–Business Development and Marketing (BDM)
–What should your BDM plan include?
–Tools & information you will take away from this program
Building Your BDM Plan
–Alignment with your firm's brand
–Personal marketing vs. firm marketing
–Goals & objectives
–Tactics & leverage
Networks & Networking
–Target audience vs. network
–Assessing the value of a contact
–Managing your network
–Cross-promoting your network
–The role of social media
–Business development conversations
–Converting conversations into clients
–Tools & techniques
–Creating a touchpoint system
Putting Your Plan in Action
–Custom-fitting your BDM plan to you
–Managing, monitoring, & measuring
–Reasonable expectations & investment
Q&A & Wrap-Up
With a background in both marketing and law, John F. Reed has worked with lawyers and law firms for more than 20 years. He began his marketing career as an account executive with the lead advertising agency for a U.S. auto manufacturer. After graduating from Michigan State University College of Law, Mr. Reed joined the litigation department of a large Midwest firm, gaining insight into the business of law and the unique issues lawyers and legal marketers encounter each day. He then left the practice to start a career in the legal information industry, partnering with law firms of all sizes to provide solutions to their business development, competitive intelligence, professional development, and practice workflow needs. Mr. Reed was then recruited by a preeminent law firm public relations company to oversee its marketing and creative groups and to lead its business development efforts. The culmination of this background is Rain BDM, a firm that helps attorneys cultivate stronger client relationships, build their practice, and gain new perspectives about the value of their services. Mr. Reed is a member of the State Bar of Michigan, a certified Myers-Briggs Type Indicator® administrator and interpreter, and a graduate of the Inside-Out Coaching program.
Practice Management Advisors:
Diane Ebersole—Diane is a practice management advisor for the State Bar of Michigan. She is the chair of the Practice Management Advisors of North America, and chair of the ABA State and Local Bar Outreach Committee, member of the ABA TECHSHOW Board of the Law Practice Management Section, and serves on the board of the ABA Law Practice Magazine. She is a frequent speaker presenting topics encompassing office management technology and best practices, mobile practice tools, and integrated practice management applications. She became certified in HotDocs consultant in 2007 and is also a certified Clio consultant. Her background includes a stint at as the regional IT director for a fortune 500 company, a law school IT training coordinator, a network administrator, and as the instructional design and testing coordinator for a medical school. Diane strives to empower attorneys and their staff with the technology tools and training to maximize the efficiency of their law firm while developing sound legal business practices.
JoAnn Hathaway—JoAnn began working for the State Bar of Michigan in 2005 as a practice management advisor to develop the Practice Management Resource Center. Her duties include advising members on law practice and risk management issues. Prior to joining the SBM, JoAnn worked for ProNational Insurance Company as a legal liability claims director and risk manager. She also has experience as a litigation paralegal working for Fraser Trebilcock Davis and Foster, PC, and a legal administrator for Dykema Gossett, PLLC. She is an Adobe Acrobat Certified Expert, and holds software certifications in Clio, LexisNexis Time Matters, Billing Matters, and Total Practice Advantage practice management software. She is a registered professional liability underwriter and a licensed property and casualty insurance agent.