What do you love most about what you do?

“Demystifying marketing and business development for attorneys. It can seem like this nebulous thing to attorneys who go to school to learn about the practice of law and then all of the sudden have to generate business. Seeing that light bulb come on when the tactics start to make sense –even more so when there is a conversion of new business – is such a rewarding experience.”

Q: What is your motto?

A: Clear eyes, full hearts, can’t lose.

In this session, we will share techniques to establish and deepen client relationships to grow business. In addition, they will offer insight on the importance of meaningful client relationships and what techniques can be used to deepen those relationships with business growth in mind.

This article provides tips on making the most of networking, including preparing, keeping your eyes up, listening intently, the importance of follow-up and more.

“It is safe to say that client service is one of the critical, few differentiators to be found in a crowded legal marketplace. Regardless of whether your firm has a functioning client team, marketing and business development professionals can drive initiatives to get closer to clients and grow relationships.”

How do you earn a seat at the table?

Get to know the firm’s power players and volunteer for projects where you’ll have the opportunity to interact with them. One piece of advice? Show up. Coming out of COVID, being present is more important than ever.

What are three key steps to improve, differentiate and position a law firm?

The first is to understand the firm's strengths and weaknesses. The second is to understand the work that is done and the lawyers that do it. Both points 1 and 2 can be achieved by sitting down with key stakeholders to find out more about what they do and what they think about the market as a whole. The third is to take advantage of that information to favorably position the firm. There are many options, but talking to attorneys will help define priorities.