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 LMA West Region

Creating a Growth, Profitability and Revenue-Focused Culture at Your Firm

  • 19 Jun 2014
  • 11:30 AM - 1:30 PM
  • Bar Association of San Francisco, 301 Battery St., Third Floor, San Francisco, CA 94111

Registration


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In today’s hyper-competitive market, firms must become obsessed with ingraining a culture of business development. As a senior leader, your job is to get your lawyers laser-focused on generating profitable growth and enhancing client loyalty.

This panel will discuss:
  • approaches for crafting your firm’s business development culture
  • practical, proven tools for getting individual lawyers, teams, practice groups, leaders and offices focused on attracting, retaining and growing work from great clients

We look at:
  • Business development planning
  • Cross-selling
  • Delivering higher levels of client service
  • Enhancing the rainmaking skills and motivation of individual lawyers
  • Developing “sales management” skills in group leaders
  • Driving ongoing implementation


Moderator

   
     
David Freeman
 

David H. Freeman, J.D.
Founder
Law Firm CultureShift®

 
     

Panel

   
     
David Bruns
 

David Bruns
Director of Client Services
Farella Braun & Martel LLP

     
L Muldoon


 

Louise Muldoon
North American Business Development Director
Baker & McKenzie

     


Thursday, June 19, 2014
11:30 a.m. - 1:30 p.m.
Registration and Lunch - 11:30 a.m. to 12:00 p.m.
Program - 12:00 p.m. to 1:30 p.m.

San Francisco
Bar Association of San Francisco
301 Battery St., Third Floor
San Francisco, CA 94111

(A group sandwich and salad buffet will be provided and we try our best to accommodate vegetarian, vegan and gluten-free fare. We advise arriving promptly for the best selection to accommodate your dietary needs.)


Sacramento (Webinar – ON24)

TBD

Silicon Valley (Webinar – ON24)
TBD

Walnut Creek (Webinar – ON24)

TBD

 

Bios

David Bruns Director of Client Services
Farella Braun & Martel LLP

As the Director of Client Services for Farella Braun + Martel, Dave leads the firm's business development efforts.  He has successfully integrated business development into the culture of the firm by creating a multi-tiered training program that  leverages Farella’s existing relationship building efforts, affinity groups and practice group activities as opportunities to practice sound business development tactics within the firm, and where appropriate directly involve clients.  He facilitates annual practice-based business planning, firm-wide business development tactics, internal and external communication and an expansion of electronic marketing programs.

Dave approaches business development with a skeptical approach to the status quo.  With more than 14 years of legal industry experience, he understands the risk adverse style of most lawyers.  Dave incorporates proven tactics from inside and outside of the legal industry to develop creative, action-based programs that blend traditional and electronic client touch points.  His approach is founded in solid metrics and requires a deep understanding of law firm economics, practice-based value propositions, corporate marketing tactics and a stiff back-bone.

As a sounding board at Farella, Dave works with individual attorneys at all levels to develop achievable practice development programs and target specific clients for new or additional work.  He counsel his lawyers on subjects ranging from communication skills to influencing decision makers and managing client expectations to developing next steps in the sales process.  He also conducts client interviews to obtain feedback and uses this data to enhance the client relationship experience.

David H. Freeman, J.D. Founder
Law Firm CultureShift®

David H. Freeman, J.D., the award-winning CEO of David Freeman Consulting Group and the founder and Chief Transformation Officer at Law Firm CultureShift®, has shown thousands of managing partners, group and department leaders, partners, counsel and associates how to generate more revenue, profitability and growth.

For the third consecutive year, David was voted the “Top Business Development Coach and Consultant” in National Law Journal surveys, and he has worked with hundreds of law firms world-wide, including over 1/3 of the AmLaw 200. As the creator of Law Firm CultureShift®, David shows senior leaders how to create vibrant cultures of business development throughout their firms. He is an internationally acclaimed author and speaker, and provides consulting, training and coaching services in the areas of leadership, business development, cross-selling, client service, retreats and strategic planning.

David has written three books – The Law Firm Leader’s Reference Guide for Creating a Business Development Culture; Secrets of the Masters: The Business Development Guide for Lawyers; and Weekly Reminders for Revenue-Focused Leaders. He was Co-Chair of the Legal Marketing Association Annual Conference in 2010, he served on the LMA Education Committee, and he had an ongoing leadership column for Marketing the Law Firm. David has also authored numerous articles on the revenue-related aspects of management, leadership, service, strategy, and business development for many major legal publications, and he produces highly regarded video tips on leadership and business development. He can be reached at 949.715.0819 and David@LawFirmCultureShift.com.

Louise J Muldoon
North American Business Development Director

Louise Muldoon qualified as a lawyer in the UK, France and Australia and practiced as a litigator with Lovell White Durrant (now Hogan Lovells) in London and Paris, before moving to Australia to join Baker & McKenzie in Sydney in 1998.  After handling litigation and advisory work for a range of multinational and Australian clients, she moved into a business development role with the Firm to direct and further develop its business development and marketing activities in Australia.

She has been Baker & McKenzie's North American Business Development Director for the last three years.  During this time, she has led a complete restructure of its business development, marketing and communications operations across the US and Canada, in tandem with implementing new programs and initiatives.  She is based in Chicago.  
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