This pre-conference program focuses on the specific tools needed to be a successful business development and marketing leader in a small to mid-sized law firm, when resources — time people and money — are limited and often stretched to capacity. The sessions will leverage the knowledge and experience of in-house marketers and consultants who have built innovative programs that can be executed in this environment.

Programs will cover a range of business development and marketing topics and will include a variety of case studies so that you can leave with a clear action plan to help you maximize existing resources, and tap into new resources to exceed expectations.

Sessions Include: 

• Overcoming the Fear of Failure at Your Firm
• Startup Legal Marketing: Tools and Lessons Learned in Running a Marketing and BD Department
• Seeing 2020: Setting your Sights on Extraordinary Client Experience
• Client Experience Optimization: The Content Journey and How to Use Big Data to Better Understand Your Clients
• Beartraps, Quicksand and Indifference: How to Avoid Them and Deliver ROI for your CRM
• Law Firm Business Development: Coaching for Coaches

The Business Development: Sales and Networking Techniques Competency Bundle contains LMA webinars and conference recordings to help you excel in sales and networking techniques. The contents of this bundle were curated by the LMA Education Advisory Committee and contain the best webinars and conference session recordings available on this topic.  

By completing the programs in this bundle, you will learn:

• How sales and marketing teams can work together to keep your firm top of mind in the marketplace
• How to make your personal and professional network your most valuable asset
• Data-mining techniques
• Client profile models and business analytics tools
• And much more!

The bundle contains the following programs:

• Breaking Through the Barriers: Building a Sales Culture in a Law Firm
• Big Data for Legal Marketers: Doing the Right Things and Doing Things Right for Bigger ROI
• Lessons Learned: Applying Sales Models from Other Professional Service Sectors
• The “S” Word: Sales

This bundle is focused on the Sales and Networking Techniques competency, which falls under the Business Development domain of the LMA Body of Knowledge (BoK). The BoK is a foundational resource that defines the core skills necessary for legal marketers to succeed. It outlines the essential and accepted domains, competencies and associated skill sets within the legal marketing profession at every level. 

The Business Development: Responding to Written Requests for Proposals (RFPs) Competency Bundle contains LMA webinars and conference recordings to help you excel in RFPs. The contents of this bundle were curated by the LMA Education Advisory Committee and contain the best webinars and conference session recordings available on this topic.

By completing the programs in this bundle, you will learn:

• How to evaluate an opportunity
• Key factors to consider for a go/no-go process
• Various meeting preparation methodologies
• Ways to facilitate an informative and effective RFP kick-off meeting
• How to customize your pitches 
• Systems that make the process easier
• And much more!

This bundle contains the following programs:

• The Right Start: Proposal Evaluation, Assessment and Intake
• Kick-off Meeting: Launching the RFP Team into Action
• Taking the Pain Out of Proposals: Preparation, Processes and Proven Strategies
• The Building Blocks for Pitches and Proposals
• Partnering with Pricing to Create Strategic and Competitive Proposals

This bundle is focused on the RFP competency, which falls under the Business Development domain of the LMA Body of Knowledge (BoK). The BoK is a foundational resource that defines the core skills necessary for legal marketers to succeed. It outlines the essential and accepted domains, competencies and associated skill sets within the legal marketing profession at every level. 

The following content is presented by the LMA West Region.

Through a variety of session formats, including hands-on workshops, roundtable discussions, TED Talks and panel presentations, LMATech West is where some of the most innovative thinkers in the legal marketing industry provide examples, inspiration and takeaways that attendees of all levels can apply to the challenges and opportunities we face in our roles, in our organizations and in the industry. The programming for the 2018 conference includes the latest trends and issues affecting the legal marketing technology landscape in all stages of the legal sales cycle.

Domains: Business of Law, Business Development, Communications, Client Services, Technology Management and Marketing Management & Leadership

This bundle includes the following sessions:

• How Technology Shapes News Coverage of the Legal Industry
• The Social Media Master Class
• Results-Oriented Innovation Through Collaboration with Your Technology Business Partners
• What In-House Counsel Want - Results From the Greentarget State of Digital & Content Marketing Survey
• How to Use Marketing Automation to Measure the ROI of Your Firm’s Marketing and BD Efforts
• By the Numbers: Using Data Analytics to Build Smarter Content Strategies
• From Soup to Nuts: Successful CRM Implementations
• How Law Firms are Using Technology to Bridge Multigenerational Marketing and Business Development
• Roundtable on What Legal Marketers Need to Know About Emerging Technologies
• How Small and Mid-Size Firms Can Use Technology to Compete with Big Firms
• What's Next in Digital
• TED-TALK Segment 1
• Video Production in the Legal Marketing World - an In-House Perspective
• Automation: Turning Contacts and Content Into Opportunities
• Achieving Client-Centricity with Data
• Managing Data/SPAM Compliance Risk - What You Need to Know About CASL & GDPR
• TED-TALK Segment 2
• How to Do BD Tech Without a BD Technologist
• Best Practices in Blogging
• How ERM Signature Scraping is Transforming the CRM Landscape
• Differentiate or Die: Harness the Right Data, Generate Winning Proposals

It’s not new news that technology is crucial to successful marketing. However, marketing technology’s role is fundamentally changing. Today’s marketing technology — and the issues it surfaces — is one of the most important drivers of marketing strategy and creativity.

