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Recorded
Web Seminars from
SAGE PDI/SAGE Law Marketing &
Law Marketing Portal |
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Thousands
of Associate Attorneys attended these seminars live...We
invite you to gain the critical insights and business
development skills they learned. Don't miss out! Get these
valuable recordings for your office.
Successful
Business Development for Associates — 4
Seminar Set
 INTRODUCTORY
OFFER Only $499.00 ($150 off individual
pricing) plus shipping & handling
($20). You receive audio CDs of four complete
seminars on business development for associates
(1 to 1.5 hours each), a 20-plus page transcript of each
seminar,
plus the full set of slides. To Purchase,
Click the Button below.
PLUS
Introductory offer: Set includes a 5th seminar
in a full recording just as if you were attending the original
seminar - Becoming
an Associate Marketing All-Star
These complete
recordings of our Best Practices web seminars
focus on
the specific challenges and opportunities facing Associates
today in building their legal career.
Download
a FREE report and interviews with
Five All-Star Associates who have already learned
how to bring in legal business, including seminar
participants
Adam August and Jennifer Zimmerman.
For
the FREE 14-page preview of this seminar series
dedicated to Associates, just click
here and then save a copy.
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Each CD recording
features practical advice and the insights of associates
who
have learned how to
bring in business and take charge of their careers,
as well as marketing experts who have seen what works
and what doesn't in their own firms. Learn what you can
do and how to do it from the range of
know-how and pragmatic experience they offer in these seminars.
The speakers have thought
deeply about how careers can be built and what young lawyers
must do to thrive in the profession.
Learn from the experience
of those who have done it already what really works in
business development.
Listen to some audio excerpts
with advice from some of our speakers.
Just click here!
Successful
Business Development for Associates: 4 Seminar Set features
the following distinguished speakers and topics:
Developing
Your Personal
Marketing Plan - for Associates
  How
does an associate build a business development program
that will build a career? Independent experts Michael
G. Cummings (SAGE Professional/SAGE PDI) and Larry
Bodine (Law Marketing Portal) highlight
the key elements of business development and show you how to
create your own personal marketing plan to ensure long term
success. For more information
about the speakers, click here.
This program covers the essential
components of effective business development, demonstrating
via real life case studies how newer attorneys have successfully
executed each step. Participants can then apply these best
practices and start to develop their own personal
plan, adapting these proven methods to their own personal
style, culture and areas of practice.
The essential components are:
• Step 1: Find Your Niche
Marketing Case Study 1: Targeting Human Resource Directors
at Mid-Sized Firms
• Step 2: Recruit Allies and Co-Market
Marketing Case Study 2: Building a Practice Focused on Women
Entrepreneurs
• Step 3: Team with Partners and Sell Work
Marketing Case Study 3: Landing a Large New Client as a Team
• Step 4: Build Your Personal Reputation
Marketing Case Study 4: Becoming a Local Celebrity
• Step 5: Be a Marketing Innovator
Marketing Case Study 5: Using Technology to Grow a Nationwide
Reputation
• Step 6: Putting Your Own Plan in Place
Exercise: Develop Your Personal Marketing Plan
Best
Practices in Business Development - for Associates
 Few
people know more about training lawyers to generate
new business than the legendary Jim Durham.
He is a lawyer himself and a former General Counsel.
He has
been a practicing marketer for MLB.com, and is
now the Chief Marketing Officer of Ropes & Gray,
one of the largest firms in the country. And he has
trained attorneys in marketing both as a consultant
and as
author of The Essential Little Book of Great Lawyering. For
more information about the speaker, click
here.
Mr. Durham directs his attention
to the challenges for associates, how they can turn into
rainmakers, and what the firm can do to help
them. His aim, as in all his work, is to help “lawyers develop
their practices to be personally and professionally satisfying."
If you’re an associate who wants
to succeed today and in the future, this seminar shows you
how. If you want to see more practice development activity from
your young lawyers, this program is for you.
Associate
Case Study: Co-marketing with Professional Allies
  Learn
from an enterprising associate, Jennifer Zimmerman of Rhoads & Sinon
LLP, how she made
her career breakthrough with a full-scale marketing program, gathering
a team of
women attorneys from within the firm and financial planners from outside.
Together with Niki Williams, of Executive Planning
Group, she details how they all collaborated on a marketing program
aimed at women entrepreneurs, built their professional reputations in the
market and in their firms, plus landed 1-2 new clients a month. Hear about
the lessons
she learned, and how to put them to work for you. For more
information about the speakers, click here.
