the Manhattan and Buffalo offices, has been the firm’s managing partner since its inception in 2001. Rick has led the firm’s dynamic growth from a team of seven attorneys into one of the largest law firms headquartered in the United States. He oversees all of the firm’s operations across its more than 20-office footprint and is responsible for developing and implementing the firm’s strategic direction, driving its geographic expansion and cultivating leadership within the firm and throughout the greater business community. Rick plays a primary role in the recruitment of all lawyers and administrative leaders firm wide.
Rick has served as chair of the firm’s Management and Professional Liability Practice Group and its Global Insurance Services Practice Group, which is one of the largest of its kind in the U.S. He is also a member of the firm’s Sports and Entertainment Practice Group. An AV-rated trial lawyer wit…
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Sep 18, 2019
Episode 55: LMA Tech West: Leveraging Technology to Increase Your Bottom Line with Jasmine Trillos-Decarie, Chief Client Service Officer at Stoel Rives LLP & Adrian Lürssen, Co-Founder of JD Supra
The 2019 Legal Marketing Association (LMA) Tech West Regional Conference will explore methods for leveraging technology as a means to an end within law firms today. Taking place October 21–22 in San Francisco, the conference examines how technology impacts: client growth and retention, finding and pursuing new opportunities, law firm diversity and inclusion, and other initiatives key to law firm growth. Attendees will be able to attend best practice presentations, roundtables, TED talks, clinics and other interactive sessions, as well as network with law firm marketing and technology professionals from around the country.
This year’s conference co-chairs are Jasmine Trillos-Decarie, Chief Client Service Officer at Stoel Rives LLP and Adrian Lürssen, co-founder and VP of Strategic Development at JD Supra:
Jasmine Trillos-Decarie is a seasoned leader with more than 25 years of experience in marketing and business development at international Am Law 100 and 200 firms. Her expertise…
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Sep 11, 2019
Episode 54: Surviving the Future of Law: Working with a Business Development Coach with Anthony Geraci, Attorney & Founder of LawCoaching.com
Anthony Geraci is a lawyer, entrepreneur and founder of LawCoaching.com. He founded Irvine, CA-based Geraci Law Firm (now Geraci LLP) in 2007, growing to 20 attorneys and 20 staff by the end of 2018.
In 2015, Anthony felt the pressure of automation and began leading his management team into other areas where they could provide value to clients. One year later, he founded Geraci Media, a full-service media company that specializes in helping private real estate lenders achieve their brand goals. Most recently, Anthony established LawCoaching.com which coaches solo, small and medium-sized law firm partners on how to effectively grow their firms and achieve exceptional results in their law practice.
Anthony currently sits on the Dean’s Council for Chapman University School of Law, advising on various issues regarding the law school. He has been named to the list of Southern California Super Lawyers Rising Stars.
What you’ll learn in this episode:
* How Anthony launched his own l…
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Aug 28, 2019
Episode 53: Communication & Diversity: The Keys to Securing Corporate Business
Steve Heinrichs is Chief Legal and Compliance Officer – Executive Vice President, General Counsel and Secretary for Mueller Water Products, based in Atlanta. For the past 25 years, he has engaged in both private practice and in-house legal counsel roles for public and private companies. Steve is an expert in domestic and international mergers and acquisitions; unsecured, secured and highly structured financing; restructuring; corporate law and corporate governance; litigation; risk management; internal audit and legal management.
Prior to joining Mueller Water Products, Steve served as Senior Vice President, General Counsel, and Secretary of Neenah, Inc., a leading global specialty materials company.
Steve has a Juris Doctor from Tulane University Law School, a Master of Business Administration from the Kellogg School of Management at Northwestern University and a Bachelor of Arts degree from the University of Virginia.
What you’ll learn in this episode:
* Why excellent commu…
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Aug 21, 2019
Episode 52: Enabling Revenue: The Role of Client-Facing Legal Sales
Dawn Sheiker is the Director of Client Relations at Morris James LLP, with six offices in Delaware. She is known as a conceptual thinker and effective manager with a proven ability to increase profitability and market penetration. Dawn provides consultative support to attorneys to develop and execute effective business plans that ensure superior client service. She also develops personal relationships with key clients and referral sources to gain important and actionable feedback on firm operations to drive revenue.
Dawn serves as President-Elect for the Legal Marketing Association (LMA), Northeast Region, and has been an active leader in LMA in the Metro Philadelphia area since 2013, serving as the legacy chapter’s Treasurer and President.
What you’ll learn in this episode:
* How a Director of Client Relations and Director of Marketing can work together to drive revenue in a law firm.
* How the client-facing role is evolving.
* How legal marketers can gain buy-in from the…
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Aug 14, 2019
Episode 51: Advancing Your Legal Marketing Career Through Mentorship
Clare Ota is the Senior Marketing and Business Development Manager at Bryan Cave Leighton Paisner, based in the San Francisco office. She partners with lawyers across offices and practice areas to develop strategic business development plans and client service initiatives.
With prior roles as a marketing manager and litigation paralegal, Clare has worked in the legal industry for over twenty years.
Clare currently serves as President-Elect of the Legal Marketing Association Western Region and is on the 2019 Educational Advisory Committee. She is also a member of the Bar Association of San Francisco and the International Legal Technology Association. Passionate about diversity, Clare has helped to promote women in the legal and real estate industries through programming and events to address business challenges and opportunities.
What you’ll learn in this episode:
* The role that mentorship has played in Clare’s career successes and the unconventional places to find mentors.…
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Aug 7, 2019
Episode 50: Legal Operations: Transforming the Practice of Law
Kristi Gedid is the Senior Director of Global Legal Operations at Mylan, a global healthcare company based in Pennsylvania. She has extensive experience in the areas of complex commercial litigation, mergers and acquisitions, private equity and transactional law. Prior to joining Mylan, Kristi worked for two Am Law 100 firms as well as a large Pittsburgh-based bank.
Drawing on her legal education at Duquesne University School of Law and the Paralegal Institute, as well as an MBA from Duquesne, Kristi has a particular appreciation for the complexities of the intersection of business and law, and enjoys using her education and experience on a daily basis.
Kristi is a member of the Corporate Legal Operations Consortium (CLOC) and founded the Pittsburgh regional group, which has grown to more than 75 members. She also teaches at Duquesne University School of Law as an adjunct professor.
