June 4, 2019 | Lowenstein Sandler LLP | New York

WHY ATTEND?

Marketing and innovation have too long fallen to the wayside for professional services and law firms. As data and analytics continue to demonstrate exponential benefits for business development and growth, the professional services industry must adopt long term strategies for converting client insights, touch points and relations into profitable opportunities.

At GroPro 20/20, Chief Marketing and Business Development Officers will uncover the latest advancements disrupting the industry while engaging in proven strategies for leveraging thought leadership, talent, data and technology for retaining clients and increasing revenue.

Unrivaled Industry Insight

Embark on a collaborative journey with your peers and thought leaders representing the professional services industry as you are provided with novel ideas and thought-provoking insights on how to deploy your marketing and business development resources to drive ROI and value for your firm.

Unparalleled Networking Experiences

Connect with and learn about the latest challenges and strategies from leaders in the space and fellow professional services executives. We build in plenty of networking time so you can build the business relationships that are key to success!

Benchmarking & Best Practice Sharing

Gain unparalleled access to world-class organizations and subject matter experts as they share cutting-edge tools and top-level strategies designed to meet the unique needs of the legal and professional services industry. Benefit from exclusive case studies, demonstrations and keynotes designed to provide you with the tools and strategies needed to effect change in your organization.

2019 SPEAKERS + ADVISORS

David Ackert
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David Ackert

President | Ackert Inc.

John Albert
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John Albert

Chief Business Development Officer | Herrmann Advertising

Jeff Antaya
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Jeff Antaya

Partner, Chief Marketing Officer | Plante Moran

CO-CHAIR: Debra Baker
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CO-CHAIR: Debra Baker

Managing Director | Growthplay

Jeff Berardi
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Jeff Berardi

Chief Marketing & Communications Officer, Senior Managing Director | Ankura

Murray M. Coffey
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Murray M. Coffey

Chief Marketing Officer | Haynes and Boone, LLP

Erin Stone Dimry
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Erin Stone Dimry

Chief Business Development Officer | DLA Piper

Betsy Donovan
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Betsy Donovan

Head of Global Private Client & US Business Development & Marketing | Withersworldwide

Gregory Fleischmann
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Gregory Fleischmann

Global Director, Business Development and Marketing | Sidley Austin

Christina Fritsch
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Christina Fritsch

President & CRM Success Consultant | CLIENTSFirst Consulting

Mark Hinkle
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Mark Hinkle

President & COO | Manzama Inc.

Kevin Iredell
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Kevin Iredell

Director of Business Development | Stroock & Stroock & Lavan LLP

Diana Kearns-Manolatos
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Diana Kearns-Manolatos

Global Head of Marketing | Synechron

Ed Keller
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Ed Keller

Chief Marketing Officer | Navigant

Amy Kotulski
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Amy Kotulski

New York Director of Operations and Marketing | Boston Consulting Group

Sarah Kulka
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Sarah Kulka

Global Chief Marketing Officer | L.E.K. Consulting

Trish Lilley
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Trish Lilley

Chief Marketing and Business Development Officer | Stroock & Stroock & Lavan LLP

Jennifer Manton
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Jennifer Manton

Managing Director, Chief Marketing and Business Development Officer | Kramer Levin

Michael Mellor
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Michael Mellor

Director of Marketing and Business Development | Pryor Cashman

Angela Meyer
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Angela Meyer

President & CEO | PLAC & External Advisor | Summit Consulting, LLC

Kristina Montgomery
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Kristina Montgomery

Commercial Director | ShiftCentral

Kelly Nelson
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Kelly Nelson

Managing Director, Marketing & Communications | Deloitte

Shannon Prown
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Shannon Prown

Senior Director, Business Development & Marketing - Global Disputes | Morgan, Lewis & Bockius LLP

Joe Przybyla
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Joe Przybyla

Sales Director | Introhive

Kalev Peekna
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Kalev Peekna

Managing Director, Chief Strategist | One North

Anne Rea
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Anne Rea

Management Committee Member | Sidley Austin

Jaron Rubenstein
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Jaron Rubenstein

Founder and President | RubyApps

Christopher Shelton
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Christopher Shelton

