Whether it’s a law firm attorney retreat; an associate meeting; or an industry luncheon hosted by an organization, association or law firm, Melissa Hoff can present in-person or virtually on a range of topics that are relevant to the legal community.
Below are some topics to consider—or call Melissa and create your own agenda.
- Creating a Culture of Business Development: How can firms create a strong culture of business development and engage their attorneys and partners in client expansion, cross-selling and originating new work? This presentation is an overview of best practices.
- The Five Pillars of Professional Services Marketing: This presentation focuses on the core areas of law firm marketing and provides clear examples of how specific activities do (or don’t!) contribute to the success of a comprehensive marketing and business development program.
- Top 10 Themes from Client Service Interviews: Meeting and exceeding the needs of clients is one of the most important ways attorneys can build their book of business and generate new referrals. Most attorneys think they are delivering great service—and many are. But after conducting dozens of client service interviews with in-house legal counsel in a range of industries, there are lots of pitfalls and blind spots. Learn what clients have to say about their legal counsel.
- Crucial Client Conversations: Do the attorneys at your firm have trouble turning a personal conversation into a professional interaction? Is the firm trying to create a culture of cross-selling, but attorneys aren’t sure how to make introductions and educate prospects about other services? How can attorneys uncover new opportunities with existing clients and gauge their satisfaction? This presentation explores techniques for these crucial conversations, including tip sheets and specific examples.
- How to Work a Room: In a post-COVID era, many firms are struggling to get their attorneys back into the world of in-person business development. This presentation provides concrete and actionable advice, including role-playing, to build confidence and get lawyers back into the mode of in-person networking.
- Women’s Groups: Many firms have internal groups for women lawyers who are seeking to build their networking and business development skills. Whether it’s a multi-part speaker series or a one-time program, we can assist firms in providing support for their women lawyers.
- Lateral Integration Strategies: Many law firms are in growth mode and are looking for individual attorneys and practice groups to bring into the fold. But once the courting process is over and the papers are signed, what happens in the first 30 to 90 days? Poor integration of laterals is expensive, disruptive—and commonplace. This presentation identifies strategies and best practices for onboarding and integration. Hint: It starts before the new attorney steps foot in the office.
- Strategies for Mentors and Mentees: One of the main reasons associates cite for leaving their law firm and moving, either to another firm or to an in-house position, is the absence of a mentor. Yet many firms believe that they have a system in place to encourage senior lawyers to invest in junior attorneys and help “bring them up.” This presentation talks about building a plan that works, including a discussion of what it means to be a good mentor—and a good mentee.