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The Rising Role of the Law Firm Business Manager

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

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The Rising Role of the Law Firm Business Manager

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

  2. 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

  3. 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

  4. Definitions • Practice Manager • Business Development • Marketing • Communications • Client & Practice Development • Business Manager

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

  6. 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

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

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

  9. Roles and Responsibilities EEG PGL Responsibilities

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