Boston, MA, November 10, 2021 - The Legal Sales and Service Organization (LSSO) and Hellerman Communications today announce the winners of the 2021 Sales & Service Awards, which recognizes sales, business development, and marketing professionals who spearheaded initiatives contributing to law firm revenue growth in 2020. This year’s winners include:
Sales Team of the Year: Kean Miller LLP
The team at Kean Miller creates a business development culture by using a multidisciplinary approach of business operations, a unique approach in our industry. The Marketing and Business Development Team at Kean Miller LLP consists of Brian Klaslo (Director of Business Development), Nathan Smith (Texas Marketing and BD Manager), Shannon Barilleau (Marketing Manager), Kodi Wilson (Marketing Manager), and Zoe Venezia (Marketing Coordinator).
Steve Boutwell, Chief Operating Officer, is one of a handful of CMOs to cross over into operational leadership roles in a large law firm. Steve took on the COO role at 170-attorney Kean Miller four years ago after serving as CM&BDO for almost 15 years. Because of his background and experience in the legal industry, and in his firm, Kean Miller relies on Steve for a wide variety of forward-thinking initiatives, including the firm’s newly adopted strategic plan. He “rides shotgun” with his Managing Partner, providing tactical support for the Management Committee, Compensation Committee, Practice Group Leaders, and the firm’s Management Team, which includes a CFO, CIO, CHRO, GC, and Chief Facilities and Information Governance Officer.
Honorable Mention: Litchfield Cavo LLP
An Honorable Mention is being awarded to Litchfield Cavo LLP. Under the direction of Donna Baker, Business Development, Marketing & Communications, marketing protocols were set in place, table nominations were completed, editorial style guides were developed, new hire biographies and photography were streamlined to match the new branding, language and tone were aligned and business grew. By partnering with one other attorney in a the newest of Litchfield Cavo's 22 offices, Donna pitched a new specialty practice area that began to take off--and then Covid-19 stopped us in our tracks, but only temporarily. From this one new practice line, multiple cross selling opportunities arise and will take shape once the pandemic eases and face-to-face interaction resumes. Our law firm's Marketing team is highly skilled and very responsive, making the process of business development easier for us as partners, and their work product, including RFP responses, is elegant in appearance and creative in content.
Rising Star: Michael Helmicki, Client Development Executive, DLA Piper
In addition to driving significant revenue and new multi-million-dollar client relationships to the Firm, Michael Helmicki (“Mick”) led the Firm’s strategy and execution for supporting clients and prospects with matters related to Federal Stimulus programs that were a central consideration for many businesses during COVID. Following a surge in requests for information and guidance on these programs, Mick quickly organized a cross-functional team of DLA attorneys to dissect an ever-changing landscape of rules and guidance to inform clients and prospects on federal stimulus programs. In several instances, these programs were a critical lifeline in supporting ongoing operations. In addition to driving effective communications, including client alerts, Mick organized and participated in a series of webinars to educate clients and prospects on key rules and regulations, including a webinar that registered 2,333 attendees, a Firm record. In addition to successfully driving 200%+ YoY growth in fee billed revenue in key accounts, Mick became the first billable Client Development Executive and actively worked with DLA attorneys on matters relating to Federal Stimulus Programs; drafted multiple client presentations and alerts, built an internal knowledge repository and supported partners/clients across multiple offices in the Firm. Mick stepped up and played a critical role in getting many clients through the COVID-19 pandemic. People remember how you treat them in a time of need and Mick played a critical role in solidifying the long-term relationships with many of the firms’ clients.
Sales Executive of the Year: Brook Radford, Director of Marketing, Katten Muchin Rosenman LLP
While all others in the legal industry shifted to doing low-quality video with Zoom during the pandemic, Brook Radford, Director of Marketing at Katten, decided to take a different approach. Using a smartphone app (Remote Video Capture), Brook was able to shoot 4k quality video of her partners, remotely, while retaining the professional video production services of producer and director so the partners looked and sounded as good as they do on camera as they do in person. The first starter project was for a virtual trade show that had the firm’s Dallas managing partner giving an overview of their expanding capabilities of the Dallas office and firmwide presence in an industry sector. From that point forward, Brook and Katten’s partners leveraged remote video capture to produce high-quality video that properly reflected the stature of her law firm and the partners. With the pandemic keeping everyone working at home and International Women’s Day approaching, Brooke leveraged Remote Video Capture to the Women’s Leadership Forum to create a promotional video that featured a half-dozen women at her firm. The end result enabled Katten to produce a high-quality video montage that is reflective of Katten‘s leadership position in supporting women and their Firm’s professional brand. The video was highly successful and got review reviews from both internal and external stake holders. Here is a link to the video - https://vimeo.com/520360500
Two Honorable Mentions are being awarded to Ashley Tenney, Practice Director, Dentons and Mark Levin, Chief Marketing and Business Development Officer at Marshall Gerstein & Borun.
Honorable Mention (Large Firm): Ashley Tenney, Practice Director, Dentons
As a Practice Director at Dentons, Ashley collaborates closely with firm leadership and business services peers to ensure success in practice operations and strategic initiatives, including staffing, budgeting, recruiting, lateral and client onboarding and integration, training and legal project management. Ashley partners with legal operations teams and utilize technology to promote efficiency in the day-to-day operations as well as leverage process improvement initiatives to the benefit of the Firm. She is responsible for the Corporate, Real Estate, Restructuring and Venture Technology practice groups. She is also the director of our COVID-19 Pandemic Client Special Situations Team, working with three co-chairs and more than two dozen partners to help guide clients through the evolving legal and business challenges. A motivated and innovative self-starter, she proactively works with lawyers and legal services professionals to develop and maintain relationships
Honorable Mention (Small Firm): Mark Levin, Chief Marketing and Business Development Officer, Marshall Gerstein & Borun
Mark has established himself as a marketing leader in the legal industry in both the legal and corporate arenas. In the past three years at Marshall Gerstein — half of which has been during the pandemic — Mark has grown by 125% the number of requests for proposals from innovators seeking intellectual property advice. He also introduced enhanced client service technologies and helped the firm nurture existing client relationships. Under Mark’s guidance, the firm has extended its internal social justice commitments to a broader audience. Mark also serves as an LSSO Editorial Board Member.
The following professionals served on the judge’s panel to select these award winners:
David Bowerman, Deloitte
Ron Gendron, Workday
John Hellerman, Hellerman Communications
Samantha McKenna, #samsales Consulting
About Legal Sales and Service Organization (LSSO):
LSSO delivers the education and resources that lawyers and those who work with them need to improve their sales and client service skills with exclusive research, and tools and information for members only. LSSO supplies the legal marketplace with innovative, groundbreaking events and resources, including the annual LSSO RainDance Global Sales Summit and LSSO's Coaching Certification Programs. Follow LSSO on Twitter and LinkedIn.
About Hellerman Communications:
Hellerman Communications is an award-winning corporate communications agency that specializes in positioning professionals to win business and navigate crises. With expertise in strategic marketing & content development, crisis & litigation communications, and social influencer & stakeholder relations, we help the world’s most elite professionals, and their firms build and protect their most lucrative relationships. Connect with Hellerman Communications by email or on Twitter, Facebook, LinkedIn or Instagram.
