LeftFoot - Fresh Conversations on the Business of Law

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…

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 and you'll meet people you want to meet

2 – Find what you want to sell (within your practice) and sell what excites you

3 – Go ‘off the clock’ for a portion of the conversation and be transparent about it

4 – Experiment, try new things

Last word: Business development is an integral part of everything you do. It’s OK to be deliberate about it – you need to have a system, a discipline and a desire to do it.

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.

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 individual judgment but rather ‘rules’ and repetitive engagement - industrialization.

Millennial, Mobile, Global: Continue to challenge the status quo and keep an open mind. Patience is key. Share your ideas.

Enjoy about work: There’s been more disruption and change in the legal industry during the last 10 years than the previous 100. It’s a really exciting tie to be in the industry.

Nicole chats with Pat Gillette a Partner at Orrick.

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.

Full LeftFoot podcast episodes are available on iTunes.

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…

Providing resources to professionals globally to hear how others develop new business and retain clients. Our audience is Lawyers and the professionals they work with. We use an interview format, our guest outline their growth strategy, what's working and how that strategy has changed due to market conditions. Business development is a skill set and can be learned. You can comfortably secure new business.