Midwest Webinar Recording: Q&A With Kent Zimmermann: Understanding Your Compensation Model and How to Leverage it for Impactful Business Development

Midwest Webinar Recording: Q&A With Kent Zimmermann: Understanding Your Compensation Model and How to Leverage it for Impactful Business Development

Recorded June 8, 2022

Marketing and Business Development professionals have a tough job! Your attorneys are experiencing increased pressures, both internally and externally, to be more efficient and effective lawyers, leaders and revenue generators, and BD/marketing is not always at the top of their to do list. Further, these goals have a direct impact on their most precious resource: their billable hour. Compensation is a core, and sometimes, neglected driver of business development behavior. Join LMA Midwest for a Q&A session with leading law firm strategic advisor Kent Zimmermann and learn how understanding partner compensation can be a competitive advantage.

As marketing and business development professionals – revenue enablers! – understanding how your attorneys get paid and how your firm’s compensation model shapes culture is imperative. Knowing how to leverage that culture to provide your attorneys with outstanding value makes you more than great at what you do, it makes you a linchpin.

Kent will answer questions and provide his insight on a range of topics, including:
  • Different compensation models used by law firms
  • How law firms are adapting to changes in the marketplace
  • The role compensation plays in business development culture
  • How marketing and business development professionals can leverage their culture to effectively engage attorneys and create successful outcomes
  • Best practices and things leaders should be thinking about
Body of Knowledge (BoK): Business Development, Business of Law


LMA Members: $20.00

Prospective LMA Members: $35.00

About the Speaker:

Kent Zimmermann is one of the leading strategic advisors to law firm leaders in the United States. He has been called “an exceptional presenter” who is “the definition of value.”

He has advised on many of the most high-profile law firm mergers and other combinations over the past decade and is presently advising on multiple active merger discussions. In 2021, he advised on two of the three largest combinations of US law firms that were announced.

With more than two decades of relevant experience, Kent is valued for his well-informed and sophisticated understanding of the evolving legal market and inside knowledge of the strategies, cultures and best practices of high-performing law firms. He routinely counsels and provides insights to industry leaders on the challenges and opportunities they face as a result of the consolidation, specialization, segmentation and globalization of the legal services market. This work often involves advising firms on paths to market leadership and strategies of high-performing firms to address gaps with peers and aspirational peers in balancing scale, quality, financial performance and culture.

Kent speaks at about 25 law firm retreats and leadership meetings annually and publishes regularly. He serves as a Law.com fellow, contributes to The American Lawyer, and has appeared as a legal analyst on CNN Headline News, Fox News, and The Wall Street Journal’s WSJ Live. His insights have also been featured by Bloomberg, CNBC, Law360, and Reuters.

Moderated By:

  • Erin Baxendale, Director of Business Development & Marketing, Sidley Austin, LLP | 2022 Midwest Board President-Elect
  • Jason Klika, Marketing & Business Development Manager, HMB Legal Counsel | 2022 Midwest Board Director

For questions or concerns about your event registration, please contact lmamidwest@legalmarketing.org.