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142: Business Development and Success Metrics for Lawyers – Michael MacKay

_636352941989602327_CA4112_macKay-mikeMike MacKay became President of Cross Platform Businesses – now Bloomberg BNA Plus – in November 2016.

In March 2014, he joined Bloomberg BNA as Vice President, Cross Platform Businesses. In that role, he was responsible for commercial operations, focusing on driving direct and indirect growth.

MacKay received a bachelor’s degree in business communications from Calvin College.

Success Quote/Mantra:

They always say time changes things, but you actually have to change them yourself.

– Andy Warhol

Recommended Resources:

Bloomberg Law

Big Law Business

Axios

Recommended Book:

Smartcuts: The Breakthrough Power of Lateral Thinking

– Shane Snow

Contact Info:

mMacKay@bna.com

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135: How Lawyers Should Use LinkedIn – Erik Ullberg

Erik___Ullberg_CA4112_635913812040061641Erik Ullberg has been an IP and marketing lawyer with Wistrand Advokatbyrå in Gothenburg, Sweden since 2004 and a member of the Swedish Bar Association since 2009. Erik works primarily with advising Swedish and international clients in matters related to IT and technology, intellectual property and advertising and marketing law. He is a member of INTA and Global Advertising Lawyers Alliance (GALA). He is recommended by The Legal 500.

 

Success Quote/Mantra:

Marketing is a numbers game.

Recommended Resource:

LinkedIn

David M. Ward (Attorney Marketing Center)

Recommended Book:

The Hitchhiker’s Guide to the Galaxy

-Douglas Adams

Contact Info:

Erik Ullberg’s Bio

wistrand.se

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130: How to Transition from Associate to Productive Partner – Andrew Sommer

Sommer_Andrew_DC_Color_Cropped_CA4112_635920257226936519Andrew Sommer is a partner in Winston & Strawn’s Washington, D.C. office. In addition to having first-chair trial experience, Mr. Sommer has almost fifteen years of experience with intellectual property matters, with a specific focus on patent litigation in a broad array of forums including district courts, the International Trade Commission (ITC), the Federal Circuit, and in trials before the Patent Trial and Appeal Board (PTAB).

Mr. Sommer has handled all phases of patent litigation, from the filing of a complaint through appeal. He has served as lead trial counsel in federal court litigation, has argued dispositive motions, and argued Markman hearings in both district court and the ITC. He is also a recognized authority and strategist when it comes to counseling clients on the interplay between litigation and trial proceedings before the PTAB. He has been involved in more than three dozen PTAB trials and has represented Patent Owners and Petitioners. He has authored, and regularly updated, two chapters in BNA’s “Drafting Patents for Litigation and Licensing,” one relating to continued prosecution of a patent and the other relating to validity trials before the PTAB. He is a sought-after speaker on topics related to patent litigation.

Success Quote/Mantra:

Responsibilities gravitate to the person who can shoulder them.

– Elbert Hubbard

Recommended Resource:

stitcher.com

Recommended Book:

15 Secrets Successful People Know About Time Management

– Kevin Kruse

Contact Info:

www.winston.com

Andrew Sommer’s Bio

202-282-5896

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119: Internal Legal Marketing, Pricing, and Profitability – Russ Haskin

 

russ___2_CA4112_635878602153788461As the Director of Business of Law Consulting at Wilson Legal Solutions, Russ Haskin is a trusted advisor to hundreds of law firms across the globe ranging from small boutiques to those within the AmLaw 10. He has over 15 years’ experience in consultative work and research achieving recognition as an expert in profitability, matter management, alternative fee arrangements, and partner compensation. He is a featured presenter, panelist, and moderator addressing these topics at industry events. In addition, his research on legal management topics has been published by multiple journals. He has been quoted in the Wall St. Journal, Washington Times, ALM, Law Technology, Corporate Counsel, and other publications. His work has also been cited in several business of law and legal economic books.

In his former post as Director of Consulting and Services at LexisNexis’ Redwood Analytics, Russ led a team that consulted with firm leadership on business analysis, process improvement, and LexisNexis tools and methodology. He also helped establish key metrics and a framework that is considered the gold standard in law firm analytics. In 2014, Russ played a lead role in the sale of Redwood Analytics to Aderant Inc.

Prior to joining Redwood, Russ worked in Research and Project Analysis at two Fortune 500 companies. He received his BSBA from the University of Richmond and his MBA from the University of Tennessee.

Success Quote/Mantra:

Inaction is the greatest risk of all.

Recommended Resource:

RussHaskin.com

3 Geeks and a Law Blog

Law.com

Attorney at Work

Recommended Book:

Managing the Professional Service Firm, David Maister

Contact Info:

www.wilsonlegalsol.com

russ.haskin@wilsonlegalsol.com

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118: Strategic Pricing & Project Management for Law Firms – Peter Secor

SecorheadShort_CA4112_635896067822717799Peter Lane Secor is the director of strategic pricing and project management with Pepper Hamilton LLP. He concentrates on legal project management, with a focus on improving efficiencies through shared management responsibilities, strengthening communication and making value transparent. His expertise includes client/matter profit analysis and providing partners with performance evaluations from a financial perspective.

