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 LMA West Region

Leveraging Lateral Integration and Business Development for the Next Generation Law Firm (SAN FRANCISCO)

  • 15 Jul 2015
  • 12:00 PM - 1:30 PM
  • 4 Embarcadero Center, 12th Floor, San Francisco, CA

Registration

POSTPONED

Leveraging Lateral Integration and Business Development for the Next Generation Law Firm

Lateral hiring is approaching a new record within large law firms. But despite the high expectations for revenue generation, laterals have an average-to-low success rate across the board - a problem exacerbated when laterals join from the government or other in-house positions where they did not have to develop books of business. It does not have to be that way.

This program will unpack and offer practical strategies for overcoming the four common roadblocks to integration/revenue generation:

  • Lack of ownership of the lateral integration process
  • Failure to arm laterals to pitch clients prior to the start date
  • Lack of internal awareness of new laterals
  • Failure to teach laterals new business skills and hold them accountable (planning, prospecting, client development, new business growth)


Panelists will provide real-world examples of successes and failures of integrating laterals and provide concrete examples for developing a process to set laterals up to deliver on their promise.

Attendees will come away with:

  • An understanding of lateral trends
  • High level strategies firms can use to better integrate laterals
  • High level strategies firms can use to better integrate laterals


Wednesday, July 15, 2015
Lunch & Program - 12:00 p.m. to 1:30 p.m.


San Francisco
4 Embarcadero Center, 12th Floor
San Francisco, CA

(A group sandwich and salad buffet are provided. We try our best to accommodate vegetarian, vegan and gluten-free fare. Please arrive promptly for the best selection to accommodate your dietary needs.)


Sponsors

Visit Bame PR
Berbay
Visit Blattel
 
Visit Hampton OBannon Partners


On24



Practice Boomers


Visit Tenrec


Visit The Ligature

Panelists

  • Jocelyn Brumbaugh, Consultant, The Brumbaugh Group
  • Stuart Goodman, Chief Business Development Officer, Goodman Business Development
  • Catherine Zinn, Chief Marketing Officer, Orrick

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