Canada Recording: Next Big Thing - Successful Implementation of Client Targeting Programs

Canada Recording: Next Big Thing - Successful Implementation of Client Targeting Programs

BoK Domain: Marketing Management and Leadership
BoK Competency: Change Management 

We all have the same goal: more meaningful, trusted advisor relationships with our clients. Whether you’re a lawyer aiming to move up the value chain with a client to do more sophisticated work, or business development manager supporting lawyers in the pursuit of new opportunities, the deeper you dig into those client relationships – the more fulfilled and intellectually exciting your work will be. This session will focus on the fundamentals and complexities in the successful implementation of client target programs at law firms and how business development professionals can help navigate barriers to enable revenue growth. Severson will share this case study and how the ADKAR approach to change management applies to moving the ball forward.

Change management is a critical element of all of our roles no matter what chair we sit in. The Prosci ADKAR Model is an internationally recognized approach to breaking down a given process, recognizing the need for guiding people’s energy for good, and then helping ensure the effort becomes part of the culture of the firm. We’re excited to roll out this dynamic series that showcase specific case studies from luminaries in the industry and how the ADKAR model was applied.

Learning Objectives:

  1. Discuss the Change Management ADKAR Model® (developed by: Prosci)
  2. Identify how to have more meaningful client relationships
  3. Learn tips on how to propel this relationships to the next level


Adam Severson

Adam C. Severson
Chief Marketing and Business Development Officer
Baker, Donelson, Bearman, Caldwell & Berkowitz, PC

Severson is responsible for the strategic direction and execution of the Firm's business development and marketing initiatives, and collaborates with the Firm's lawyers and professional staff to maintain a client focus, increase marketplace awareness and facilitate cross-office and cross-practice collaboration. He sets direction for practice group- and industry-driven strategies, public relations, client interviews, brand management, advertising, competitive intelligence and market research. He is a nationally-recognized presenter and leader in the legal marketing and business development community. Adam is a past President of the Legal Marketing Association, recent LMA Hall of Fame inductee, a Fellow in the College of Law Practice Management and was recognized by the Nashville Business Journal as CMO of the Year for all industries. Prior to joining Baker Donelson, he held leadership roles at two other AMLAW 100 firms and also worked in various roles of what is now Thomson Reuters..


ON24 details provided upon registration.

LMA Member: Complimentary
Non-Member: $150 Next Big Thing Pass

Purchase Now