Success Quote/Mantra:

The faster you move, the slower time passes, and the longer you live.

Recommended Resource:

LegalBizDev.com

Microsoft.com

Recommended Book:

Legal Project Management, Pricing, and Alternative Fee Arrangements

– Jim Hassett

Legal Business Development Quick Reference Guide

– Jim Hassett

Contact Info:

pepperlaw.com

Peter Lane Secor’s Bio

secorp@pepperlaw.com

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108: How Knowledge Management Affects Business Development – Jack Bostelman

2Y2A5831_CA4112_635883453662381630Jack Bostelman is President of KM/JD Consulting LLC. He has assisted leaders of law firms ranging from 200 to 1,000+ lawyers, on a wide variety of practice management initiatives, including knowledge management and legal project management. Jack is also chair of the Knowledge Strategy Group within the American Bar Association’s Law Practice Division.

Before founding KM/JD Consulting LLC, Jack practiced law in New York for 30 years as a partner of pre-eminent AmLaw 20 firm, Sullivan & Cromwell.

Jack knows how law firms are managed and how lawyers share knowledge. During his tenure at Sullivan & Cromwell, Jack coordinated the firm’s extensive securities practice worldwide, managed a practice group, was a member of the firm’s opinion committee and its administrative committee, oversaw the IT department and was on the faculty for the lawyer training program.

Success Quote/Mantra:

Knowledge is power.

Recommended Resource:

kmwebinars.org

Recommended Book:

The Checklist Manifesto, Atul Gawande

Contact Info:

kmjdconsulting.com

Jack Bostelman’s Bio

Jack Bostelman’s Blog

jack.bostelman@kmjdconsulting.com

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To make your business development a priority, to learn and implement cutting-edge business development strategies, and to receive the latest episodes of Legal Marketing Launch (for free) on Mondays, Wednesdays and Fridays, subscribe in iTunes or in Stitcher Radio, download 30-50 episodes from the “feed,” and listen on your smartphone, tablet or computer while commuting to and from work, working out, walking the dog, getting dressed, and/or brushing your teeth:

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102: How to Foster Individual and Practice Group Business Development – Kathleen Cannon

Kathy Cannon is managing partner of Kelley Drye’s Washington, D.C. office and former chair of the International Trade and Customs practice group. With more than 30 years of experience in international trade law, Ms. Cannon focuses her practice on assisting domestic industries that are experiencing injury due to unfairly traded imports, primarily through the use of antidumping and countervailing duty laws.

Ms. Cannon has been involved in a wide range of trade matters and specializes in the injury phase of trade remedy actions before the U.S. International Trade Commission. She regularly appears before the U.S. Department of Commerce and the U.S. Trade Representative and has participated in numerous oral arguments before the U.S. Court of International Trade and the U.S. Court of Appeals for the Federal Circuit.

Ms. Cannon has participated in implementing trade legislation and regulations. She has been involved in rules and dispute settlement issues before the World Trade Organization (WTO). She has also represented U.S. exporters charged with dumping in third countries.

Success Quote/Mantra:

If you want something done, ask a busy person. Others won’t have enough time.

Recommended Resource:

Manzama

Recommended Book:

The Power of Habit, Charles Duhigg

Contact Info:

kelleydrye.com

Kathy’s Bio

kcannon@kelleydrye.com

(202) 342-8590

Subscribe To This Podcast:

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101: How the ACC Value Challenge Affects Business Development – Michael Roster

 

Michael___Roster___11-09_CA4112_635878595682016555

For the past eight years, Michael Roster has been the steering committee co-chair of the Association of Corporate Counsel’s Value Challenge, a project that is promoting fundamental reforms in how law firms and in-house counsel serve clients. He formerly was managing partner of Morrison & Foerster’s Los Angeles office; co-chair of the firm’s Financial Services Practice Group worldwide, resident in both Los Angeles and Washington, D.C.; and a member of the firm’s policy committee.

In 1993, Roster was appointed general counsel of Stanford University, Stanford Medical Center and Stanford Management Company. He subsequently was executive vice president and general counsel of Golden West Financial Corporation. Roster also has served as outside director and vice chair of Silicon Valley Bank, chair of the Association of Corporate Counsel, chair of the Stanford Alumni Association, and chair of two start-up companies: Insert Therapeutics and Encirq. He also is a former director of the California Bankers Association, the Federal Home Loan Bank of San Francisco and Pasadena Heritage.

A graduate of Stanford University, Roster received his J.D. from Stanford Law School. He currently is a director of MDRC, a nonprofit corporation based in New York that evaluates the effectiveness of government and other programs affecting lower income families and individuals, and he recently chaired a project funded by two foundations to eliminate abuses in consumer credit cards in the U.S. He teaches Contract Drafting and Strategy at the University of Southern California Gould School of Law.

