Being able to articulate value to clients to get more business
Mike Pierce, better known as Antarctic Mike, works with organizations that want to find, engage and keep the best performing people. Mike’s background professionally started in the recruiting business in 1997, working specifically to show managers and leaders exactly how to identify and recruit the best people. He now speaks across the US and Canada to executive teams, organizations, associations and sales teams about how to lead people so they are fully engaged in what they do.
Mike is an avid fan of polar expedition history and is an endurance athlete. In 2006, Mike became one of 9 people to run the first ever Antarctic Ice Marathon and a year later became the first American to run the Antarctic 100k, a grueling 62 miles on an ice shelf 600 miles from the South Pole.
His flagship program, Leading at 90 Below Zero, connects the drivers and principles of Antarctic expedition history stories to the real world of finding, engaging and keeping great people in today’s business world.
Mike has a BA from the University of Colorado, Boulder, and resides in Encinitas, California with his wife Angela.Direct Download
Keeping Your Top Talent from Becoming Someone Else’s
Lisa Ryan helps organizations develop employee engagement strategies that keep their top talent from becoming someone else’s. Lisa is an award-winning speaker, and best-selling author of ten books, including “Manufacturing Engagement.” She is Past President of the National Speakers Association, Ohio Chapter, and received her MBA from Cleveland State University.Direct Download
Client Attraction Chain Reaction
Henry DeVries is the CEO of Indie Books International, a company he cofounded in 2014. He works with consultants who want to attract more high-paying clients by marketing with a book and speech.
As a professional speaker Henry trains business leaders how to persuade with a story. He is the former president of an Ad Age 500 advertising and PR agency and was a marketing faculty member and assistant dean of continuing education for the University of California San Diego.
In the last ten years he has helped ghostwrite, edit and co-author more than 300 business books, including his McGraw-Hill bestseller How to Close a Deal Like Warren Buffett – now in five languages including Chinese. He has a weekly column with Forbes.com. He is the coauthor of ten marketing books includingBuild Your Consulting Practice, Defining You, and Marketing with a Book.
As a result of his work, consultants and coaches get the three Bs: more bookings, more buzz, and more business.
On a personal note he is a baseball nut. A former Associated Press sportswriter, he has visited 42 major league ball parks and has two to go before he “touches ‘em all.”
Linkedin: http://www.linkedin.com/in/henryjdevriesDirect Download
The noble (and sometimes shameful) roles of attorneys in the Trump era
Steven J. Harper: retired litigation partner at Kirkland & Ellis LLP; regular contributor Dan Rather’s News & Guts; creator of The Trump-Russia Timeline at BillMoyers.com and now at Dan Rather’s News & Guts and JustSecurity.org; author of four books including The Lawyer Bubble – A Profession in Crisis (Basic Books, 2013, 2016), and Crossing Hoffa: A Teamster’s Story (Borealis, 2007); adjunct professor of trial advocacy and legal ethics at Northwestern University Law School.
Steve’s op-eds have appeared in The New York Times and numerous other publications. He is a fellow of the American College of Trial Lawyers and included in Chambers USA: America’s Leading Lawyers and The Best Lawyers in America. Prior to joining Kirkland & Ellis LLP, he graduated from Harvard Law School (magna cum laude) and Northwestern University (combined B.A/M.A. degrees with distinction in economics; Phi Beta Kappa)
follow on Twitter @StevenJHarper1Direct Download
Business Development: Moving from Reluctance to Enthusiasm
Anna Rappaport, J.D, PCC is a former lawyer who has been coaching for over 19 years and helps lawyers overcome both the external and internal obstacles to business development. As a person who used to hate sales herself, Anna understands where many lawyers are coming from and has numerous tools to help them move forward and develop the tools they need to reach their potential.
