Objective: Equip young lawyers and others seeking to generate business with the foundational mindset, tools, and strategies needed to begin developing business early in their careers.
Discussion Topics:
- Shifting mindset: Understanding that law is both a profession and a business.
- Personal brand development: How young lawyers can define their identity and value within and outside the firm.
- Building an initial network: Practical ways to form and maintain professional relationships.
- Getting started despite inexperience: Addressing imposter syndrome and finding small, manageable ways to begin.
- Differences across practice areas
- Differences across firm sizes: How opportunities to start business development vary at small, medium, and large firms.
- Challenges young lawyers face: Real barriers such as time constraints, unclear expectations, and potential post-COVID networking hurdles.
Moderator:
- Christopher L. Jackson, Esq.
Speakers:
- David J. Bruno, Esq. – The Bianchi Law Group
- Alessandra Moore, Esq. – Lowenstein Sandler
- Joseph A. Natale, Esq. – Greenbaum Rowe Smith & Davis
- Caroline E. Oks, Esq. – FBT Gibbons
Objective: Help lawyers who have begun doing some business development learn how to deepen relationships and meaningfully expand their opportunities.
Discussion Topics:
- Strengthening client relationships: Moving from contact to trusted advisor and addressing “single point” of contacts.
- Developing a personal niche: Identifying areas where you can build unique expertise and visibility.
- Leveraging and expanding current clients: Responsible cross-selling and broadening internal firm support.
- Raising your external profile
- Working with internal resources: How to use marketing and business development departments effectively.
- Consistency and measurement: How to track efforts, evaluate progress, and refine strategies.
- Challenges at the growth stage: Balancing business development with increasing billable demands, managing slow periods, and keeping momentum.
Moderator:
- Alan F. Schwarz, Esq. – Co-Founder/Former CEO, FXSpotStream
Speakers:
- Elise Holtzman, Esq. – The Lawyer’s Edge
- Jeralyn L. Lawrence, Esq. – Lawrence Law
- Christopher S. Porrino, Esq. – Lowenstein Sandler
- Maralee Sanders, Esq. – Hartmann Doherty Rosa Berman & Bulbulia
Objective: Help lawyers understand how to grow into leaders who build sustainable, scalable practices that go beyond individual effort.
Discussion Topics:
- Building a support team: When and how to bring junior associates, paralegals, or specialists into client relationships.
- Delegation strategies: Maintaining quality while expanding capacity.
- Cross-practice collaboration: Identifying opportunities outside your own specialty and partnering effectively with other groups.
- Scaling your practice: Turning individual relationships into long-term pipelines and firmwide opportunities.
- Client expectations: Insights from in-house counsel on what they look for in teams and coverage.
- Growing a business within a firm: Strategies that differ across small, mid-size, and large firm environments.
Moderator:
- Brian J. Neary, Esq. – Connell Foley LLP
Speakers:
- Vincent P. Browne, Esq. – FBT Gibbons
- Gigio K. Ninan, Esq. – Shankar Ninan & Co.
- Travis Nunziato, Esq. – Laddey Clark & Ryan
- Rippi K. Karda, Esq. – Verizon
An informal networking cocktail event to conclude the program, designed to:
- Give young lawyers and other practitioners an opportunity to practice the networking strategies discussed earlier.
- Break down barriers for those who find networking uncomfortable.
- Reinforce the importance of building relationships in a relaxed, low-pressure environment.