What you’ll learn in this episode:
* How lawyers and law firms can improve their communication w…
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Jul 31, 2019
Episode 49: Fostering Client & Attorney Relationships to Drive Business
Jenna Schiappacasse is the Director of Client Development at Rosenberg Martin Greenberg, LLP, based in the firm’s Baltimore, Maryland office. She is responsible for connecting the firm’s clients with their attorneys, driving new business to the firm, executing on client feedback programs, and coaching and supporting attorneys in their business development initiatives.
Her role requires a high level of versatility and includes everything under the marketing umbrella such as positioning, brand awareness and orchestrating practice-wide business development efforts. In prior business development roles, Jenna has managed the firm’s CRM, website, advertising, rankings, content marketing efforts, social media outlets, event planning, PR and communications.
Currently, Jenna is serving as President of the Mid-Atlantic Region Board of Directors for the Legal Marketing Association (LMA), and as an adjunct member of LMA’s Advocacy Advisory Council. She is an avid writer and speaker on to…
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Jul 24, 2019
Episode 48: Press Conferences: Tactics to Ensure Success
For more than a decade Megan Braverman, Principal of Berbay Marketing & PR, has possessed an exceptional reputation as a strategic asset for law firms and other professional service firms. She is known for her ability to execute marketing campaigns that surpass business goals by immersing herself in clients’ operations, identifying what sets them apart from their competition and leveraging this to create countless PR opportunities by generating awareness and reinforcing credibility. Among her many accomplishments, Megan has successfully spearheaded dozens of press conferences that have garnered top-tier media coverage for clients, and have been recognized by journalists as well-organized and professionally done.
Megan is a member of Women Lawyers Association of Los Angeles and ProVisors. She regularly presents on topics of interest to the legal industry and has spoken to groups such as the Diversity in Leadership Forum.
What you’ll learn in this episode:
* Why press conference…
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Jul 17, 2019
Episode 47: Working with Nonprofits to Do Good and Elevate Your Practice
Ranlyn Hill is a nonprofit/tax-exempt specialist and the president of Benevolent Vision, based in Los Angeles. She holds a J.D. and practiced as an attorney handling litigation matters for nonprofits, real estate and other businesses prior to founding Benevolent Vision.
On behalf of public charities, private foundations, and family offices, Ranlyn assists in hiring attorneys for paid legal engagements as well as recruiting attorneys to serve on boards of directors. She works with both small law firms and mid-size to large firms with expertise that can benefit her nonprofit clients, such as employment, HR, real estate, tax-exempt and corporate transactions. For law firms with strong pro bono programs, Ranlyn looks to match her clients with a team of attorneys to address specific legal issues which, in turn, helps to raise the firm’s profile and increases their footprint in the community.
Ranlyn also works with CEOs, CFOs, donors, founders, board leaders, and trusted advisors to navi…
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Jul 10, 2019
Episode 46: Assessing Your Risks: Clients, Competition and Talent
Linda Hazelton is the president of Hazelton Marketing & Management, a Dallas-based consultancy offering communication and strategy, organization and business development, and profitability counsel to law firms. She has 30 years of experience at the helm of law firms, including serving as director of administration for mid-size firms and as a CMO for firms such as Foley & Lardner and Kelley, Drye & Warren.
Linda is a certified CAPT®-qualified Myers-Briggs trainer and coach and has been trained in competitive intelligence (CI) by the Association for Competitive Intelligence and in Lean Six Sigma practices. She is a recognized authority on law firm marketing and management, with nearly 50 articles written and presentations delivered.
What you’ll learn in this episode:
* Advice for reviewing your relationships with clients and determining if a relationship is at risk.
* Why firms need to be tracking their internal teams' satisfaction to help maintain talent against the competitio…
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Jun 26, 2019
Episode 45: Better Business Development and More Effective Marketing
Silvia Coulter is a Co-founding Principal of LawVision and Adjunct Professor at George Washington University, College of Professional Studies in the Masters in Law Firm Management program. She is widely regarded as one of the legal industry's most experienced business development, leadership, and organizational culture experts. Her experience includes working as a former Strategic Account Executive and Sales Leader at a Fortune 50 company, Chief Marketing and Business Development Officer of two global law firms, and a consultant and facilitator to firms across the globe.
In 2010, Silvia was awarded the highest recognition in the legal industry among her peer group and inducted into the Legal Marketing Hall of Fame. She is a co-founder of the Legal Sales and Service Organization (LSSO), a past President of the Legal Marketing Association, and a Fellow of the College of Law Practice Management. Silvia is a frequent speaker and facilitator at law firm retreats and legal industry meetings…
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Jun 19, 2019
Episode 44: Promoting Diversity and Opportunity in Law Firms
Kim Stuart, the Founder and President of Key Group, is a strategic advisor to professional service firms, non-profit organizations, and high-level business executives. With her team, Kim provides a creative vision and diligence to the strategy and execution of successful business development initiatives and critical marketing campaigns, several of which have garnered industry awards. Her business development programs have led to new and enhanced client relationships, revenue generation, brand awareness, and organizational integration.
Prior to starting Key Group, Kim was part of the senior business development team at Dentons, where she assisted lawyers and practice groups in developing and implementing effective client development plans, and was responsible for the successful creation and implementation of multiple firm-wide initiatives including iMAP (individual marketing action plans), 1×1 (cross-selling platform), WLGN (Women’s Leadership and Growth Network) and an alumni progr…
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May 22, 2019
Episode 43: Marketing and Business Development in the 21st Century
Larry Kohn is president of Kohn Communications, a firm specializing in assisting lawyers and law firms in acquiring new clients. Founded in 1983, the firm has worked with lawyers from more than 1,000 firms and Larry has personally conducted over 33,000 individual coaching sessions, pioneering the training technique now known as executive coaching.
Larry is the developer of the unique web app, BizDevCoach.com, which uses a combination of tutorial and technology to help professionals plan and implement an effective business development strategy. He is the co-author of Selling in Your Comfort Zone (Safe and Effective Strategies for Developing New Clients) and Selling with Honor (Strategies for Selling Without Selling Your Soul). Larry has also authored and co-authored more than 60 articles about marketing and management.
