Programme

08.30 Registration & morning coffee

09.00 Chairman’s introduction – Challenges and opportunities for business development in the current legal market

Mike Gannaway Director of Business Development Denton Wilde Sapte

09.20 Global perspective: Improving your firm’s bottom line and producing immediate results

• Developing a key marketing and business development strategy that aligns with your firm’s overall strategy
• Achieving revenue growth through increased efficiency, managing costs and maximising the value
  derived from your clients
• Initiating a cohesive process improvement strategy across UK and international offices whilst still allowing for adaptability on the ground

Kevin Nudd, Head of Corporate Business Development, Herbert Smith LLP

10.00 International perspective: Building and managing a sales function within a professional services organisation

• Creating job descriptions and socialising the business development role within a law firm
• Developing and managing a compensation system that motivates the highest sales performance
• Setting targets, communicating and co-ordinating to maximise internal touchpoints and increase revenue
• Building and managing practice group and office sales pipelines
• Creating new products to gain client entry and utilising your business development team to market the
  products internally
• Gaining internal traction to build a robust business development campaign
• Surmounting challenges related to international business development efforts
• The impact of brand on sales

Jolene Overbeck Global Chief Marketing Officer (CMO) DLA Piper

10.40 Morning coffee & networking

11.00 Getting close to your clients’ business and directly addressing their rapidly changing needs

• How have different firms responded to the changing market?
• Creating and sustaining a successful client relationship management (CRM) strategy and feedback programme
• Offering client service excellence: revolutionising the way law firms deal with their clients, for example, the
  growth of client relationship managers and senior nonlawyers
• Establishing a trust-based relationship with clients: overcoming the assumption that law is a distressed
  purchase

Roger Wiltshire Chief Counsel UK BAE Systems

Michael Webber Head of Legal Services & Company Secretary National Australia Group

Liz Kelly Group Counsel Nationwide Building Society

Facilitated by:

Nicola Lynch Business Development Director Wragge & Co

11.40 Value-added services as part of your value proposition

• The role of value-added services as part of your firm's proposition - compulsory freebies vs insight from a
  trusted advisor
• The impact of value added services on profitability and client satisfaction at an individual client level
• Understanding your client base and investing in it accordingly with the right type of value-added services

Lance Sapsford Head of Business Development Addleshaw Goddard

12.20 Networking lunch

13.20 Building an exceptional business development team to drive your firm forward

• Connecting your team to your firm’s business and the clients’ business
• Effectively understanding and promoting your firm’s products and services
• Instilling a common goal and vision within your team
• Introducing a concerted internal communications initiative

Christopher Masters Director of Marketing & Business Development SJ Berwin LLP

14.00 Aligning your internal structure and strategy with your external business development approach

• How your firm is perceived by the outside world and what you can do to influence those external
  perceptions
• Personalising your approach: listening to your clients’ heightened expectations and offering a direct business
  proposition specific to individual clients
• Extending the insight you gain from your clients into all areas of your business

Paul Beattie Head of Business Development, Europe Norton Rose LLP

14.40 Afternoon break & networking

15.00 Roundtable discussion - Your firm’s integration of people, processes and technology

• How can you develop and implement a CRM strategy tailored to meet the needs of your firm and clients?
• How can you ensure a return of investment from your business development and CRM efforts?

Delegates will form small groups to compare viewpoints on the questions above. Discussions will last 30 minutes and
upon completion, each group will feedback to the entire delegate faculty.

Facilitated by: Rosemarie Ghazaros Director of Business Development & Marketing Nabarro LLP

15.40 Winning new business and expanding existing client relationships

• Effective solutions for differentiation: internal training, services offered to clients, pricing strategies
• Adopting client focussed communications and innovative acquisition and retention strategies
• Achieving profitability through client loyalty
• Evaluating your core competencies in order to tap into growing industries and develop a broader base of
  expertise for your clients

Damian Taylor Head of New Business CMS Cameron McKenna

16.20 Chairman’s closing remarks

16.30 Close of conference