LSSO's 2012 RainDance Conference Speakers

Steven M. Bell, Chief Client Development Officer
Womble Carlyle Sandridge & Rice, PLLC

Steve is one of the first sales professionals in the accounting and legal professions.  He was National Director of Sales for Tax Services at Price Waterhouse and Tax Sales Partner at Grant Thornton prior to transitioning to the legal profession.  Now the Chief Client Development Officer at the law firm of Womble Carlyle Sandridge & Rice LLP, Steve has been a law firm sales innovator for more than 10 years, Steve recently was named the Vice Chairman of Marketing for the Americas for Lex Mundi, the world’s largest association of independent law firms.  Steve is active in Womble Carlyle’s partnership with the Association of Corporate Counsel, the Minority Corporate Counsel Association and the National Asian Pacific American Bar Association, and he counts the leaders and members of those organizations as among his most-treasured relationships.  He is a student of the U.S. Civil War.  In the last two years, he has been “recognized by your peers as a Best Lawyer” in Georgia and Detroit, despite not being a lawyer and rarely spending time in either geography.  His klout rating occasionally tops 40.

Janice L. Block, Executive Vice President, General Counsel and Chief Compliance Officer
Kaplan Inc.

Janice oversees the legal, regulatory and compliance functions for Kaplan, Inc. globally. She joined Kaplan in 2006 as the general counsel and chief compliance officer of its higher education division, and was promoted to these roles for Kaplan, Inc. in 2011.  In addition to leading a team of lawyers covering transactional work, contracts, employment and intellectual property matters, along with litigation, she has focused on developing a robust regulatory and compliance framework throughout the organization.

Prior to joining Kaplan, Block was the general counsel and corporate secretary for Career Education Corporation.  She also served as regional counsel for Microsoft Corporation.  In addition to these positions, Janice previously was a partner and attorney in the Chicago office of several law firms, including Greenberg Traurig, Seyfarth Shaw, and Kirkland & Ellis. Her legal experience includes nearly 25 years of litigation, transactional, intellectual property, corporate governance, regulatory, policy, and compliance experience.

Block earned her bachelor’s degree from Princeton University, a master’s degree in journalism from Northwestern University, and a law degree from Columbia University.

Michael Chu, Partner
Brinks Hofer Gilson & Lione

Michael P. Chu is a partner with Brinks Hofer Gilson & Lione, a Chicago-based law firm that practices intellectual property law exclusively.  Michael litigates patent, trademark, copyright and trade secret disputes at the trial and appellate levels throughout the country. 

Michael holds a J.D. from the College of William and Mary, where he was the Articles Editor for the William and Mary Law Review, and a B.S. in Mechanical Engineering from the University of Illinois.  Michael is an active member of the American Bar Association, having sat on Standing Committees for Continuing Legal Education and Technology and Information Services.  He is also a founding member of the University of Illinois Illini Leadership Council. 

Michael has spent most of his career also working as an advocate for the Asian Pacific American community.  In 2004-2005 Michael served as the president of the National Asian Pacific American Bar Association (NAPABA), where he served on its Board of Directors since 2001.  He now serves as the president of the NAPABA Law Foundation, an organization dedicated to supporting scholarship for law students, fellowships for public interest and community service, and education for the Asian Pacific American community.  Michael regularly speaks and writes on the topics of Asian American diversity in law firms and corporations, and has testified before the U.S. Senate Democratic Steering Committee regarding issues of diversity within the federal judiciary.  Michael was a board member of the Asian American Bar Association of Greater Chicago for over ten years, and he currently sits on the board of the Chicago Committee of Minority Partners in Large Law Firms. 

In addition, Michael is a former Trustee of the Latin School of Chicago, and the current President of the Asian American Institute (an affiliate of the Asian American Justice Center).  He is also a graduate of the 2006 Fellows class of Leadership Greater Chicago. 

Michael is also an avid photographer and maintains a daily photoblog at  Michael and his wife, Stephanie, have three children: Caroline (14), Christopher (11), and Nicholas (8).

