Thoughts and news from the LMA-MN – Midwest Region – Minnesota Local Group

#LMAMN December Program: Communicating Clear Expectations

Legal Marketing Association Minnesota Chapter
LMA-MN December Program
Tuesday December 13, 2016 from 12:00 PM to 1:30 PM CST
Faegre Baker Daniels LLP, 2200 Wells Fargo Center
90 South Seventh Street
Minneapolis, MN 55402
Registration: 11:30 AM
Program: 12:00-1:30 PM


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Communicating Clear Expectations
Join us December 13 for LMA-MN’s December program featuring Susanne Egli, a communications expert dedicated to helping professionals enhance their presence and impact to be more effective leaders. This session will walk through a communication model which describes an expectation setting conversation and what to do when there is a variation from what was expected. It will include strategies for delivering a tough message in an effective manner.About the Presenter


Susanne Egli is the owner of Communication Navigation, LLC, a training company enhancing work environments through leadership development, communication effectiveness, presentation coaching, and client, customer, and patient satisfaction training. Her typical clients are legal, medical, and finance professionals, engineers, accountants, and information technologists.

Susanne’s consulting style draws on her earlier career as a stage and television actor where maintaining poise under pressure, displaying authentic presence, and engaging the audience was critical. Whether giving a keynote speech, leading a seminar, or working one-on-one, Susanne is able to connect and get results.

View Communication Navigation’s short videos to learn more about their services.

Email: segli@eglicommunication.com
Website: www.eglicommunication.com

#LMA-MN November Program: Preparing RFPs that Win

Legal Marketing Association Minnesota Chapter
LMA-MN November Program
Wednesday November 16, 2016 from 12:00 PM to 1:30 PM CST
Fredrikson & Byron, P.A.
40th Floor
200 South Sixth Street
Suite 4000
Minneapolis, MN 55402
Registration: 11:30 AM
Program: 12:00-1:30 PM


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Preparing RFPs that Win
The RFP process is designed to look objective. It’s not. Lawyers believe they can win with data, logic and facts. They won’t. In fact, an RFP response is actually a sales document, and the key to success is in persuasiveness. Peter Darling will use an actual RFP for a seven-figure client to illustrate his approach to responding to RFPs. Topics include managing attorney expectations, research, organization and style along with design, strategy and what he calls the “client-centric” proposal.
The presentation will include discussions of:
  • The Client-Centric proposal
  • How to incorporate strategy
  • Design and content
  • 3 characteristics every RFP should have
  • When to respond to an RFP – and when not to.
About the Presenter

Peter Darling is a consultant, entrepreneur and executive, specializing in working with professional services firms. He has consulted with dozens of companies in the United States, Singapore, Korea, Japan, the Czech Republic, France, India, the Netherlands and elsewhere.

Peter has over twenty years of experience in all facets of marketing, strategy and business development. He began his career as an advertising copywriter under the legendary Peter Arnell at Arnell/Bickford Associates. He received his J.D. in 1993, and was a practicing attorney in Philadelphia for four years, specializing in commercial litigation.

Peter launched his consulting practice in 2002, focusing on business development for professional-services firms. He has advised dozens of law, consulting and advertising firms all over the country on marketing, sales and business development, strategy and communications.

In 2010, Peter joined the US Market Access Center as a member of the US MAC’s management team. As Senior Vice-President, in addition to his management role he was responsible for the firm’s Asian clientele, and business development in the Asia-Pacific region. Peter also has worked directly as a business development and strategy consultant with numerous small and midsized companies from all over the world.

2016 #LMA Your Honor Awards – Winners

The 2016 Your Honor Awards were presented on October 11 at the 2016 LMA Midwest Conference in Minneapolis, Minnesota. There were a number of submissions that proved to be very creative and innovative. In addition to our eight winners, we had two honorable mentions in this year’s awards.

The winners and their categories are as follows:

Collateral Materials: Guide to Patent Litigation in Federal Court: Fish & Richardson P.C.

Honorable Mention for Collateral Materials: Foley & Mansfield for their submission of the video detailing their core values through animation.

The Gimme: The Scarf “Woven into the Fabric of the Community”: Gray Plant Mooty

Social Media: The Conference Countdown: Faegre Baker Daniels LLP

Websites: Celebrating 150 Years: Gray Plant Mooty

Business Development: National Estate Planning Awareness Week: Briggs and Morgan, P.A.

Business Development: Brexit Thought Leadership Campaign: Faegre Baker Daniels LLP

Media Relations Campaigns: “The Scarf Woven into the Fabric of the Community”: Gray Plant Mooty

Events: Year of Service: Gray Plant Mooty

Congratulations to all of our winners!

#LMAMN September Program Materials

Many thanks to Jocelyn Brumbaugh (The Brumbaugh Group), Stuart N. Goodman (Goodman Business Development), and Kelly Klopotek (Gray Plant Mooty) for a terrific presentation on Leveraging Lateral Integration + Business Development for the Next Generation Law Firm at September’s LMA-MN program. They’ve graciously provided their PowerPoint deck, available here.

LMA-MN September Program: Lateral Integration for the Next Generation Law Firm

Legal Marketing Association Minnesota Chapter
LMA-MN September Program
Wednesday September 14, 2016 from 12:00 PM to 1:30 PM CDT
Gray Plant Mooty
80 South 8th Street
500 IDS Center
Minneapolis, MN 55402
Registration: 11:30 AM
Program: 12:00-1:30 PM


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Lateral Integration for the Next Generation Law Firm

Lateral hiring is approaching a new record within large law firms. 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.

Panelists will provide real-world examples of successes and failures of integrating laterals, leveraging business development activities and provide concrete examples for developing a process to set laterals up to deliver on their promises.

Attendees will come away with:        

  • An understanding of lateral trends
  • Common roadblocks to integration/revenue generation and how to overcome them
  • Both high level strategies and tactical elements firms can incorporate to better integrate laterals
  • Business development strategic tools and best practices
  • Jocelyn Brumbaugh, The Brumbaugh Group
  • Kelly Klopotek, Chief Business Development Officer, Gray Plant Mooty
  • Stuart N. Goodman, J.D.,  Goodman Business Development
Jocelyn Brumbaugh is a senior marketing communications professional with a proven track record of advancing professional services brands in the marketplace and creating international stakeholder affinity. She combines a passion for law firm marketing with nearly 20 years of experience in legal and financial services settings. As part of The Brumbaugh Group, she provides lateral integration consulting and marketing strategy for law firms from boutiques through some of the best-known global law firm brands.
Kelly Klopotek has more than 15 
years of experience as a law firm business development and marketing professional and currently serves as the Chief Business Development Officer at Gray Plant Mooty.  As CBDO, she focuses her efforts on institutionalizing the business development function within the firm, and is also responsible for business development training and coaching programs, client service and feedback initiatives, communications and media relations, and marketing technology systems.
Stuart Goodman, J.D.
 founded  Goodman Business Development with the philosophy that lawyers wouldbe better served learning business development from those with “in-the-trenches” experience building client relationships in the legal industry. His extensive legal background, 20+ years of developing new business and proven track record of cultivating loyalty among corporate counsel and AmLaw 200 law firms gives him a window into what motivates buyers of legal services – and why.

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