Director of Business Operations | Morgan Lewis

Katherine D’Urso
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Katherine D’Urso

Chief Client Development Officer | WilmerHale

Dave Weinberger
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Dave Weinberger

Executive Director of Engagement | Carbone Smolan Agency

CO-CHAIR: Gary Wingens
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CO-CHAIR: Gary Wingens

Chairman and Managing Partner | Lowenstein Sandler LLP

Catherine Zinn
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Catherine Zinn

Chief Client Officer | Orrick, Herrington & Sutcliffe LLP

DOWNLOAD THE PROGRAM BROCHURE

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AGENDA

Check back regularly for updates to our 2019 agenda!

Registration and Breakfast

Welcome from the Founders of GroPro 20/20

Co-Chairs Opening Remarks

How to Gain a Competitive Edge with Data-Driven Business Development

The professional services marketplace continues to become more demanding, regardless of sector, and is often slow to adapt to market changes. More than ever, firms are focusing on strategies that spur a proactive approach to business development. One of the most effective ways to bolster BD is through sales pipeline frameworks and coaching programs, but they can be ineffectual unless orchestrated correctly. In this presentation you will learn:

  • The results of Ackert Inc.'s latest industry surveys on law firm business development.
  • Why CRM often fails as a pipeline management tool and what to do about it.
  • How to roll out a business development program that out-performs 80% of your competitors.
  • How an AmLaw 50 CMO structured a sales culture, and how those concepts apply in other professional services sectors.
 
  • David Ackert, President, Ackert Advisory
  • Jeff Berardi, Chief Marketing & Communications Officer, Senior Managing Director, K&L Gates

David Ackert

David Ackert, M.A., is the President of Ackert Inc. and its subsidiaries, and business development mentor to thousands of high-achieving professionals in the legal, corporate, finance, and accounting sectors. Over the past two decades, David has developed and implemented revenue acceleration programs for hundreds of firms around the globe, many hailing from the top of […]

Jeff Berardi

Jeff Berardi is the Chief Marketing & Communications Officer (CMCO) and a Senior Managing Director at Ankura, a global management consulting and business advisory firm.  A member of the executive leadership team, Jeff leads a team of marketing professionals who support Ankura’s strategic operations in offices around the world.  He oversees brand development, creative direction, […]

Going Digital-First with your Content Strategy

Digital now permeates every aspect of our lives, including how we choose (or expect) to communicate and interact with businesses.Has your content strategy managed to keep up? New contexts, channels, formats and technologies all open up endless possibilities to engage with your audiences when and where it matters most, but most require firms to rethink their approach to creating and delivering content. So, what does it really take to drive content innovation at your firm? KalevPeekna, Chief Strategist at One North, will discuss how PSOs can develop a strategy to successfully evolve their editorial model. Attendees will learn how toadopt a digital-first approach that invites users to interact more with the firm and its content. Kalev will be joined by a marketing professional from a leading PSO to explore a real-world example.

  • Kalev Peekna, Chief Strategist, One North

Kalev Peekna

Kalev Peekna is the Chief Strategist at One North. He leads the Digital Strategy team, advising clients on the creation and execution of strategic programs to enhance the use of digital for their marketing, business development and knowledge management goals. Kalev brings a cross-platform, user-focused approach to innovations in brand development, design, data analysis and […]

Fireside Chat: Succeeding in a Data Driven World

Hear first hand as Trish Lilley, Chief Marketing and Business Development Officer and Kevin Iredell , Director of Business Development at Stroock & Stroock & Lavan LLP engage in a lively dialogue on effectively architecting and executing a firm-wide data and KPI strategy. Including practical insights and key takeaways for successfully managing firm-wide, data intensive projects involving lawyer performance, marketing & business development metrics, billing and collections. As well as trusted practices for identifying good data partners, interpreting data findings and transforming data into market-valued insights.

