On-Demand Webinars
Sponsor Webinar
Mastering Client Engagement: Creating Effective Touch Points for Your Partners
Original Date: March 12
In today’s competitive legal landscape, consistent and strategic client engagement is critical to building trust, deepening relationships, and driving growth. But how many client touch points are enough? And how can firms leverage data to ensure these interactions are meaningful and effective?
Join us for an insightful webinar, led by LSSO partner NEXL, titled: "Mastering Client Engagement: Creating Effective Touch Points for Your Partners," where we’ll explore how to design and implement a client engagement strategy that delivers measurable impact.
Learn from industry leaders about:
The Magic Number: How many touch points are typically needed to move the needle in client relationships. The
Data Advantage: Leveraging market data to make informed decisions and tailor outreach strategies for maximum relevance.
Scaling with Efficiency: Best practices for optimizing your firm’s engagement strategies to ensure sustainability and ROI.
Whether you’re a business development professional, a partner, or a marketing leader, this session will equip you with actionable insights and tools to enhance your firm’s client engagement efforts. Don’t miss the opportunity to scale your relationship management strategy to new heights!
Key Takeaways:
Understand the science and strategy behind effective client touch points. Discover how to use market data to drive smarter engagement.
Learn techniques for scaling client touch points to maximize efficiency and outcomes.
Panelists:
Jason Broomfield , Senior Account Director - Nexl
Calvin Cheong, Director of Client Development - Emerging Companies & Venture Capital - Holland & Knight
Kate Stoddard, Chief Marketing Officer - Kelley Drye & Warren LLP
Geoffrey R. Goldberg, Director of Business Development - Ropes & Gray
Click HERE for recording. No password needed.
Member-Focused Webinar
Walk the Walk: Earning Trust with your Internal and External Clients
Original Date: April 23
The key to professional success is the ability to earn the trust and confidence of clients – whether that is within your firm or out in the market. Earning trust requires intentionality and strategic habits. Raya Blakeley-Glover, Global Head of Business Development at Bird & Bird and Adam Severson, Chief Marketing & Business Development Officer at Baker Donelson will share insights and approaches to their work to achieve this status with their lawyers, clients, and teams. These two dynamic leaders will talk about the long-term process, adding value, and eliminating your “say-do” gap.
Presenters: Raya Blakeley-Glover | Global Head of Business Development at Bird & Bird
Adam Severson, Chief Marketing & Business Development Officer | Baker Donelson
Click HERE for recording. No password needed.
Click HERE to read a blog summarizing the webinar's five key takeaways!
Sponsor Webinar
Making Sales Strategy Sticky
Original Date: November 14
Even the best business development leaders struggle when it comes to making their sales strategy stick over the long term. Revenue planning and true pipeline management are difficult. Sales and business development initiatives continue to be executed in siloes. Engaging attorneys in initiatives bigger than themselves is always a struggle. Effective client portfolio management is an intuitive way for sales and business development leaders to overcome these common sales inhibitors to create more consistent and profitable growth.
Join Debra Baker, Esq., Managing Director of GrowthPlay, and Adam Severson, Chief Marketing and Business Development Officer of Baker Donelson, to learn how business development and sales teams can use a new approach to better plan, manage and measure sales and business development activities within and across practices. Done right, it can help engage even the most skeptical lawyers around the benefits of a growth strategy.
Expect to learn:
> What Client Portfolio Management is and how this approach uncovers growth opportunities and risks that traditional linear 'white space; reports can miss
> How the right Client Portfolio Model improves revenue planning and promotes practical pipeline management within and across practices
> Practical steps to get started regardless of firm size or sophistication
Presenters: Debra Baker, Managing Director, GrowthPlay,Adam Severson, Chief Marketing and Business Development Officer, Baker Donelson
Click HERE for recording. No password needed.
Member-Focused Webinar
Navigating the Marketing-BD-Sales Continuum
Original Date: November 1
Multiple Paths, One Destination: Client Development Success For years, law firm client development has been evolving along a continuum, from marketing to business development (BD) to sales. While some firms have focused their footing primarily on one or maybe two of these areas, the most successful firms will have teams dedicated to each area working independently and in concert to be exponentially more effective.
