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Third Quarter 2018 Newsletter:
Perfecting the Pitch
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Mid-Atlantic Regional Announcements
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Cover Story
By Rebecca Edwards, Marketing and Business Development Manager, Williams Mullen
Lawyers work for years building relationships with decision-makers, entertaining them at sporting events and cocktail parties, sending an email when they see industry news that impacts them and even providing solid legal work on an introductory matter. Then they get the call to come in and pitch for the big one. Gulp.
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Features
By Debbie Leitner, Senior Practice Manager, Katten Munchin Rosenman
Legal marketing professionals often take the lead on important firm and practice pitches, proposals and RFPs. It is not a quick and easy process. There is a significant amount of information and knowledge required to put together a well-crafted response.
By Michael Bond, Senior Media Director, Blattel Communications
It's inevitable that a law firm marketing professional has a conversation with an ambitious attorney who utters the phrase, "I'd like to be in the
New York Times or
The Wall Street Journal." It's understandable to want to be featured in the country's or an industry's top publications. The challenge is crafting an effective media campaign that turns this goal into reality.
By Debbie Henry, Assistant Director of Marketing, Gordon Feinblatt LLC
Pitching partners on a new marketing or business development initiative can feel a bit overwhelming. It may feel even more daunting if the project or initiative is one with big dollar signs attached. We as marketers need to prepare for our own internal pitches with the same thought and care that we ask our lawyers to give to their own business development pitches.
By Jenna Schiappacasse, Director of Client Development, Rosenberg Martin Greenberg, LLP
Often times, we as legal marketing and business development professionals spend so much time crafting stories of the firm's brand or an individual attorney's brand that we forget to put thought into what our own story looks like. Defining the value you bring to your firm, your team, and the bottom line is intrinsic to your success in this field.
By Gina Eliadis, Content Manager, Baker Donelson
As clients increase pressure on legal service providers to demonstrate a commitment to diversity and inclusion (D&I), law firms have been taking up the challenge by instituting D&I initiatives as both a values-centered mission and a business imperative. However, progress has been slow. Fortunately for the legal industry, a demographic of new lawyers is entering the profession, a generation arguably better prepared to lead the way on D&I than their predecessors - Millennials.
By Michelle McWhinney, Founder, Navigate Recruiting
The LMA Mid-Atlantic Region set its sights on "Perfecting the Pitch" for this edition of its newsletter. I was lucky to sit down with LMA member and leader, Rachel Shield Williams, to gain her insights into how the pitch is evolving and how legal marketers can best stay ahead of the curve.
By Inna Kolomiytsev, Director of Marketing & Business Development, Niles, Barton & Wilmer, LLP
When coaching your lawyers in navigating an effective pitch, it is important to remember the five-stage framework of a sales conversation: 1) building rapport, 2) identifying pain points, 3) offering a solution, 4) overcoming objections, and 5) making the close. At each stage of the sales process, there are questions that can guide the conversation in order to uncover clients' pressing business needs and corresponding legal solutions to those challenges.
By Rachel Patterson, Digital Marketing Technology Coordinator, Crowell & Moring LLP
Negotiating contracts with vendors, or anyone else, is a challenging but important part of legal marketing. On July 18, Kisme Williams and Julia Bennett, both of Venable, spoke to the LMA Mid-Atlantic Future Leaders SIG about their vendor negotiation success stories and shared tips for negotiating contracts.
By Molly Robinson, Marketing Coordinator, Gordon Feinblatt LLC and Jennifer Dongarra Boehm, Director of Marketing, UHY Advisors Mid-Atlantic MD, Inc.
As technology evolves, as new systems are created and as previously unused strategies are adopted, it becomes almost impossible to stay on top of the ever-changing field of marketing. This panel discussed making the most of these advances for you and your firm, which, in some cases, means not using them at all.
By Jonathan Groner, Freelance Writer and Public Relations Consultant
We often speak of defining our value in business by telling our personal story. Stories are indisputably at the root of self-understanding and of understanding others. Anthropologists have theorized that storytelling probably began around the campfire, with older members of a tribe telling the well-honed stories over again with some twists that bring them up to the present and make them relevant. In this new book, Murray Nossel explains the relevance of stories to life on the job.
