Business Development for a New Legal Ecosystem

This book deals with the immediate effects of the COVID-19 pandemic  and the ways in which is immediately transformed the delivery of legal services, and examines how business development will change in the new legal ecosystem that will follow.

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Details

  • Publication date: July, 2020
  • Pages: 150
  • ISBN: 978-1-78358-398-0

Description

Pandemics bring the world to a standstill.

All economies are based on confidence, yet during and after a pandemic, uncertainty and fear abounds. The entire professional services sector the world over – which includes law fi rms, accounting firms, brokerages, consulting firms, etc. – are cash-based, people-centric, and relationship-driven businesses.The rapid changes to relationships – both professional and personal – caused by a pandemic are structural and deep.

The definition of “business as usual” is altered, and all professional services providers need to adapt and change quickly to respond to the new ways that employees, clients, and everyone else will behave, communicate, buy, and use their services in the future. The speed at  which information travels will not slow down.

Business Development for a New Legal Ecosystem is split into two parts – the first deals with the immediate effects of the COVID-19 pandemic in 2020 and the ways in which is immediately transformed – and is continuing to innovate – the delivery of legal services. The second looks to the future, examining how business development will change in the new legal ecosystem that will follow.

 

 

 

Contents

Part I: Business development in a time of global crisis

Chapter 1: Lessons from the 2020 global economic crisis

By Julie Savarino, chief client experience and value offi cer at Business Development Inc.

Chapter 2: Distance development – how to develop an in-person feel to your business development efforts in a time of extended physical distancing

By Michelle Murray and Yolanda Cartusciello, PP&C Consulting

Chapter 3: Timeless principles, updated delivery

By Sally Dyson, founder, Firm Sense

Chapter 4: The ideal client – why it matters more than ever to measure

By Mary Juetten, founder and CEO, Traklight

Chapter 5: The voice of the client

By Nat Slavin, Wicker Park Group

Chapter 6: Visible networking in an invisible workplace

By Debbie Epstein Henry, founder, DEH Consulting, Speaking, Writing

Chapter 7: Using virtual tools in a virtual world

By David Freeman, CEO, David Freeman Consulting Group

Chapter 8: Virtual networking for lawyers – an indirect advantage for female professionals?

By Pam Loch, Loch Associates

 

Part II: Business development in the new normal

Chapter 9: The need for solid decision-making

By Nika Kabiri, Kabiri Consulting

Chapter 10: Overcoming Inertia: Creating a Successful Business Development Culture During a Crisis

By Merry Neitlich, EM Consulting

Chapter 11: Mapping the client journey in the new normal

By Yolanda Cartusciello, PP&C Consulting, and Bob Robertson

Chapter 12: Antitrust

By Natasha Innocenti, partner, Macrae Inc.

Chapter 13: Reinventing and revitalizing careers

By Ian White, Sherwood PSF Consulting

Chapter 14: Law firm constitutions in the post-pandemic era

By Rachel Khiara, Khiara Law

Chapter 15: Selling innovation is not easy, but necessary

By Lucy Bassli

Chapter 16: Business development at a safe social distance

By Keri Norris, chief legal officer, LegalShield, and Wayne Hassay, managing partner, Maguire Schneider Hassay LLP