Jim Cranston, Principal
LawVision Group

Jim Cranston is a founding partner of LawVision Group. Jim is widely recognized as a leading authority on sales and business development in the legal industry. He has developed a unique method for teaching sales skills to lawyers and law firms, which consistently helps professionals win new clients and grow firm revenues through his innovative programs. Previously he served as a Managing Director with Hildebrandt Baker Robbins, one of the world’s leading law firm consultancy organizations. Prior to joining Hildebrandt, Mr. Cranston co-founded CoulterCranston, a consulting firm focused on assisting law firms with all facets of business development.

Prior to co-founding CoulterCranston, Mr. Cranston was a member of the senior leadership team at a Global 100 law firm where, as the Director of Business Development, the firm was listed as a top 10 firm in the annual BTI Client Service Study for three years straight. His experience includes launching more than forty successful client teams and authoring the client team planning process, initiating the practice section business planning initiative; serving as a business development leader and client development coach to client relationship partners; establishing firm-wide business development training and coaching programs; developing and teaching programs to more than 1,500 lawyers.

Prior to his work in the legal industry, Mr. Cranston spent fourteen years selling consulting services in Northern and Southern California. In 1990, Jim was one of the first recognized business development executives among the Big Eight where he served as regional sales manager at Price Waterhouse. Four years later, he was recruited to grow the consulting practice at Arthur Andersen as the Director of Business Development. During his seven-year tenure at Andersen, Jim received the prestigious “Sales Excellence Award” on four occasions and later received the firms “Top Producer” award.

Darryl Cross, Vice President, Client Profitability and Performance Development

Darryl is a high performance coach and trainer for high performance teams and rainmakers.

He joined LexisNexis in 2004 and consults with over 300 law firms a year around the world to collect and share best practices in law firm profitability and growth strategies. Additionally, he is responsible for coaching, sales training and performance development for a 1500 person, national sales force generating $1.5 billion in annual sales in the legal, corporate, government and academic sectors.

Darryl’s direct experience in professional service organizations includes his service as the Chief Marketing Officer and member of the Executive Committee of a law firm.

During his tenure, he was awarded one of the most prestigious national awards in legal marketing, the Marketing Partner Forum’s Excellence in Marketing Award, for “Creating a Sales Culture at a Law Firm.” He was also a finalist for the 2003 U.S. Marketing Director of the Year and 2004 Marketing Initiative of the Year.  For a full biography please click here

Jeff Day, Sr. Manager, Collaboration Strategy

Jeff is a graduate of Brigham Young University and has been in the networking and software industry for 20 years. Jeff has held a number of administrative and leadership roles in companies that include Novell, 3Com, Compuware, and several start-up entities.  Jeff has been instrumental in assisting numerous organizations in their pursuit for collaborative and innovation excellence.  He's been involved in technologies ranging from secure network access to IP video systems and has worked across many vertical and global markets with a wide range of customers.  Jeff currently leads strategy and planning for Cisco's America's collaboration team. This group focuses on maximizing the business value of how people interact more effectively through new collaboration experiences.

Jan Anne Dubin, Principal
Jan Anne Dubin Consulting

A Principal with Jan Anne Dubin Consulting, she has more than 28 years of experience advising senior management of law firms, consulting firms, and other businesses, Jan is a pioneer in the field of professional services firm marketing and communications with particular expertise in the areas of revenue generation through effective business development and client service strategies.

Prior to starting her own consulting firm, Jan served as the North American Business Development Director for Baker & McKenzie LLP where she was responsible for driving the Region’s business development strategies. She was the Director of Client Relations for DLA Piper US LLP and its legacy firms. During her 17-year tenure with the firm, she led hundreds of cross-functional teams in pursuit of new business that generated fees in excess of $100 million. For a full biography please click here.
Elizabeth Duffy, Vice President
Acritas US, Inc.

Elizabeth is Vice President of Acritas US, Inc. a specialist in market research for the legal sector globally. In her three years with Acritas in the UK, Elizabeth has developed both specialist research skills and a deep understanding of the global legal market allowing her to apply strategic insight to the commercial needs of law firms.

In October 2011 Elizabeth relocated to New York to head up Acritas US, Inc.  Elizabeth continues to travel extensively to work closely with law firms across North America, UK, Middle East and Asia to understand each firm’s strategy and goals. She then extracts relevant insight from a bed rock of Sharplegal data and applies it to each firm’s business needs, at a global level as well as deep into local markets.

