Blogs

It is hard to believe that next week many of us will be packing our bags, turning our out of office messages on and heading to Atlanta for the Annual Conference.

This weekend, we continue our coverage highlighting the Southwest Region members who are presenting during the Annual Conference. We are excited to introduce Marcie Shunk, Lindley Brenza, Doug Tumminello, and Mark Beese.

Partner, Bartlit Beck LLP

 

My firm Bartlit Beck LLC is probably the only major firm in the United States set up to handle complex corporate litigation solely on a non-hourly basis. Over the years we have had a chance to see how non-hourly billing drives our structure and strategies as a firm, and how hourly billing drives other firms’ structure and the work they do. The contrast is stark and not well known. Part of my presentation is a “case study” involving a group of large complex cases that were transferred to Bartlit Beck from another firm who had worked on the cases for years on an hourly basis. What we saw in terms of the type of work done and not done, and its quality, illustrates the theory of hourly vs. non-hourly billing incentives.

 

Folks that would like to better understand why things are done as they done are at their firm, and at other firms, in terms of hiring, billing, and staffing, and particular effects that may be undermining firm performance if not consciously managed. The presentation offers some suggestions for how hourly billing firms can manage unwanted sculpting effects of hourly billing and improve firm performance and client satisfaction resulting in better and more client relationships.

 

I’m looking forward to meeting folks in the legal marketing space and getting a better understanding of how other firms approach the challenges in the field.

President and Founder, The Tilt Institute, Inc.

Our session is What’s Next: Career Development for the Mid-Career Professional. I’m joined on a panel by two seasoned marketers (I myself am a consultant to the industry) and we will be discussing a broad range of topics related to advancing your career including making decisions regarding career moves, advocating for your personal growth, creating balance in your life and communicating to get what you want. 

 What inspired you to speak on this topic? 

I was invited and honored to join the fabulous team of friends and colleagues – Adam Severson, CBDO of Baker Donelson; Jenna Schiappacasse, Director of Client Development of Rosenberg Martin Greenberg in Baltimore and our esteemed moderator Megan McKeon, Director of Business Development at Clark Hill. This was their brainchild and I jumped on the opportunity to participate. I love mentoring and developing others and since I started my own firm (where I have fewer people working with me) I jump on every opportunity I can get.

The session is designed for mid-career professionals. The messages and stories we’ve been sharing, though, are really applicable for every level. I’ve learned just from listening to my other panelists. There are great ideas and tips for every aspect of career development from figuring out your path and how to get there to what you, as a leader or manager, can do to help advance those around you. 

Like many, I think I’m most excited about seeing my friends and colleagues. After two decades in the industry, this really is just as much a family reunion as it is an opportunity to learn and meet new people. From a programming perspective, I always find the keynote inspirational and thought-provoking. I’m looking forward to How to Turn CRM Into an Insights Engine, Whither the Bellwethers? How Current Legal Market Economics will Impact your Firm and Making It or Faking It? Effective Industry Sector Strategy Workshop on Day One. And on Day Two, The Outsourced Resource: How to Identify, Hire and Leverage Consultants With Internal Resources to Achieve Your Strategic Objectives and the GC panel. I’ve seen Mark Smolik speak before and love hearing what he has to say.

 

Partner, Lewis Roca

"Service Metamorphosis – Driving Performance Improvement." This is a panel presentation and I’ll be covering my firm’s (Lewis Roca Rothgerber Christie LLP) client service program called Experience Amplified. It is an integrated program that includes initiatives such as Net Promotor Score surveys, service satisfaction interviews, client counseling tools focused on learning about the client holistically – their goals, their needs, their preferences, their dislikes, etc. – as we tailor our representation to meet those aspects. In our program, client service is emphasized throughout the firm - in all departments and with staff as well as attorneys. It is a “ground up” program.

 What inspired you to speak on this topic? 

I’m our firm’s Client Service Partner, tasked with implementation of Experience Amplified. That includes developing client service best practices, facilitating internal training, developing a client service mindset during new employee onboarding, facilitating dialogue with and feedback from clients, and more. Best in class client service is instrumental in acquiring new clients and retaining current ones, and it’s a topic I’m passionate about! 

Anyone who is interested in client service and its impact on client retention should attend. We want attendees to learn how to glean what their clients really think about the service they are receiving and how to drive service improvement.

This is the first year I have attended LMA so I’m excited to experience it!

 

President, Leadership for Lawyers LLC

“You Don’t Need A Title To Lead”, part of the “QuickStart Program” for those who are new to the profession. I’m going to focus on a few leadership insights that I wish I had known when I started in legal marketing. We’ll look at a few leadership tools that can be helpful when navigating the complex landscape of law firms. And, we’ll have some fun getting to better understand lawyers, and ourselves.

Actually, the topic was given to me by the QuickStart Co-Chairs. As a consultant who helps lawyers and business professionals become better leaders, I frequently facilitate retreats and training on the topics of leadership and innovation. So, facilitating a leadership workshop aligned well with my interests.

Quickstart is targeted at LMA members who have been in a marketing, business development or related role for five years or fewer. It is a full-day program that features some of the profession most respected leaders aimed at giving advice and direction to those who are new to marketing.

I am most interested in learning about how LMA members are leading change and innovation in their firms. There is a lot of buzz around innovation in our industry right now and I’m looking forward to sorting out the fact from fiction. I want to learn from those people and firms who truly changing how they deliver, price and measure legal service delivery.