June 11, 2013
Susan will Chair PLI’s 2013 annual conference on law firm business development: for this year’s program, she’ll bring her unique “spin” (from the in-house client’s perspective) on both tactics for originating new work, and expanding or leveraging current client relationships.
As the marketplace for law firm services changes and contracts, so must strategies for BOTH sustainable client relationships and business development. And it’s no longer just about developing new work or clients: the competition to serve existing clients grows fiercer as many clients re-assess what they want from their law firms and a wider variety of non-law firm service providers in an effort to re-engineer service delivery to focus on value.
One basic principle remains true: successful business development and longstanding relationships usually are a direct result of great client-facing service; they do not sustainably grow from a playlist of BD tricks and tips.
You and your firm need to think clearly about:
• How to assess what your clients want and need, and how to deliver it
• How to define your value in delivering that service;
• What you wish to be known for; and
• How you will assure that your current client relationships remain strong and can help you develop new relationships going forward.
Faculty – including both inside and outside practice leaders – will discuss:
• How to define a value proposition that distinguishes you, your practice, and your firm
• How to sustain current business and proof it from competitive threats
• How to create new business by better serving existing clients, who will support you with critical referrals/recommendations.
• Which service delivery models improve current relationships and attract/can be marketed to new clients interested in greater efficiency, cost control, and improved results
• Whether improved firm business models and internal supports can help lawyers generate new business making superior service and definable results measurable
• What’s next in lawyer training to better prepare lawyers to develop and sustain business in the New Normal?
April 11, 2013
Susan will keynote the annual conference of the Swedish Corporate Counsel Association or BJE, and lead panel discussions, as well. Her topics will focus on the change environment for lawyers and their clients.
The BJF was founded almost 60 years ago as a social and networking club for the top 50 general counsel at Swedish companies – it has grown over the years to a vibrant organization that offers networking and educational events and services for its members. Carl Östring, the General Counsel of Traction (SE), leads this group, and is responsible for this year’s meeting.
April 4, 2013
Sponsored by the University of Akron School of Law, this annual conference on professionalism issues offers lawyers, bar leaders, and academics an annual opportunity to exercise thought-leadership on top issues affecting legal professionalism. Susan will speak on professional and ethical challenges that are particularly important to in-house counsel and law department practices.
March 5, 2013
MCCA’s 12th Annual CLE Expo offers a combination of CLE, practice management, and networking sessions for registrants – all delivered by diverse leaders from major corporations, prominent law firms, and key legal service providers. Susan’s session will be the closing session on in-house ethics issues triggered when corporate counsel practice across jurisdictional borders – domestically and internationally – in serving their global clients.
February 22, 2013
Susan will address the entire firm twice during the retreat, both on themes related to success strategies for law firms looking to leverage the challenges and opportunities posed by the changing legal marketplace.
February 6, 2013
TR’s Annual Sales Meeting (ASM) offers an opportunity for hundreds of TR team leaders and members to prepare for the coming year: Susan will Keynote for the corporate counsel sales channel and work with executive team members launching TR’s newest in-house counsel offering – “Concourse” - to assess how it may address critical issues for management of global law departments of all sizes and industries.
November 14, 2012
VQ Knowledge and Strategy Forum