AGENDA

7:45AM
Forum Registration and Breakfast
8:45AM
Co-Chairs Opening RemarksBenjamin Greenzweig, Co-CEO, Momentum, Chairman Emeritus, Gro Pro Advisory Board

Doug Johnson, Founder & Managing Director, Catapult Growth Partners, Chairman Emeritus, Gro Pro Advisory Board
9:00AM
Client Experience as the New Differentiator in Professional ServicesIn today’s competitive business landscape, satisfied clients are just not enough. As legal services become more commoditized, learn how to let value be a function of benefits not just cost. Hear during this session how one former healthcare industry executive was able to successfully translate concepts underlying patient experience to designed thinking in the professional services realm that are built around assessing a client’s journey with the firm.

Edwin Bodensiek, Chief Client Experience Officer, Miles & Stockbridge

Angela Meyer, Vice President, Client Services, Exponent

In Conversation With: Diane M. Magers, CEO, Customer Experience Professionals Association

9:40AM
The Changing Dynamic of the Corporate Buyer: Is Your Firm Best Positioned to Capitalize on the Needs of ClientDuring this session learn what role procurement and the concept of integrated services are now playing in the professional services realm. Learn how companies are seeking to optimize service delivery models in a way that is most responsive to the needs of their business while maximizing budgets and obtaining the best value for their spend.

Jennifer McCarron, Legal Technology Product Owner, Spotify

Lara Nichols, Senior Vice President Procurement, NFP

In Conversation With: Sandy Scearce Lutton, Chief Revenue Officer, Washington Speakers Bureau

10:20AM
Morning Refreshment Break
10:40AM
Technology as a Tool to Enhance Your Firm’s Growth & Client Delivery StrategyHear during this session from BD and sales leadership spanning the professional services sector as you are provided with practical tips and advanced guidance on how to best utilize technology to not only complement but kick start your firm’s targeted growth strategy. From AI to automation and beyond, learn how leading firms are successfully utilizing technology as a solve to streamline and operationalize the delivery of client services.

Scott Wallingford, Vice President, Law Firm Practice Software Solutions, LexisNexis

11:25AM
Best in Class Client Account Management for Professional ServicesYou want to increase Revenue Per Professional and improve Client Satisfaction measures. You’re dissatisfied with status quo. You are interested in leveraging a fresh perspective from global adoption efforts at the world’s fastest growing firms – and their most successful corporate clients. This Case Study will examine one firm’s journey as it redefines the business development function to take “lessons learned from the fastest-growing firms” and tailor those lessons to its own unique mission. You will briefly see the model used by the fastest-growing firms, that is our starting point. You will hear one firm’s (i) real-life challenges, (ii) alternatives considered, (iii) platform decision, (iv) scorekeeping along the way, and (v) examples of positive results. Sufficient time will be included for your specific questions.

Frank Troppe, Consulting Partner, Miller Heiman Group

Stuart Stogner, Senior Director of Client Services, Womble Carlyle

12:10PM
Luncheon Spotlight Address: Leadership in Balance – Unlocking the Keys to Achieving Success Through a Balanced and Results-Driven ApproachBe driven to think outside of the box during this thought-provoking spotlight session as you hear from Lieutenant Colonel (Retired) Mike Lerario, a successful commander in combat and in peacetime, as he shares simple but powerful strategies for finding balance and achieving results by learning how to best navigate the extremes that work and life can often present.

Michael P. Lerario, President & Founder, Crispian Consulting

12:30PM
Networking Luncheon
1:30PM
Track Sessions BeginDuring the following track sessions attendees will have the opportunity to break out into discussions contingent on your particular area of expertise or concern – marketing and communications vs. business development and sales.
1:30PM
Track Session 1
  • Track A: Marketing & Communications
    How to Get More with Less: Practical Tips for Maximizing Your Marketing Budget While Maintaining Your Reach and Quality of Content

    Benefit from an idea share discussion that will focus on providing actionable strategies, measurable metrics and thought-provoking ideas for maximizing your marketing spend without minimizing your marketing presence. Cast away any preconceived notions on how to drive value through marketing as the speakers push you contemplate what true “innovation” can and should like for your firm.

    Michael T. Daley, Global Chief Marketing Officer, Cushman & Wakefield

    Stefanie M. Marrone, Director of BD and Marketing, Tarter Krinsky & Drogin LLP


  • Track B: Business Development & Sales
    Brand.Reputation.BD: The Effects of Brand in The Sales Process

    Reputation, Relationships and Results – the key criteria used to evaluate and hire professional services firms. During this session, gain crucial insight into how decision makers at the largest companies across the US are influenced when making purchasing decisions. The panel will review results from One North’s recent PSO Buyer Survey and discuss the role brand has played in their own firms’ business development efforts.

