Day two of the Legal Marketing Association Annual Conference kicked off with the LMA annual report and awards presentation ahead of a general counsel panel. Read on for the National Law Review‘s Twitter recap of the morning sessions for the last day of the conference.
LMA Annual Report and Awards Presentation
The #LMA17 Annual Report is underway! pic.twitter.com/UQh15Ve65j
— LMA International (@LMAintl) March 29, 2017
@IanTurvill #LMA17 reports of strong financial health. Thanks Ian! pic.twitter.com/4xgiM5GSKR
— Mark Beese (@mbeese) March 29, 2017
Great updates from the board of @LMAintl Proud to be a leader in a great organization. #lma #LMA17 pic.twitter.com/4XKWlTAKsv
— Rich Bracken (@richbracken1) March 29, 2017
“If you’re doing your job correctly, you should be prepared to get fired daily.” #LMA17 #LegalMarketing
— Kara Kane (@KaraKane06) March 29, 2017
General Counsel Panel: The Rapidly Changing Legal Buying Cycle: What Law firms and Vendors Need to do to Respond
Here we go! Excited to hear from this General Counsel panel #LMA17 pic.twitter.com/D3BjUYn3O9
— LMA Northeast Region (@LMANortheast) March 29, 2017
GC/Legal Ops Panel starting, and insight into how @Cisco makes legal spend decisions…DON’T use the phrase “bet the company” #LMA17 pic.twitter.com/UV5RQYqXYe
— Laura V Hudson (@raleighlaura) March 29, 2017
Happening now at #LMA17: @Yahoo @NetApp @Cisco Peterson-Dean GC panel on the legal buying cycle. pic.twitter.com/8CGL04grBI
— Julie Holton (@julieholton) March 29, 2017
@conniebrenton “the bespoke work will always stay with the law firm.” #LMA17 @LMAintl
— Elonide Semmes (@Esemmes) March 29, 2017
Legal ops teams are not the default in the industry — yet. But most corps are on the path. That means more sophisticated buyers. #LMA17
— Joe Calve (@JoeCalve) March 29, 2017
GC panel: It’s about predictability. We don’t care if you’re highly profitable. #lma17
— Catherine MacDonagh (@CathMacDonagh) March 29, 2017
GC panel insights at #LMA17 – general counsel want to pay for outcomes. Not inputs. What comes out of the kitchen.
— Stefanie Marrone (@StefanieMarrone) March 29, 2017
“Lawyers with credentials such as fancy schools are good for some areas but in others like tech the kid in the garage is needed” #LMA17
— Lloyd Pearson (@lloydtpearson) March 29, 2017
If you can’t ‘predict’ costs, you don’t know your business! –GC of NetApp to outside lawyers #lma17
— Jonathan Fitzgarrald (@JRFitzgarrald) March 29, 2017
“Successful pitches start with questions, not presentations” great GC panel at #LMA17 pic.twitter.com/w8NLEZtOg8
— Danielle Downing (@Dannidowns) March 29, 2017
81% of us would like to be self-service. That is what we are trying to accomplish in-house. @NetApp #LMA17
— HellermanComm (@HellermanComm) March 29, 2017
#LMA17 GC say know our biz. Help us be self service. #lmamidatl pic.twitter.com/isT1SK3KgW
— Helena Lawrence (@HelenaLawrence) March 29, 2017
GC Panel: Successful pitches include data driven proposals, thoughtful questions, and not pitch materials and bios. #LMA17
— Amanda Loesch (@amanda_loesch) March 29, 2017
There’s not something that outside counsel are doing wrong with proposals. Pitch in person because relationships matter. #lma17
— Sheenika Shah Gandhi (@sheenikashah) March 29, 2017
The “S” Word: Sales
The Sales Panel is about to start! David Burkhardt is funny and engaging as ususal. @wyrickrobbins This one is going to be good! #LMA17 pic.twitter.com/GX2RZ2jZKh
— Laura V Hudson (@raleighlaura) March 29, 2017
Marketing = Creating Awareness / Biz Dev = Creating Relationships at #lawfirms Per @MattsonJon of @BakerHostetler #lma17 @LMAIntl pic.twitter.com/asuGdJT5fE
— Jennifer B. Schaller (@JeniSchaller) March 29, 2017
#sales #LMA17 Catherine Zina @Orrick‘s sales dept also includes key account interviews, jobs referral network, alumni program, events. pic.twitter.com/euKvCdXpFU
— Laura V Hudson (@raleighlaura) March 29, 2017
Buying behavior is a complex set of needs and wants that no single group can fully articulate. #LMA17
— Amanda Loesch (@amanda_loesch) March 29, 2017
“Marketing is creating awareness; business development is creating relationships” #LMA17 #theSword #sales #LMAMKT
— Jenna Schiappacasse (@JennaKate413) March 29, 2017
“In a sales capacity, attorneys have to be excited about helping other people succeed.” @MattsonJon #lma17 pic.twitter.com/hJOxGCecKM
— Jill Huse (@jillmasonhuse) March 29, 2017
Aspects of a successful legal services sales person: authenticity, empathy, curiosity, scrappy, says Catherine Zinn, CCO of @Orrick #lma17
— LISI (@legalisi) March 29, 2017
#sales panel: #LMA17 The marketing engine has to be running for sales to be fully realized. At least 20% of AMLAW 100 has sales functions.