Chapter 17: Expanding the legal ecosystem – the cross-functional team

By Catherine Alman Macdonagh

Full Overview

Authors

Yolanda Cartusciello
Yolanda Cartusciello has served in senior administrative leadership roles in major law fi rms for more than 20 years, including Debevoise & Plimpton and Cleary Gottlieb. She has led marketing teams, designed business development and media strategies, and implemented client development programs. She has been the chief architect of profi le enhancement strategies, perception studies, branding exercises, comprehensive client interview programs, and practice and lateral partner rollouts. She has adapted the customer journey mapping technique for use by law fi rms, and has trained and advised fi rms on its use. She is a frequent lecturer and author on client journey mapping and the customer experience. Yolanda has also created business development and communications training and coaching programs for lawyers at all levels.
Michelle Murray
Chief marketing officer at Cahill Gordon & Reindel LLP
Sally Dyson
Director of Firm Sense Limited, a specialist consultancy providing client relationship evaluation and advice for law firms
Debbie Epstein Henry
Debbie Epstein Henry is an expert, consultant, best-selling author, and public speaker on careers, workplaces, women and law. She is the Founder of DEH Consulting, Speaking Writing that consults to companies, firms, non-profits and individuals. She wrote two ABA best-selling books, Law & Reorder (author, 2010) and Finding Bliss (co-author, 2015) and her work has been featured by hundreds of news outlets including The New York Times, NBC Nightly News and The Wall Street Journal.  Debbie built a network of over 10,000 US lawyers and co-founded Bliss Lawyers, a majority women-owned company that employs lawyers to work in-house and at law firms. She is the recipient of numerous awards including the Anne X. Alpern Award and being named among the Philadelphia Business Journal "Women of Distinction.”
Pam Loch
Pam Loch, managing director, Loch Associates - When Pam Loch first founded Loch Associates Group in 2007, she saw it as an opportunity to support businesses with quality employment law advice and HR support running alongside each other. Leaving behind a successful career, Pam knew that SMEs often struggled to get access to the level of support they needed to effectively manage their staff. Pam wanted to provide this support for them. As the business developed she realized that there were wider opportunities to provide organizations with solutions to help them manage and look after their people.
Nika Kabiri
Nika Kabiri is an expert on consumer research and insights, especially in the legal space. For more than three years, Nika has led a wide range of strategic studies to better understand legal consumers – who they are, what they need, and how lawyers might be helping or failing them. Nika is currently VP at Lux Insights, a market and consumer insights firm specializing in social and consumer behavior.
Merry Neitlich
Merry Neitlich is the founder and managing partner of EM Consulting, a leader in law firm marketing and business development solutions. With over 25 years of experience, Merry provides clients with tools to grow relationships and successfully identify, court and convert targets into clients. She consults with law firms wishing to overcome resistance and implement successful legal operations programs. Merry has extensive experience coaching attorneys in business development in order to grow their practices. She has interviewed hundreds of in-house counsels across the country for law firm clients in order to enhance relationships and client satisfaction. Merry offers training programs in business development, legal operations, client retention and satisfaction programs. In 2017, Merry was inducted into the LMA Hall of Fame and was inducted into the College of Law Practice Management in 2012.
Natasha Innocenti
Natasha Innocenti is a partner with Mlegal Group, Inc. Natasha has over 20 years of experience in placing successful law firm partners across most practice areas and has helped open California offices for ten AmLaw 100 and 200 law firms. While her practice is not restricted to the Bay Area, her extensive experience in the region has enabled her to gain expertise in technology and life sciences related practices. She also regularly represents groups and understands how to advocate for groups practicing together. Over the years, Natasha has developed a robust practice representing lawyers moving from government service to private practice, including representing high level government attorneys out of the Department of Justice and the United States Attorney’s office with expertise in antitrust, white collar, securities enforcement and privacy/cyber security. Natasha knows that advocating for government attorneys moving to private practice requires a different skill set and an excellent reputation for your best outcome. About 40 percent of Natasha’s practice is representing women partners. Because of her extensive work in the advancement and empowerment of women lawyers, Natasha understands the challenges women partners face and the competitive importance for fi rms to retain and recruit top women partners. Natasha has written and spoken extensively about the gender gap in law firm partner compensation and related issues.
Ian White