Associates
– Your
Firm's Secret Weapon in Business Development
  Smart
law firms realize that their associates are "diamonds
in your own back yard" and that business
development (not just billing time) is a key
part of being a
good lawyer. Find
out what you can gain and how you can do the same.
In
this seminar, hear the actual experience of
one associate Adam August who became a rainmaker
at Holland
+ Knight. And learn from Rick
Davis how Hughes & Luce unleashed
70 associates on the marketplace, and gained
substantial results like
this: $500,000 - $600,000
in new revenue in six months;
individual associates securing M&A work for partners; partners
and associates selling effectively in "strike
force teams"; active cross-selling to open new
files for current clients; and associates networking
with movers and shakers, and teaching practice groups
about responsive
client service. For more information
about the speakers, click
here.
Introductory Offer:
Full live recording, Included as an extra with
your purchase of this set
Becoming
an Associate Marketing All-Star
In
this full recording of the seminar, viewable as if you
were experiencing it live, marketing experts
Larry Bodine and Michael Cummings profile five Associate
Marketing All-Stars. They review the lessons learned from
these cases, and specify
how you and your fellow Associates can achieve similar successes.
This seminar highlights young lawyers who
have already found a way to bring in business for themselves
and their firms. They are featured in the set of 4 seminars,
but here all the examples are discussed in detail, with practical
lessons for how you can follow their example and enjoy the
benefits of doing so. You will learn:
• How top-performing
associates contribute to the marketing success of their
firm
• How are they take the initiative to land new
clients, sell additional work and build their personal
reputation
• How they find the time to do marketing and garner firm
support
• What specific marketing programs work for them
and how can you emulate them
• What makes them tick...and how you can too
Prepare yourself! Take your next
step forward to building your future with
these recordings of our Best Practices seminars
expressly for associates and junior partners. Click
Here to
purchase this
4 CD set of audio recordings, slides and transcripts.
Only $499,
plus shipping and handling ($20). An introductory
discount of $150 off the individually priced seminars.
PLUS
Introductory Offer: Set includes a 5th seminar in
a full recording just as if you were attending the
original seminar - Becoming
an Associate Marketing All-Star
Topics
covered include
a wide range of issues central to an associates' success
in the profession, such as:
• How to think and act like
an entrepreneur and innovator rather than an associate
• When you should begin your business development activities.
• How you can make the transition from being a worker bee
who takes assignments to having your own clients and giving
assignments to others.
• What clients care about and how you make clients feel you
are the best lawyer they know.
• Developing your business case and marketing plan
•
Creating a "pursuit path" that leads to new files.
• Targeting the unique marketing needs of a specific market,
such as women entrepreneurs
• How to find new business when your firm represents principally
Fortune 500 companies.
• Building up your network, adding value to your network
and finding evangelists.
• The secrets of effective marketing
• Use speaking engagements to land clients.
• How to get to know your peers at
clients, considering all the billable hours you have to
work
•
What it means to "know a client's business."
• What you can do for responsive client service.
• Packaging your services to appeal to your client
• Developing your value proposition
• Using the 6 best marketing methods to expand your base
of work with a client
• How to excel at marketing and selling as a team
• Marketing inside your own firm
•
How associates can "quarterback" a matter to
the right expert in the firm.
• Becoming a visible leader of an elite organization,
• How to choose between bar or trade associations or charitable
ones
• How much time you should spend a year on business development.
• Building a practice even when your firm doesn't consider
it important.
• Why you need to find a mentor, how to find them inside
and outside your firm, and what he/she can do for you.
• Organizing regular in-house training for associates.
• Business development training outside the law firm.
•
What can be learned in an associate "research call."
• How to focus individual lawyers on generating new revenue.
Who will gain from these
seminars:
• Junior Partners
and Associates looking
to get on the fast track to career success and develop
a book of business.
• Younger attorneys looking to build their abilities to
add
business
clients and begin to control a practice
• All lawyers who want to understand and apply the
best practices of business development.
• Marketing Directors and Firm Leaders looking for ways
to
support
their
associates and build effective programs to unleash them.
How
Does an Associate Become a Marketing All-Star...and a
Partner in control of her or his Practice?
Marketing and
selling is a skill that you can learn — and,
most importantly, it is an essential skill you MUST learn
to be a success in the legal profession.
