This highly interactive case study exercise puts you right in the middle of a "pitch" to the Hunk Burger restaurant chain in a significant dispute with a competitor. It will enhance your abilities to improve how your lawyers attract, build, and expand client relationships regardless of industry or the nature of the legal work.
Developed for ALM's New Partner Forum, each participant is assigned to 1 of 4 law firms competing for the same prize engagement. Twists and turns abound as the firms work through:
1. Organizing the team;
2. Addressing the "real" issue;
3. Developing the "core" Strategic Recommendation;
4. Validating the "core" Strategic Recommendation;
5. Developing the business case presentation;
6. Delivering the presentation.
Finally, the climactic moment as the firms pitch to Hunk Burger's GC, CEO, and Board Chair. Win business in the Great Burger Wars----and increase your value to your law firm.
Designed for LMA Chapters, this 90 minute program is designed to place marketing professionals in the middle of the hunt. For those who support pitches and proposals, they will experience the pressures and opportunities that rainmakers face. Where marketers might only have had peripheral involvement or no inclusion in face-to-face businessdevelopment, this exercise will broaden their appreciation for and understanding of the preparation, presentation, post mortem and follow up steps needed to succeed.
Presenter:
As CEO of the Closers Group, Allan Colman has spent more than two decades helping law firms and professional service firms generate more revenue----including several firms in Minneapolis. He has brought in millions of dollars of new business and built business development structures that continue to perform.
Allan is known for his passion in developing pioneering strategies and for his ability to help clients generate business rapidly. He has spent many years listening to In-house counsel and business executives make decisions. Allan understands their reasoning for selecting outside professionals,and has also worked closely with law firms as they select their own advisors and consultants.
Allan holds Masters and Doctorate degrees from New York University. He is a pro bono mediator for the California Court of Appeals and the Los Angeles County Superior Court. His community activities have included Board positions with the Children's Cancer Research Fund, Los Angeles Council of Boy Scouts of America, Rotary Foundation and California Medical Center Foundation. He was awarded the "Masada Samurai Warrior" in 2004 by Masada Homes honoring his pro bono work.
He has served on the Board of Editors for Marketing the Law Firm and has a featured blog, The Red Zone on the Law Journal Newsletters home page. Professional articles he has written and co-written have appeared in Bloomberg Law Management, National Law Journal, Los Angeles Business Journal, Diversity & the Bar, Los Angeles Daily Journal, Strategies, Of Counsel, Minnesota Bench and Bar, and Law 360.
Allan has been a featured speaker at firm-wide events and practice area groups as diverse as Burt Hill (Architects and Engineers), PriceWaterhouse Coopers, Mississippi and Rhode Island Bar Associations, Legal Marketing Association, American Institute of CPA's, Federal Defense and Corporate Counsel, Minority Corporate Counsel Association, National Hispanic Bar Association, and companies such as DuPont, Employers' Reinsurance Co., General Electric and Sears. His webinars on business development have been held by several professional associations.
Faegre Baker Daniels
90 South 7th Street
Floor 21
Minneapolis, MN 55402
Date: Wednesday, June 13, 2012
Time: Registration 3:00 p.m.
Program: 3:30 - 5:00 p.m. --Followed by networking reception
Click here to register.
Refunds and cancelations: Please also note that reservations cancelled after 9:00 am on Monday, June 11, are not refundable.