During this webinar, seasoned marketing and business development experts will explore the marketing-BD-sales continuum and walk participants down each path to identify the most effective steps and activities involved.
While the paths may be distinct, some areas and activities may overlap and require shared responsibilities. But more important than how the paths diverge, is identifying the places where they cross so that people from each area can work together to reach the ultimate destination – client development, retention, and expansion.
Presenter: Chris Fritsch, CRM | President, CLIENTSFirst Consulting
Moderator: LSSO Co-Founder Silvia Coulter | Co-Founding Principal, LawVision
Click HERE for recording. No password needed.
Member-Focused Webinar
Client-Facing Business Development + Client Service: Part 2 > The Data Discussion
Original Date: October 11
Featuring Raya Blakeley-Glover, Global Head of Business Development - Markets and Business Relationships + 2023 LSSO Rising Star Award Winner & Giles Daubeney, Global Head of Client Service & Insight
Raya (sales) & Giles (client) will share the triumphs and challenges of a 10- year co-journey to build their respective functions within Bird & Bird as well as their visions and ambitions for their respective functions in the future.
Expect to hear:
Lessons learned along the way
What is different 'across the pond' in legal sales and client service compared to the U.S. + what is the same
How to use technology and data to support sales and service success
Moderated by LawVision's Mark Medice, Principal | Financial Performance, Data Science & AI Strategy Practice Lead
Click HERE for recording. No password needed.
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Member-Focused Webinar
Building a Client-Facing: Business Development & Client Function
Original Date: September 13
Featuring Raya Blakeley-Glover, Global Head of Business Development - Markets and Business Relationships + 2023 LSSO Rising Star Award Winner & Giles Daubeney, Global Head of Client Service & Insight
Raya (sales) & Giles (client) shared the triumphs and challenges of a 10- year co-journey to build their respective functions within Bird & Bird as well as their visions and ambitions for their respective functions in the future. Heard: Lessons learned along the way; What is different 'across the pond' in legal sales and client service compared to the U.S. + what is the same' How to use technology and data to support sales and service success.
Click HERE for recording. No password needed.
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Sponsor WebinarLSSO+Mind-Alliance: Overcoming the Key Barriers to Effective Client Intelligence
Original Date: March 8, 2023
Chief Marketing Officers, Business Development Managers, and Law Firm Partners need intelligence about clients to meet their business development objectives. A 'one-size-fits-all' approach doesn't work because different lawyers need to know different things about clients, depending on their industry, the legal issues and services to be discussed, and other factors. Client intelligence profiles with information tailored to specific needs can play a major role in marketing, business planning, business development, and client service. However, law firms face numerous challenges to achieving truly useful client profiles. In this informative webinar, you will learn ways to overcome challenges related to People, Processes, Technology, Data, and Governance that impede efforts to create truly useful client profiles.
Featuring Scott Bailey, Director of Research and Knowledge Services, Eversheds Sutherland; David Kamien, CEO & Founder, Mind-Alliance Systems | Founding Member, LSSO SSSME Board; and Sharon Pidgeon, Senior Product Strategist, Mind-Alliance Systems.
Sponsor Partner:
Click HERE for recording. No password needed.
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Sponsor Webinar
Drive Your Law Firm’s Business Development Like a Private Equity Firm
Original Date: February 22, 2023
Many years ago, in private equity firms, origination of deal flow was typically handled by senior investment professionals: much like many law firms today. The financial services industry moved away from that business model and implemented a more dynamic and successful approach: the business development (BD) executive.
The LSSO community is changing this dynamic in law firms as well with client-facing executives and BD professionals. This webinar will explore best practices, proven strategies, and lessons to adopt from the private equity industry to help develop new business and drive growth.
Law firm BD and sales executives devote time and resources to identify opportunities and then oversee the continuous improvement process of identifying missed opportunities, determining which cases and deals give your firm the highest profitability, client growth, and analytics that allow firms to stay a step ahead when managing relationships, sourcing deals, and driving revenue.
Presenters Ben Harrison, a private equity veteran and co-founder of DealCloud; Manny Mesa, Industry Architect for DealCloud; and Intapp’s Legal Industry Vice President Lavinia Calvert unpacked strategic and tactical initiatives you can implement today.