Even as a younger
attorney, your marketing and selling skills can set you apart. So
find out
what other associates are doing to market,
sell, build their personal reputation and create their
niche. By reviewing
real, live case examples — and the lessons learned
by those who have done it — you will see what is
possible and be motivated
to achieve similar results. Sadly,
many young attorneys believe they can "wait" to
build these skills until they become a partner. Our strong
advice is to build these skills NOW — so that you
are poised to become a top-producing partner — and
be well positioned for long term success.
Don’t
be fooled. Doing high quality, technically superb legal
work is only a start. To build a
top notch practice for
yourself requires even more: getting mentored and coached by
rainmaking partners; motivating your colleagues to find opportunities
for you; inspiring clients to deliver introductions for you;
and recruiting the right professional allies to build your
reputation through word-of-mouth marketing.
Building
your practice will be your responsibility...not the firm's
or its partners. There are no magic bullets like advertising
or public relations. Instead, learn the practical, proven
and enduring lessons of the best business generators.
Tools and technology can't take the place of being a
true entrepreneur.
Don’t be unprepared. Put
your success under your own control. Start building
your thriving career today. Make it happen for you: gain
an understanding of what to do and how to put a plan
into
action to
get results.
Click
Here to
purchase this
4 CD set of audio recordings, slides and transcripts.
Only $499, plus shipping and handling
($20), an introductory discount of $150 off the individually
priced seminars.
PLUS
Introductory Offer: Set includes a 5th seminar
in a full recording just as if you were attending the
original seminar - Becoming an Associate Marketing
All-Star
|
These seminars are direct and to-the-point, giving you
an abundance of proven, practical ideas and suggestions for
making career breakthroughs in the coming year.
|
PRESENTED BY:
SAGE Professional Development Institute (SAGE PDI, Inc.)
& Law Marketing Portal
THE SET:
Audio CDs of four complete
seminars on business development for associates (1 to 1.5
hours each), a 20-plus page transcript of each seminar, plus
the full slides.
Includes also: Full
original live recordng of Becoming an Associate Marketing
All-Star
TO PURCHASE:
Click the button below.
COST:
$499 plus
shipping & handling ($20),
a $150 discount off the individual prices
Don't
Miss Out.
Get these recordings today for you or your office! |
Successful Business
Development for Associates: 4 Seminar Set
Rainmaking
Lessons & Practical Advice from Top Marketing Experts
and Associates Who Have Already Succeeded in their
Marketing
- Larry Bodine, Esq., Marketing
Consultant and Director, Law Marketing Portal
- Michael Cummings, Managing
Principal of SAGE PDI
- Jennifer Zimmerman, rainmaking
associate at Rhoads & Sinon LLP in Pennsylvania
- Adam August, rainmaking
associate at Holland & Knight
- Jim Durham, Chief Marketing
Officer with Ropes & Gray
- Rick Davis, Chief Marketing
Officer with Hughes & Luce
Gain the insights and examples you need
to build your value in the marketplace and in your firm. |
About
the Speakers:
Developing
Your Personal Marketing Plan - for Associates:
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Larry
Bodine
Marketing Consultant, Director, Law Marketing Portal
He is an industry leading business
development advisor who trains lawyers on how to get new
clients and generate business. He is the director of The
Law Marketing Portal, the number one web destination
for business development articles, resources and tools in
the marketing of legal services.
Since 2000 Larry has been
a business development advisor to law firms and businesses
across the country on marketing strategy, individual sales
plans and Web sites. Typical assignments include developing
a firmwide marketing strategy, meeting with partners to compose
individual marketing plans and using technology to market
a law firm.
He is the former Director
of Communications of Sidley, Austin Brown & Wood, where
he served for eight years. He also has 15 years' experience
as a journalist, serving as Editor and Publisher of the American
Bar Association Journal, the National Law Journal, Lawyers
Alert (renamed Lawyers Weekly) and other news publications.
Larry practiced law in
Madison, Wisconsin and is a cum laude graduate of both Seton
Hall University (J.D., 1981) and Amherst College (B.A., 1972). |
Michael
Cummings
Managing Principal,
SAGE PDI
He is the managing principal
of SAGE PDI, Inc. (SAGE Professional/SAGE Law Marketing),
based in St. Charles, IL. He has been a marketing strategy
and business development consultant for over 20 years. Michael
is co-author of a new book (2004) with Allan Boress – The
Best Practices of Legal Marketing.
