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Podcast: 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 roles with two of the world’s largest law firms, DLA Piper Global Law Firm and Baker McKenzie.

What you’ll learn in this episode:

  • The characteristics of a trusted advisor and how to become one to clients.
  • How to evaluate which clients you should invest in long-term as a trusted advisor.
  • What can damage or destroy a trusted advisor relationship, and how to avoid this.
  • Trends in the area of trusted advisor relationships over the years.

How to contact Jan Anne Dubin:

Podcast: 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 business development training should start early-on as a young associate.
  • How to position business development coaching and training as a benefit, rather than an indicator that something is wrong with performance.
  • Why coaching and business development training is just as important for small law firms as it is for larger firms.

How to contact Doug Ott:

Podcast: 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:

Podcast: Delivering First-Rate Service with a Client Relations Director

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 industry without having a law degree.
  • Keys to managing client relationships as well as cultivating new relationships, and how to coordinate business development efforts with firm attorneys.
  • How you can successfully work in an extrovert-oriented role even if you are naturally an introverted person.
  • What traits and skills you should look for when recruiting new marketing and business development team members.
  • How to maximize your involvement industry associations to foster new relationships and solidify existing ones.

How to contact Michael Janovici:

Podcast: The Steady Approach to Firm-Wide Changes

Sheenika S. Gandhi is the Director of Marketing and Business Development at Payne & Fears LLP in the firm’s Irvine, California office. 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.

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 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 time” with your attorneys, and how to do it.
  • Why it’s important to track and chart your interactions with your clients to follow the “life cycle” of the relationship.
  • How to encourage your attorneys to step out of their comfort zone regarding social media and other new technologies.
  • How to methodically change firm culture to help lawyers and management adapt to change.

How to contact Sheenika Gandhi:

Website: www.paynefears.com
LinkedIn: https://www.linkedin.com/in/sheenikashah/
Twitter: @sheenikashah

Podcast: A General Counsel Shares How to Earn His Business

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 legal career.

How to contact Matt Nolan:

Podcast: Opening and Closing the Deal with Sales Professionals

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 similar.
  • Why law firms have been historically reluctant to hire marketing and business management executives from one of the Big Four firms.
  • Why law firms have been slow to accept front-line business development.
  • How the accounting and marketing fields have changed in recent years, and how law firms can adapt to be more competitive.
  • Why networking, building continuing relationships and communicating with existing clients are important to marketing growth.

How to contact Brenda Pontiff:

Podcast: 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 without having a background as a lawyer.
  • How to approach your lawyers and get them on board with marketing by delivering value to their practice.
  • How lawyers can build relationships with prospective clients to generate new business.
  • Why many law firms lack a command-and-control structure and how it can be addressed.
  • Why it’s more difficult to convince law firm leaders to market the firm during stable economic times and how to overcome this.

Ways to contact Greg:

Podcast: The Future of Law Firm Marketing & Business Development

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.

Ways to contact Beth:

Berbay Marketing & PR