Business Development Blueprint: Taking Your BD Skillset to the Next Level
Presented by the Canada and Europe Regions

LMA Body of Knowledge Domain: Business Development
Competency: Business Development Planning and Coaching/Training

• Understand your value proposition by recognizing the unique skills and insights you bring to the table.
• Build trust with your stakeholders by finding common ground and showcasing your expertise through thoughtful insights and effective solutions.
• Define clear objectives through establishing specific, measurable goals that align with your firm’s vision and mission.
• Establish a comprehensive plan where you define specific initiatives, campaigns and go-to-market strategies.
• Identify how to measure success by implementing key performance indicators (KPIs) to monitor progress, determine ROI and ensure progress toward strategic goals.
• Encourage accountability through coaching to establish a system where lawyers regularly report on their progress towards goals.

Presenters:

Jon Brewer is former CMO of tech law firm Orrick and recently joined Intapp as their Senior DealCloud Growth Director. Jon is a marketing and business development specialist with broad experience gained from working in professional services for 30+ years in global roles. Jon designs and implements go to market strategies with a focus on client development, brand awareness, product development and sales. Jon’s roles at Intapp is to position Dealcloud as the go-to source of client and business intelligence for law firm professionals.

Elisabeth Houtman has over three decades of experience in Marketing, Communications and Business Development, and brings a wealth of knowledge and insight to the table. This includes 10 years as an entrepreneurial force. With specialization in the legal field since 2008, she now leads teams in Business Development, Communications, Events, and International Relations at Houthoff, working closely with the Executive Committee and partner group. Her focus on stakeholder engagement and cross-practice themes has marked a significant impact in their field. A former Regional Vice Chair of Lex Mundi's Marketing and BD Committee, a member of Houthoff's Management Team, and a proud member of the IBA LFMC BD & Marketing Subcommittee, Elisabeth is also an alumnus of executive programs at INSEAD and Oxford. 

Oliviana Mingarelli, currently serving as the Global Head of Marketing and Business Development (Acting CMO) at Fasken, a global law firm with 10 offices and 950 lawyers. Oliviana brings to the table over 16 years of marketing, business development, and communications experience in complex B2B settings. Based in Montreal, Canada, she is a seasoned executive leader who brings a strong emphasis on fostering a culture of trust, teamwork, accountability and clear communication. Oliviana's expertise spans across business transformation, collaboration and partnership enablement, branding and reputation management, and project management. She has a particular focus on driving growth through innovative and client-focused approaches such as strategic account management.

Katherine Hutchinson (moderator) is a strategic partner to the lawyers and advisors of Bennett Jones LLP, helping identify and pursue opportunities for lead generation and brand awareness in key international markets. She raises the firm's profile through creative and compelling events, targeted sponsorships, and managing participation in global conferences and conventions. Katherine is an active member of the International Bar Association, and is Chair of the Law Firm Management Committee's Business Development and Marketing Sub-Committee. She is also the Board Member responsible for Programming for the Legal Marketing Association, developing the ongoing educational curriculum for those working in law firm marketing and business development across Canada.

Cost:
Members: Complimentary
Prospective Members: $59