Prior to establishing
SAGE, Michael was a partner at Mercer Management Consulting
- a leading business design consulting firm. At Mercer,
he was responsible for new business development, managing
client relationships and delivering business design engagements
in the communications, information and industrial industries
He was an account
leader of Mercer’s top account: IBM. Using his account
planning, relationship management and selling skills, Michael
helped
Mercer to create over 300 senior executive relationships
and a sustained base of business. He also led account teams
aimed at expanding relationships with Motorola, Siemens
and NCR.
Early in his
career, Michael was a member of the team that established
the marketing
function at Andersen Worldwide (Arthur Andersen & Accenture).
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Associates – Your
Firm's Secret Weapon in Business Development:
| Adam
August
Associate, Holland & Knight
He is an
associate in Holland & Knight's Mergers & Acquisitions
Practice Group. He was named a 2007 Rising Star by the Virginia
Super Lawyers in the area of Merger and Acquisitions.
He counsels public and private company clients in a variety
of industries including information technology, government contracting,
software and telecommunications. He has been actively involved
in merger, acquisition and disposition transactions with a combined
value of over $1 billion, and financing/investment transactions
and securities offerings worth over $600 million.
Other commercial and corporate transactions he regularly works
on relate to corporate governance; corporate reorganizations;
development, production, and distribution of technology goods
and services; employment and stock-related issues; and transactions
with distressed entities and business bankruptcy.
Recent representative M&A transactions
include:
• Represented private acquiror of
public company government contractor in $500 million market
capitalization reverse triangular merger.
• Represented public company purchaser of government contractor
and its subsidiaries in $100 million stock acquisition.
• Represented management in complicated tax-driven $15 million
buyout of government contractor.
• Represented seller of medical transcription company with 5 classes
of preferred stock to private equity purchaser in $75 million
merger sale.
• Represented seller of telecommunications equipment developer
to public company buyer in $53 million stock sale.
• Represented public company purchaser of government contractor
in $12.5 million merger acquisition.
• Represented seller of continuing care retirement community in
the District of Columbia in $10 million equity interests and
assets disposition.
Recent representative financing transactions include:
• Represented issuer in $320 million high-yield debt (144A notes/warrants)
offering.
• Represented lead investor in $12 million bridge loan with convertible
notes and warrants.
• Represented issuer in $37 million Series A, $50 million Series
B and $50 million Series C Preferred Stock private placement
offerings.
• Represented government contracts capital fund in formation and
closing of $15 million private offering.
• Represented issuer in $37 million PIPE transaction with investors
including Pequot Private Equity, General Electric Pension Trust
and New York Life Investment Management.
• Represented equal partner in complex tax-driven real estate $18
million joint venture, including multiple level LLC, partnership
and corporation structure.
He is a member of the Association for Corporate Growth (Capital
Chapter), Northern Virginia Technology Council and the Virginia
Bar Association. In his community, he serves as Vice Chair
of the Lawyers Affinity Network of the Greater Washington Jewish
Federation.
He is a graduate of the Emerging Leaders
Institute Class of 2004 of Leadership Fairfax, Inc., and the
Jewish Leadership
Institute. Adam is also fluent in Spanish. |
Rick Davis
Chief Marketing Officer,
Hughes & Luce
He has
25 years of experience in professional services designing
and implementing
innovative
sales and marketing
approaches. He began advising 150-lawyer Hughes & Luce
as a consultant in 2005 and joined the firm as Chief
Marketing Officer in March 2006.
The bulk of his career has
been spent with Ernst & Young
where he played a key role in leading the culture change
that enabled E&Y to strengthen relationships, grow
revenues and dominate competing firms.
Since leaving E&Y, Rick
has achieved recognition as a thought leader in growth strategy
development, sales
process
innovation, and pursuit team coaching. He has teamed
with leading professional services firms around the world to
enhance their competitive strengths.
He continues to work with
industry leaders at Divine Consultants, bringing his professional
experience
and high energy style
to help them grow their businesses. He continues
to work with clients as teams and individuals,
fully investing
in their professional success.
Most recently he worked with pursuit teams at an
international consulting and actuarial firm, helping
them secure
several lucrative contracts by implementing innovative
strategies
in teaming, pursuit planning, and client service.
He is also engaged with an
international outsourcing firm, helping them develop and implement
go-to-market
strategies
customized for their unique business needs.
Key Accomplishments:
• Led the firm in achieving strong, profitable growth from
a premier client list.
• Delivered numerous keynote addresses, including the Legal
Marketing Association 2006 national conference.
• Facilitated retreats at a number of large law firms and professional
services firms.
• Developed an innovative, multi-stage process for coaching
and training associates in business development
• Coached the pursuit team of a large law firm as they won
a new multi-million dollar engagement.