Sponsor Partner:
Click HERE for recording. No password needed.
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Sales & Service Snippet:
How Client Teams Drive Revenue (And How Revenue Operations Can Support Them)
Presented by LSSO Sponsor Partner Nexl
Original Date: September 21, 2022
Much has been made about the rise of Client Teams over the last 10 years. While many law firm teams understand the importance of Client Teams, many are still facing execution challenges. Today, there's a better way. In this interactive Sales and Service Snippet -- exclusive for LSSO members and special invitees -- participants will workshop how to set up a Client Service team, use that team to pull 'voice-of-the-client' insights, and then turn those insights into revenue for their firm.
Facilitators:
Ben Chiriboga, Head of Growth, Nexl
Dave Southern, Director of Marketing Communications, Mayer Brown
Sponsor Partner:
Click HERE for recording. Use passcode &BGk+C2d for access.
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Demystifying video marketing – answers to law firms most common questions on video production
Original Date: May 11, 2022
Speaker:Robert Weiss, President of MultiVision Digital
The seminar cites examples from law firms on why one firm has “…found that videos because they are appealing to search engines, drive both impressions and engagement on our website and across our social media channels. In the first three months, our videos increased our social media impressions by over 60% and engagements by over 40%."
Key takeaways:
• What business objectives does video support?
• Ways to produce video – even in a remote world
• How video can impact your digital footprint…for years to come
• How often should you be doing video
• Why video is different than text or images – managing the workflow
• To script or not to script?
• Maximize budget allocations
• What to do with video after it is created
Below are the links to the law firm's websites / LIN pages that are referenced in the presentation:
- Lowenstein Sandler - https://www.lowenstein.com/news-insights/videos
- Akin Gump - https://www.linkedin.com/feed/update/urn:li:activity:6862141175885828096/
- Katten - https://www.linkedin.com/feed/update/urn:li:activity:6774706219752923136/
- Moss & Barnett - https://www.lawmoss.com/about-newsroom
Additional websites of interest:
- legal portfolio - https://www.multivisiondigital.com/portfolio/law-firm-videos/
- remote video capture - https://www.multivisiondigital.com/services/remote-video-production/
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Managing the World's Largest Strategic Account
(Replay from 2021 RainDance-Global Sales Summit)
Original Date: March 29, 2022
This webinar interview features former Deloitte Strategic Account Team Member David Bowerman, who provides great detail on how to manage the world’s largest strategic accounts.
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The 2021 State of CRM in Professional Services: Who’s using it? How? And is it working?
Original Date: November 17, 2021
Speaker: David Ackert, CEO, Ackert, Inc.
Relationship management is crucial to the survival of law firms, and it’s never been more important than it is in our current climate. Many firms struggle with low CRM adoption rates and struggle to realize the full business potential in their lawyers’ networks.
Join us for this webinar, where Ackert, Inc. founder and CEO David Ackert will present details from the recently published white paper, “The 2021 State of CRM in Professional Services.” Our research was based on over 600 quantitative and qualitative responses from legal, financial advisory, accounting, AEC, and consulting firms.
This presentation will focus on the responses from law firms. Webinar participants will learn:
- Which CRM platforms are taking the lead in our industry
- What level of quantifiable ROI CRMs are delivering for law firms
- What factors contribute to law firms’ low CRM adoption
- What tools and initiatives firms use to increase CRM adoption
- How many lawyers are using CRM vs. proxy users, such as secretaries and business development managers
- What lawyers who aren’t utilizing CRM for business development are using instead
- To what level of accountability do firms hold attorneys for using CRM for tracking business development
- And how legal firms’ use of CRM compares to professional services firms as a whole
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What BD Professionals Need to Know About Legal Project Management
(October 19, 2021)
Speaker: Susan Raridon Lambreth,Principal, LawVision & Founder LPM Institute
Legal project management has become a critical part of legal services delivery in many firms and many clients expect it to be used on their matters. Learn the key drivers of LPM in law firms today, how law firms are implementing it, the role Business Development professionals play in its success and how it can be used for competitive advantage – even as some clients say it is already “table stakes.”