Ian White has been the chief legal officer and/or company secretary for both listed and major private companies. This has led to developing an expertise in corporate governance and working with boards on effectiveness and performance. He has been involved in a number of board evaluations, both internally and externally. Ian now works as a consultant both on an interim and specific assignment basis. Over the last two years he has undertaken a number of board evaluations for FTSE 100/250 companies, as well as for private organizations. In addition, in 2016 he spent six months as an internal governance consultant for a FTSE 100 International Bank working on board effectiveness and governance matters generally for the Holdings Board. In the corporate world, Ian spent the majority of his time in the financial services sector (principally asset management) with roles such as group legal counsel/ company secretary of Perpetual, interim chief legal officer for Openwork Limited (formerly Allied Dunbar), and interim chief legal officer in the UK for Allianz Global Investors. Ian has also worked in other sectors and was group general counsel/company secretary of the Wilkinson Group. He is also a member of Sherwood psf Consulting.
Rachel Khiara
Rachel Khiara Rachel Khiara, Principal at Khiara Law LLP, is a pre-eminent advisor in the professional practices sector, working with leading and niche firms, and new entrants into the legal services sector on a wide range of constitutional, financial and structuring issues.
Wayne Hassay
Wayne Hassay began private practice in 1991 as a civil litigator and is now the managing partner of Maguire Schneider Hassay, LLP, in Columbus, Ohio. He serves on the Board of Directors of the American Bar Association affiliated Group Legal Services Association for the 2019-2021 term. His law firm serves as a provider firm for the legal service plan, LegalShield. As managing partner of MSH, his mission is to bring innovation and technology to the practice of law for the benefit of clients. The philosophy is to broaden access to justice by using technology in a way that helps clients afford the legal services they need. Wayne believes this will achieve the best possible result for his clients, while making their experience as stress-free as possible.
Catherine Alman MacDonagh, JD
Catherine is a former corporate counsel and law firm executive. She now teaches and provides training and consulting services with a focus on marketing and business development, strategy, process improvement, project management, and operational and process excellence. In her practice, FIRM Guidance, she serves as “trusted advisor to the trusted advisors,” whether training, coaching, or developing competitive advantages. She is also Chief Enthusiasm Officer of Mocktails LLC, which offers experiential networking training programs, including The Legal Mocktail. A Legal Lean Sigma® Black Belt and a certified Six Sigma Green Belt, Catherine is the CEO and a Founder of the Legal Lean Sigma Institute, which offers consulting and the first and only process improvement and project management certifications, courses, and workshops designed specifically for the legal profession. Catherine is an adjunct professor at Suffolk Law School and at George Washington University (Master’s in Law Firm Management) and a frequent guest lecturer at other academic institutions. She is the author of Lean Six Sigma for Law Firms and the co-author of The Woman Lawyer's Rainmaking Game and The Law Firm Associate's Guide to Personal Marketing and Selling Skills. She is a contributing author to six books: Redefining Matter Management: A Best Practice Guide to Improving Processes and Profitability; The Lawyer’s Guide to Project Management; The Bigger Picture: Driving Client Value Through Collaboration; The Lawyer’s Guide to Process Improvement; and The Procurement Handbook. Catherine is a founder of both the Coalition of Professional Services Providers and the Legal Sales and Service Organization, which presents the annual LSSO’s RainDance Conference. Honors and awards Catherine has received include: Fellow, College of Law Practice Management; Legal Marketing Association Hall of Fame (the association’s highest honor); Boston Business Journal’s 40 Under 40; two years on the prestigious MLF 50 (Marketing the Law Firm Top 50) List; and several Legal Marketing Association Your Honor Awards. 
David H Freeman
David H Freeman, JD, a former lawyer and now CEO of the David Freeman Consulting Group, has helped thousands of managing partners, group and department leaders, partners, counsel, and associates become better leaders and rainmakers in hundreds of law firms world-wide. For nearly two decades, he has worked with over one-third of the AmLaw 200, and in 2013, for the second consecutive year, he was recognized as the best law firm business development and coaching service provider in a National Law Journal survey. He is an internationally acclaimed speaker who presents at law firm retreats, law firm networks, international, national, and regional conferences, LMA and ALA chapter meetings, bar association meetings, and law schools.  David’s main areas of practice include leadership training and coaching; business development training and coaching; accelerated cross-selling; client service training and planning; retreat design, facilitation, and speaking; and business development culture assessments. He was Co-Chair of the Legal Marketing Association’s 2010 Annual Conference, he has written a unique book for law firm leaders called Weekly Reminders for Revenue-Focused Leaders, and he is a co-author of Law Firm Marketing Leaders: Tips from a Collection of Experts. He also wrote an on-going leadership column for American Lawyer Media’s newsletter, Marketing the Law Firm, and he has authored many other articles on the revenue-related aspects of management, leadership, service, strategy, and business development for most of the major legal publications. David also produces practical video tips focused on leadership and business development, he has developed a DVD-based personal rainmaking system for lawyers called CMOplaybook®, and he created a business development culture assessment tool for law firms called Culture Xray®. David can be reached via email at the consulting group.
