BD Boot Camp: Session 201
HELP! The laterals are coming!
What you need to do in the first 30 days to integrate a partner.
A group of lateral partners is joining your firm. After the initial panic, what is the first thing you should do? How do you ensure the commitment is sustained?
What attendees will learn:
- How to prepare
- How to make it personal
- How to cross-sell and incorporate the clients
- What marketing + BD can do to support an integration plan that goes the distance
LMA Body of Knowledge:: Client Services, Business Development
As Director of Client Development, Brian Carrozza provides leadership of and strategic guidance on business development and client relations initiatives. He is responsible for the development and deployment of tactical activities that help drive revenue and expand relationships.
Brian helps Goulston & Storrs build new sources of sustainable competitive advantage by: shaping client-centric growth strategies; driving the pursuit of new business opportunities and partnerships; sensing and interpreting market shifts by recognizing signals and filtering out noise; introducing, communicating, and sustaining value propositions that deliver on the firm’s brand promise; and enabling a more nimble, proactive enterprise that matches the speed with which the market is moving by building flexibility and option value into core strategies.
Brian is certified as a Yellow Belt in Legal Lean Sigma and Project Management by the Legal Lean Sigma Institute and as a Master Coach by LawVision Group and the Legal Sales and Service Organization. He also successfully completed Loeb Leadership’s Managing for Impact program. He is a notary public in the Commonwealth of Massachusetts.
Knowledgeable business professional with a Bachelors degree in Advertising and the proven ability to build productive client relationships that deliver results. Strengths include excellent communication skills, working effectively in teams, creative problem solving capabilities and the ability to prioritize work and independently manage multiple, diverse and competing priorities under tight deadlines,
Obsessed with ideation, creation, execution, and speed (just call me super speedy Senese). I have 15+ years of marketing and business development experience instituting client teams and launching industry programs at three different Am Law 100 firms. A straight shooter with a deadpan sense of humor, I quickly solve problems and move to solutions. With a knack for orientating conversations back to what is practical and actionable, flexing between the two is my superpower, particularly in complex organizations such as law firms. As a certified Smart Collaborator and accredited partner to administer the Gardner & Co. Smart Collaboration Accelerator™, I bring teams and individuals who are looking to work and communicate more effectively or cross-sell together. My strengths are centered in executing and coaching on client + industry-specific strategies to generate growth, revenue, and relationships, as well as creating multi-pronged content campaigns, idea generation, and strategies for increasing brand and market visibility.
LMA Members: $25
Prospective LMA Members: $40