As a regular speaker, Larry has presented to dozens of bar associations across the country, the Association of Legal Administrators and the Legal Marketing Association.…
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May 15, 2019
Episode 42: Providing Value-Added Services with a Chief Client Officer
As Orrick’s Chief Client Officer, Catherine Zinn oversees the firm’s sector-focused business development, client satisfaction, alumni program and strategic events functions, globally.
Catherine ensures the firm is a steward of their clients’ businesses and supports Orrick’s commitment to each client’s cause by listening to their views and concerns, responding to their needs and articulating a shared understanding of priorities. Among other responsibilities, Catherine meets with clients to solicit their feedback and works with the firm’s relationship partners and teams to deliver value-added services and real innovation.
Catherine also spearheads the firm’s strategic partnerships with thought leaders, community organizations and other influencers, designed to add value to clients and enhance the firm’s social impact. Additionally, she commits a significant portion of her time connecting high profile executives, alumni and other friends of the firm to jobs and to public…
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May 8, 2019
Episode 41: Chambers and Partners: More Than Just a Legal Ranking Service
Mark Wyatt, one of the most seasoned legal information providers in the world, has over 30 years of experience launching and running international market-leading multimedia businesses. Most recently in March 2018, he led the management buy-in of Chambers and Partners, supported by Inflexion Private Equity. Chambers and Partners is the largest legal data analytics and ranking company in the world, with more than 200 dedicated research analysts speaking 20+ languages.
A former director of Centaur (now listed LSE), Mark ran The Lawyer, Lawtel (subsequently acquired by Thomson Reuters) and created Legal Week (PPA Business Magazine of the Year), as well as four of the largest legal websites in Europe, including the first legal recruitment and news sites. He also launched some of the world’s largest legal events, including The Lawyer Awards, The Legal Week Awards, The Lawyer Summit, The Corporate Counsel Forum, The Legal IT Forum (acquired by Informa), The Global Legal Forum, The Private…
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May 1, 2019
Episode 40: Raising the Bar for Successful Conference Programming
Erin Corbin Meszaros is the Chief Business Development and Client Service Officer at Eversheds Sutherland (US), based in the firm’s Atlanta office. With more than twenty-five years of hands-on professional service experience, Erin works with attorneys to turn business strategies into business successes. She develops innovative solutions designed to enhance client satisfaction and increase brand awareness.
Erin’s career includes numerous successful business initiatives, such as implementing and executing a firm’s five year strategic plan, implementing and executing a forward-thinking client feedback program, initiating and completing a re-branding campaign, conducting an in-depth client relations coaching program and creating a unique customer relationship management database course, which effectively increased firm-wide usage.
Recognized as a leader in legal marketing, Erin has been named to National Law Journal’s Top 50 Business of Law Trailblazers and featured in the Fulton…
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Apr 24, 2019
Episode 39: Making the Culture Shift to Firm-Wide Business Development
David H. Freeman, J.D., is an award-winning law firm adviser and multiple best-selling author who helps firms build strong business development cultures. He is the CEO of David Freeman Consulting Group and founder of Law Firm CultureShift® and delivers high-impact training and coaching in cross-selling, business development, leadership, client service, lateral integration, retreat design, and facilitation and culture assessments. For three consecutive years, David was voted the “Best Business Development Coach and Consultant” by National Law Journal surveys and has worked with thousands of lawyers at hundreds of law firms world-wide, including nearly half of the AmLaw 200 firms.
David is also an internationally acclaimed speaker who presents at law firm retreats; international, national and regional conferences; bar associations; law firm networks and webinars. He is a Fellow in the College of Law Practice Management; served as the exclusive business development coach for Women i…
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Apr 17, 2019
Episode 38: Promote Yourself by Promoting the Successes of Others
Jessica Jaramillo is a solutions-focused collaborator helping attorneys grow their practice. As the Marketing Director at Ireland Stapleton Pryor & Pascoe, PC in the Denver office, she is responsible for raising the firm’s profile in the business community and developing and executing the firm’s strategic marketing plan. Jessica works with the firm’s attorneys and practice groups to create and implement client-focused business development initiatives.
She has successfully spearheaded programs to improve marketing and business development infrastructure and increase accountability, bringing synergy and alignment to practice management.
Prior to joining Ireland Stapleton Pryor & Pascoe, PC, Jessica worked for the legal marketing firm Alyn-Weiss & Associates, overseeing marketing and business development programs for small to mid-size law firms in the United States.
Jessica is the former President of the Legal Marketing Association’s Southwest Region and currently serves on the…
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Apr 10, 2019
Episode 37: Demonstrating Your Capabilities & Diversity to In-House Counsel
Tyrone Thomas, Jr. is a seasoned legal and strategic business advisor. He is currently Deputy General Counsel at Invenergy, LLC, a global leader in energy solutions, based in the Chicago office. Tyrone leverages his broad experience to provide effective counsel on a wide range of legal, business, administrative and risk management issues with a focus on complex commercial contracts, real estate, permitting, construction, procurement and litigation/ADR management. He has led diverse teams of professionals in numerous acquisitions, dispositions and project financings of utility-scale energy facilities; negotiated land rights for more than one million acres of real property globally; and managed the negotiation and faithful execution of key construction and procurement documents for dozens of utility-scale energy projects.
Prior to joining Invenergy, Tyrone was in private practice at DLA Piper, Hanson Bridgett, and Gould & Ratner.
Tyrone is actively involved in Invenergy’s diversity a…
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Apr 3, 2019
Episode 36: Making the Jump to a New Practice Area
Morghan Richardson is a divorce attorney, consultant and mediator in New York City, and a partner at the law firm of Davidoff Hutcher & Citron LLP. Experienced in litigation and family law issues that accompany divorce, Morghan counsels on issues such as custody, child support, father’s rights and marital property issues, including asset discovery and protection. She has been named a New York Rising Star by Super Lawyers every year since 2013, and participates on the New York State Bar Association’s Section for Women in the Law.
Prior to law school, Morghan was a news reporter in Texas and Florida, and after law school, she worked as an extern for Federal Magistrate Judge Louis Moore in the United States Court for the Eastern District of Louisiana.
What you’ll learn in this episode:
* Why it’s important to network in law school and get a better sense of what areas you want to practice in.
