September 2016 Luncheon Program
Moving from Marketing to Business Development:
Become Your Firm's Expert
When:
Wednesday, September 14, 2016
12:00-1:30 p.m.
Where:
Sullivan & Worcester
One Post Office Square
Boston, MA 02109
The legal market continues to evolve and become more intensely competitive. As a consequence, the need for competent business development professionals and a capability within the firm has never been more important. Join LMA New England for our next lunch program and gain a practical, how-to overview of the sales process and the roles and responsibilities of legal marketing professionals. New business development professionals will gain a strong foundation in critical sales skills and seasoned marketing executives will be introduced to new approaches for delivering powerful sales and business development resources to their firm.
Hear from Beth Cuzzone, Director of Client Service and Business Development at Goulston & Storrs PC, and Andrew Murray-Brown, Senior Consultant at LawVision Group, LLC, who will cover:
- Applying Sales Principles
- Aligning Yourself with the Process
- Building Critical Sales Skills
- Moving Along the continuum
Beth Marie Cuzzone is Goulston & Storrs' Director of Client Services and Business Development and known for her "first to market" initiatives.
She provides planning to Firm members, practice areas and industry groups to align Goulston & Storrs services with market/client needs.
Beth manages the firm's Client Interview Program and launched the Sales Team Program, Client Services Initiative and Six Sigma/Process Improvement efforts at the firm. As an industry leader in law firm sales and client services, Beth is a founding member of the Legal Sales and Service Organization (legalsales.org). She is also a member and former President of the Legal Marketing Association, New England Chapter.
Beth co-authored the American Bar Association's book, "The Law Firm Associates Guide to Personal Marketing and Selling" and "How Did She Do That?". She is also a Fellow of the College of Law Practice Management. Additionally, Beth dedicates much of her time to support the industry of legal related professional services.
Beth is a trained/certified facilitator, six sigma green belt and holds B.A. as well as a Masters of Professional Studies in Law Firm Management.
Andrew Murray-Brown's experience as the Chief Business Development Officer at a top "Big Law" firm and as the Marketing & Sales Leader at one of the "Big 4" accounting firms, is valuable to his clients as they work together to build world-class marketing and business development departments, improve their key client management programs, and refine their approach to business development.
With a focus on revenue growth, Andrew's broad-based experience enables him to provide innovative, yet practical, solutions to the business issues that law firms are facing. His areas of focus include: Marketing Function Reviews; Business Development Function Reviews; Business Development Skills Training and Coaching; Client Team Development; Client Feedback & Care Programs; Client Retention & Growth Strategies; Business Process Improvement; and Go-To-Market Assessment & Planning.
Working collaboratively with CMOs and firm leadership, Andrew works with law firms to tailor and implement programs that support partners, practice groups, sectors and offices to grow client relationships. Law firms also rely on Andrew's expertise to advise on the organizational design of the marketing and business development function to better support the firm's focus on clients and crossselling. Andrew provides practical and proven business development training and coaches partners and practice group leaders 1:1 to achieve their business development goals and to help drive firm revenue.
Register Now!
Registered:
Member $35
Non-Member $50
Walk-Ins:
Member $45
Non-Member $60
Sponsored by:
* If you are having trouble with the registration link, paste the following address into your browser: https://lmanec.memberclicks.net/index.php?option=com_mc&view=mc&mcid=form_223668 or contact Cassie Bent
Cancellation Policy: Refunds are granted to registrants who cancel 48 hours in advance of an event by emailing Ashley Morris. Registrants who do not submit notice of cancellation at least 48 hours in advance will be invoiced for the full registration fee.
Save the date for the LMA New England Regional Conference on November 14-15!