Speaking

I am a regular speaker at industry conferences and law firm retreats, typically addressing the following topics:

  • Changes in the legal profession and the impact on the business and the practice of law
  • Legal Project Management, business process improvement and alternative fee arrangements
  • Marketing and business development techniques that generate new work and customer loyalty
  • Consultative selling in a law firm environment
  • Technology supporting marketing and business development
  • The use of social media to generate visibility and demonstrate credibility

In my presentations I adhere to the following guidelines:

  1. I do not sell from the podium. Ever.
  2. To educate and inspire an audience, I often make provocative statements.
  3. I prefer to engage my audience in an interactive dialog rather than merely talk at them.
  4. I don’t rely on Powerpoint to get my message across.

 

Upcoming Events:

    • January 2012, Marketing Partner Forum, “The Evolving Role of the Managing Partner/Marketing Partner”
    • February 2012, Minneapolis: “Social Media for Marketing, Business Development and Competitive Intelligence”
    • February 2012, Chicago: “Social Media for Marketing, Business Development and Competitive Intelligence”
    • March 2012, Washington, DC: “Social Media for Marketing, Business Development and Competitive Intelligence”
    • March 2012, Boston: “Social Media for Marketing, Business Development and Competitive Intelligence”

 

*To inquire about a speaking engagement, please contact me here.

Following is a selection of my presentations and speeches in recent years. To protect confidentiality, I have omitted references to dozens of private law firm retreats at which I have presented.