* Advice for lawyers looking to make a change in their career and what steps to tak…
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Mar 27, 2019
Episode 35: Future-Proofing Your Law Firm
David Cambria, Global Director of Legal Operations at Baker McKenzie in the firm’s Chicago office, has led significant transformational changes in the way corporate legal departments and law firms conduct business. A true innovator, he has successfully bridged the gap between law and business, and is at the forefront of developing the processes, programs and resource organizations that help law departments work more effectively and in alignment with their business goals.
With a focus on developing best in class law, compliance and government relations operations, David has led remarkable transformations for some of the largest operations in the world. A firm believer in developing the next generation of leaders through consistent engagement, mentorship and expectations, he enjoys seeing the results of his training practices in performance and outcomes, and thrives on doing what he feels is at the core success of his career – guiding transformation, growth and turnaround projects.…
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Mar 20, 2019
Episode 34: Creating a Living, Breathing Strategic Plan
Kate Pearch, Chief Marketing & Business Development Officer at Morris, Manning & Martin, LLP, focuses on the firm’s exceptional client service approach to strengthen its brand and position in the marketplace. She leads successful collaborations between the marketing team, executive committee and practice leaders. Her responsibilities include designing and implementing marketing and advertising, communications, public relations, practice growth, strategic development, and leadership succession programs.
In addition to leading the Marketing & Business Development department, Kate serves on the MMMPact Committee, which oversees the firm’s corporate social responsibility outreach, and she co-directs the MMM Women’s Initiative, a division of MMMPact focusing on mentorship, business development and retention for women attorneys. She also co-founded the firm’s Recruiting, Retention & Training Committee, an internal leadership group that helps develop, promote and retain talented asso…
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Mar 13, 2019
Episode 33: Keeping the Ship on Course During a Merger
Kathleen Flynn was the former Chief Marketing Officer at Bryan Cave Leighton Paisner based in the firm’s San Francisco office. She is responsible for planning, directing and coordinating the firm’s global marketing and public relations efforts as well as supporting the firm’s business development activities. Additionally, she has significant experience in the areas of general management, strategic planning, brand management and sales and marketing.
From a marketing perspective, Kathleen had significant involvement in the 2018 merger between U.S. firm Bryan Cave and U.K. firm Berwin, Leighton, Paisner. The new global law firm now boasts 32 offices in 11 countries, with the largest office in London.
Prior to joining Bryan Cave, Kathleen was the Chief Marketing Officer at Sedgwick LLP for more than 10 years. In that role, she built and managed the firm-wide marketing and business development program for the international law firm’s 16 offices. Prior to Sedgwick, Kathleen was fou…
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Mar 6, 2019
Episode 32: The Power of Law Firm Networks
Lindsay Griffiths is the International Lawyers Network’s (ILN) Director of Global Relationship Management based in New Jersey. She works closely with the Network’s Executive Director on the oversight and management of day-to-day operations of ILN. Lindsay develops strategies and implements plans to achieve ILN’s goals and shares responsibility with the Executive Director for recruitment, member retention, and maintaining a high level of service to members. She is engaged in the legal industry to stay on top of trends, both in law firms and law firm networks.
During her tenure, the ILN has been shortlisted as a Global Law Firm Network of the Year by The Lawyer for 2016 and 2017 and included as a Chambers & Partners Leading Law Firm Network since 2011. She was awarded “Thought Leader of the Year” by the Legal Marketing Association’s New York chapter in 2014 for her substantive contributions to the industry and was recently included in Clio’s list for “34 People in Legal…
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Feb 27, 2019
Episode 31: The Power of Specialization
Donald Snyder, CPA and partner at accounting and consulting firm Green Hasson Janks in the firm’s Los Angeles office, has more than 35 years of experience in public accounting and chairs the firm’s Assurance and Advisory Department, the Quality Control Department and the Food and Beverage Practice. He provides audit, accounting and consulting services to clients in the food distribution, food processing and manufacturing industries.
A frequent lecturer and author, Donald addresses topics such as internal accounting controls, and fraud prevention and detection in the workplace. He also writes for the firm’s CPA Food Bites blog and is a co-author of Green Hasson Janks’ annual Food and Beverage Whitepaper.
Donald is a member of the California Society of Certified Public Accountants and the American Institute of CPAs. He currently serves on the Board of Directors for the Children’s Nature Institute and his synagogue. Additionally, Donald is head of the Finance Committee at Pres…
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Feb 13, 2019
Episode 30: Executing A Successful Law Firm Rebrand
Lisa Simon is the Chief Marketing and Business Development Officer at Lewis Roca Rothgerber Christie LLP located in the firm’s Phoenix office. She creates and implements innovative business development and marketing strategies that build the firm’s brand, increase awareness and relevance to drive revenue. Lisa provides strategic leadership and support to the firm’s managing partner, practice group leaders, office leaders, marketing professionals and others in establishing and achieving business development goals.
Lisa served as Legal Marketing Association (LMA) President in 2008 and has held numerous industry and community leadership positions within the organization, including as a member of the Board of Directors. In 2017, she was inducted into the LMA Hall of Fame.
What you’ll learn in this episode:
* How law firm branding has evolved in recent years.
* How firms can practice “people-to-people” marketing.
* Why you should have a firm or department retreat and th…
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Feb 6, 2019
Episode 29: Hiring the Right Attorneys—And How to Keep Them
Brooke Loesby is the founder of Law Life Coach, Inc., based in Santa Monica, CA. As a career coach, she supports attorneys in defining their version of success and achieving their goals. Brooke works with attorneys to develop skills in leadership, communication, confidence, building a book of business and work/life balance. She consults with firms and makes recommendations regarding hiring and retention, firm culture, benefits, onboarding practices, firm structure and roles and responsibilities. As part of her services, she works with firms and companies to identify highly effective attorneys who will fit in with the culture and thrive in the position.
Before founding Law Life Coach, Brooke earned a J.D. from Pepperdine Law School. She was an Associate at Akin Gump and worked at Quinn Emanuel before transitioning to legal counseling at the Office of Career Services at Loyola Law School for six years.
What you’ll learn in this episode:
* How law firms can improve their recruiting…
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Jan 30, 2019
Episode 28: Showcasing the Value of a Marketing Department
Michael Blachly is the Chief Marketing Officer at Gray Reed & McGraw and has more than 19 years of experience in corporate marketing, business development and corporate communications primarily centered on driving business in the professional services sector.