Keri Coleman Norris
Keri Coleman Norris joined LegalShield, formerly Pre-Paid Legal Services, Inc., as its fi rst general counsel in 2003. Today, as chief legal offi cer, she manages the company’s corporate legal matters, government and regulatory affairs, and oversees delivery of the company’s core product offering, legal services, and a network of over 40 independent law fi rms. Keri earned her BA in English in 1994 from Oklahoma City University, summa cum laude, and her JD in 1997, also summa cum laude, from Oklahoma City University School of Law. Keri joined LegalShield after working as a litigation attorney for Crowe & Dunlevy, PC in Oklahoma City, and Hunton & Williams, PC in Raleigh, North Carolina. A member of the American Bar Association, and the Oklahoma and North Carolina Bar Associations, Keri served as chairman of the ABA’s Standing Committee on Group and Prepaid Legal Services and serves on the Board of Directors for the Group Legal Services Association. A two-time nominee for Oklahoma’s Woman of the Year “Fifty Making a Difference”, Keri serves on a variety of local and state nonprofi t boards, and was elected in 2015 to the Ada City Schools Board of Education.
Lucy Endel Bassli
Lucy Endel Bassli is assistant general counsel, legal operations and contracting corporate external and legal affairs at the Microsoft Corporation. Lucy joined the legal department of Microsoft in 2004, providing legal support to the central procurement organization globally and across all lines of business at Microsoft. She focused extensively on complex and global outsourcing contracts and gained firsthand experience in outsourcing by engaging an outsourced legal services provider (LPO) to assist her with high-volume contract transactions. She has launched a new ‘managed services’ engagement with law firms and most recently moved into the office of the president to expand legal shared services and implement operational improvements. She oversees Microsoft’s legal operations and a centralized contracting office, specializing in process efficiencies and automation.
Natasha Innocenti
Natasha Innocenti is a partner with Mlegal Group, Inc. Natasha has over 20 years of experience in placing successful law firm partners across most practice areas and has helped open California offices for ten AmLaw 100 and 200 law firms. While her practice is not restricted to the Bay Area, her extensive experience in the region has enabled her to gain expertise in technology and life sciences related practices. She also regularly represents groups and understands how to advocate for groups practicing together. Over the years, Natasha has developed a robust practice representing lawyers moving from government service to private practice, including representing high level government attorneys out of the Department of Justice and the United States Attorney’s office with expertise in antitrust, white collar, securities enforcement and privacy/cyber security. Natasha knows that advocating for government attorneys moving to private practice requires a different skill set and an excellent reputation for your best outcome. About 40 percent of Natasha’s practice is representing women partners. Because of her extensive work in the advancement and empowerment of women lawyers, Natasha understands the challenges women partners face and the competitive importance for fi rms to retain and recruit top women partners. Natasha has written and spoken extensively about the gender gap in law firm partner compensation and related issues.
Nathaniel Slavin
Nat Slavin is a founder and partner in the Wicker Park Group. He regularly advises law firms on client service strategies and has conducted client feedback interviews with more than 500 clients on behalf of law firms. He also leads law firm client teams, trains lawyers on all aspects of building client loyalty, and advises individual lawyers on leadership and client development. He has authored more than 100 articles and frequently speaks on client service, client loyalty, and trends in the legal industry. He served as publisher of InsideCounsel and held various editorial and management positions at the company from 1992–2006. Nat is an elected fellow in the College of Law Practice Management and a Legal Marketing Association (LMA) Hall of Fame Inductee. He served as president of International Board of Directors LMA in 2007 and as a board member from 2003–2007 and is the 2017 president of the West Region. He has served on the board of directors for Across the Table, Open Books, Poder Learning Center, and Shift Worldwide.
Mary E. Juetten
Mary E. Juetten, CA, CPA, JD is founder and CEO of Traklight, and has dedicated her more than 30 year career to helping businesses achieve and protect their success. Mary serves on the Group Legal Services Association Board and is an Access Advocate for LegalShield. In 2015, Mary co-founded Evolve Law, an organization for change and technology adoption in the law. She was named to the ABA’s Legal Technology Resource Center 2016 Women in Legal Tech list and the Fastcase 50 Class of 2016.
Julie Savarino
Julie Savarino is a leading expert in business and client development, and client experience, value, and service. During her 30-year career she has helped many law fi rms, lawyers, and other professional services firms and providers to develop signifi cant new business and measurably enhance client satisfaction and value. Julie is a top-100 thought leader on LinkedIn, holds a JD and MBA, and devotes pro bono time to support diversity, inclusion, veteran-related, charitable, and community causes. She currently serves as chief client experience and value officer at Business Development Inc., https://busdevinc.com.

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