Improving Processes and Profitability

RainDance 2011 | Schedule at a Glance

May 17, 2011

1:00 p.m. Welcome and Kick-off Raffle | Darryl Cross and Chris Whitmore, RainDance Hosts | LexisNexis Platinum Sponsor

State of the Industry: We’ve Come A Long Way | Roberta Montafia, LSSO Board Member

Remember when you couldn’t say the S-word? Roberta Montafia does. In 2003, she interviewed dozens of law firm marketing and business development pros.  The result was her report on the state of sales in the legal profession. Well, things have changed.  And, Roberta has an update for you based on her tracking of the industry——an update with some surprises along with things you can take home. More information on State of the Industry can be found here…

1:20 p.m. – 2:30 p.m.

Keynote: Leonardo Inghilleri, Senior Vice President

How can you create change and alignment in your organization? Back by popular demand, Leonardo Inghilleri, a highly motivated, energetic sales and service expert will help us to sharpen our skills as influencers within our organizations.

Leonardo Inghilleri is one of those rare speakers who has worked in world class service organizations like Disney Corporation and The Ritz Carlton Corporation.  While at the Ritz, he was a key driver of leading the Ritz through to winning two Malcolm Baldridge Awards, the only company in the world to have won this significant achievement twice.

2:30 p.m.  – 2:45 p.m.: Networking Break

2:45 p.m.  – 4:15 p.m.: Interactive Session

Client Interviews:  Real Clients, Real Feedback

Workshop Facilitators:  Nat Slavin and Laura Meherg

Client:  Dan Weintraub, General Counsel, Audax Group, A Premier Investor in Middle Market Companies

You’ve heard plenty of client panels talking about what works and what does not work. You will experience a live client interview. And, you’ll have time to submit your own questions and participate during the program.

4:15 p.m.  – 4:30p.m.: Networking Break and Book Signing

4:30 p.m. – 5:45 p.m.:  Panel Presentation

General Counsel Unplugged

Facilitator:  Kristin Sudholz, Chief Value Officer, Drinker Biddle

Come hear general counsels’ views on their vision for where they see the industry heading and the role of the business development department in selecting outside counsel and managing relationships.  You’ve heard client feedback and now you’ll have a chance to ask your own questions from your perspective.

5:45 p.m.: Homework Assignment

RainDance Team Building Homework Assignment

Five Minutes about your homework; complete the individual portion of Desert Survival. You won’t have time to do this just before the session—it will take about 20 minutes or so.

5:45 p.m. – 7:00 p.m.

Cocktail Reception sponsored by Generation Generosity (book signing continued)

May 18, 2011

8:00 a.m. – 8:30 a.m.: Hildebrandt Baker Robbins Networking Breakfast

8:30 a.m.  – 8:45 a.m.  Welcome Back: Recap of Day 1 and Overview of Day 2

8:45 a.m. – 9:45 a.m.: Interactive Session

Rainmaking Flight Simulator, Michael O’Horo and Craig Levinson

Would you or your attorneys rather have a root canal than network at a conference or cocktail reception? Maybe you’re already pretty good at sales and looking for a way to get to great?  Maybe somewhere in between?

Then you owe it to yourself to attend this innovative, sizeable, and interactive Web-based session that delivers no matter what the user’s skill level. It will be a fun and exciting show, with more than a few twists and surprises.  You’ll leave with a sharper set of tools that you can immediately put to use. Guaranteed.

9:45 a.m.  – 10:30 a.m.: Interactive Session  Learn about the $1Million GiveAway from RainmakerVT

The Vision Thing:  Creating a Clear, Challenging and Compelling Vision

Workshop facilitator:  Mark Beese

Are you in your job to do something, or for something to do?  What would give your work real meaning and purpose, to inspire you to come to work every day full of energy and enthusiasm? We admire leaders for their ability to be forward-looking and to cast an attractive vision of the future.  Yet, many struggle with how to craft and communicate an engaging vision.

In this one-hour, interactive workshop, you will create a practical vision statement to guide your leadership in your firm, your team and your personal life.  Together, we’ll explore ways to make your vision clear, challenging and compelling to others.  We will discuss strategies to engage allies, act on your vision and bring out your inner leader! More information on The Vision Thing can be found here…

10:30 a.m.  – 10:45 a.m.: Networking Break

10:45 a.m.  – 11:45 p.m.

Coaching the Rainmaker: A Live Coaching Session

Workshop Facilitator: Silvia L. Coulter

Join us for a live coaching session with an AmLaw 200 partner who has agreed to have his session go live (he will be on via voice/conference line to keep his identity anonymous).  We’ll take you through a coaching session and you’ll have a chance to participate through group table discussion and interaction with the sales coach and partner.  As a result of this session, you’ll have even better skills for bringing strong sales advice back to your firm and your own individual partner coaching/advice sessions.

11:45 p.m. – 1:15 p.m. Hubbard One Teambuilding Lunch

Case Study: Desert Survival

Facilitators:  Darryl Cross and Christopher Whitmore

Collaborating across the firm is critical to your survival and success. We are all team players and this simulation of an actual real life scenario developed by the Air Force’s foremost expert on desert survival will put you to the test and strengthen your core base of team skills. Plus it’s fun!

1:30 p.m.  – 2:30 p.m.: Interactive Session

Using Process Improvement to Drive Millions in Revenue | A Case Study

Workshop Presenters:  Richard Hurford, Shareholder, Member, Ogletree Deakins Lean Sigma Steering Committee

Dana Wilson, IT Project Manager and Certified Project Manager Professional, Waller Lansden Dortch & Davis

Staying profitable and growing revenue means improving processes, reducing waste and cost from the legal work product and effectively managing to budget.  Come hear how two firms are driving millions of dollars of revenue at good profit margins by employing process methodologies for client retention and growth (and new business too).

2:30 p.m.  – 2:45 p.m.: Networking Break

2:45 p.m. – 4:00 p.m.: Workshop

The $50,000 Competitive Intelligence Session

Workshop Presenter:  Evan Tepper

Do you ever wonder what competitive intelligence you may be missing that could be impacting your prospect-to-new-client conversion rate?

Join Hildebrandt Baker Robbins’ Evan Tepper  for a presentation of critical market trends impacting partner profitability, followed by a narrative of several scenarios involving audience participation.  In addition, this presentation will provide insights into emerging growth trends as well as identifying less desirable opportunities.

4:00 p.m.  – 5:00 p.m.:

Brain Trust Session

Facilitator:  Beth M. Cuzzone

What is one of the top challenges you face in your role right now?

5:00 p.m. Raffle and Close

Win a $250 American Express Gift Card