• Client Retention and Growth Planning/Strategic Account Management

• Business Development Skills Training and Coaching

• Client Feedback Interviews

• Process Improvement, Legal work Re-engineering and Client Service Improvement

• Retreats and Meetings Facilitation and Presentations

• Mergers & Acquisitions - Candidate Firm Analysis; Business Development Analysis

• Marketing and Business Development Firm Wide Audits

Recent Representative Experience

• Developed and conducted a SAM (Strategic Account Management) program to refine a firm's overall key client strategy. This included developing an overall framework for team leaders; team members; meeting agenda; training and overall plan goals, measures and outcomes. Helped the firm to drive upwards of 25% increase in overall revenue from its specific target clients.

• Assisted a global 25 firm with its client retention and growth strategy by conducting a series of senior-level customized client feedback interviews to strengthen the firm's client retention and growth opportunities.

• Successfully launched a legal process improvement project for a firm's most significant practice group. This included legal work re-engineering; a strategic sales plan for reaching out to target clients with a new value proposition and overall pricing strategy.

• Conducted marketing audits for several global 100 firms. Developed new roles, responsibilities and an overall more comprehensive sales and marketing organization to provide stronger support to its global offices.

• Helped partners to deliver over $3 million in new revenue through a 12-month senior partner sales coaching program.

• Conducted a business development analysis for two merging firms which resulted in mapping a view of the merged firm's key clients and key target markets.

Professional Associations, Achievements & Organizations

• The Women Lawyer's Rainmaking Game, published by Thomson Reuters/West Legal Education

• Editorial Board Member, Marketing for Lawyers, ALM publication

• Law Firm Partnership and Benefits Report, Editor-in-Chief, 1999-2012, ALM Publication

• Editorial Board Member, Practice Innovations, published by Thomson/West

• Advisory Editor, "Smart Decisions," Summer/Fall, 2006 and 2007 editions

• Editorial Board Member, Law Firm Inc., 2001 through 2007, published by ALM

Articles

• Process Improvement and the Legal Work Product, Practice Innovations, March 2013

• Sharpening Your Law Firm’s Go-To-Market Sales Strategy, with James Cranston, LawVision Newsletter, January 14, 2013

• Voice of the Client: Are You Listening; Marketing the Law Firm, August 2012

• Tips to Propel Your Business Development to the Next Level; Legalsales.org, June, 2011

• Effective Client Research, Co-Author, April, 2011, Practice Innovations

• Process Improvement, A Practical Overview, Q1, 2010, Practice Innovations

• Outpacing the Downturn with Innovation and Forward Focus, ABA Law Practice, March/April, 2009

• Grow Your Large Clients: Tips for Retention and Cross-Selling, ABA Law Practice, January/February, 2009

• Small Firms and Big Litigation, ABA GP SOLO, January/February 2009

• Productizing the Firm’s Services, Build the Brand and Live the Brand, Practice Innovations, Fall, 2008

• Evolving from Law Firm Marketing to Business Development--Hitting Its Stride in 2007, Practice Innovations, Thomson/West, January, 2007

• Tuning Your Firm to C and Orchestrating Results for Innovation, College of Law Practice Management, online library, June, 2006

• ROI…Who’s Accountable and Who’s Counting? LMA Strategies, November/December, 2005

• CRM, Law Technology News, October 2005

• Politically Speaking….The Intersection of Marketing and IT and Making it Work, Law Firm Inc., April, 2005

• The Role of Competitive Intelligence within Business Development, Practice Innovations, Thomson/West, Spring, 2005

• Building the Best Team: The Relationship between Marketing and Information Resources, Practice Innovations, Thomson/West, Spring 2004

• The Grass is Greener, Law Firm Inc., Fall, 2003

Presentations

• Thomson Reuters/West Legal Ed, Marketing Partner Forum, “Marketing and Business Development Study Results,” January 2013

• ALA, Chicago Chapter; Author Series: Refining Your Firm’s Sales Strategy,” October, 2012

• Florida Association of Women Lawyers (FAWL) Annual meeting, June, 2012

• ALA Annual Conference; The Evolution of Marketing and Business Development Departments to Meet New Challenges, April, 2012

• Marketing Partner Forum, 2012 Marketing and Business Development Trends Research Study Results (2nd Annual)

• ALA, New England Chapter, Improving Profits: Process Improvement and Its Role in the Legal Workplace. November 2011

• New York City Bar, "Alternative Billing: What is it and Why Does it Matter?", Panelist, June 6, 2011

• LSSO's RainDance Conference 2011. "Coaching the Rainmaker: A Live Coaching Session".