  • College of Law Practice Management, Futures Conference, Chicago, October 2011: “Law Factories vs. ‘Bet the Farm’ Firms”
  • Legal Marketing Association, Midwest Conference, Chicago, September 2011: “Measuring the ROI of Business Development and Marketing: Even if it’s Possible, Does Anyone Care?”
  • ILTA Annual Conference, Nashville, August 2011: “Successful IT Management in Small and Mid-Sized Firms: Learning from the Practices of AmLaw 100 CIOs”
  • ILTA Annual Conference, Nashville, August 2011: “Breaking Strategic Groups out of IT”
  • Legal Marketing Association, Atlanta City Group, August 2011: “Legal Project Management”
  • Hubbard One Briefing, London, June 2011: “Legal Marketing: The Shape of Things to Come”
  • Legal Marketing Association, Columbus Chapter, May 2011: “Legal Project Management: Fad or Fantasy?”
  • Legal Marketing Association, Cleveland Chapter, May 2011: “Legal Project Management: Fad or Fantasy?”
  • Meritas Annual Conference, Montreal, May 2011: “Legal Project Management Defined”
  • Legal Marketing Association Annual Conference, Orlando, April 2011: Roundtable moderator “Improving Relationships with Vendors”
  • Legal Week “Audience with…” Series, London, March 2011: “An Audience with IT Directors; the future of Law Firm IT.”
  • Professional Services Marketing Group (PSMG) Breakfast Briefing, London, March 2011: “The Client-Centric Marketer.”
  • Legal Marketing Association, Minneapolis chapter, March 2011: “Sales Strategies for Law Firms in the Next Decade.”
  • Marketing Partner Forum, Scottsdale, Arizona, January 2011:  “Industry-Focused Sales & Marketing:  Strategies for Success” and “Process Improvement and Project Management:  Best Practices for Delivering Consistency and Results.”
  • Association of Legal Administrators, Region 1 Conference, Long Branch, NJ, October 2010: “The Role of Administrators in Addressing the ACC Value Challenge.”
  • College of Law Practice Management Futures Conference & Symposium, Washington, DC, October 2010: “Social Media: the Ultimate Business Development Tool or a Huge Waste of Time.”
  • Hubbard One 6th Annual Innovation Forum, Greensboro, GA, October 2010: Event host
  • Professional Services Marketing Group (PSMG) 15th Annual National Conference, London, UK, October 2010: “Question Time Debate: Ask the Experts.”
  • Chilli IQ 2nd Annual Global Managing Partners Summit, London, UK, September 2010: “Law Firm Evolution and the New Path to Profitability: Best Practices for Legal Project Management.”
  • Lex Mundi Managing Partner Roundtable, New York, NY, June 2010: “Maximizing Alternative Fees”
  • Lex Mundi Advanced Leadership and Management Roundtable, Caribbean Region, Port of Spain, Trinidad, June 2010: “Legal Project Management Workshop”
  • Philadelphia Bar Association Leadership Retreat, Atlantic City, January 2010: “Legal Transformation”
  • Legal Marketers Roundtable, Chicago, January 2010: “Changes to BigLaw 2009 and Beyond”
  • Legal Marketing Association, Nashville chapter, January 2010 : “Developing Your Personal Brand”
  • Lex Mundi Latin America regional meeting, Mexico City, December 2009: “Marketing in a Downturn”
  • Legal Marketing Association, New York chapter, November 2009: “Attorney Speak: How to Present Ideas and Win Approval”
  • BlackBerry and Verizon Wireless customer event, New York, November 2009: “Selling to Law Firms in a Changing Marketplace”
  • Association of Legal Administrators, Cincinnati, November 2009: “Marketing in a Downturn”
  • Lex Mundi Marketing conference, Houston, November 2009: “Marketing in a Downturn”
  • Pro Bono Counsel annual meeting, Philadelphia, October 2009: “Legal Market Changes and Pro Bono”
  • College of Law Practice Management Annual Meeting, Denver, September 2009: “Legal Transformation”
  • Allen & Overy Business of Law Symposium, London, September 2009: “Legal Workforce of the Future”
  • ILTA Annual Conference, Washington, DC, August 2009: “Benchmarking in a Changing Economy,” Improving Operational Excellence” and “The ACC Value Initiative and Impact on Technologists”
  • Legal Sales & Service Organization, Raindance Conference, Chicago, July 2009: “Developing a Sales Culture”
  • Philadelphia Area Defense Counsel, Annual Meeting, Philadelphia, PA: “Managing Your Practice, from Marketing to Collections, in the Current Economy”
  • Legal Marketing Association Annual Conference, Washington, DC, April 2009: “Managing Directories, Lists & Rankings”
  • Law Firm Chief Marketing Officers’ Forum, New York, Sep 2008: “How to Get Client Feedback”
  • Legal Marketing Association Annual Conference, Los Angeles, March 2008: “Marketing to Marketers”
  • Legal Marketing Association, New York Chapter, New York, January 2008: “Raising the Business Development Bar: Multiple Models and Strategies for Success”
  • National Association for Shareholder & Class Action Attorneys, Cabo San Lucas, April 2007: “Observation on Recent Changes in Class Action Litigation”
  • Center for International Legal Studies, Valle Nevado, Chile, August 2006:  “Lawyering in an International Market: Business Development, Marketing and Public Relations”
  • Legal Marketing Association Annual Conference, Chicago, March 2006: “Developing Reality Based Marketing Initiatives: What’s Important to Corporate Counsel”
  • Latham & Watkins Business Development Retreat, New York, January 2006: “How Corporations Identify, Evaluate and Select Outside Counsel”
  • Law Firm Chief Marketing Officer Conference, New York, December 2005: “Market Research and Competitive Intelligence: Developing an Informed Strategy”
  • Minority Corporate Counsel Association, Annual Conference, New York, November 2005: “Diversity: The Success Story of One Smaller Firm and One Very Large Corporation”
  • Legal Marketing Association, Midwest Region Conference, Chicago, September 2005: “What Law Firms Can Do To Manage the Customer Experience”
  • Martindale-Hubbell Counsel to Counsel Superforum, Chicago, IL, March 2005: “The Great Debate: What Makes a Winning Relationship”
  • Legal Tech, New York, NY, January 2005: “Everyone’s a Rainmaker. Use What You Have to Better Serve and Attract Clients”
  • Center for International Legal Studies, Liabilities for Lawyers in Cross-Border Transactions and Disputes, Kitzbühel, Austria, January 2005: “Tools & Tactics for Supporting Your Business Development Efforts”
  • Northstar Law Firm Chief Marketing Officers’ Forum, Washington, DC, December 2004: “General Counsel: How their Demands are Changing and How to Prepare”
  • Martindale-Hubbell Competitive Intelligence Summit, Miami, FL, Nov 2004: “What Partners Want”
  • Terralex Annual Conference, Boston, MA, October 2004: “Legal Marketing Now: an International Perspective” and “Client Feedback: Preferences From Around the World”
  • Martindale-Hubbell Counsel to Counsel Superforum, Washington, DC, October 2004: “The Great Debate: Best Practices in Managing the Inside/Outside Counsel Relationship”
  • Association of Legal Administrators Annual Conference, Philadelphia, PA, May 2004: “What’s on the Web: Tips and Techniques to Make your Firm Stand Out”
  • Marketing Partner Forum, Orlando, FL, January, 2004: “Competitive Intelligence in Law Firms” and “Creating a Key Account Sales Force” and “Trends in the Global Legal Landscape”
  • Legal Marketing Association, Senior Roundtable, New York, NY, October 2003: “Law Firm Competitive Intelligence” and “Measuring ROI of Law Firm Marketing”
  • Marketing Director Institute, Philadelphia, PA, October 2003: “Selling in Law Firms”
  • Legal Marketing Association, San Francisco, CA, March 2003: “Back to the Future: How Technology Is Going to Help Marketing in Five Years”
  • Marketing Partner Forum, Laguna Niguel, CA, January 2003: “Taking the Legal Profession’s Marketing Pulse: Benchmarking the Marketing Effort Today” and “Measuring Impact and ROI: How to Justify Your Marketing Budget in an Uncertain Economy”
  • Cutting Edge Business Development Conference, New York, NY, November 2002: “Building Relationships with Clients”
  • Marketing Director Institute, Denver, CO, October 2002: “Financials and Fee Arrangements – Developing Bottom-line Strategies by the Numbers”
  • Law Firm Executive Director and CFO Conference, New York, NY, October, 2002: “Resource Management: Today’s Environment, New Ways of Looking at Marketing ROI”
  • Zeughauser Group CMO Roundtable, Chicago, IL, July 2002: “International Corporate Counsel Buying Habits”
  • Corporate Legal Times Superconference, Chicago, IL, June, 2002: “Technology Workshop: Proving the Return on Your Technology Investment”
  • Association of Legal Administrators Annual Conference, San Antonio, TX, May 2002: “50 Marketing Tips in 50 Minutes”
  • Marketing Partner Forum, Naples, FL, January 2002: “Setting the Scene: Legal Marketing Benchmarks”
  • Marketing Director Institute, New Orleans, LA, October 2001: “Gathering and Using Competitive Marketing Intelligence” and “To Buy or Not to Buy: Selecting the Right Media to Deliver Your Message”
  • Marketing Partner Forum, Phoenix, AZ, January 2001: “Marketing Benchmarks”
  • LegalWorks Conference, San Francisco, CA, March 1998: “Client Development on the Internet”
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