    Ed Keller, Executive Director & Chief Marketing Officer, Navigant

    Kalev Peekna, Managing Director, Chief Strategist, One North Interactive

    RJ Williams, Associate Director, Global Marketing/Communications/Alumni Programs, Skadden

    In Conversation With: Dawn Michalak, Managing Director, Business Development, One North Interactive

2:10PM
Track Session 2
  • Track A: Marketing & Communications
    Case Study: Segmented & Targeted Approaches for Driving Maximum Impact Marketing

    David, McClune, Chief Marketing Officer, Shearman & Sterling LLP

    Linda Orton, Global Chief Marketing Officer, Alvarez & Marsal

    Taking the prior discussion one step further, this session will turn to exploring the various approaches and platforms professional services firms are utilizing to drive impact across various channels. Whether your firm sits within the legal, accounting, architecture or consulting sector, learn how to craft a marketing approach that will resonate with clients both externally and internally. Included as part of the discussion, the speakers will provide an update on current platforms and approaches for targeting clients including LinkedIn Sales Navigator, geotargeting, SEO on web and more.

  • Track B: Business Development & Sales
    The Dawn of a New Era: Exploring the Integration and Partnership of Marketing, BD, Strategy and Operations – Insights for Driving Value Across Disciplines

    Shannon Prown, Director of BD and Marketing, Morgan, Lewis & Bockius LLP

    Chris Shelton, Director of Business Operations, Morgan, Lewis & Bockius LLP

    Law firm business development and operations departments have largely been, until recently, performed in silos at law firms. Many believed that the departments served unrelated purposes with business development focused on building and operations on managing. This perspective shifted as law firms began reengineering their business models in response to competition, market pricing pressures and increasingly sophisticated clients. With this evolution, it has become apparent that integrating and elevating these functions is necessary to capture, retain and maximize opportunity. In addition, these functions are increasingly becoming involved in developing and implementing strategic initiatives. As a result, business developments and operations departments are moving to work with the common goal of creating high performing organizations that are differentiated in the marketplace. During this session, we will explore case studies on business development and operations collaboration and related successes.

2:50PM
Track Session 3
  • Track A: Marketing & Communications
    The Reimagination of Marketing: How to Get Your IT Department to Work for You! Connecting the Little Dots of Big Data to Drive Results

    Automation. AI. Big Data. Smart Data. All terms we’ve heard before. Yet, learn during this session how you as a marketing leader can effectively utilize IT and intelligent automation as a tool that will drive smarter marketing outreach. Gain insights into how the marketing function through collaboration with your IT team can be an agent of business process transformation in a manner that will uncover new opportunities for marketing outreach and present pathways for maximizing current marketing channels.

    Falguni Desai, Global Head of Strategy, Electronic Trading Technology, Credit Suisse (USA) LLC

  • Track B: Business Development & Sales
    Case Study: aosphere Rulefinder – A Risk-Reward Analysis of Collaborating with Third Party Providers to Deliver Professional Services

    Clare Godson, Executive Director, aosphere (an affiliate of Allen & Overy)

    Learn during this case study discussion how one law firm has strategically approached collaboration with a regtech provider to offer a comprehensive, operational solution for addressing a client need. Exploring a range of issues that will take you behind the scenes into the thought process for evaluating partner collaborations in the professional services field, benefit from a real-time discussion that will walk you through the risk-reward analysis of working with third party providers and the potential marketing benefits of such a collaborative approach.

3:50PM
Preparing for The Future: What Your Clients Need to Know Now About AI, Algorithms and How Big Data Will Impact Their Business

Your clients can’t ignore it and neither can you. The robots aren’t coming, they’re here. How is your firm preparing to address client needs in the era of Automation and Artificial Intelligence? What is your firm doing now to take advantage of Systems of Intelligence while turning its own data into an asset? Learn about the new world of digital business models, AI and managed innovation then consider the impact on your client’s business and whether your firm is prepared to respond.

Ben Pring, Author “When Machines Do Everything” and Leader, Center for the Future of Work, Cognizant

Lou Ferrara, Chief Content Officer, Bankrate

Brower, Chief Marketing Officer, Cognizant Business Consulting

4:30PM
Life After CXO: Focus on The Future of You



Building upon the discussions from the day, benefit from a discussion that will now prompt you to ponder the future of your own career. What about your own personal and professional development? How are you as a senior executive keeping yourself on track to attain our own professional career goals as you think forward into the future. In the hustle and bustle of the day to day as a senior executive it is easy to forget about one’s own life plan. Take off your professional hat for a moment and put a personal one on as you are provided with insights into how to plan now for career longevity and reinvention 3, 5 and 10 years from now.

Wendy L. Bernero, Partner, Bernero & Press

Doug Johnson, Founder & Managing Director, Catapult Growth Partners

In Conversation With: Benjamin Greenzweig, Co-CEO, Momentum

5:00PM
Closing Commentary & GroPro 20/20 Concludes



Doug Johnson, Founder & Managing Director, Catapult Growth Partners

Benjamin Greenzweig, Co-CEO, Momentum

5:20PM – 6:20PM
Networking Cocktail Reception