• Center for Competitive Management, Webinar, "New Law Firm Leaders for the New Normal: Are you Prepared?", May 6, 2011

• Hildebrandt Institute Virtual Seminars, "Social and Digital Media," Moderator, April 2011

• Marketing Partner Forum, 2011 Marketing and Business Development Trends Research Study Results

• Legal Marketing Association, March 2010, co-presenter: “Tactical Strategies for Integrating the Marketing and Business Development Department with Overall Firm Strategy”

• Marketing Partner Forum, January, 2010, co-presenter: “Strategic Account Management: Beyond the Basics”

• Hildebrandt Institute Virtual Seminars, “Lean Sigma for Law Firms”, November, 2009

• Hildebrandt Institute Virtual Seminars, “The COO’s Role In Driving Revenue Through Key Account Management.” November, 2009

• Legal Marketing Association, New England Chapter, Annual Meeting, Moderator, General Counsel Panel, November 2009

• Legal Marketing Association, Nashville and Birmingham Chapters, “Connecting Costs to Value through Strategic Account Management” Fall 2009

• Association of Corporate Counsel, Northeast Chapter, Summer, 2009; “Adding Value Through Effective Pricing Strategies” Fall 2009

• ABA 2008 Law Practice Management Women Rainmakers Mid-Career Meeting: "Retaining and Growing the Firm's Top Clients." September, 2008

• Lex Mundi Annual COO Meeting: "The COO's Role in Business Development and Driving Revenue." July, 2008

• Marketing Partner Forum, Panel Moderator: Women Clients Speak, January 2008

• West Legal Works Webcast: “The Road to Equity Partner for Women Lawyers,” December, 2007

• ABA Women Rainmakers Mid-Year Meeting, Puerto Rico, October, 2007

• ALA Region I Annual Meeting, Marketing and Business Development Strategies for the Mid-Size Firm, Delaware, October, 2007

• Lexis/Nexis Business Development for Women Lawyers, luncheon keynote, Philadelphia, PA, September, 2007

• Public Relations and Business Development: Truths and Myths, co-presenter, West Legal Education/Legal Works Webinar, June, 2007

• Selling Diversity, Practicing Law Institute, NY, June, 2007

• What’s Hot with Law Firm Marketing and Business Development, US Law Firm Group, May, 2007

• The Intersection of Professional Development and Business Development, co-presenter, LMA 2007

• Women Rainmaking: The Clients Speak; Building your book of business, a no-nonsense approach, GC panel moderator, West Legal Works Webinar, February, 2007

• Women Rainmaking: Steps to Success, Keynote, AIPLA Women Lawyers Committee, New

• Beyond Diversity 101; Practicing Law Institute, New York, GC Panel Moderator, October, 2006

• Navigating the Puddles of Rainmaking, Webinar Keynote, Interlaw Women Lawyers, September, 2006

• Getting Your Business Development Strategy UnStuck, keynote speaker and GC panel moderator, Lex Mundi

• International, Women Lawyers’ annual meeting, September, 2006

• Panel Moderator, NY City Bar; Women Rainmakers Panel and Clients panel, April, 2006

Education

• M.S., Law Firm Management, George Washington University, 2010

• Six Sigma Green Belt, 2007

• Certified Facilitator, McNellis Planning, 1998

• Strategic Planning Certification, Executive Education, Babson College, 1998

• B.S.B.A., Marketing, cum laude, Northeastern University, 1984