Anna is Co-Chair of the American Bar Association’s (ABA) Lawyer Leadership and Management Committee, on the Leadership Council of the ABA Dispute Resolution Section and is on the faculty of the Leadership Council on Legal Diversity. Anna publishes in Law Practice Today and The National Law Review, and speaks around the country on various career and business development topics. Anna also has extensive international experience having worked in Japan, Thailand and most recently, Turkey.
On the personal front, Anna has a loving husband, two wonderful step sons, and a dog Ginger. She is also a snowboarder and loves tango and swing dancing.Direct Download
How Lawyers Can Get & Keep More Clients
Cole Silver serves as the Chief Client Officer for Blank Rome. In this role, Cole provides consultative client relationship support to the Firm and its clients, helping to identify and implement strategies and tactics to improve client satisfaction, expand into new areas of service, and ensure an outstanding client experience. With over 25 years of experience as a General Counsel to several high growth companies, Cole brings an insider’s view of clients’ key legal concerns and what they want and expect from their outside counsel. He has authored books and trained numerous professionals in the areas of client development and service.Direct Download
Susan Freeman’s goal is to help women in business communicate effectively with the world — and to help men communicate effectively with women in business!
Susan’s training draws on her experiences as a sales executive in the financial services industry, her business development and leadership training in the legal industry, and her graduate-level studies in Communication. Susan’s passion for helping women succeed is long-standing. She co-founded “Women’s Business Connection” in Massachusetts and “Girl Power” with over 6,000 followers. She also teaches “Girls in Politics,” a program created to introduce girls to politics, policy, and the branches of government. Susan is currently enrolled in Cornell University’s “Institute for Women’s Entrepreneurship.” Her enthusiasm for the benefits of building meaningful relationships has made her a great connector and as such, she has over 15,000 followers on social media. As an ENFJ, she excels at building relationships and teaching others to do the same. She helps professionals communicate effectively in order to develop new business. She trains professionals to use client-centric insights to assess needs and identify solutions that meet strategic goals.
Susan has worked with some of the most prestigious law firms and financial services institutions in the world. She was graduated with honors
from Hawaii Pacific University with a Master of Arts degree in Communication and she was graduated from Louisiana State University with a Bachelor of Arts degree in both Political Science and Journalism, with a minor in Marketing. She also studied Marketing at Northeastern University in Boston. Susan has lived in Louisiana, Switzerland, Italy, Massachusetts, Hawaii, and now, California. Throughout her sojourns, she has developed a large, interconnected circle. Susan lives in the Bay Area with her husband, Mike Futrell and their son, James.
Marketing and Business Development Trends in Today’s Law Firms
Jennifer Scalzi is the Founder and CEO of Calibrate Legal, Inc. and has spent the last 17 years inside of, and as a consultant to, law firms. As Calibrate Legal’s CEO, she utilizes that industry insight to develop modern services that prepare today’s law firms for tomorrow’s legal marketplace. Sophisticated talent plays a large role in that strategy, and Jennifer specializes in helping her clients find the best path forward when seeking to hire impact players in marketing, business development and communications roles.
In the past decade of providing placement and strategy services to law firms, she has achieved prominence as a business partner who truly understands the landscape of the current and future legal industry. Her insider knowledge — gained from six years in professional development and lawyer recruitment at a prominent Am Law 100 firm and as a leader in the Legal Marketing Association (LMA) — gives her a competitive advantage that saves her clients time and energy.
She looks to her vast network of leaders from industries spanning professional and financial services, university educators, and key stakeholders in Fortune 100 companies to inform her perspective on the business world at large. Jennifer’s expertise is international in scope and she has successfully placed candidates on three continents. She runs global searches for her clients and regularly travels throughout the country, and on occasion overseas, for the sole purpose of assessing candidates.
A featured speaker and published author on topics of professional and career development, Jennifer has contributed to the following, among others:
Jennifer’s networking expertise was profiled as a case study in J. Kelly Hoey’s book, Build Your Dream Network: Forging Powerful Relationships in a Hyper-Connected World. She also contributed a ‘think piece’ titled “Reforming the CMO Search to Target Turnover” for Deborah Farone’s newly published book Best Practices in Law firm Business Development and Marketing. Additionally, Jennifer is a Sustaining Fellow of the College of Law Practice Management, which recognizes distinguished law practice management professionals.