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Mid-Atlantic Region Announcements
Noticed a New Format for the Mid-Atlantic Region Upcoming Events?
In an attempt to cut down on email traffic and showcase our region's vast array of local programs and events, you will now receive a monthly roundup of opportunities to learn and engage.
Register now:
- Capital: Connecting the Dots - The Holy Grail of Competitive Intelligence, September 26, 2018
- Capital/FLSIG: Future Leaders Fall Happy Hour, October 11, 2018
- Capital: From the Trenches: Creating a CRM Strategy that Works, October 16, 2018
- Baltimore: BYO Idea: How to Demonstrate Your Value as a Marketer Think Tank Discussion, October 18, 2018
- Mid-Atlantic: Regional Conference, November 1, 2018
Mark your calendar:
- Virginias: Create Your Own Business Plan, November 14, 2018
- Capital: Holiday Social, December 5, 2018
- Virginias: Holiday Social, December 5, 2018
- Baltimore: Holiday Social, December 12, 2018
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Join your fellow legal marketing and business development professionals from the Mid-Atlantic of all experience levels and job functions at the Region's inaugural Annual Conference! This intensive full day of programming will provide attendees the opportunity to learn, grow, connect, and network with colleagues and business partners.
We are excited to announce this year's Keynote speaker is
Darryl Cross, Senior Consultant at LawVision, who will be leading
"A Conversation About Leadership, Collaboration, and Teams." Darryl is a Performance Futurist who has studied and worked with members of the world's most elite organizations from NASA to Navy SEALS to the NFL to learn what is next on the horizon for human performance improvement.
Read more.
Meet All Speakers
View Conference Agenda
Register Now
 Welcome New Members
On behalf of the
Regional Board and the
Membership Committee, we'd like to welcome
28 new LMA Mid-Atlantic members. We look forward to getting to know you and all that you will learn and teach others along the way. If you have any questions about the many
benefits of membership, please reach out to
Katie Castillo, LMA Mid-Atlantic Membership Director. Be sure to visit our
website for additional information on Region news, events, job opportunities and many other resources to maximize your LMA benefits.
Alexandra Amedee, Kobre & Kim LLP
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Christiana Lopez, Arent Fox LLP
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Katelyn Boronkay, Davis Wright Tremaine
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Cynthia McCollough, University of Michigan Law School
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Kaethe Carl, Freshfields Bruckhaus Deringer
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Katie Munroe, Covington & Burling
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Rachel Carter, ObjectiveManager
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Nicole Naidyhorski, Kaufman & Canoles
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Marcia Cerqueira, Arnold & Porter
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Julija Pilutina, Norton Rose Fulbright US LLP
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Betsy Chilcoat, McClanahan Powers
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Jennifer Reda, Morrison & Foerster
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James Cosgrove, Fish & Richardson
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Jeff Roberts, Moire Marketing Partners
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Rae Cousins, BrownGreer PLC
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Anna Ruiz, Wright, Constable & Skeen
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Meredith Coyne, Orrick, Herrington & Sutcliffe LLP
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Jo Saint-George, Minority Counselor TV
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Maura Fisher, Hooper, Lundy & Bookman, P.C.
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Anne TeBeest, GKG Law, P.C.
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Christopher Hummel, Banner & Witcoff, Ltd.
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Kristin Walinski, Scribe
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Debra Jones, Hooper, Lundy & Bookman, P.C.
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Lauriell Webb, Carlton Fields
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Andrea King, Kaufman & Canoles
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Ann Westover, Axinn, Veltrop & Harkrider LLP
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Sandria Lherisse, Groom Law Group, Chartered
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Kaye White, McDermott Will & Emery
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We have recently established a
regional showcase page on LinkedIn! Follow us to ensure you are getting all the event reminders, updates and insights from LMA Mid-Atlantic! Click
here to find and follow.
For more information, please contact Ashley Hollingsworth, Chair of the LMA Mid-Atlantic Social Media Committee.
Photo Gallery
LMA Mid-Atlantic Region Local Programming
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