Sessions include:

• The Future is Now: Scaling Expertise with Cognitive Computing
• The Ethics of Data-Driven Legal Marketing
• Marketing Automation: How to Build a Platform that Nurture Prospects and Clients
• Design Thinking Workshop
• Re-architecting Law Firms' Data Sources

As business development and marketing professionals in small to midsize law firms, our resources- time, people, and money- are limited and often stretched to capacity. In order to be successful, we need to be able to implement strategies that are highly customized and that can be executed within our resources to drive business for the firm. 

This pre-conference program focuses on the specific tools needed to be a successful business development and marketing leader in a small to midsize law firm. The session will leverage the knowledge and experience of in-house marketers and consultants who have built innovative programs that can be executed in this environment. Programs will cover a range of business development and marketing topics and will include a variety of case studies so that you can leave with a clear action plan to help you maximize existing resources, and tap into new resources to exceed expectations.

Session Includes:

• The Leader’s Edge: Critical Leadership Skills for Marketers
• How Solo Marketers Can Make a Big Splash in a Small-to Mid-Sized Pond
• Want a New Industry-focused Client Base? Learn How an Associate Built One in Three Years
• How to Implement a Business Development Intensive
• Punching Above Your Weight

Are you a marketer with less than five years of experience working inside a law firm? Would you like to refresh your knowledge of the core competencies and best practices of legal marketing? The popular LMA QuickStart® program is for you. LMA QuickStart® is a comprehensive and entertaining one-day program focused on the key marketing and business development issues you face every day. The speaker faculty will offer no-nonsense advice that will challenge you and provide you with practical tools and skills you can apply immediately.

Sessions Include: 

• Law Firm 101: Understanding How Law Firms Make Money, Pay Attorneys, and Set Budgets and Why the Role of Legal Marketers Is Highly Valued
• T-Ethics: Our Professional Obligations When Marketing Through Technology
• Essential Legal Marketing Technologies
• Attorney Persuasion–Powerful Techniques for Getting Your Way More Often
• Be” In-The-Know”: Business Development Basics
• Know Your Clients: Law School for Marketers
• Through The Looking Glass: Perspectives from Marketing Leadership

The following content is presented by the LMA West Region. 

The Continuing Marketing Education (CME) Conference is the premier gathering for law firm marketers and business development professionals in the West Region. The full day of programming is geared towards the ways legal marketers can prepare and adapt to changes facing the legal industry. The full slate of local and national speakers delivers a program filled with ideas that are both inspiring and practical.

Domains: Business of Law, Business Development, Communications, and Marketing Management & Leadership

This bundle includes the following sessions;

• Great Law and the Role of Law Firm Marketing Leader
• Pricing, Procurement and the Roles of Legal Operations (CLOC) and the Marketing Department
• Business Development Coaching – How to effectively coach your attorneys to gain a competitive edge
• Pepsi-Proofing’ Your Comms Plan – Lessons Learned from Corporate Missteps
• Business Development for Litigators
• The Science of Productivity, Performance and Personal Satisfaction: Getting Things Done with Less Stress
• Speak Up! Crucial Conversations Lead to Effective Outcomes
• Busting Silos: How to Turn the Concept of Cross-Selling into Practice*

*Will be included when you purchase this bundle.

Are you a marketer with less than five years of experience working inside a law firm? Would you like to refresh your knowledge of the core competencies and best practices of legal marketing? The popular LMA QuickStart® program is for you. LMA QuickStart® is a comprehensive and entertaining one-day program focused on the key marketing and business development issues you face every day. The speaker faculty will offer no-nonsense advice that will challenge you and provide you with practical tools and skills you can apply immediately.

Sessions Include:

• Law Firm Structure, Strategy and Economics
• T-Ethics — Our Professional Obligations When Marketing Through Technology
• Essential Legal Marketing Technologies
• Attorney Persuasion — Powerful Techniques for Getting Your Way More Often
• Always Be Commercial — A Fundamental Lesson in Successful Business (and Career) Development
• Time Management Strategies and Technologies for the Overwhelmed Marketer
• Through The Looking Glass — Perspectives From the Marketing Chiefs

Domain:  Communications

You have made a strategic decision to add podcasting to your client communication tool kit. However, how do you gain buy-in from leadership to progress from the “shiny object” stage to implementation? We all produce e-communications, webinars, events and content. Few law firms take the initiative to develop a podcast program. Learn from a former television broadcaster how to create compelling podcasts, build a following and have your attorneys lining up to be part of your program. Find out the strategic and tactical steps to ensure your podcast program is a success and produces return on objective.

You’ll learn how to:

• Determine how podcasting aligns with your marketing plan and brand
• Gain buy-in from leadership
• Create content that builds a following
• How to get the job done effectively and inexpensively: Is this thing on? Mics, phones and laptops
• Define success

Presenter:
Heather McMichael, Media Relations Manager, Shook, Hardy & Bacon LLP