Jennifer holds a B.A. from Baylor University and resides in the Austin, TX.
Publishing on Amazon
Julie Savarino holds an MBA, a JD, and is a licensed attorney. Over her 30+ year career, she has built a reputation as a leading international, award-winning business and client development coach and strategist for lawyers, law firms, and other professional services providers and firms.
Julie successfully served as an in-house business development executive for Grant Thornton, Dickinson Wright and Butzel Long. Julie is one of the highest-rated speakers, trainers and coaches in the legal industry and is frequently published and quoted in the media, in such publications as The Wall Street Journal, Bloomberg, The American Lawyer, Law 360 and Crain’s, among many others.
Mindfulness Based Goal Commitment for Attorneys/Partners
Madelaine is a skilled mindfulness trainer, with time and stress management programs tailored flexibly to your needs as an individual or organization.
Drawing on her MBA and management experience, Madelaine is available to conduct training, needs assessment, and implementation for your organization. With both personal and professional experience in the profound trials and triumphs associated with medical illness, Madelaine can warmly and wisely walk with you through your own. As a trained mediator, Madelaine can assist with interest-based conflict resolution for matters related to work, family, and other areas of your life.
Madelaine teaches her clients how to manage their minds to get what they want in Work, Play, Love, and Life. She is a warm and wise, licensed, Harvard-trained practitioner; Board Certified Executive, Career, and Life coach; author, and blogger who specializes in lawyers and other professional service providers, and works with individuals and organizations from the convenience of home or office, by phone, video conferencing, or in-person.Direct Download
Communicating Through Conflict Thinking YES
Jeanne Stafford’s mission is to help you find greater joy at work and in life by arming you with usable and compelling communication skills. She wants a room full of people to leave stronger, lighter and more powerful than when she found it. Her goal for you is transformation.
The beginnings of her career included over 15 years as a political fundraiser, working on the campaigns of Presidents, Governors and a Mayor. She is a fanatical about staying informed and exercising your right to use your voice. Jeanne served on non-profit boards in education and the arts and continues to serve on three boards today. She learned that asking people for money is an arduous task and one that can only be done by a pathologically optimistic person who are driven by passion for what they are selling.
Jeanne is a professional member of the National Speakers Association and a NSA New York City board member.
Book Jeanne as your corporate speaker or keynoter for your next event and invest in improving the communication skills of your teams.Direct Download
Legal Project Management and Innovation
Susan Lambreth is a founding Principal at LawVision and is nationally recognized as one of the top leadership, practice group and project management consultants for law firms. For over 25 years, she has helped law firms of all sizes improve their profitability and enhance their lawyers’ leadership and management skills.
Susan is the Chair and Founder of the LPM Institute, a leading resource for educating law firms and law departments on implementing project management in their organizations. She has given hundreds of speeches on practice management, LPM, strategy and trends affecting law firms or law departments.
Prior to co-founding LawVision, she was with Hildebrandt International for almost 20 years, where, in addition to her consulting work, she chaired many of their conferences and led several of the most successful roundtables for law firm professionals. Prior to that, Susan spent almost seven years with Altman & Weil. She is also the author or co-author of six leading books on practice group management and legal project management.Direct Download
The Preference Value Proposition
Bob Potter is the managing principal of RA Potter Advisors LLC, a marketing and sales strategy consulting practice for financial and professional service providers. He is the author of two books on the subject and his articles have appeared in dozens of magazines and newspapers. He is also the developer of the Third Level Selling and Third Level Service Excellence training programs. Bob spent 35 years in business development for IBM, McGraw-Hill, Dean Witter and MBIA. He has opened new markets in the U.S., Mexico, Australia and Asia. In 2000 he sold a successful services firm and started RA Potter Advisors to help other services professional win and retain clients. Bob received his B.A. degree from Santa Clara University and his M.B.A from UC Berkeley. He lives in San Anselmo, CA.
