Business Development

Survey Says: What 2016 Staffing and Training Trends Suggest We’ll see in 2017 with Eva Wisnik

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Eva Wisnik, founder of Wisnik Career Enterprises, launched the 2017 Legal Marketing Studio season with a conversation about what she saw from a training and placement perspective in 2016 and what these insights suggest we’ll see in law firms’ priorities in marketing and business development in 2017. Key takeaways: leadership and a clear vision is key to strong firms’ performance; with many larger firms having clarified their branding and collateral, the emphasis in hiring is moving to PR and business development roles; alumni programming is being brought into the BD fold; and writing skills and a service orientation are key to succeeding in marketing and BD roles.

The Wisnik Career Enterprises’s Fall 2016 Salary/BD Survey that Eva and I discuss in this episode can be found here.

Recorded January 10, 2017 @ the offices of Wisnik Career Enterprises in New York City.

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Using Print; Balancing Marketing, Business Development and Business Process Improvement: a Conversation with Mark Messing

Mark Messing, the CMO of Duane Morris, kindly joined me on the Legal Marketing Studio’s last episode of 2016. What was originally intended to be a conversation focused on the way Duane Morris uses print publications within (and throughout) its marketing ended up covering quite a bit more ground. Mark generously shared his thoughts on the relationships between marketing, business development and business process; forging strong client relationships; building engaging pitch teams (and the need for them to rehearse!); the perception gap between a given marketing tool’s aesthetic value vs functional value; and where Mark sees the legal industry and legal marketing moving over the next few years. All in all, lots of really interesting insights in this fascinating podcast.

The print publications discussed in the episode can be seen on the firm’s website here.

Please remember to subscribe. Links to both our Soundcloud and iTunes feeds are in the menu on the left.

Recorded October 11, 2016 @ the offices of Duane Morris in Philadelphia.

Selling to Law Firms: Tips for Vendors and Support Staff from Ann Heatherington

This episode isn’t just for legal marketing vendors; in-house marketers and event solo attorneys, too, will find value in Ann Heatherington’s tips. My conversation with Ann boils down to building strong relationships. Vendors need to build strong relationships with in-house support staff (marketing, business development and admin)and these in-house folks need to build strong relationships with their attorneys. Candid conversations can help all sides achieve their goals.

Recorded September 23, 2016 @ Michiko Studios.

Giving Clients the Data They Need to Make Business Decisions: a conversation with Duane Morris’s Michael Zullo

A constant theme in conversations with attorneys on the Legal Marketing Studio is the increasing need to be seen by clients as a partner who adds value to a client’s business. In this episode, Michael Zullo, a partner in Duane Morris’s Trial Practice Group, discusses the firm’s Dispute Navigation Analytics (DNA) tool. Our conversation centers on the added value the tool presents to Duane Morris’s clients, particularly in terms of the clarity it offers in their decision making process, while touching also on the marketing value it presents to the firm.

Once you’ve had a listen, please remember to subscribe. Links to both our Soundcloud and iTunes feeds are in the menu on the left.

Recorded October 11, 2016 @ the offices of Duane Morris in Philadelphia.