Domains: Business Development, Client Services

AFAs are here to stay – but changing a firm’s culture to focus strategically on revenue-generating AFA opportunities can be a difficult and a time-consuming challenge. This session will explore essential steps of the effective change management process that resulted in one Am Law 200 firm’s cultural shift toward AFAs as a business model, driving value to both the firm and its clients. Attend this session to learn more about how to structure and implement AFA performance indicators and measures, and how to launch an engagement and educational resources campaign and toolkits. You’ll also discover what actions the firm took to achieve its strategic objective of developing true AFA capabilities, and learn about the business development campaign that shaped and motivated the firm’s innovative use of AFAs to gain a competitive advantage.

Topics Include:

• Discuss the fundamental forces that shape AFA conversations with our clients.
• Identify strategies to engage the firm’s partners in AFA discussions and establishing tools and teams to best navigate and negotiate AFAs
• Describe methods of developing a successful plan to educate attorneys on financial business modeling of matters, forming a more sophisticated negotiation framework that gives them the confidence in pitching AFAs to clients

Presenters:
Alina Gorokhovsky, SCG Legal
Robert Grady Street, Wiley Rein LLP
Catherine Alman MacDonagh, Esq., Legal Lean Sigma Institute / Legal Mocktail / LSSO

Member Price: $59
Prospective Member Price: $79