He provides Gray Reed McGraw with strategic direction on the firm’s business development and marketing initiatives, and leads a team responsible for business development, marketing/branding, marketing technology, creative production, research, public relations and events.
Prior to joining Gray Reed McGraw, Michael directed marketing and communications for the Southern Methodist University Dedman School of Law, Cornerstone Credit Union League and his own political consulting firm, Hamby & Blachly.
He is a founding member of the Legal Marketing Association’s (LMA) Texas Chapter, served as past-president of LMA’s Southwest Region and has held numerous leadership positions within LMA. He was recognized by LMA as the first rec…
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Jan 23, 2019
Episode 27: Creating a Culture that Retains Attorneys
Courtney Puritsky is a partner at Grodsky & Olecki LLP, a business litigation firm in Santa Monica, CA. She has more than a decade of experience litigating cases, including business divorces, breaches of contract, fraud, healthcare disputes and entertainment-related business disputes. Courtney joined Grodsky & Olecki in 2007 and became a partner in 2017.
She received her J.D. from Southwestern Law School and B.S. in Business Administration from the University of Southern California. When she is not practicing law, Courtney enjoys running and spending time with her husband and two young daughters.
What you’ll learn in this episode:
* How large law firms can replicate the structure and communication found in smaller law firms.
* How to encourage younger associates to find their voice and have the confidence to express it.
* Why communication between partners and associates is the key to retaining younger lawyers.
* Why lawyers should consider working with a business coach.…
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Jan 16, 2019
Episode 26: NY Times Bestselling Author - Resilience Training for Lawyers
Nate Klemp is a writer, philosopher and co-founder and Chief Innovation Officer at LIFE Cross-Training (LIFE XT), a Chicago based company devoted to training the skill of happiness and promoting wellbeing. Along with Eric Langshur, Nate is the co-author of the New York Times bestseller Start Here: Master the Lifelong Habit of Wellbeing (Simon & Schuster: North Star Way) and author of The Morality of Spin: Rhetoric and the Christian Right, a book on the ethics of rhetoric and spin. Prior to LIFE XT, Nate worked as an assistant professor of political science and philosophy at Pepperdine University.
What you’ll learn in this episode:
* Why “mental fitness” is as important as physical fitness and how it can be trained just like physical fitness.
* The nine practices that promote resilience and wellbeing.
* The importance of pausing between stimulus and your reaction so that you can properly consider how to respond.
* Why it is important for law firms to do resilience traini…
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Jan 9, 2019
Episode 25: Moving the Revenue Needle with a Sales Department
Steve Bell is chief client services & marketing officer at Womble Bond Dickinson LLP in the firm’s Washington, D.C. office. He has deep executive experience in legal marketing and business development, leading teams in disciplines such as public relations, branding, digital marketing, social media, advertising, client satisfaction, product development and sales. Steve joined Womble Carlyle as National Director of Sales in 2001 and was involved in its merger with U.K.-based Bond Dickinson in 2017.
What you’ll learn in this episode:
* What firms need to consider before developing a sales department and starting the hiring process.
* What skills and values legal marketers need to cultivate to excel in their role.
* Why the structure between the marketing and sales departments needs to be tailored to the culture of the firm.
* What experience and lessons can be gained while working for a law firm during a major merger with another firm.
* Law firm marketing trends, and what…
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Dec 12, 2018
Episode 24: Moving into the Role of a Trusted Advisor
A professional services industry pioneer, Jan Anne Dubin is an award-winning consultant with more than 35 years of experience leading, innovating, and serving as a change-agent and connector. Based in Chicago, Jan provides professional service firms and individuals with a range of business development, client service, marketing, branding, strategic communication, and executive coaching services to drive revenue and build visibility. She serves as an executive coach to professional service firm leadership, the C-Suite, management and high potential individuals.
Jan is a strategic business partner of the Association of Corporate Counsel (ACC). For many years, she has been a business partner of Thomson Reuters Legal Executive Institute serving as an advisor, speaker, and writer for numerous global publications, and was instrumental in helping to create their Women’s Transformative Leadership program series.
Prior to founding Jan Anne Dubin Consulting, she held senior global leadership…
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Dec 5, 2018
Episode 23: How Not to Sell—And Generate New Business
Doug Ott is an executive coach, trainer and public speaker whose 30-year career has encompassed business development, marketing and sales leadership roles. Almost half of that time has been in the professional services market working with accountants and lawyers.
For eight years, Doug led business development in the West Region for Deloitte’s Forensic and Advisory Practice, where he built relationships with Fortune 100 companies and international law firms. He was also responsible for coaching associates, managers and partners at Deloitte on how to generate new business through developing and maintaining long-term business relationships.
What you’ll learn in this episode:
* Why CPA firms tend to be further along in business development and sales training than law firms.
* How law firms can improve their processes to advance their business development initiatives.
* Why millennials are well-positioned to begin developing relationships early in their careers, and why busines…
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Nov 28, 2018
Episode 22: A Worldly View of Legal Marketing
Jennifer Mir leads the marketing, business development, and communications department at Munger, Tolles & Olson LLP, a 200-lawyer firm with offices in Los Angeles, San Francisco and Washington, D.C. Her recent initiatives include spearheading the firm’s website redesign and redevelopment, including a rebrand of the organization. Jennifer transitioned into legal marketing following a career as a print journalist, newspaper reporter, and editor in the U.S. and Europe.
What you’ll learn in this episode:
* How thinking like a journalist can help your role as a legal marketer.
* Why focusing on two or three initiatives is more effective than trying to achieve a long list.
* Why implementing client feedback programs can be relationship builders, and what elements you need to consider before launching.
* What’s on the horizon for the future of legal marketing.
Ways to contact Jennifer:
* Twitter: @MirinLA
* LinkedIn: https://www.linkedin.com/in/jennifer-mir-5546276/
*…
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Nov 14, 2018
Episode 21: Delivering First-Rate Service with a Client Relations
Michael Janovici is the Client Relations Director at Kimball, Tirey & St. John in the firm’s Los Angeles office, where he oversees client relations efforts for the firm’s landlord-tenant law practice. He is instrumental in obtaining new clients and maintaining the current client base through relationship building.
