Page SIG

by Jessica Lauredan on May 6, 2016

Welcome to Page SIG, where we highlight the activities of our chapter’s wide variety of SIGs (Shared Interest Groups). We encourage you to join and participate in these important subsets of our chapter. Contact information for each SIG is included below each update.

Business Development SIG

The Business Development SIG kicked off its year on March 16 th with a panel discussion, “Business Development Priorities for 2016.” The event revolved around senior business development and marketing professionals addressing how they are preparing for a successful year amidst significant changes in the legal market. The panel featured Despina Kartson, CMO of Morgan Lewis; Nancy Kostakos, CMO of Goodwin Procter; and Todd Tukey, Business Development Director at Paul Hastings. Lauren Piccolo-Ingram, the BD SIG co-chair and the Business Development Director at Goodwin Procter LLP, facilitated the panel. The panelists discussed practice and industry focuses, the increasing significance of value-added services in how firms develop business, the role of digital marketing and social media in the business development process and the evolving role of the business development team. More than 50 law firm marketing and business development professionals attended the event.

Chairs:

Lauren Piccolo-Ingram, Business Development Director, Goodwin Procter LLP

lpiccoloingram@goodwinprocter.com, 212-459- 7041

Lisa Cooms, Business Development Manager, Cohen & Gresser LLP

lcooms@cohengresser.com, 212-707-1338

CMO SIG

The CMO SIG continues its active program schedule. It has already held several events this year, with several more in the works for the remainder of the year. In January, the SIG held a sneak preview of the BTI Marketing & Business Development Survey results with Michael Rynowecer, the President of BTI Consulting. Michael discussed the subtle (and not so subtle) shifts in law firm marketing and BD budgets as law firms start to use different approaches to driving business. He presented the results of BTI’s survey of law firm marketing leaders, now in its 10th year. The interactive discussion contrasted these results against client research to help law firms hone their strategies and build a case for more funding. In February, the CMO SIG learned about “Deloitte’s Approach to Sales and Marketing.” Chris Patterson, CMO at Deloitte Advisory and Vinnie D’Eramo, a sales executive in the New York office of Deloitte’s Advisory practice, enlightened the SIG members with an overview of the noted accounting and consulting firm’s Marketing & Communications Center of Jennifer Manton, Chief Marketing & Business Development Officer at Kramer Levin, moderated the panel. The panelists discussed Deloitte’s collaboration with its Sales Center of Excellence, and how law firms can effectively emulate this integrated effort to increase visibility in the market and heighten the level of revenue opportunities across a firm’s various industries and practices.

On May 12, Geoff Goldberg, Chief Advancement Officer at McCarter & English, will lead “Marketing vs.Business Development: Clash of the Titans!” The LMA equivalent of “Batman vs Superman” will feature a lively discussion on the differences between marketing and business development in law firms, where the two intersect and how these functions are managed.

On June 9, the CMO SIG will present “Strategies and Interview Techniques; Evaluating Whether Candidates will be a Good Fit,” a lunch program featuring chapter member Eva Wisnik as the guest speaker. Ms. Wisnik, the president of Wisnik Career Enterprises, will present the results of her recent survey of heads of marketing, business development, HR and recruiting on what “professional presence” looks like and what hiring managers should look for in future hires.  Eva will additionally help attendees identify the work style values that are critical for success at their respective firms, including how to identify cultural fit characteristics and how to interview for them.

The CMO SIG is also planning additional discussion and education programs, as well as networking events, for the remainder of 2016. More details to come.

Chairs:

Despina Kartson, Global Director of Business Development & Communications, Jones Day

dkartson@jonesday.com, 212.326.3880

Dawn Gertz Longfield, Chief Marketing Officer, Davis & Gilbert LLP

dlongfield@dglaw.com, 212-309- 6662

Corporate Social Responsibility (CSR) SIG

The CSR SIG led a special Earth Day volunteer event on April 24. Chapter members teamed up with the NYC Parks Green Thumb Program to help the Clayton Williams Community Garden tend to its Spring gardening chores. Chapter members rolled up their sleeves to help clean up the garden located around the corner from the Apollo Theater in Harlem.