Sharplegal is the world’s most comprehensive annual study of the legal market. It delivers the views of over 2,500 high ranking General Counsel each year and covers many aspects of the legal business in great depth, including brand, changing buyer behavior, client service, pricing and international needs.

Elizabeth is regularly invited to speak at industry conferences. In July 2011 Elizabeth led a Sharplegal seminar in Toronto on Internationalization in the Canadian Legal Market. In October 2011 she spoke on trends in the use of fee models at Sandpiper’s ‘Pricing & Profitability’ round table and at LawVision’s round table on the value and practice of client research for business growth.

Elizabeth also designs and oversees tailor-made client feedback programs for individual law firms and continues to work on developing Sharplegal to meet the evolving needs of law firms from her base in New York.

Stephen Landsman, Vice President, General Counsel

Steve Landsman spent the first six years of his career at Chadwell & Kayser, Ltd., an outside firm in Chicago.  In 2000, Steve took an in-house position at Nalco Company in Naperville.  After assignments in the legal department, running the mergers and acquisitions group and small business units, Steve became Vice President and General Counsel of Nalco when it went through a leveraged buy-out by a group of private equity firms in 2003.  Steve held that role while Nalco went through an Initial Public Offering and subsequent secondary registrations and when Nalco was purchased this past December by Ecolab, Inc.  Steve is currently Associate General Counsel for Ecolab, responsible for the Nalco business divisions.

Lynette Lupia, Senior Manager, Performance Management & Administration

Lynette is a Senior Manager in Legal Operations in the Abbott Legal Division. She has a wide variety of responsibilities, including initiatives designed to measure and improve the performance of the legal division and its individual professionals, training and development of attorneys and staff, and division-wide communications and meetings.  Among other projects, she has designed and conducted global client satisfaction surveys for internal business users of Legal Division services.  Before joining Abbott, she gained a wide variety of experience in the legal industry, as an associate at Jones Day and Sonnenschein (now SNR Denton), as a director of a legal staffing company and as an inhouse advisor at a startup hospital company.  She is a graduate of the University of Virginia and Northwestern University School of Law. 

Outside of work, she enjoys cycling, hiking and keeping up with the latest in pre-school literature.

John Martin, Ph.D., Chairman
Chadwick Martin Bailey

Dr. John Martin is Chairman and co-founder of Chadwick Martin Bailey, Inc. and South Street Strategy Group with over 40 years experience in market research and consulting for clients.  His clients are from a variety of industries and include companies both inside the U.S. and abroad.  John has directed projects for clients such as Aflac, Hilton Hotels, Allstate, Bose, State Street, Travelers Insurance, JPMorgan, CIGNA, Electrolux,  Microsoft, Bank of America, Caesars Entertainment, Visa Europe, Moody’s, and EMC.  He has been the central developer of Chadwick Martin Bailey's approaches to brand optimization and deployment, segmentation, product development, workforce management, innovation, and customer loyalty. 

John is a three-time member of the Board of Examiners for the Malcolm Baldrige National Quality Award (1990 to 1992), and was a judge for the Massachusetts Quality Award from 1992 to 1998. His work has appeared in a variety of publications, including the Handbook of Business Strategy, Directorship Magazine, Journal of Marketing Research, Irish Management Review, International Journal of Bank Marketing, Journal of Health Care Marketing, LIMRA’s Market Facts Quarterly, Quirk’s, and Journal of Marketing in Higher Education.  He makes several presentations at professional conferences each year.

John has served on the faculties at the Boston University School of Management, Babson College, and Northwestern University's Kellogg Graduate School of Management. He holds a Ph.D. in Marketing from Northwestern University Kellogg School, an M.B.A. in Marketing from UCLA Anderson School, and a B.Ec. (Honors) from the University of Western Australia.

Catherine J. Moynihan, Director of Legal Management Services
Association of Corporate Counsel

Catherine manages all aspects of the ACC Value Challenge, ACC’s initiative to promote reconnecting the cost of legal services to the value received. It's all about applying management skills to drive efficiency and effectiveness in law departments and law firms, and ACC is helping drive value in the legal marketplace by providing resources, sharing success stories, offering skill development programs and convening conversations on value.  She also manages ACC’s Law Department Executive Leadership programs for the COOs of large law departments.  Catherine has an MBA from Columbia University, studied at University of Virginia as an undergrad, and grew up as a “global nomad.