• Developed proven sales approaches for growing client engagement
and development in several professional services areas.
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Best
Practices in Business Development - for Associates:
|
James
Durham, Esq.
Chief Marketing Officer,
Ropes & Gray,
Boston, MA
Jim Durham is the Chief Marketing
Officer for Ropes & Gray,
a leading national law firm with offices in Boston, New York,
Palo Alto, San Francisco and Washington, D.C. He was previously
President of The Law Firm Development Group, Inc., where he worked
with hundreds of law firms to develop marketing and management
strategies aimed at changing the way lawyers and clients work
together. Jim practiced business law for over fifteen years,
and previously worked with Mintz Levin, one of New England’s
largest law firms as the Director of Client Development.
He was the General
Counsel and Vice President of Marketing for Senior Tour Players,
Inc. from 1988 to 1990. He also served as the Senior Vice President
of Sponsorship and Affiliate Relations for MLB Advanced Media,
which operates 31 web sites for Major League Baseball. Jim
has led law firms throughout the U.S., Canada and Australia
in strategic planning and training in seminars,
conferences,
and retreats. In addition, he has done training for the DuPont
network of law firms, Ford Motor Company’s legal department,
Timberland's legal team, the Canadian Department of Justice and
a number of international law firm networks. Jim has conducted
hundreds of client interviews to assist law firms in developing
management, client service and marketing strategies.
Jim authored The Essential
Little Book of Great Lawyering and The Law Firm
Marketer’s Guide to Survival. He is the co-editor
and author of the ABA book entitled The Lawyer's Guide to
Marketing Your Practice (Second Edition). Jim’s articles
have appeared in The American Lawyer, Legal Times, World Law
Business, Marketing
for Lawyers, and LMA Strategies, as well as business publications,
such as Selling, Boston Business Journal and High Technology
Business.
He is a member of the American Bar Association (Law Practice
Management Section) and the Legal Marketing Association. Jim
is a member of the Boston Public Library Marketing Committee;
the PM Forum Advisory Board (New England Chapter); and is on
the Board of Trustees for The Dedham Country Day School.
Jim received his bachelor’s degree
from Harvard College (1977) and his law degree from Emory University
School of Law
(1983). |
Associate
Case Study: Co-marketing with Professional Allies:
|
 Jennifer
Zimmerman is an associate in the litigation
and banking and securities practice groups at the firm
of Rhoads & Sinon LLP, and was named an Associate
Marketing All Star of 2005 by the Professional Business
Development Institute.
In her practice, she concentrates
in the areas of debtor/creditor rights, litigation, and education
law. She regularly represents creditors’ rights in
Chapter 11 bankruptcy proceedings involving nationwide corporations.
In addition, she is involved
in business planning, including advising businesses in corporate
formation, drafting lease agreements, as well as advising
businesses on employment issues. She also has expertise in
HIPAA compliance matters.
MEMBERSHIPS & AFFILIATIONS:
Executive Council Member,
PA Bar Association’s Commission on Women in the Profession
Member, James S. Bowman
American Inn of Court
Co-Vice Chair of the Pennsylvania
Bar Association Commission on Women in the Profession
Board Member, Central
PA Association of Female Executives; co-chair of the Elegant
Progressions Sponsorship Committee
Member, Junior League
of Harrisburg
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 Nicole "Niki" Williams is
a financial advisor with the Executive Planning Group (EPG).
As a junior partner with EPG, Niki specializes in the physicians
and women's market both as individuals and their businesses.
She assist her clients in building and protecting wealth
via capital accumulation and wealth management, risk management,
retirement strategies and business planning. With in the
firm, she has received many awards to include most improved
and disability income leader.
Niki has established a two prong approach
to marketing to physicians and women:
- Created an alliance with a regional
law firm Rhoads & Sinon to create a multi-disciplinary
approach to marketing to the Women in Central PA
- Created an alliance with Hershey
Medical Center to assist young residents & fellows
with financial strategies
Niki is also active in the community. She is a current board member of
Concertante, Past Board Member and current member of Central Pa's
Association of Female Executives, Ambassador to Team PA, Pa Project
Oscar - Trendsetter, Harrisburg Young Professional Member, Past chair
of program committee Women on The Move, Mentor program for Harrisburg
Science & Technology University.
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You
will learn practical ways to develop your career
and deal with the
opportunities and demands facing young attorneys today...with
these Best Practices web seminar recordings.
To purchase: Click
here.
|
© 2008. SAGE PDI, Inc. |