Find him online at http://www.rapotter.comDirect Download
Greg Dinkin proved his skill as a decision maker at age 19 when he beat the toughest poker games in Las Vegas as a summer intern at the Mirage (and later won $102,000 at the World Series of Poker). He has traveled around the world, training in a variety of healing and therapy modalities. He confounded a literary agency, where he negotiated deals with New York publishers and Hollywood producers.
Greg is a Certified Health Coach from the Institute for Integrative Nutrition and lost 100 pounds. Dinkin gave a TEDTalk about how the integration of mind and body allowed him to overcome his phobia of singing. He is the author of four books including The Leading Man and The Poker MBA (Random House).
He leads workshops for law firms and businesses that often include poker as both a team-building and skill-building exercise. Find him online at www.gregdinkin.com or email him at email@example.com.Direct Download
“How to Get New Business In-Person and Online”
Larry Bodine is the Sr. Legal Marketing Strategist for LawLytics Web Marketing Suite. Former litigator, New York Daily News journalist, American Bar Association publisher, and ABA Edge Award recipient. Larry has been a recognized authority in legal marketing for two decades and is a frequent CLE speaker.
He can be reached at Larry@LawLytics.com, on Twitter @LarryBodine, and on his blog at www.larrybodine.comDirect Download
“The value of failure. How failure can be leveraged for success”
David Iglesias is the Director of the Wheaton Center for Faith, Politics and Economics in addition to being an Associate Professor of Politics and Law at Wheaton College. Previously, Professor Iglesias served as a state, federal and military prosecutor with a focus on national security and terrorism cases. He was the presidentially appointed, Senate confirmed, United States Attorney for the District of New Mexico between 2001 and 2007.
Professor Iglesias was recalled to active duty U.S. Navy status between 2008 and 2013 in support of Operation Enduring Freedom. He served as a team leader, senior prosecutor and spokesman with the U.S. Military Commissions, in Washington, D.C. and Guantanamo Bay, Cuba, handling war crimes and terrorism cases. He supervised the conviction of the U.S. v. Noor Uthman terrorism case; one of only six completed war crimes cases since the Commissions were re-established.
David C. Iglesias, J.D.
Director, Wheaton Center for Faith, Politics and Economics, Associate Professor of Politics and LawDirect Download
“Snow Globe Leadership: Shifting Your Leadership in the Business of Law”
Speaker… Accelerator… Relationship Builder… Master Storyteller… Chief Inquisitor… Motivator… Story Debunker… Facilitator of Truth
Jeff is the Founder and Chief Story Debunker of The Nischwitz Group, a speaking, consulting and coaching company thattransforms people and organizations… one story at a time! Jeff helps businesses accelerate revenue, develop effective leaders, nurture high performing teams, and execute on their objectives.
Beginning as a successful lawyer, Jeff first modeled courageous change when he left the corporate law firm where he was a partner to take the leap into entrepreneurship by creating his own law firm.
Like many entrepreneurs, Jeff’s journey had many twists, turns and yes, stumbles, which Jeff openly shares and speaks on as part of his authentic story telling – the good, the bad, and sometimes the ugly.
Jeff Nischwitz, President, The Nischwitz GroupDirect Download
The Lawyer Brain
Dr. Larry Richard is recognized as the leading expert on the psychology of lawyer behavior. He has advised dozens of AmLaw 200 law firms on leadership, management, and related issues such as teams, change management, talent selection, assessment, and other aspects of strategic talent management. Widely known as an expert on the lawyer personality, he has gathered personality data on thousands of lawyers.
