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Podcast: 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 navigate complex financial, operational and governance issues. Her services include: grants and foundation management; strategic plans and implementation; board development, training and retreats; succession plans and implementation; and back office management, among others.

What you’ll learn in this episode:

  • Why it’s important to have one or several attorneys on a nonprofit’s board of directors and the types of practice areas that can be helpful.
  • How Benevolent Vision matches attorneys with paid and volunteer positions in nonprofits.
  • How sitting on nonprofit boards can boost an attorney’s career and help build their practice.
  • How Benevolent Vision works with clients and why they choose to primarily focus on tax-exempt family foundations and corporations that are working on creating a social impact.

Additional resources:

Podcast: 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 competition.
  • What a Net Promoter Score (NPS) is, and how the score can offer a clearer picture of client satisfaction.
  • How to best communicate and follow up with staff on projects, particularly millennials.

Additional resources:

Podcast: 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.

What you’ll learn in this episode:

  • Why a great marketing initiative doesn’t need a massive budget or a huge team to be successful.
  • Why non-legal sales training is an incredible resource for legal marketers.
  • The two critical documents lawyers can create to better build relationships.
  • Why Silvia is preparing to launch a new business development and networking resource for women lawyers and other professional women.
  • Significant trends in legal marketing.

Additional resources:

Podcast: 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 program.

Kim is also a Senior Advisor and Faculty Member for Ackert Inc., the company behind the award-winning business development training platforms for professional service firms. Since working with Ackert Inc, Kim has personally facilitated over 100 training sessions with lawyers at both the senior associate and partner level. She also led the development and implementation of the Managing Partner Institute and Women Leaders Forum (now Diversity in Leadership Forum), comprehensive professional development programs that provide the insights, management principles and framework essential for effective law firm leaders.

Kim has been a featured speaker at the Marketing Leader Roundtable and the First Chair Roundtable, peer forums for CMOs from law firms across the country. Currently, Kim serves on the Economic Development Committee for the Town of San Anselmo where she works with the town’s governing body, merchants and community members to develop action plans for programs to help invigorate economic well-being.

What you’ll learn in this episode:

  • What leadership and career development challenges women in law face in, and the tools they can use to overcome and advance.
  • How Key Group works with law firms to develop, launch or implement a project or initiative.
  • Why the Women Leaders Forum became the Diversity in Leadership Forum (DLF).
  • How the Diversity in Leadership Forum trains diverse lawyers to lead more effectively.
  • How the #MeToo movement has given a voice to those who didn’t previously feel they had one.

Additional resources:

Podcast: 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. He also spoke at the State Bar of California Annual Convention for 19 consecutive years.

What you’ll learn in this episode:

  • Why selling is a learnable skill.
  • Why firms should consider hiring an external business development coach rather than using internal staff.
  • What it means to build a strong community of allies and sell with honor.
  • Recommendations for lawyers who feel stuck in their business development.
  • How the BizDevCoach app works and how it positions lawyers for success.

Additional resources:

Podcast: 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 company board seats, with an emphasis on diversity.

Previously, Catherine held senior client relations roles at DLA Piper and JAMS. With more than 20 years of experience in professional services sales, she has built a reputation as a “super-connector” throughout the legal, tech and financial services industries.

What you’ll learn in this episode:

  • How the Client Officer role differs from that of the sales team.
  • Why law firms are employing market-facing sales executives as a part of their client relations strategies.
  • What professional qualities are important for success in the Client Officer role.
  • How to build better relationships with clients.
  • Trends in the legal industry and why it’s positioned for continued growth.

How to contact Catherine Zinn:

Podcast: 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 Client Forum (EIBTM event of the year), The Luxury Law Forum with The New York Times, and many more.

Mark sold Legal Week to Incisive Media and launched Europe’s first consumer law firm comparison platform. He also acquired The European Lawyer and European Lawyer Reference, which he then sold to Thomson Reuters. Additionally, he launched Procurelaw, the cloud-based global tendering platform for legal services, which he sold to Elevate in the U.S. In 2012, he acquired Legal Day and united it with The European Lawyer.

Highly experienced in digital and technology solutions, joint ventures, partnerships, events and new launches as well as private equity, fundraising and M&A, Mark is a regular speaker and commentator on these topics.

What you’ll learn in this episode:

  • What technological investments Chambers and Partners is making to help lawyers and clients better understand the market.
  • How Chambers and Partners is developing its data analytics efforts and using this to provide benchmarking information for legal departments.
  • Why Chambers and Partners is expanding globally, including opening offices in New York and Brazil.
  • How Chambers and Partners encourages submissions from small and medium-sized law firms.

How to contact Mark Wyatt:

Podcast: 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 County Daily Report’s Top Atlanta Legal Marketers.

Erin is a longtime member of the Legal Marketing Association (LMA) and has held numerous board positions in the organization. Most recently, she served as Co-Chair of the 2019 Annual Conference Committee.

Andrew Laver is a Business Development Manager with Buchanan Ingersoll & Rooney PC. He is responsible for the business development efforts of the firm’s Labor & Employment, Benefits & Immigration and Tax Sections and is based in the Philadelphia office.

Prior to Buchanan Ingersoll & Rooney, Andrew led business development for McCarter & English LLP’s Bankruptcy & Restructuring and Insurance Coverage practice groups, with secondary responsibility for regional and geographic-specific marketing efforts, brand recognition and increased visibility for the firm’s 40+ attorneys, resident in the Philadelphia and Wilmington offices.

Andrew is very active in the Legal Marketing Association (LMA) and recently served as Co-Chair of the 2019 Annual Conference Advisory Committee. Additionally, he was President of the Metropolitan Philadelphia Chapter in 2014; joined the Governance Committee in 2015 where he served as Co-Chair from 2017-2018; served as Co-Chair of the 2nd Annual Philadelphia Conference in 2016; and served on the 2017 Annual Conference Advisory Committee.

What you’ll learn in this episode:

  • Erin and Andrew’s separate paths that led them to a career in legal marketing.
  • How they became involved in the Legal Marketing Association and came together as co-chairs of the 2019 Annual Conference.
  • What goals they had for the conference and the strategies they implemented to accomplish those goals.
  • The extra steps they took to invest in the presenters and ensure the presenters were positioned for success.
  • Advice for conference organizers in planning a major conference.

Ways to contact Erin:

Ways to contact Andrew:

Additional resources:

Podcast: 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 in Law Empowerment Forum, LLC; served as the Co-Chair at the 2010 Annual Conference for the Legal Marketing Association (LMA); served as a member of the Board of Editors for LMA; contributed as a leadership columnist for “Marketing the Law Firm;” and is a former member of the Education Committee of LMA.

What you’ll learn in this episode:

  • The three aspects of law firm culture shift – diagnostic, tactical, holistic.
  • How to identify the “blood-sucking” nature of culture-killers and steps to overcome these obstacles.
  • Why “compensation perception disorder” and fear of failure are major issues at law firms.
  • Why you should track “progress measures,” and not revenue or billable hours to make a culture shift.
  • Why a law firm must go beyond retreats to create a shift and implement systems for accountability, tracking and reminders.

How to contact David Freeman:

Berbay Marketing & PR

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