Chair:

Leigh Ollman, Client Development & Community Engagement Manager, Akerman LLP

leigh.ollman@akerman.com, 212.880.3887

Digital Marketing and Media SIG

The Digital Marketing and Media SIG, the New York chapter’s newest SIG, is a collaboration and merger of the former Social Media and CRM SIGs. It hosted its inaugural event on March 29, a roundtable discussion focused on content amplification and digital technology. The panel included Samantha McKenna, Senior Director at ON24; Helen Bertelli, Vice President at Infinite Spada; Brandie Knox, Principal and Creative Director at Knox Design Strategy; and Idan Nishlis, CEO at  Nishlis Legal Marketing. The discussion featured an analysis of content marketing strategy and the current digital marketing landscape. The expert panelists explored the challenges marketers face in the legal industry and strategies for alternative approaches. Topics included content production, new tools available, SEO considerations, global perspectives, as well as the use of videos, infographics, and photos. The next event in early June will feature a discussion about lead generation and contact relationship management.

Chairs:

Katie O’Rourke, Senior Account Executive, ON24

katie.orourke@on24.com, 212-430- 5013

Kenya Jiu, Marketing Manager, Kobre & Kim LLP

kenya.jiu@kobrekim.com, 646- 448-6248

Future Leaders SIG

The Future Leaders SIG is off to an active start in 2016. On February 23 the group hosted a session presented by Eva Wisnik, president of Wisnik Career Enterprises, and her colleague Ann Sawner, on "professional presence." Eva presented the results of her recent survey of heads of marketing, business development, HR and recruiting on what “professional presence” looks like and what hiring managers should look for in future hires.  Attendees gained insight on presenting their best professional self at work, during interviews, at networking events and beyond.

On March 30, the SIG held a joint, virtual program with the Capital Chapter’s Future Leaders SIG on best practices for managing the pitch and RFP process. Four professionals and senior LMA members including Geoffrey Baszczuk, Marketing & Business Development Manager at Mayer Brown LLP; Matt Loomis, ?Business Development Specialist at Kramer Levin; Danielle Lopez, Business Development Manager at Kaye Scholer; and Vanessa Petrea, Pursuits and Proposals Manager at Akin Gump Strauss Hauer & Feld LLP, spoke to the group on core elements, best practices and helpful strategies for preparing and responding to RFPs.

Chairs:

Rosa Colón, Senior Project Manager, Vuture

rosa.colon@vutu.re, 646-593- 8902

Amy Paquette, Senior Global Practice Development Specialist, Winston & Strawn LLP

apaquette@winston.com, 212-294- 6819

Small Firms SIG

The Small Firm SIG held a big event to launch its new year on March 3 with a luncheon meeting, “Social Media Marketing for Smaller Firms – On a Shoestring Budget.”  Marc Handelman, Director of Marketing at Frankfurt Kurnit, was a gracious host and a panelist. Joining Marc on the panel were Guy Alvarez, founder of Good2BSocial; Guy’s colleague, Josh Brinen, Esq; and Bruce Segall, President of Marketing Sense, who served as the moderator.  Attendees left with several key takeaways, including the importance of developing and refining social media objectives carefully before ‘diving in;’ how to speak to attorneys in plain language about social media; and how to play to individual attorney strengths and preferences when trying to engage them in social media marketing.

The event, which drew nearly 25 participants, inspired several LinkedIn posts, including this one by moderator Bruce Segall and this one by Lori Shecter. The next Small Firm SIG event will be on “Rebranding Smaller Firms: Beyond the Visual Language”.  If you would like to suggest topics for future programs please contact the SIG chair, Bruce Segall.

Chair:

Bruce Segall, Marketing Sense

bruce@marketingsense2.com, 914-980- 4703

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