Podcast: Establishing Trust and Rapport with Internal and External Clients

Erika LaCerda 8.53.51 AM

Episode 57

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 manager and legal advisor on matters in state and federal venues. In addition, she has built a career in public service and politics as an administrative law judge.

What you’ll learn in this episode:

  • How Warner Norcross + Judd structures its business development model and refers clients within the firm.
  • How to develop client relationships and gain trust to retain them for the long term.
  • How Erika builds trust and rapport with internal staff and lawyers to ensure success.
  • The ideal characteristics of professionals working in business development for law firms.
  • Trends in legal services and business development, and best practices to effectively adapt to these changes.

Additional resources:

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