Florie Shertzer Perellis, Vice President, Assistant General Counsel and Assistant Secretary Allstate Insurance Company

Florie joined the Allstate Insurance Company Law & Regulation Department in 1985 after working in the litigation section of a Chicago law firm. Florie started as an attorney in the Corporate Litigation Division and was promoted to Assistant General Counsel and Assistant Vice President of Corporate Litigation in 1998.  Recently, Florie added the Claim Litigation Division to her responsibilities and is now Vice President and Assistant General Counsel of Corporate and Claim Litigation.  In her current position, Florie is responsible for class action litigation, litigation challenging Allstate business practices, policies and procedures, litigation alleging bad-faith claims handling practices, as well as agency-related and employment litigation, and affirmative actions filed by Claim’s Special Investigation Unit (SIU).

Florie earned her bachelor's degree in political science from The State University of New York in Albany, and her J.D. from The National Law Center of The George Washington University.  She also studied at the London School of Economics.  Florie regularly speaks on various topics including the relationship between in house and outside counsel.  She also authored a chapter, "Cost-Effective Management of Employment Claims – An In-House Counsel's Perspective," of the CBC text book, Disability Discrimination in the Workplace.

Florie and her husband, Andy (also an attorney) live in the Chicago suburbs and have two children.

Jeff Selig, Director of Strategy

Jeff is responsible for making sure best marketing and technology practices are infused into every campaign, generating qualified leads and customers for our clients.

Jeff came from Overdrive Interactive, a leading interactive agency in Boston, where he previously served as their Director of Analytics and Media Services. Client experience in B2B runs from Akamai to EMC and in B2C, Harley Davidson to Samsonite. Jeff has over 20 years of media experience ranging from working in the studios of Electric Lady alongside Hall & Oates, AC/DC and Brian Adams to building video productions facilities for FEDEX TV. Jeff is a veteran media executive who has been in the online space since 1995, designing, building and optimizing sites for a wide variety of clients, including his own domain portfolio.

Adam Severson, Chief Marketing and Business Development Officer
Baker Donelson, Nashville, TN

Adam is responsible for the strategic direction and execution of the Firm's business development and marketing initiatives, and collaborates with the Firm's lawyers and professional staff to maintain a client focus, increase marketplace awareness and facilitate cross-office and cross-practice collaboration. Mr. Severson is very active in LMA and served 3 years on the LMA International Board of Directors. He has received several industry awards including recognition as the #1 Business Development & Marketing team by Marketing the Law Firm and "Best of Industry" for outstanding achievement in web development. He is a nationally-recognized presenter and leader in the legal marketing and business development community.  For a full biography, please click here.
Frederick Snow, Executive Vice President and General Counsel
First American Bank

Mr. Snow heads the bank's legal, compliance and real estate valuation groups, and has responsibility for risk management related to the bank's various business units.  Mr. Snow's responsibilities include legal matters involving bank's wealth management group, securities, corporate structure, litigation, and commercial and retail loan portfolios, as well as regulatory compliance and information security.  Mr. Snow serves as Secretary to the bank's holding company Board of Directors. 

Until 2005, Mr. Snow was a partner in Chapman and Cutler LLP, Chicago, Illinois, representing financial institutions, funds, underwriters, utilities and transportation entities as bond and underwriter's counsel in a variety of bond and project finance transactions. 

Mr. Snow has served as a lecturer or moderator to various committees and continuing legal education seminars of the National Association of Bond Lawyers, American Bar Association and Chicago Bar Association concerning commercial finance, lender liability and credit enhancement.

Mr. Snow is former chairman of the Commercial Transactions and the Financial Institutions Committees of the Chicago Bar Association and serves on its Finance Committee. Mr. Snow has been nominated to serve on the Chicago Bar Association's Board of Managers for 2012-2014.