A graduate of the University of Pennsylvania Law School, Dr. Richard practiced law as a trial attorney for ten years. He then earned a Ph.D. in Psychology from Temple University. For more than 20 years, he has provided consulting services exclusively to the legal profession. Formerly a partner with Altman Weil, and more recently the head of the Leadership & OD Practice at Hildebrandt International, in 2011 he established his own consulting firm, LawyerBrain LLC, which focuses on improving lawyer performance through personality science. He focuses on resilience, change management, leadership, and talent issues.
He is a frequent author and speaker on the use of positive psychology and applied behavioral science in helping law firms to succeed. He is a Gallup-certified Strengths Coach, and a licensed user of the MBTI, DiSC, and 15 other assessment tools.
Dr. Larry Richard
Founder & Principal Consultant
LawyerBrain LLCDirect Download
It’s all about relationships
Dr. Ivan Misner is the Founder & Chief Visionary Officer of BNI, the world’s largest business networking organization. He has been called the “father of modern networking” by CNN and one of the “Top Networking Experts to Watch” by Forbes. He is a New York Times Bestselling author who has written 22 books and is a columnist for Entrepreneur.com. He has been named Humanitarian of the Year by the Red Cross, is the recipient of the John C. Maxwell Leadership Award and is the Co-Founder of the BNI Charitable Foundation.
THE INTROVERTED LAWYER
A Seven-Step Journey Toward Authentically Empowered Advocacy
(ABA Publishing 2017)
While naturally loquacious law professors, law students, lawyers, and judges thrive in a world dominated by the Socratic question-and-answer method and rapid-fire oral discourse, quiet thinkers and writers can be sidelined. The Introverted Lawyer illuminates the valuable gifts that introverted, shy, and socially anxious individuals bring to the legal profession—including active listening, deep thinking, empathy, impactful legal writing, creative problem-solving, and thoughtful communication.
Heidi K. Brown is a graduate of The University of Virginia School of Law, a law professor at Brooklyn Law School, and a former litigator in the construction industry. Having struggled with extreme public speaking anxiety and the perceived pressure to force an extroverted persona throughout law school and nearly two decades of law practice, she finally embraced her introversion and quiet nature as a powerful asset in teaching and practicing law. She is the author of a two-volume legal writing book series entitled The Mindful Legal Writer, won a Global Legal Skills award for her work in helping law students overcome public speaking anxiety in the context of the Socratic Method and oral arguments, and was appointed to the Fulbright Specialist roster to teach English legal writing in international law schools. Heidi champions the power of quiet law students and lawyers to be profoundly impactful advocates, in their authentic voices.
Contact Information: Heidi.Brown@brooklaw.edu or firstname.lastname@example.org
Links to Purchase Book:Direct Download
Laura Leopard is the founder of Leopard Solutions, which is a data company that gives information that law firms and those in the legal industry can use to make more effective business development decisions. In this podcast, Laura discusses how law firms can use data to grow their firms.
Doug Wendt brings his insight into how law firm leaders can create the future focused law firm. Doug is a management consultant that works with professional services firms to improve their leadership and business development skills.Direct Download
Judith Gordon shares action steps and ideas on how law firm partners can operate at a higher level of performance on a consistent basis.Direct Download
Five Ways to Make Business Development Easy for Partners
Julie Savarino is an expert on client development for law firms, and in this podcast she shares five easy ways attorneys can get more business.
Visit Julie’s website at https://www.busdevinc.com for hundreds of resources for attorneys.Direct Download
For Partner-level attorneys. Bringing you relevant information to enhance your career and improve your life.
– Interview with Steven Harper, author of “The Lawyer Bubble”
– Law firm management
– Partner compensation issues.Direct Download
For Partner-level attorneys. Bringing you relevant information to enhance your career and improve your life.
– Lateral Partner Recruiting tactical tips for law firms.
– Julie Fleming with Lex Innova Consulting on an attorneys Unique Selling / Service PropositionDirect Download
For Partner-level attorneys. Bringing you relevant information to enhance your career and improve your life.
– Scott Love on tips for law firms to improve lateral hiring.
– Henry Devries (rainmaking expert) on ‘How to Work a Room’Direct Download