  • Trish Lilley, Chief Marketing and Business Development Officer, Stroock & Stroock & Lavan LLP
  • Kevin Iredell, Director of Business Development, Stroock & Stroock & Lavan LLP

Kevin Iredell
Trish Lilley

Stack Optimization: How to Put Your Marketing Technology to Work

Today’s technology landscape is cluttered with platforms that promise and solutions that supposedly cure the ills and inefficiencies of everyday operations. For marketers of professional services, making prudent decisions around which systems to select and what they deliver can be overwhelming. In fact, it can be a full time job on top of one’s existing marketing and business development duties—particularly at organizations where there isn’t an in-house marketing technologist. In this brief talk, we’ll share a blueprint for how marketing and business development teams at professional services firms can organize and optimize their marketing technology “stacks.” We’ll also provide recommendations for how, whether via bundling or systems integration, teams can exact intelligent insights from their data to accelerate business results

  • Jaron Rubenstein, President, RubyApps

Jaron Rubenstein

Morning Networking & Refreshment Break

DARQ Matters: Creating an Intelligent and Highly Customizable Client Experience

Distributed Ledger Technology (DLT), Artificial Intelligence (AI), Extended Reality (XR) and Quantum Computing, also known as "DARQ" technologies, have been embraced by ambitious companies with an eye towards the future. Understanding the potential behind the various technologies and recognizing when and where to invest will be necessary for those businesses looking to find their competitive edge. Join panelists as they uncover the ways disruptive technology is currently transforming the professional services industry, from its influence on billable hours and workforce optimization to expanding your digital capabilities to create a highly intelligent, efficient and customizable client experience.  

  • Diana Kearns-Manolatos, Global Head of Marketing, Synechron

Diana Kearns-Manolatos

Manzama Tech Demo: Machine Learning and the Future of Competitive Intelligence

Join Mark Hinkle, Chief Operating Officer of Manzama, as he demonstrates the latest in AI-powered market analytics that quickly identifies industry and company trends, opportunities and risks. Through the use of their proprietary solution, Manzama Insights, you can now gain an overview of an entire company or industry and drill down to the exact article or event that caused their health to change.

  • Mark Hinkle, Chief Operating Officer, Manzama

Mark Hinkle

Conquering the War for Talent: Successfully Attracting and Retaining the Next Generation of Partners

How are today's leading professional services organizations recruiting and retaining top talent? Listen and learn as experts share their leading practices for building and implementing a flexible, diverse and thriving workforce. Featuring discussion on:

  • Culture: Expectations vs. Reality
  • Employee Demographics: Balancing the Needs and Motivations of Baby Boomers and Millennials
  • Benefits and Reimbursement Trends
  • Fostering a Diverse and Inclusive Workplace
 
  • Dave Weinberger, Executive Director of Engagement, Carbone Smolan Agency

Dave Weinberger

As Executive Director of Engagement at Carbone Smolan Agency, Dave Weinberger oversees key client relationships, new business, and marketing. Dave spent the first part of his career as a creative director and believes that design is a communication and problem-solving tool that can change behavior, moods, and relationships. Dave has led, directed, and designed programs […]

Data Quality Domino Effect

As Marketing and Business Development professionals, we all spend a great deal of time carefully lining up our plans for effective business development. Like dominos we align our messages and target our audiences to achieve our critical objectives. Each communication… each invitation… each interaction is carefully placed to reach the desired result. But there is one thing that can topple the most effective marketing strategy: bad data. Without clean, correct and complete data, our messages fall flat, our interactions with Clients and prospects become ineffective and our results are eroded. This is why respected researchers say that poor data quality may be costing an average organizations as much as $13 million per year, and the annual US economic cost exceeds $3 trillion dollars. This session will not only explore the costs of bad data, but will also help you develop a game-changing strategy to put you on the path to success.

  • Chris Fritsch, President, Client Success Consultant, ClientsFirst Consulting

Christina Fritsch

As a CRM Success and Business Development Technology Consultant, Chris Fritsch works together with leading professional services firms across the country to help them select and implement the right Client Relationship Management and eMarketing solutions to support their marketing and business development efforts and maximize return on investment. Research suggests that over 70% of CRM […]

Luncheon

Profiting from Thought Leadership- Transforming Content into Sales

An effective thought leadership strategy can play a key role in content marketing and translate into quantifiable gains. Join cross-industry experts as they share effective tools and proven techniques for generating compelling thought leadership content. Including best practices for gaining corporate buy-in, creating exceptional content, and leveraging client feedback, insights, surveys and relationships for increased leads and revenue.

