LSSO Leader - Inspiring Stories: Jenna Schiappacasse

For a few years now, LSSO (Legal Sales and Services Organization, Inc.) has been on my radar as it aligns directly with the purpose behind launching Edwards Advisory: providing innovative business development strategies and service excellence. This year, I was asked to co-chair their Editorial Board. In addition to helming our kickoff meeting last week, I authored our first executive board profile of the year featuring Jenna Schiappacasse, Director of Client Development & Strategic Growth at Jenner & Block.

I wanted to kick off the series with Jenna not only because she’s an exceptional leader and wonderful person, but also because her journey to success can inspire others carving their own paths. Below are a few highlights from her story:

What is one initiative that you believe can make traditional business development professionals be perceived as true revenue enablers?

“After being promoted to director of business development and working with lawyers on business plans, coaching, and building pipelines, I realized the firm would benefit from a true client feedback program. This transformation established me as a key player in strengthening client relationships and demonstrated the real value I could bring to the firm.”

Tell us a little bit about your client-facing role. How did you go about bringing in business and how were you compensated for doing so?

“I would hand a warm lead to the lawyer, and once they were engaged, I would stay connected to the client as a catchall – some might say an account manager – answering legal operations-type questions, connecting the client to the right person in finance or other departments, or responding to those, ‘do you have anyone who can do this or that’ work-type inquiries.’ In addition to salary, I was able to negotiate a compensation arrangement for the new clients or new matters I brought in via my influence on the end result.”

To read Jenna’s full profile, click here.