— Laura V Hudson (@raleighlaura) March 29, 2017
You have to be clear on who you are as a brand and your brand purpose. Then look on how can continuously drive differentiation. #LMA17
— Alex Schenk (@awschenk) March 29, 2017
Harnessing Predictive Analytics to Drive Client Growth and Retention
Senior leaders @DLA_Piper & @AxiomCP reveal ‘How #predictiveanalytics can increase client satisfaction’ #LMA17 https://t.co/c1zKQ2Ku6V pic.twitter.com/a4s8ZqOWmC
— Ty Francis (@tyfrancis) March 29, 2017
Barbara Taylor of @DLA_Piper: data helps provide understanding for what clients really want (better than any person can) #LMA17 pic.twitter.com/kxTeKbKxR3
— National Law Review (@natlawreview) March 29, 2017
Data is ubiquitous; can now create massive datasets. Must utilize new analytic techniques. Dave C. Kuhlman of @Axiom_Law #LMA17 #bigdata pic.twitter.com/Q4d8H5RlXG
— Nicole Minnis (@NicoleAngelineC) March 29, 2017
So then, critical to find predictive data, create plan to counter act. Be Proactive. What are you doing in client intelligence! 2/2 #LMA17 https://t.co/HB5Igi4RPP
— Eric Wood (@ewood262) March 29, 2017
#Clientgrowth program: What are the least # of things we can do in the least amount of places that will have the biggest impact? #LMA17
— bonita_ac (@bonitac_1031) March 29, 2017
Summary actions in the terrific @DLA_Piper case study / Predictive Analytics session #LMA17 pic.twitter.com/QeGHknrfO3
— Laura Powers (@LPPowers) March 29, 2017
#Predictive model now an early warning system. #Clients unhappy 12-18 mos b4 they fire you. See slowdown of invoice payments. #LMA17
— bonita_ac (@bonitac_1031) March 29, 2017
Totally agree. Love the mixture of data science and action items. Data Analytics can help drive Business Development! #LMA17 #MarketingTech https://t.co/bsCNPOQy8S
— Eric Wood (@ewood262) March 29, 2017
Outside the Legal Industry: How Businesses Are Using the Client Experience to Up Their Game
We invited our people to join our impact teams when we launched. We wanted 1,000; got 1,800. -Sharp HealthCare #LMA17
— Megan McKeon (@meganmckeon) March 29, 2017
All this has led to increased market share, employee satisfaction (95 percentile) and consumer satisfaction. -Sharp HealthCare #LMA17
— Megan McKeon (@meganmckeon) March 29, 2017
Now we are looking for new league tables to provide us a metric we can improve upon as we’ve met them all. -Sharp HealthCare #LMA17
— Megan McKeon (@meganmckeon) March 29, 2017
Client experience and customer loyalty are industry agnostic.- Lilian Tomovich, MGM #LMA17 #LegalMarketing #customerservice
— Kara Kane (@KaraKane06) March 29, 2017
Forget culture change, start with a mindshift. Avoid “billing attorneys” and embrace “relationship partners” #lma17 @LMAintl
— Liz Cerasuolo (@lizcerasuolo) March 29, 2017
Consistency of message is a challenge, but worth it! Rinse and repeat your messages. #LMA17 @sharphealthcare
— Deborah Scaringi (@DebScaringi) March 29, 2017
It helps to involve and engage your people – makes them want to be a part of success. So true. Let them help. #lma17
— Lindsay Griffiths (@LindsayGriffith) March 29, 2017
Look at defining moments and experiences (both client and employee) that you can share and promote. – Lillian Tomovich #LMA17
— LMA Northeast Region (@LMANortheast) March 29, 2017
Learning outcomes: Customer Experience #LMA17 pic.twitter.com/kimuraSmBN
— Megan McKeon (@meganmckeon) March 29, 2017
5 Steps to Bridging the Generational Gap in Law Firms
5 Steps to Bridging the Generational Gap in Law Firms session. Challenges if youn don’t. #LMA17 @IrisJones602 @_DanyelPatrick @nicoleabboud pic.twitter.com/gOjytXWw2L
— Ms Esq. Magazine (@MsEsqMag) March 29, 2017
Acknowledge, appreciate, be flexible, leverage, resolve. Talking bridging the generational gap. We all bring something to the table. #LMA17
— Ellisa Cruz (@ellisacruz) March 29, 2017
.@LaurenRikleen You Raised Us Now Worth With Us offered as a tool in the “Bridging the Generational Gap in Law Firms” session at #LMA17 pic.twitter.com/6eWByXOBlc
— Anusia Gillespie (@anusiagillespie) March 29, 2017