  • Sarah Kulka, Global Chief Marketing Officer, L.E.K. Consulting
  • Gregory Fleischman, Director of Global Business Development and Marketing, Sidley Austin
  • Michael Mellor, Director of Marketing and Business Development, Pryor Cashman LLP

Gregory Fleischmann
Sarah Kulka
Michael Mellor

From Imitation to Innovation: 5 Ways to Work Within the Box to Create Online Brand Experiences That Break the Mold

Full screen images. Longer, scrolling homepages. Highlighted content cards. Mobile-first hamburger navigation menus. Five years ago, these design approaches felt fresh, and the firms implementing them were ahead of the curve. But today, this has become the new “standard” for everyone, regardless of industry. And although these sites do look good, they all look the same. Differentiation has been lost. The ubiquitousness of these website UI approaches has even led audiences to expect certain conventions. With attention spans shrinking, providing users with the content they seek as quickly and efficiently as possible has become the top priority, but doing so requires working within certain frameworks. So how can firms find ways to create memorable website user experiences while also retaining the familiar and expected? In this session, we’ll take a high-level look at five tactics professional services firms can implement to improve user engagement and help their websites stand out in a sea of sameness.

  • John Albert, Jr., Chief Business Development Officer, Herrmann Advertising

John Albert

John Albert brings an exceptional understanding of the cross-disciplinary forces that make up today’s marketing landscape. Working with law firms, professional services companies and associations, he applies best practices to navigate the planning, production and implementation of both the creative and technical aspects of their brand executions. Experienced in both traditional and new media applications, […]

Sales Innovation: The Next Frontier of Performance Management for Law Firms and Professional Services Providers

Over the last decade high-performing firms have found success by relentlessly measuring and managing the bottom line. Today, many of these same firms are shifting their focus upward to the top line -- identifying sales as the next frontier of growth optimization. While sales is the number one challenge facing every organization, it is particularly acute for service providers. Many firms continue to rely on a handful of business generators to develop the majority of work each year.  Innovative firm leaders are using talent analytics to improve decision making on how to invest in and deploy their "doer-seller" workforces to drive revenue and scale their sales functions. This session will combine real-life experience with new research to offer a point of view on what professional services firms can be doing to optimize growth and out-behave the competition.

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  • Debra Baker, Managing Director, GrowthPlay
  • Anne Rea, Management Committee Member, Sidley Austin

CO-CHAIR: Debra Baker
Anne Rea

ANNE E. REA, a member of the firm’s Management Committee and Executive Committee, is the managing partner of Sidley’s Chicago office and the leader of Sidley’s ERISA Litigation practice area team.

Afternoon Networking and Refreshment Break

Smart Procurement : Best Practices for Strengthening Purchasing Power

Listen and learn as speakers explore the role procurement is playing in the professionals services realm, and ways to improve buyer/seller relationships and engagement including discussion on:

  • The Latest Procurement Technology Trends and Solutions
  • Spend Analytics
  • Supplier Relationship Management, Contract Management and Invoice Technology
  • Developing a Winning Request for Purchase Strategy
  • The SALI Alliance
 
  • Christopher Shelton, Director of Business Operations, Morgan Lewis

Christopher Shelton

Who Do My Colleagues Know? Maximizing the Value of Firm-Wide Relationships

Most law firms struggle to uncover who their colleagues know at key prospects and clients. Without proper technology or workflow processes, lawyers waste valuable time engaging their peers to see who has the strongest relationship, all while losing ground on their firm’s ability to increase client retention or win new work. This session draws stories directly from leading law firms who have mastered relationship intelligence across the enterprise. Attendees will experience an Introhive demo and walk away with clear ideas on how to jump-start an action plan to further their own digital transformation.