Prior to Kimball, Tirey & St. John, Michael was at Prober & Raphael for eight years, leading marketing and business development efforts for the boutique creditor law firm. He has experience in negotiation, customer relationship management (CRM), marketing, market penetration and strategic planning.
Michael is involved in several industry associations, including the Los Angeles chapter of the Legal Marketing Association where he serves as the current Membership Chair. He is the 2019 Treasurer-Elect for the Legal Marketing Association West Region and he will become Treasurer in 2020. What you’ll learn in this episode:
* How to work effectively within the legal indust…
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Nov 7, 2018
Episode 20: The Steady Approach to Firm-Wide Changes, with Sheenika Gandhi
Sheenika S. Gandhi is the Director of Marketing at Greenberg Glusker. She is also a licensed California attorney.
She is a strong project manager, creative thinker, and a trusted advisor for the firm’s attorneys and management. Her recent notable projects include an integrated thought leadership strategy, a business development coaching program, and a centralized budget and operational processes.
Sheenika was previously the Director of Marketing and Business Development at Payne & Fears LLP in the firm’s Irvine, California office. Prior to joining Payne & Fears LLP, Sheenika led digital marketing strategy at Knobbe, Martens, Olson & Bear, LLP, an AmLaw200 firm. She serves as Vice-Chair of the Legal Marketing Association’s Southern California Local Steering Committee. What you’ll learn about in this episode:
* How legal marketers without a J.D. can level the playing field and develop a better understanding of the legal profession.
* What it means to “strike at the right…
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Oct 31, 2018
Episode 19: A General Counsel Shares How to Earn His Business with Matt Nolan, Vice President and General Counsel of Ancra Group and Director of The Heico Companies’ Global Compliance
Matt Nolan is Vice President and General Counsel of the Ancra Group and Director of Global Compliance for The Heico Companies. As General Counsel for one of Heico’s four platforms, consisting of 18 individual companies on five continents, Matt oversees all legal matters, including policies, training and processes. As Director of Global Compliance, he implements and operates Heico’s compliance program. Prior to Heico, Matt was Senior Counsel of Dow Corning, including two years in Shanghai. What you’ll learn in this episode:
* What values, expertise and personality traits Matt looks for when he seeks outside counsel for assistance.
* Why email digests and client alerts can be a useful and informative tool for law firms marketing to in-house counsel.
* What opportunities Association of Corporate Counsel offers to law firms and in-house attorneys for building their networks.
* Why it’s important to be honest about your interests and strengths, and to match them to your leg…
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Oct 24, 2018
Episode 18: Opening and Closing the Deal with Sales Professionals with Brenda Pontiff, Director of Business Development, Diversity and Inclusion at Horvitz & Levy LLP
Brenda Pontiff is the Director of Business Development, Diversity and Inclusion at Horvitz & Levy LLP based in Burbank, California. She started her career as a Water District paralegal at Houston’s Vinson & Elkins in the late 1980s. After only a few months, her boss put her in charge of pitching a new service line to existing Water District clients and eventually leveraged the growing niche to begin relationships with new water districts.
Meanwhile, Brenda was also developing her stand-up comedy career at Houston’s Comedy Workshop and in 1993, moved to Los Angeles after becoming a new face at Hollywood’s famed Improv Comedy Club. After touring in comedy clubs and appearing in a few sitcoms, she settled into a Big Four sales career by selling and marketing litigation support services to corporations and law firms, eventually finding her way back to law firm marketing What you’ll learn in this episode:
* How performing stand-up comedy and marketing professional services are s…
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Oct 17, 2018
Episode 17: Becoming A Different Kind of Chief Marketing Officer
A key member of Lowenstein Sandler's management team in the New York office, Greg Fleischmann leads the firm's business development, marketing and communications functions. His responsibilities include practice growth, client development, brand strategy and communications.
Before joining the firm, Greg served as global marketing director for Baker McKenzie, where he led a global marketing and business development team responsible for growing revenue across the firm's 12 practice groups. Prior to that, he served as national industry marketing and business development leader for Deloitte's U.S. Life Sciences & Health Care Industry practice.
Fluent in Japanese, Greg spent several years as a news reporter for Japanese television and hosted a live talk show on Japanese radio. He received his Bachelor's degree from Connecticut College and his M.B.A. from Columbia University. What you’ll learn in this episode:
* How to build credibility in your career as a legal marketing professional…
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Oct 10, 2018
Episode 16: The Future of Law Firm Marketing & Business Development with Beth Cuzzone, Chief Business Growth Officer at Goulston & Storrs; Co-founder of Legal Sales and Service Organization
Beth Cuzzone is the Chief Business Growth Officer for Goulston & Storrs in the firm’s Boston office. She has more than 25 years of legal marketing and sales experience, and is known for her first-to-market initiatives. In addition to her role at Goulston & Storrs, an AmLaw 200 firm, Beth is the co-founder of the Legal Sales and Service Organization (LSSO). LSSO delivers the education and resources that lawyers and those who work with them need to improve their sales and client service skills. What you’ll learn in this episode:
* What surprising results LSSO found in a survey of law firm marketing professionals.
* Why marketing and business development/sales teams are converging within many law firms, and why this trend is set to continue.
* How the merger of marketing and business development is empowering content selling to drive client acquisition.
* Why product knowledge and understanding your firm’s pressure points are critical for fulfilling your role in marketing.…
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Oct 3, 2018
Episode 15: Creating Engaging Online Videos with Richard Clayman, Principal & Producer at Cloudwalker Videoworks
Richard Clayman’s career has spanned 30 years as a director, producer, writer, executive and actor in television, theater and film. Many of his projects have won Emmys and Golden Globes, among other awards.
In 2006, he launched Los Angeles-based Cloudwalker Videoworks, a division of his film production company, Cloudwalker Films, Inc. Richard uses his years of production experience to develop high-caliber videos for professional service firms, including law firms, accounting firms and financial management firms. What you’ll learn in this episode:
* Why law firms and other professional service firms should take advantage of the opportunities online videos offer.
* How to convey everything your firm represents in a short video to attract new business.
* Why having a strong script in place can make or break a video.
* Ways to make video subjects comfortable to bring out their best qualities.