Recommended Resource:

The ACC Value Challenge

Recommended Book:

The Mother Tongue, Bill Bryson

Contact Info:

mroster@earthlink.net

626-449-9797

Subscribe To This Podcast:

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091: Why Lawyers Need to Use Legal Project Management – Mark Lassiter

2014-11-17___MEL___Photo___678_CA4112_635845561596391813Attorney and Legal Project Manager Mark Lassiter is an experienced business attorney with over 30 years’ experience and a legal project manager.

As an attorney, Mr. Lassiter practices in the areas of business, real estate, construction and technology law and Alternative Dispute Resolution. He has an AV Preeminent®* rating with the Martindale-Hubbell® Peer Review Ratings system, is a sustaining member in ARIZONA’S FINEST LAWYERS, was voted among the BEST OF ARIZONA ATTORNEYS in the Area of Alternative Dispute Resolution in RANKING ARIZONA (2012), and was included in Arizona’s Top Rated Lawyers of 2014 in the areas of Alternative Dispute Resolution, Business and Commercial law in LEGAL LEADERS. He serves on both the mediation and arbitration panels of the National Academy of Distinguished Neutrals and the American Arbitration Association, where he serves on its Commercial, Construction and Large and Complex Case Panels.

He is also the founder of Lex Projex™, an independent Project Management Office (“PMO”) offering outsourced Legal Project Management (“LPM”) services to corporate legal departments, law firms and legal vendors. Mr. Lassiter is a member of the Project Management Institute (“PMI”), its Legal Project Management Community of Practice, the Project Management Connected Community of the International Legal Technology Association (“ILTA”), and the Microsoft Project User’s Group (“MPUG”). He has completed upper level courses towards a Master’s Degree in Project Management at Northern Arizona University and in the Applied Project Management Certificate Program at Villanova University, as well as multiple on-line project management courses offered as PMI Professional Development Units (“PDUs”) through LYNDA.COM. He was one of the first lawyers in the country to develop a law school curriculum to teach Legal Project Management, and has taught Legal Project Management as an Adjunct Professor of Law. He has also taught Legal Project Management in the eDiscovery Legal Project Management Certificate Program and the Litigation Support Project Management Certificate Program of the Organization of Legal Professionals (“OLP”). Mr. Lassiter speaks nationwide on the topic of Legal Project Management to lawyers, law firms, corporate legal departments and ESI-EED vendors.

Success Quote/Mantra:

You make money in the practice of law by the cases and clients you don’t take, not by the ones you do take.

Recommended Resource:

Lynda.com

Recommended Book:

Tomorrow’s Lawyers, Richard Susskind

Contact Info:

www.lexprojex.com

Mark’s Lassiter’s LexProjex™ Bio

Mark Lassiter’s NADN Bio

mark@lexprojex.com

Subscribe To This Podcast:

To make your business development a priority, to learn and implement cutting-edge business development strategies, and to receive the latest episodes of Legal Marketing Launch (for free) on Mondays, Wednesdays and Fridays, subscribe in iTunes or in Stitcher Radio, download 30-50 episodes from the “feed,” and listen on your smartphone, tablet or computer while commuting to and from work, working out, walking the dog, getting dressed, and/or brushing your teeth:

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085: The Power of a List and a Written Plan – Silvia Coulter

Coulter_Headshot_Hi_Res_Print-8x10___6_CA4112_635845169624569307Silvia Coulter is the Co-managing Principal of LawVision Group. She is a recognized leader in law firm business development strategy and assists firms with strategic business development, key client retention and growth strategies, client service strategies and process improvement initiatives. Prior to joining LawVision Group, Silvia was a Managing Director at Hildebrandt International and chaired the firm’s Client Development and Growth Practice. She is an Adjunct Faculty member at George Washington University where she teaches in the Masters in Law Firm Management program. Silvia is the co-author of The Woman Lawyer’s Rainmaking Game, published by West, and Rainmaking Advantage, published by Antaeus Books, Inc. She is a co-founder and active member of the Legal Sales and Service Organization and serves on its Board of Directors. In 2001, she was elected President of the Legal Marketing Association; in 2002, she was inducted as a Fellow of the College of Law Practice Management; and in 2010, she was inducted into the Legal Marketing Association Hall of Fame.

Success Quote/Mantra:

Help everyone you can. Always be a resource.

Recommended Resource:

legalsales.org

Recommended Book:

The Woman Lawyer’s Rainmaking Game, Silvia Coulter

The World Is Flat, Thomas Friedman

Contact Info:

LawVision Group

Silvia’s Bio

scoulter@lawvisiongroup.com

Subscribe To This Podcast:

To make your business development both fun and a priority, to learn and implement cutting-edge business development strategies, and to receive the latest episodes of Legal Marketing Launch (for free) on Mondays, Wednesdays and Fridays, subscribe in iTunes or in Stitcher Radio, download 30-50 episodes from the “feed,” and listen on your smartphone, tablet or computer while commuting to and from work, working out, walking the dog, getting dressed, and/or brushing your teeth:

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