Keith Wewe, VP-Strategy and Solutions, Content Pilot LLC
Deborah McMurray, CEO and Strategy Architect, Content Pilot LLC

Let’s face the facts, folks — the expectation for law firm business development teams to drive top line revenue is coming from every part of the organization, from the managing partner, to practice group leaders, to COO's. And while taking control of revenue generation in the BD Department might seem like a risky proposition, it presents many opportunities for those who can figure out how to navigate it via a killer proposal process and strategy.

In this session, we will:

• Review the research results from our 2018 Best Practices in Proposal and Experience Management survey and identify trends that will lead any law firm into the future
• Discuss the must-have components for law firm proposals
  Provide a fail-safe proposal process and timeline, from start to finish, and how firms can use technology to drive success
• Discuss where most business development teams fail and discuss strategies to lead to a higher win rate

Jennifer Scalzi, CEO and Founder, Calibrate Legal
Gordon Braun-Woodbury, Marketing Operations Consultant, Calibrate Legal

Research shows that today’s Marketing and BD departments are not equipped to keep pace with the demands and expectations that will be imposed on them in the next chapter of our industry. In a data-driven world where more and more questions are being asked about return on marketing investment, the onus is on you to prove your value. Running your department like a business can meet that need, but it requires leaders and M/BD teams to re-evaluate how they manage and report on their work. Ensure your department is ready to tackle what's ahead by preparing an offensive playbook that will align your team’s activities with the firm’s overall strategic objectives, add quantifiable value and serve as a model to other departments on operational excellence. This program will identify where to begin and the tools you will need to see it through to success.

Jaron Rubenstein, President, RubensteinTech
Nancy Slome, Senior Consultant, Knapp Marketing

In-house counsel are drowning in a sea of content. Learn how one AmLaw 100 firm was able to declutter their new site – by creating easy-to-digest web content designed to meet the needs of their time-challenged clients and prospects. Pillsbury achieved these goals, first by listening to their clients — and then, by collaborating with their lawyers on a bold content strategy for their new mobile-first website. The result: Concise bios and practice area descriptions, and client alerts that quickly get to the critical issues facing clients and prospects. Changes to the new site have also resulted in an increase in:

• Page views per session
• Average session duration
• Number of returning visitors

Since launching the new site, Pillsbury’s Web team notes a lower bounce rate, indicating a decrease in the percentage of visitors who navigate away from the site after having viewed only one page. In this case study session, Jaron Rubenstein, President of RubensteinTech and creator of RubyLaw—the technology platform powering Pillsbury’s site—and Nancy Slome, Senior Consultant with Knapp Marketing, will share key steps in the process, which helped make Pillsbury’s new site such a standout.

Attendees will leave with tips they can implement right away, such as:

• How technology can be used to manage, curate, publish and share dynamic content
• Technical and practical considerations for implementing a “mobile first” content strategy
• Examples of communications used to get lawyer buy-in for Pillsbury’s shortened bios
• How client interviews can inform lawyers as to what is/isn’t important to their clients
• Pointers on preserving the content strategy program, which is especially helpful for keeping the rogues in check
• “Call to action” tactics that are appropriate for a corporate law firm

Deep Dive!

Jennifer Dezso, Principal, The BTI Consulting Group
Joyce Miccile, Senior Interviewer, The BTI Consulting Group

Watch what happens when a client interview goes well—and when one goes off the rails. In this high-energy, interactive session, BTI will build on its 28 years of experience conducting more than 9,000 client feedback interviews to lay the foundation for attendees to conduct world-class interviews with their firm’s clients. Well-designed client feedback is proven to generate higher rates, happier clients, and increased fees per client. BTI’s research shows law firms able to leverage their feedback into action enjoy 2.7 times the returns of law firms not conducting client feedback. Join the BTI team as they conduct a mock interview and interactive discussion to break down the critical components of what drives a world-class interview, major pitfalls to avoid, and what to do with positive (and negative) feedback. Attendees will then put their learning to immediate practice with audience mock interviews and real-time feedback. Attendees will leave the session with sample client interviews taken from real client feedback initiatives, a client feedback agenda, and BTI’s Guide to Client-focused Discussions and Client Feedback Interviews.