* What mistakes you should avoid when creating videos. Ways to contact Richard:…
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Sep 26, 2018
Episode 14: Creating the “Right” Vision with Mari-Anne Kehler, Chief Marketing and Strategy Officer at Green Hasson Janks
Mari-Anne Kehler, Chief Marketing and Strategy Officer, leads Los Angeles-based Green Hasson Janks’ strategy, business development and marketing. She has more than 30 years of experience as a high-impact leader who successfully expands business through action by using core skills of team building, coaching, strategy development, program execution, measurement and innovation.
Prior to joining Green Hasson Janks, Mari-Anne held sales, marketing and business development leadership roles at top organizations. She served as a national marketing leader for Deloitte Services LP where she held several positions on the Marketing and Business Development leadership team, including heading up National Tax marketing and marketing/business development for the Pacific Southwest region.
Mari-Anne’s nonprofit work focuses on organizational problem solving, leadership coaching, capacity building, constituent development, communications, and global and grassroots advocacy. She has been active in d…
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Sep 19, 2018
Episode 13: How to Get Media Exposure – Secrets from an Former Newsroom Insider, Brandon Jacobsen
Brandon Jacobsen worked for more than a decade at CBS Network News, climbing the ranks from intern in the Los Angeles bureau to producer, to on-air contributing correspondent for the network’s critically-acclaimed morning show, “CBS This Morning” and 24/7 digital streaming channel, “CBSN.”
He was responsible for monitoring and covering news across the western half of the United States, filing reports on legal issues, natural disasters, national tragedies and cultural trends. In addition to his achieved success in Los Angeles, Brandon spent time at CBS’s Washington D.C. bureau, working on Capitol Hill, at the White House and at the U.S. Supreme Court. Brandon also worked at the local level as an investigative reporter covering crime, courts and corruption for the NBC affiliate in Omaha, Nebraska.
Since the recording of this podcast, Brandon has accepted a position as the manager of public relations for O'Melveny & Myers. What you’ll learn in this episode:
* How to get…
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Sep 12, 2018
Episode 12: Building Better Client Relationships with Iris Jones, Chief Business Development & Marketing Officer at McNees Wallace & Nurick LLC
Iris Jones is the Chief Business Development & Marketing Officer at McNees Wallace & Nurick LLC based in Harrisburg, Pennsylvania. She leads the firm’s business development and marketing team in delivering proactive strategy, service and high-level support to its attorneys and firm management, identifying and capturing new business and expanding existing relationships.
Prior to serving as Chief Business Development & Marketing Officer for McNees and other Am Law 100 firms in Washington, D.C. and New York, she practiced law in both the public and private sectors in Texas. Iris has extensive litigation and appellate practice experience, and served as Assistant Attorney General of Texas and Director of the City of Austin’s Law Department. What you’ll learn in this episode:
* How lawyers can establish rapport and trust to build better client relationships.
* Why the traditional aspects of law can be a hindrance to teamwork.
* What law firms need to consider when looking for a…
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Sep 5, 2018
Episode 11: Become a Champion Manager and a More Profitable Lawyer with Marcia Watson Wasserman and Andrew Elowitt
Marcia Watson Wasserman, Founder and President of Comprehensive Management Solutions, Inc., is a seasoned legal management professional with more than 25 years of experience. She provides “C.O.O. To Go”™ services to boutique and mid-sized law firms. Her expertise includes operational management reviews; management development and training; succession planning; strategic planning; retreat facilitation; and financial management. Prior to consulting, she served as Chief Operating Officer and Executive Director of several local and national law firms, including an AmLaw 200 firm.
Marcia leads monthly Managing Partners’ Roundtables for more than 50 law firms focused on elevating the legal management discussion and sharing best practices. She serves as an Associate Editor for the American Bar Association’s Law Practice magazine and is a member of the Law Practice Division’s Publishing Board. She frequently presents on law practice management topics at local, regional and nationa…
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Aug 29, 2018
Episode 10: Grow Revenue by Nurturing Client Relationships with Nathan Darling
Nathan Darling has held leadership roles in business development, client services and marketing for four law firms with 100 to more than 1,000 lawyers. He currently leads a team responsible for a wide range of client services, business development, and marketing and communication initiatives.
Nathan has served as President of the Legal Marketing Association (LMA) and in numerous other leadership roles with LMA. He currently serves on LMA’s Diversity & Inclusion Task Force and speaks regularly at legal industry events nationwide. What you’ll learn in this episode:
* How to grow revenue and further propel your law firm along the path to success.
* The evolution and growth law firm marketing has undergone in the past few years, and how this impacts business development efforts.
* How to translate the core skills you learned in law school to better serve client needs.
* How to focus your work and identify a niche industry in law that you’re truly interested in. Ways to con…
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Aug 22, 2018
Episode 9: Innovative Approaches to Business Development with Jon Mattson
Jon Mattson serves as the Director of Business Development for BakerHostetler. He is responsible for stimulating profitable revenue growth through implementing client development processes and leading a business development team of 25 professionals.
Previously, Jon was Chief Marketing and Business Development Officer at Tucker Ellis where he was responsible for revenue growth, new client generation, brand awareness and instilling a culture of client service and business development throughout the firm. Before transitioning to law firms, Jon spent most of his career in Big Four accounting, serving in a unique blend of roles including external business development with some of the firm’s largest clients, a geographic marketing leadership role and a client service/timekeeper role within a state and local tax practice.
Jon is a frequent guest speaker at the Legal Marketing Association (LMA) International Conference and LMA chapters, Legal Sales & Service Organization (LSSO) conference,…
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Aug 15, 2018
Episode 8: Implementing a Ninja Marketing Strategy to Bring in Business, with Barry Goldberg
Barry P. Goldberg was born and raised in the San Fernando Valley, and is very much a self-made success story. His Woodland Hills plaintiff’s personal injury law firm has experienced high velocity growth in the last couple of years, garnering a place on the Law Firm 500 “Fastest Growing Law Firms in the U.S.” for 2016 and 2017, and the firm is on track to make that list again in 2018. Barry believes that his sustained growth is a product of 1) great results 2) an impeccable client experience and 3) a willingness to embrace change.