    • Joe Przybyla, Sales Director, Introhive

Joe Przybyla

Joe Przybyla is a Director at Introhive. With over 10 years of professional services experience in a variety of industries, Joe understands the distinct requirements of business leaders in B2B organizations. Prior to Introhive, he developed and consulted on innovative CRM implementation strategies with many AMLAW 100 firms. Joe resides in Chicago, Illinois with his […]

Alumni Engagement Practices in Action: Converting Former Employees Into New Business Opportunities

Past employees can be an invaluable asset to business, providing opportunity as brand ambassadors, future partners and potential clients. Join this panel of cross-industry leaders as they share best practices and real world experience for:

  • Creating and Nurturing a Corporate Alumni Program
  • Engaging and Informing Past Employees
  • Strengthening Brand Advocacy, Business Development and Talent Acquisition
 
  • Jennifer Manton, Managing Director, Chief Marketing and Business Development Officer, Kramer Levin
  • Amy Kotulski, New York Hospitality, Operations and Marketing Excellence Director, Boston Consulting Group

Amy Kotulski

Amy Kotulski joined BCG NY in September 2016 as Director of Operations and Marketing and serves as the Office Coordinator (OC). In this capacity, Amy develops and executes the strategy for the New York office operations, IT, events and administration and also oversees important marketing initiatives including internal communications, client marketing and alumni engagement. Prior […]

Jennifer Manton

Leaders in Dialogue: Positioning Your Marketing and Business Development Department for Success

Listen and learn during this insightful and engaging conversation as panelists explore challenges and solutions for navigating some of today's most pressing organizational obstacles. Including conversation on ways traditional firms are:

  • Staying Relevant in a Tech Driven Landscape
  • Creating a Customer Centric Workforce
  • Leading Collaboration and Alignment Between Sales and Marketing Teams
  • Championing Change
 
  • Erin Stone Dimry, Chief Business Development Officer, DLA Piper
  • Gary Wingens, Chairman & Managing Partner, Lowenstein Sandler LLP
  • Betsy Donovan, Head of Global Private Client & US Business Development & Marketing, Withersworldwide
  • Murray Coffey, Chief Marketing Officer, Haynes and Boone LLP

Murray M. Coffey

Murray M. Coffey began practicing law nearly 30 years ago. For the last 19 years he has focused solely on business development at AmLaw 100 firms. Seven years ago, Murray joined Haynes and Boone, LLP as the firm’s Chief Marketing Officer. He works directly with firm management in developing go-to market strategies and business development […]

Erin Stone Dimry
Betsy Donovan
CO-CHAIR: Gary Wingens

Closing Remarks

Cocktail Reception – See You at the Next Gro/Pro Event!

WHO ATTENDS

INDUSTRY

  • Law Firm
  • Management Consulting | Advisory
  • Software Consulting
  • Accounting| Auditing | Tax
  • Recruitment | Search Firm
  • Marketing Consulting
  • Engineering

TITLE

  • CXO
  • Director
  • Executive | VP
  • Partner | Principal
  • Managing
  • Founder | CEO
  • Manager

REGISTER

Attendance at Gro Pro 20/20 is reserved for professional services executives responsible for crafting, deploying, communicating and managing elements of the annual growth strategy including management, information, sales, marketing, operations and talent. There will be no solution provider registration opportunities offered at this time. If you are a solution provider and would like to inquire about participation, please email laurena@momentumevents.com.

ADVANCE

$1295

Register by 5/24
ON-SITE

$1395

Register after 5/24

Click here to view cancellation/refund/transfer policy.
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VENUE

The Offices of Lowenstein Sandler LLP

1251 6th Ave 17th Floor,
New York, NY 10020

HOTEL OPTIONS

Sanctuary Hotel New York City
Sanctuary Hotel New York City

The Manhattan at Times Square Hotel
The Manhattan at Times Square Hotel

DoubleTree by Hilton Hotel<br /> Metropolitan - New York City
DoubleTree by Hilton Hotel
Metropolitan - New York City

THANK YOU TO OUR 2019 SPONSORS

TITLE SPONSOR

SUPPORTING SPONSOR

Ackert
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ASSOCIATE SPONSORS

Inflinite Global Logo

HOST SPONSOR

TECH DEMO SPONSORS

MEDIA PARTNER

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SPONSORSHIP OPPORTUNITIES

If you are interested in promoting your services to our curated audience of senior decision makers at Gro Pro 20/20, contact Lauren Arcady at: laurena@momentumevents.com.

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