2018 Agenda

The is a working agenda and subject to change.

Enhancing the client experience through effective marketing and business development strategies to drive profitability

6 November, 2018


Registration & refreshments


Welcome to delegates

Conference chair: Terri Pepper Gavulic, Executive Director, TerraLex


Keynote: International trends in professional services marketing

  • Reviewing marketing trends in professional services marketing: what lessons have been learned?
  • What role does branding play in professional services marketing?
  • Analysing the impact of the constant growth in digital technology on the provision and communication of professional services
  • What will be the next big thing in professional services marketing?

Annabel Rake

Partner & Chief Marketing Officer, Deloitte

Demonstrating the value of marketing to law firm profitability

Understanding the partner perspective: how to engage partners more effectively in the marketing and business development strategy
Leadershiptalk: Influencing up 


Stephen Blundell

Head of Acritas Advisors, Acritas

Panellists include:

Sean Twomey

Director of Marketing and Business Development, HFW

Rob Chamberlain

Senior Marketing and Business Development Manager, Eversheds Sutherland

Margarida Saragoca

Business Development and Client Director, VDA

Case study: Contributing to the bottom line

  • How marketing can make an impact on the bottom line.
  • Delivering legal services marketing now and creating plans and teams which are geared to the future of law firms.
  • Activities that really differentiate you and add value to your business.

Alessandra Almeida Jones

Associate Director, Marketing and Communications, Baker McKenzie

How software can improve pitch generation

Jade Walton

Sales Manager, Enable


11.00 – 11.45

Break outs

Why client satisfaction is not enough anymore: how to measure client commitment

  • What questions to ask them and how often?
  • Who should ask them?

Simon Rhind-Tutt

Founder & Managing Partner, Relationship Audits

Pricing strategies

  • Getting through the RFP
  • Impact of commoditisation
  • Alternative pricing strategies

Terri Pepper Gavulic

Executive Director, TerraLex

Brian Gribben

Director of Business Development, Marketing and Communications, Arendt & Medernach

Working with the directories

  • Understanding how directories approach their research
  • How to resource & manage your approach to directories


David Adams

Director, Legal Media Monitor

Panellists include:

Sam Duke

Editor, IFLR1000

Rick Jakubowski

Global Editor, Chambers and Partners

Ella Marshall

Editor, Legal 500
11.50 – 12.20

Tech in action

Data-driven business development – using data to validate your firm’s initiatives and demonstrate ROI

  • Data analysis enforces less experimental and more intentional behaviours
  • Right-size your data: leverage existing information, create focused new data points
  • Make facts count: visualise, interpret and communicate

David Harris

Client Solutions Director, OnePlace

Jill Warren

Global Director of Marketing & Business Development, Bird & Bird LLP

Low-cost, no-cost: marketing strategies for small law firms

  • Managing your practical resources
  • Picking your battles: identifying the key areas for improvement
  • Leveraging partner engagement to promote marketing in a smaller law firm

Hannah Fish

Marketing Manager, Carpmaels & Ransford

Craig Sharpe

Marketing Manager, Darlingtons Solictiros

The marketing campaign balancing act

Why strategy and focus is key in a traditionally reactive market

  1. Goal setting
  2. Focus and execution
  3. Measurement
  4. Closing the loop

Caroline Grant

Communications Consultant, Independent

Michael Warren

Director, Stanton Allen

Gus Sellitto

Co-founder, Byfield Consultancy

Peter Byre

CEO, Digital Whiskey



Why top law firms are investing in building stronger relationships with their alumni

A brief look at why top law firms around the globe are establishing formal corporate alumni programs in order to achieve business objectives.

Charlotte Sault

Head of International Marketing, IntraWorlds

Influencing: the art of smart content

  • From push to pull marketing
  • What do clients want from your content?
  • How do you grab their attention?
  • What works and what doesn’t?
  • What platforms work best?
  • Engaging partners
  • Planning resources & managing ROI
  • Content marketing post GDPR

Alex Morrall

Product and Content, Lexology

Michael Millar

Managing Editor, Hogan Lovells Engage

Hélène Préchac

Legal Content Manager, Hogan Lovells Engage

Laura Cutler

Marketing Lead, Global Campaigns, Herbert Smith Freehills

Gaia Francieri

Head of Communication, Chiomenti




Creating your social media voice

  • Navigating social media and building your online presence
  • Understanding the new generation of clients
  • Instagram: the new frontier?

Bogdan Gecić

Partner, Gecić Law

Change management: creating a marketing culture within your firm

  • Aligning firm culture with a marketing and BD perspective
  • Breaking down the silos: engaging partners and other departments to join the dots
  • Proving your worth


Kevin Wheeler

Principal, Wheeler Associates

Panellists include:

Katarína Civáňová

Global Marketing & Business Development Director, Peterka Partners

Claudia Metz

Director International Strategy & Business Development, NautaDutilh

Tim de Boer

Head of Marketing, Houthoff



More Ways to Amplify Your Network

Introducing BoardEx, a global database that enables companies to leverage their relationships and unknown connections


Nick Factor

Sales Director, EMEA, BoardEx






Tech Talk: Using technology to enhance the client experience

  • AI, automation and legal tech: opportunity or threat? Where is all this leading?
  • How can law firms use technology to enhance the customer journey?
  • Is there a conflict between the digitalisation of the BD function and partners and law firm culture?
  • Tech solutions with limited resources
  • The power of data analytics to transform law firms
  • Using big data tools to improve client knowledge and spot opportunities for offering additional legal advice

Andrea Miskolczi

Chief Business Development & Marketing Officer, Wolf Theiss

Knut-Magnar Aanestad

Head of Innovation, Kluge

Harry Pfeffer

International Sales Manager, LexisNexis

Cesar Mejias

IT Director, Garrigues

Understanding the client perspective

  • What marketing efforts cut through the fog and pique the client’s interest? What doesn’t?
  • What role does a firm’s diversity policy play in panel selection? What role does pro bono play?
  • How do you make it on to the client’s radar to stand a chance of panel selection?
  • What three things do clients most want from their law firms?

Caroline Hunter-Yeats

Partner, Simmons & Simmons

Michael Ellis

Group General Counsel, Abercrombie & Kent

Adrian Whitehead

General Counsel Europe, Accor Hotel Services

What will you do differently tomorrow?

Richard Gerrard

Director of Business Development & Marketing, Carter Ruck

Karolina Šilingienė

Business Development and Marketing Manager, Sorainen




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