Leftfoot - Legal Business Development

LeftFoot had the opportunity to attend a GroPro 20/20 Professional Services CMO event and interview several attendees for the LeftFoot podcast. Listen to what these Top Advisors have to say about GroPro 20/20 events … Jeff Berardi – CMO at K&L Gates; Brian Miske – CMO at KPMG MSPL; Nick Araco – Senior Director of Growth Strategies and Business Development at Drinker Biddle; and the CEO of the CFO Alliance; Jeff Antaya – Partner and CMO at Plante Moran        

Experiment and Try New Things:   Nicole chats with Alexis Diaz, Managing Director of the G100 network and General Counsel of the G100 Companies. Tactical best practices:  Develop a process and track your progress.  Use technology to develop a pipeline and support a disciplined approach to cultivating clients. Success story:  Attending a conference, Alexis focused on what she thought she should do.  When she altered her approach – and pursued the sessions that interested her, she connected more easily with others. As a GC evaluating legal services: Be curious about the prospect’s business; ask about their specific needs and challenges as well as the businesses.  Remember these points for continuity of conversation. Economy:  When times are uncertain it’s even more necessary to learn WHY organizations use your services. Innovation:  Personal outreach, conversation, and engagement are time tested and not changing. The tools are changing. Millennial, Mobile, Global: 1 – Do what interests you an

There are many ways to grow your business! Nicole talks with John Ho; a Management Labor and Employment Partner at Bond, Schoeneck & King, PLLC. Strengths/habits that have led to success:  John likes meeting people and hearing their stories. Growth strategy:  Leadership suggests and John prepares a business plan yearly. He’s found writing down objectives can make them more real. Tactical best practices:  Let clients know you’re there and accessible, and make it a point to thank referral sources. Success story:  Become known as an expert on 1 or 2 very specific topics then market both internally and externally. When asked – be helpful to others on these topics. Millennial, Mobile, Global Listeners:  Action is needed to secure new business but there are many ways to ‘do’ it.   The more you ‘do’ the more comfortable you’ll get – find your comfort zone. For more information on John Ho:  http://www.bsk.com/people/john-s-ho/labor-employment (http://www.bsk.com/people/john-s-ho/labor-employment

Nicole chats with Bryan Caplin – VP, General Manager and Head of Sales for Axiom Law. Strengths/habits that have led to success: Learned to navigate the highs and lows. Prepare, prepare, prepare. Transparency is key – with the team members and clients. Growth strategy: Axiom uses aspects of Challenger Selling specifically: to teach and add value in every conversation; while subscribing to all tenets within the Predictive Revenue model including funnel specialization – a critical factor in their success. Tactical best practices: Clients value the Axiom view that contracts are more than paperwork. That the data within the contract holds value and can be leveraged to drive the business. Success story: As you create a foothold within an account – seek an internal coach.   All of Axiom’s key relationships started with an internal connection who told the Axiom story and led the charge. Legal services have become about ‘volume’. Some large specific matters occur but the majority are not based on in

Engage with your client and talk business not law:   Some rainmakers are born many are bread. Pat shares her passion for rainmaking and educating others on making rain. Strengths/habits that have led to success: Active listening – be engaged with the person you are speaking with Understand the business goals and present options – be a problem solver Be a motivating leader, delegate and give credit Take risks in support of your clients. Growth strategy:  Focus on the 2Rs – reputation and relationships. Tactical best practices:  Become the expert in something that interests you and have a plan to develop the relationships to support it. Success story:  Take a risk, present ideas that differentiate you and your firm. Last word:  You have the skills to develop business – practice it and work at it. https://www.orrick.com/lawyers/patricia-gillette/Pages/default.aspx (Pat Gillette Bio)          

Strengths/habits that have led to success: Having pursed literature and music before law – Pierre keeps a guitar and keyboard in his office.   He feels music can be helpful in thinking through ideas. Growth strategy: Be a low-key provider of practical solutions to client problems. Tactical best practices: Be careful not to pester clients or make suggestions that will be perceived as chasing after business. Show your client something if it’s clearly in their interest and has urgency. Success story:  Visibility is important and can be achieved in different ways. Put in the time – do the substantive work, speak, write, teach and take on pro bono efforts.  Pierre teaches at law and business schools which ‘keeps him on his toes’ – it requires reviewing material and engaging with academics – who have a different take on law and business – it shows intellectual curiosity. Millennial, Mobile, Global:  Be prepared to throw yourself at the things that interest you, pursue what you enjoy (in and ou

This episode summarizes Nicole Giantonio’s background and credentials her as the host and curator of LeftFoot. Nicole has held global senior executive roles at ADP, Buck Consultants (now Conduent)– a Xerox Company, and Ceridian Benefits Services. At Buck Consultants working with credentialed actuaries, retirement, health and compensation consultants;  Nicole and her team developed and executed a winning and repeatable growth strategy – new revenue increased from $15M to $89M during the years 2008 – 2012, not the easiest economic period to make a difference. In early 2015 Nicole began her mission to bring resources and business development confidence to a broader group of professionals through consulting and this podcast.  LeftFoot was initially created as a resource for licensed professionals – lawyers, actuaries, accountants.  Over time our most interested guests were lawyers and the professionals they work with. Our podcast airs each Tuesday.  We also offer a 12 Point Business Developm