During this interactive session, you’ll hear first-hand from general counsel about what they like, don’t like, and want to change about outside law firms. Panelists will describe their roles, how their departments operate, and what their top three criteria are when selecting outside law firms. They will share how their companies are managing costs, what metrics they use to evaluate outside law firms, and what role alternative fee arrangements (AFAs) and requests for proposal (RFPs) play in differentiating legal counsel. GCs will also discuss their most effective collaborations with outside counsel, including pro bono efforts, partnerships and technology.

Panelists
Ron K. Barger
Senior Vice President and General Counsel
Archon Group, L.P.

Jeffrey W. Carr 
Vice President, General Counsel & Secretary
FMC Technologies Inc.

Janet L. Dhillon
EVP, General Counsel and Secretary
J.C. Penney Company, Inc.

Moderators
Tom Duggan
Group Publisher
InsideCounsel

Cathleen Flahardy
Editor-in-Chief
InsideCounsel

Marketing and IT departments that collaborate well can enable their firms to implement strategic initiatives to foster growth and success.  This session will explore actual examples of such collaboration, explain the secrets behind successful collaboration and provide practical ideas for how you can improve such collaboration in your own firm.

Panelists
Karen Anzuini
Chief Information Officer
Benesch

Julie Gurney
Senior Marketing Communications Manager
Benesch

Samuel D. Shipley
Chief Information Officer
Ulmer & Berne LLP

Alexis Dankovich
Chief Marketing Officer
Ulmer & Berne LLP

Moderator
Monica Bay
Editor in Chief
Law Technology News, ALM

Law firms house vast amounts of client and market information that can help legal marketers and business development professionals drive more strategic marketing and business development decisions. Without knowing how to locate, analyze, and distribute the right information, data cannot be turned into intelligence.

During this session, we’ll look at how firms can make sense of this immense amount of information and turn it into actionable intelligence. We will present real-life case studies describing how firms have successfully leveraged information into intelligence to support top-priority business development functions such as: strategic targeting and client segmentation, selecting and supporting client teams, and identifying new markets and growth opportunities.

Emily C. Rushing, JD, MLIS
Competitive Intelligence Manager
Haynes and Boone, LLP

Paul B. Bonner, JD/MBA
Director of Business Development
Haynes and Boone, LLP

Suzanne Donnells
Director of Marketing
O’Melveny & Myers LLP

Dave Whiteside
Account Executive - Southeast
Hubbard One, A Thomson Reuters Company

Law firms that develop a complete client picture based on value can focus their marketing efforts more cost-effectively, thereby gaining a significant marketplace advantage. During this session, you’ll learn where to find the key statistics in your financial system, which benchmarks you should capture at client intake to help measure marketing success, and how current technology can identify those client groups that produce the most value for your firm to maximize growth.

Robert Swayze
Chief Financial Officer
Gardere Wynne & Sewell, LLP

Darryl Cross
Vice President
LexisNexis

Dealing with client and law firm crises has become an increasingly important skill set for our legal marketing role, and the ability to address and solve the “worst moment ever” is integral to effective crisis management. This hands-on workshop will develop and enhance your crisis management skills by solving a real-life situation in an interactive setting.  A crisis, ripped from the headlines, will be presented in advance of the event, and attendees will split into small groups to identify issues and proposed solutions for several different audiences. The facilitators will move among the tables to engage the groups in the problem-solving exercise, and the group will reconvene at the conclusion of the session to discuss the various approaches presented.

Panelists
Rudy Burwell
Executive Vice President for Crisis Communications and Litigation Public Relations
Hellerman Baretz Communications LLC

Elizabeth Ventura
Director of Communications
Weil, Gotshal & Manges

Moderator
Joshua Peck
Senior Media Relations Manager
DuaneMorris LLP

In the last few years, searches on mobile phones have grown dramatically while video has reached half of all Internet traffic. Law firms, however, have only scratched the surface of how to reach customers using new technologies. This session will feature examples from innovative law firms that are building mobile apps, creating video channels, and integrating real-time content into their websites. The presenters will also share their experiences in obtaining attorney buy-in for the technologies, identifying resources to support the software implementation process, and establishing success metrics.

Panelists
Adam L. Stock
Director of Marketing & Business Development
Allen Matkins Leck Gamble Mallory & Natsis LLP

Neil Rosenbaum
New Business Opportunities Manager
Arnold & Porter LLP

Matt Gross
Founder/CEO
Good Screens America/Mobile Monday America

Moderator
Matt Parfitt
President
Vuture U.S.

Leonardo Inghilleri is a recognized business expert and author, and an opinion leader in the area of organizational effectiveness and strategies, client service excellence, and business innovation. As one of the key architects behind the Ritz-Carlton’s two Malcolm Baldrige National Quality Awards, he has first-hand experience in creating a culture of client service excellence. During this session, you will learn about proven techniques that will help your firm improve the quality of the relationships with your clients. Leonardo will share the concepts and practices that will help to create and maintain the kind of client service environment that can produce strong bottom line results. 

Leonardo Inghilleri
EVP and Managing Partner
West Paces Consulting

In response to client demands for improved responsiveness, efficiency, and reduced costs, many law firms have focused solely on alternative fee arrangements. Market leaders, however, are also focusing on alternative ways for their attorneys to deliver legal services. These firms realize that effective knowledge management systems can achieve greater efficiency and cost-effectiveness.  But what is “knowledge management” (KM), and how can firms best implement KM technologies and practices? In this session, we will provide practical examples of the cutting-edge technologies firms are using to increase knowledge-sharing, and to offer online legal services to their clients. We will also discuss how marketing professionals can best use knowledge management efforts to demonstrate their firms’ unique value proposition.

Susan Woodhouse
Senior Director of Knowledge Management
Littler Mendelson P.C.

Lisa Gianakos
Director of Knowledge Management
Pillsbury Winthrop Shaw Pittman LLP

Legal marketing professionals need to deliver the right metrics to allow their firms to assess the effectiveness of their firm’s marketing and business development activities. Identifying meaningful metrics and leveraging the right tools to link data to knowledge is critical to success. During this session, you’ll hear how one marketer started with the individual activities of marketing personnel and expanded to analytics on the practice group, department and CRM-level. In addition, you’ll learn how you can use information derived from your CRM system to create a single headline measure – the Relationship Index – to simultaneously drive the firm’s business development activities and increased use of your CRM system.

Simon Elven
Head of CRM
Tikit Limited

Mary Davidson
Marketing and Business Development Director
Day Pitney

The LMA Your Honor Awards recognize creativity, execution, achievement and overall excellence in legal marketing, business development and communications. During this interactive panel discussion, you’ll hear from winners from this year’s awards program about the strategy, tactics and details of their success.

Winners/Speakers to be Confirmed After Judging Process in Late January 2012.