The Rising Role of the Law Firm Business Manager A Case Study

Objectives  Discuss the definition of business manager  Describe how business managers and marketing/ business development staff can collaborate to drive top line growth maximize the firm’s profitability  Share best practices to further your department’s role in the firm

Speakers Felice Wagner, Chief Business Development Officer Andrea Christman, Director of Communications and Business Manager for the Tax Group Sheri Palomaki, Director of Practice Management and Business Manager for the Energy & Environmental Group

Definitions  Practice Manager  Business Development  Marketing  Communications  Client & Practice Development  Business Manager

A Tale of Two Managers A Practice Manager and a Business Development Manager lived in a firm with overlapping responsibilities…

Sutherland’s Structure – Strategic Objectives  Strategic plan goal to focus resources and investments to strengthen existing client relationships and garner new ones  Attorney survey demonstrates need for increase in focused business development support  Business Manager role created to build and execute a novel, profitable business development framework consistent with the firm’s attributes and culture

Chief Business Development Officer Felice Wagner Department Operations Kelly Rike Marketing Helena Lawrence Traditional marketing projects Collateral management & development Advertising Client entertainment Holiday cards & gifts InterAction Electronic communications Social media Interface with KM, Recommend, Sharepoint Web site Department Chief of Staff Firm strategic planning Department budget oversight Department processes Day-to-day department issues Staffing issues Staff mentoring Liaison to other Firm Departments Stand-in for other Directors PGL training Attorney coaching & training Redwood PG strategic planning & budgeting Lateral integration Process improvement Workload management Client project management & budgeting Financial management Messaging Internal/external communications Positioning / thought leadership Public & media relations Directories, surveys, etc. Communication plans for strategic priorities Alumni RFP and other writing support Communications Andrea Christman Business Development Alexan Palamountain Proposals / pitches New business pipeline development Client meeting preparation Alternative fee arrangements Client Service Monica Ulzheimer Client feedback interviews Account management Client teams Client relations Research templates Client interview reports Georgia Client Service Solutions Initiative Competitive Intelligence Trend analysis Sales Business Intelligence Pat Gilroy Practice Management Sheri Palomaki

Felice Wagner CBDO Andrea Christman BZM – Tax Director of Communications Sheri Palomaki BZM – EEG Director of Practice Management Roger Coy BZM – Financial Services Monica Ulzheimer BZM – IP Patrick Gilroy BZM – Real Estate Alexandria Palamountain BZM – Corporate Kathy Haymes Firmwide Events Manager Communications Coordinator Scott Waxman Public Relations Coordinator Megan Guest Miotti Coordinator Natalie Prewitt Assistants Lauren Jacobs Sam Schaffstall Kelly Rike Senior Director of Client & Practice Development Coordinator Katie O’Brien Specialist Nikki Girard Assistants Robert Almeda Lauren Fuchs Brooke Greer Allie West Event Planner Dita Barker Events Assistant Lara Cooley Helena Lawrence Marketing Project Manager Executive Assistant Kristi Bledsoe Kelley Lugo BZM – Litigation Client & Practice Development

Roles and Responsibilities EEG PGL Responsibilities