 Mr. Snow has been designated a member of Super Lawyers in banking by Thompson Reuters and a member of Leading Lawyer Network in finance law by Law Bulletin Publishing Company. He is a past chairman and legal counsel of Jane Addams Resource Corporation, Chicago, Illinois and serves on the advisory board of Chicago Legal Prep, a legal themed college preparatory high school serving Chicago's Garfield Park neighborhood. 

Mr. Snow is a graduate of the University of Michigan Law School and holds an LL. M. (with honors) in Taxation from the Chicago Kent College of Law. 

Jill Weber, Chief Business Development Officer
Leonard, Street and Deinard

Jill is Chief Business Development Officer for Leonard, Street and Deinard, where she is responsible for creating and executing marketing and business development strategies, including Fast Forward®, a nationally recognized integrated business development initiative. Leonard, Street and Deinard is listed on The MLF 50: The Top Law Firms in Marketing and Communications and is the only non-AmLaw 200 firm to appear on the list for seven consecutive years. Jill was recognized as a 2009 "Unsung Legal Hero" by Minnesota Lawyer and received the 2007 EXCEL Minnesota Award, sponsored by the Minnesota Chapter of the International Association of Business Communicators, recognizing a C-level executive whose vision and leadership demonstrates a commitment to business communication. Jill is co-chair of the 2012 Legal Marketing Association's Annual Conference.

Jill offers more than 20 years of experience creating marketing and business development strategies for professional service firms, including law firms, accounting firms and financial institutions. Her experience includes strategic and tactical planning, business development training and coaching, branding, advertising, media relations and interactive communications (including Web and e-mail). She oversees a staff of business development, design, communications, event planning and marketing technology professionals.

Prior to joining Leonard, Street and Deinard, Jill served as Director of Account Services for a marketing communications agency. She also served in lead marketing roles with two other law firms, Fredrikson & Byron in Minneapolis and McDermott, Will & Emery in Chicago, and with Deloitte & Touche’s Management Consulting practice in Chicago. Jill frequently speaks at marketing and business development conferences and is the author of numerous articles on professional services marketing.

Melanie Zaletsky, Head of Business Development
Hogan Lovells US LLP

Melanie is Head of Business Development at Hogan Lovells, one of the largest law firms in the world by lawyer-count and revenue, with more than 2,300 attorneys in 40 offices across the globe. Melanie joined Hogan Lovells in March 2011 in this newly created position, and is responsible for identifying, promoting and executing on cross-selling and new client business development strategies across the firm, including building a dedicated business development/sales function.

Melanie has more than 12 years of corporate and professional services sales and business development experience, and extensive prior experience in leading and managing effective teams. Previously, she served as a Client Development Executive at DLA Piper and as a sales executive at Bowne & Co., both positions in which she was selling directly to in-house lawyers and other C-level executives. She also worked as a Corporate Business Development Manager at Raytheon Company, with a particular focus on Navy programs, which followed her six-years of active duty service as a Surface Warfare Officer in the United States Navy.

Melanie graduated from Stanford University with a degree in Biological Sciences, where she also participated in varsity track and field, and was a recipient of a Navy ROTC scholarship. She currently lives in Rockville, Maryland with her husband, Kevin.

Catherine Zinn, Sr. Client Development Executive

Catherine is the Sr. Client Development Executive at DLA Piper, the largest law firm on the globe. She previously served as the National Director of Business Development and National Director of Class Action Settlement Adjudication at JAMS, the largest private provider of mediation and arbitration services. Catherine has 16 years of experience in selling professional services to c-level executives.

Catherine currently a volunteer member of Barack Obama’s National Finance Committee and was recently appointed as the National Coordinating Co-Chair of Lawyers for Obama by Ambassador Matthew Barzun.. Catherine also served on Hillary Clinton’s National Finance Committee in the last election.

Catherine serves in advisory roles and on the board of various non-profit organizations including the Women’s High Tech Coalition, Law Foundation of Silicon Valley, Asita, Jewish Community Center of San Francisco, and Breast Cancer Connections. Catherine is a graduate of Hamilton College with degrees in Economics and Public Policy where she also received varsity letters in three sports. Catherine was born and raised in Berkeley, CA and now lives in San Francisco, CA with her husband, Aaron Rosenthal, and their four-year-old son.

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