Agenda 2016

October 5th 2016, One New Change, London

 Terri Gavulic


08:15 Morning refreshments and registration

08:50 Welcome & chair’s opening remarks

Terri Pepper Gavulic, Executive Director, TerraLex

 Jaap BosmanC

09:00 The Firm of the future

Jaap Bosman, Strategy Consultant, Author of Death of a Law Firm

Having weathered many storms, law firms have succeeded in growing at a faster pace than the economy in which they operate – most partners might argue that this will also be the case in the future. Our opening speaker will, however, use over 15 years’ experience leading business development and strategy for leading global law firms to demonstrate why he believes that law firms are at an existential cross-roads and that those which take the wrong direction, may well collapse.

  • What is the right path?
  • How can business development strategists guide their firms to a more confident future?
 3ba4688CR. Michael Guiney

09:30 Marketing futures

Matthew Fuller, Director of Business Development & Marketing, White & Case
Michael Guiney
, Director of Business Development, Kinstellar

  • Where will the future of law firm marketing take us?
  • What are the developing trends?
Stephen BlundellC

10:00 Measuring ROI of Thought Leadership

Panel Chair:
Stephen Blundell, Managing Director, Redstone Consultancy

Suzanne Snowden, Director, Global Thought Leadership, PwC
Michael Michaelides, International Business Development Director, Taylor Wessing
Tim Prizeman, Author of The Thought Leadership Manual, & PR Adviser, Kelso Consulting – Public Relations Consultants

  • What metrics can/should you use?
  • Should you be measuring internal engagement as well as external impact?
  • What can law firms learn from accountancy and consulting firms?
  • Where do smaller firms have advantages over big ones?

11:00 Refreshments and networking

Catherine BerneyC

11:30 The Leadership role: how to lead creatively in a changing business context

Catherine Berney, International Leadership and Organisational Development Consultant, Mannaz A/S; BCL Solicitor; MSc, Organisational Psychology; Mediator; FRSA

  • How are law firms reacting to changing market conditions?
  • How does BD engage the partners themselves in creative change?
  • Leadership as a key differentiator
  • What systematic obstacles do we as leaders face?
  • Strategies for success

12:00 The social media enigma

Dominic Zammit, Head of Digital, Industry

  • What social media options work best for law firms and which don’t?
  • How do we implement and effectively manage social media initiatives?
  • How do we get lawyers to embrace social media?
 Andrew MilliganCSimon BaileyC

12:30 The power of the brand

Andrew Milligan and Simon Bailey, Founder and Partner, The Caffeine Partnership


 Sponsor Partner

13:00 Lunch
Sponsored by Thomson Reuters

Reign Lee

14:00 Understanding the directories

Panel chair:
Reign Lee
, Director, Legal Media Monitor

Sam Duke, Editor, IFLR1000
Laura Mills, Editor (USA), Chambers & Partners

  • What do firms gain by submitting to legal directories?
  • How can firms make effective submissions and improve rankings?
  • What separates and distinguishes the main legal directories?
Heikki IvessaloC

14:30 Gamification

Heikki Ilvessalo, Development Director, Castren & Snellman

  • What is gamification?
  • What are the benefits?
  • How can we use gamification to engage clients, motivate partners and develop future strategies?
  • Where does it fit into our marketing and BD plans?
Sponsor partner

15:00 New technologies – the art of the pitch
In association with Enable

Panel chair:
John de Forte, Principal, de Forte Associates

Steven Ongenaet, BD Director, Liedekerke
Liam Flanagan, Chief Executive, Enable Business Solutions Ltd

Pitches are an integral part of effective business development in today’s legal marketplace. As more and more processes in the project pipeline are becoming automated, marketing and BD departments as well as firm stakeholders have the opportunity to harness new technology to build targeted brand messages and increase client wins. By examining pitching as a game changing case study, this session will explore what is needed to make an effective pitch as well as the use of pioneering technology to create branded content and track panel wins using an integrated data management system.

15:30 Refreshments & networking


16:00 Adding value to the law firm through marketing and BD initiatives

Panel Chair:
Peter Cornell, Partner and Member of the Investment Committee, Metric Capital Partners

Neville Eisenberg, Senior Partner, Berwin Leighton Paisner LLP
João Vieira de Almeida, Managing Partner, Vieira de Almeida
Ann Macleod, Global Client Listening Manager, Allen & Overy LLP

How can marketing and BD ensure it is an intrinsic part of adding value rather than being seen as a cost?


17:00 Measuring success – ROI, KPIs, profitability

Robert Sanders, Head of Group Marketing, Aberdeen Asset Management

  • How do we measure ROI?
  • What are the best metrics to use?
  • How do we use ROI measurements to manage partner expectations?
  • Should we be looking at marketing and BD as a profit centre?
  • How and why?

17:30 Chair’s summing up

17:45 Drinks reception

18:30 Close of conference

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