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Great Reputation, No Business: How to Jumpstart your Lateral Partner’s Success
(September 29, 2021)
Panelists:
Dave Harvey, Senior Consultant, LawVision
David Ris, Principal, The McCormick Group
Debby Usher, Chief Integration Officer, Barnes & Thornburg LLP
Craig Budner, Global Strategic Growth, K&L Gates LLP
The lateral market — attorneys moving from one firm to another — continues to be red hot. Widespread acceptance of remote working has opened up new possibilities for those candidates who are not physically in the major markets. Yet the hiring and integration process is still fraught with risk; the chance that your new partner will be with the firm in two years from their starting date is a coin flip — 50/50.
What can be done to help the new lateral succeed? Our panel will discuss important integration steps, beginning with the hiring process, through the initial integration, and on to using a combination of business development/sales coaching and training to make a significant difference in success rates.
We will hear perspectives from in-house marketing leaders as well as industry consultants. If your firm is consistently adding lateral lawyers, this important discussion will help make you a better resource and put your new partner on the road to success at your firm.
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Dr. Heidi Gardner: Success Through Smart
Collaboration (April 28, 2021)
Dr. Heidi Gardner is known for her groundbreaking work on collaboration which includes her Washington Post bestseller, “Smart Collaboration: How Professionals and Their Firms Succeed by Breaking Down Silos.” Her most recent collaboration development is an assessment tool called the Smart Collaboration Accelerator©. This tool is used to understand your behavioral tendencies and effectively deploy them to drive improved collaboration and bring the organization's full power to bear. Dr. Gardner's training program teaches how Smart Collaboration can be used to boost your business.
LSSO members receive a discounted rate to participate in Dr. Gardner's full training program. This research-based psychometric assessment helps individuals and teams understand their behavioral tendencies and use them to achieve the business and talent-related benefits of Smart Collaboration.
This webinar will provided everyone with the opportunity to learn more about the Smart Collaboration Accelerator©.
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Team Collaboration and Your Firm's Key-Client Strategy
(March 17, 2021)
Darryl Cross, Head of Global Sales Enablement (InTapp), Silvia Coulter, Chair, Client Development and Growth Practice (LawVision), and JeanMarie Campbell, Head of Client Development (Baker McKenzie) hosted an interactive webinar. Topics included:
- Increasing level of engagement
- Meeting client expectations
- Pairing clients and team members
- Scaling efforts across the firm
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Attention Busy Law Firm Executives: Take Control of Your Day
(January 21, 2021)
Listen to productivity guru, Bob Andress, Managing Director of Productive Power. This is an interactive and very informative workshop on how to leverage technology to maximize your productivity. Bob outlines the six key steps you can take to increase your efficiency and effectiveness. He also provides innovative and helpful solutions for managing your email and tasks. This webinar is especially important if you can answer YES to any of the following questions.
- Do you never have enough time in the day?
- Are you overwhelmed with email?
- Do you worry about dropping the ball?
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Tracking Sales Through Pipeline Reporting
(August 19, 2020)
Watch the Webinar
This is the recording of the August 19, 2020 webinar presented by Jim Cranston, LawVision. Pipeline reporting is one of the best ways to hold people accountable for their business development activities and results. In this RainDance 2020 Web Briefing, Jim will help you develop or jump start your pipeline reporting.
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ABM in the Era of COVID-19: Strategies to Consider
(May 27, 2020)
During these trying and uncertain times, it's especially important to consider collaboration and innovation within your firm. While we are certainly not suggesting a marketing revamp, now is the perfect time to thoughtfully implement changes to your approach. In this session, we'll discuss the basics of account-based marketing (ABM), why you should execute an ABM strategy and how to get started.
Speakers:
Nick Herbert, Director of Enterprise Business Development, Vuture
Matt Parfitt, President, Vuture
Allen Fuqua, Principal, Allen Fuqua Strategies
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Identifying Business Indicators that Lead to Legal Work
(May 20, 2020)
The rapid and drastic changes in the business landscape have law firms scrambling to figure out which practices are most relevant and aligning resources accordingly.
Join your LSSO peers for a virtual workshop focused on tracking the path of business indicators to legal issues and using this client intelligence to drive your business development and marketing efforts
Speakers:
Stacy Zinken, Senior Director of Client Success, Manzama
Kristie Robertson, Director of Intelligence Services, Manzama