Barry recognized that a shift in consumer attitudes toward lawyers found online would change the hiring of lawyers forever. His goal was just to be found by potential new clients who would benefit from his services. Barry’s approach was to compete at no or low cost. Barry recommends his “ninja” marketing approach to lawyers and law firms who are looking to keep their traditional notions of integrity, while remaining relevant to the increasingly on…
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Aug 8, 2018
Episode 7: How Every Litigator Can Become a Rainmaker, with Craig Brown
Widely recognized as an authority on building law firm clientele, Craig Brown has worked with law firms for more than 20 years in the areas of business development, training, coaching and strategy. As a former practicing lawyer, he helps lawyers use their strengths to build relationships that lead to strong books of business. Craig has developed and conducted hundreds of action-oriented seminars and workshops on business development.
Craig is a consultant with LawVision, a leading law firm strategy and growth consultancy. He is the co-developer of the Lawyer Behavior Profile™ used by hundreds of lawyers to identify and apply key business development strengths. Prior to LawVision, Craig formed and operated The Motivera Group, an independent business development consultancy for law firms and Modena Seminars, a seminar-based training company focused on law firm seminar development and training. What you’ll learn in this episode:
* Why litigators often have similar personalities to…
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Aug 1, 2018
Episode 6: Creating an Online Presence to Generate New Business, with Jason Ciment
Jason Ciment, a former attorney and CPA, launched an e-commerce website in 1996 to sell magazine subscriptions to businesses, schools and libraries. In 2003, Jason bought the e-commerce platform company that ran his magazine business and started licensing the shopping cart platform to businesses that wanted an online store.
In 2008, he put his years of Search Engine Optimization (SEO) experience to work for others by launching GetVisible, a consulting firm to help e-commerce clients drive traffic to their websites. The company later expanded into other channels such as law firms, manufacturers and nonprofits. Jason oversees GetVisible and works to ensure consistent and high-quality work on every project. It is his goal to stay at the forefront of web design trends as well as internet marketing technology opportunities. What you’ll learn in this episode:
* The importance of investing in public relations, SEO, and social media marketing and engagement for small and large firms to g…
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Jul 25, 2018
Episode 5: From the Outside Looking In: Getting Hired by In-House Counsel, with Jaimala Pai
Jaimala Pai is Principal Legal Counsel at Medtronic, where she provides legal support across all business groups within the enterprise on a broad range of health law matters, including new business models, fraud and abuse issues, and value-based health care arrangements.
Prior to joining Medtronic, Jaimala was Senior Counsel for Coloplast Corp.; Senior and Associate General Counsel at UnitedHealthcare; corporate counsel at Northwest Airlines, Inc. and in private practice at Faegre & Benson, LLP. After graduating from the University of Denver and the University of Minnesota Law School, she served as a judicial clerk on the Minnesota Court of Appeals. What you’ll learn in this episode:
* How to break into large companies that tend to have preferred provider networks, or a series of closed networks of law firms.
* How to get in front of the right people who are the true decision-makers within an organization.
* The importance of highlighting your areas of expertise on your websi…
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Jul 18, 2018
Episode 4: Ask for What You Want – Be Proactive in Your Legal Career, with Olivia Goodkin
Olivia Goodkin is an employment law attorney with decades of experience representing clients and companies on a variety of issues, and has served as head of the employment law practice groups at two prominent law firms. She now represents clients as a neutral investigator of employee complaints, including sexual harassment, racial or other bias, misuse of corporate funds, threats of violence and other workplace issues. Her ability to determine witnesses, credibility, and to uncover all the relevant facts surrounding an employee complaint comes from her background as a trial attorney in state and federal courts and before arbitrators and administrative officers. What you’ll learn in this episode:
* How the legal profession has changed since the era when it was dominated by the "Greatest Generation" attorneys
* Why certain practice areas offer greater opportunities for women
* Why women attorneys still have a generally higher level of guilt about how their performance is evaluat…
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Jul 11, 2018
Episode 3: It’s Chambers Season: What You Need to Know with Megan Braverman
Megan Braverman, Principal of Berbay Marketing & PR, has an exceptional reputation as a strategic asset for law firms and other professional service firms. She is known for her ability to execute marketing programs that surpass business goals by immersing herself in clients’ operations, identifying what sets them apart from their competition and leveraging this to create countless PR opportunities, generate awareness and reinforce credibility. Within this, Megan works closely with individual attorneys and law firms to navigate the Chambers & Partners process, which includes crafting compelling submissions that get noticed. She has been instrumental in attorneys receiving top rankings. What you’ll learn in this episode:
* How the Chambers submission process works, a breakdown of the nomination and the importance of each section.
* Why you need to follow, not tailor, the nomination form when describing cases or deals, and how to best highlight key aspects of the matter.
* How…
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Jun 27, 2018
Episode 2: How to Create a Law Practice You Love and Accelerate Results with Linda Feinholz
Linda Feinholz is a business-building expert, author and speaker who shows entrepreneurs and small business owners how to accelerate results and create a business they love. With more than 18 years of experience consulting with professional service firms in multiple industries, Linda breaks through the “same old thing” thinking and “copycat” positioning that often plague professionals who are brilliant technical specialists, but not as skilled in rainmaking. Linda’s clients have included mega-firms whose partners are well-recognized in their specialty; regional firms whose management needs to position the second generation; and experienced sole practitioners who have left larger firms to go out on their own. What you’ll learn about in this episode:
* Why it’s critical to step back and look at the big picture to determine your vision for your business and your life.
* What the next step is toward business development after defining how your profession fits into your l…
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Jun 4, 2018
Episode 1: Lawyers, Listen Up: 5 Keys to Being a Happier, More Productive Lawyer, with Judith Gordon
Judith Gordon, founder of LeaderEsQ, is an attorney-coach and lecturer at UCLA School of Law who transitioned from practicing law into coaching to focus on equipping lawyers with the mental fitness and performance tools they need to thrive in practice and in life. She trained in emotional intelligence coaching with the Institute of Social and Emotional Intelligence and in mediation at the Straus Institute for Dispute Resolution. Judith was director of marketing and professional development at a mid-sized law firm for close to a decade. She works with lawyers to create a personalized, holistic approach to building a sustainable career. Judith writes and presents regularly at law firms and conferences on performance, and being a healthy, happy, high-achieving professional. What you’ll learn about in this episode:
* What it means to be a “whole lawyer,” and why it is important
* Why multitasking isn’t effective and how it can actually hurt your productivity rather than help i…
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