At the the LMA Midwest Conference, Pitchly’s Director of Partnerships, Vik Nair, led a panel called, “You Bought It, Now What?” all about the next steps marketers need to take after they select technology.
“With such a strong lineup of thought leaders on the panel, incredible takeaways were inevitable, and Vik wanted to make sure that anyone who couldn’t attend didn’t miss out.”
Panelists:
Christy A. Tedesco, Senior Marketing Technology Manager at Sheppard Mullin
Roy E. Sexton, Director of Marketing at Clark Hill
Josh Anisfeld, Chief Digital Officer at Baretz+Brunelle
EXCERPT: “To ensure ongoing technology adoption, creative and consistent communication is key. The panelists recommended strategies such as success stories, statistics showcasing the software’s impact, interviews with super-users, and executive advocacy. These methods not only inform and educate staff but also inspire and motivate them to make the most of the technology.
“Roy E. Sexton emphasized the need for open and transparent communication to build trust and enthusiasm among the team.”
My Legal Marketing Association pals Sarah Minjoe and Amy Trevino absolutely made my day with this arrival a few weeks back! At our #LMASW23 conference they had included me in a presentation that also referenced Ted Lasso. Fine company in which to be!
They mailed me some of the materials, as I was not able to attend, and included this beautiful letter. Their kindness means the world and their contributions to our community are joyous and profound.
In return, I framed all of this, placed it all on my office wall (which dangerously is starting to resemble the decor of a Ruby Tuesday restaurant), and sent a photo along with this note: “I told you I’d frame these! You are now proudly alongside the boys of 98 Degrees in my Detroit Clark Hill office!”
WHICH … in turn, prompted them to ask: 98 Degrees?! And I replied …
As for how this 98 Degrees thing came to be, it’s a long and sordid story. Not that you need to read these posts but somewhat captured over years on my blog:
In short, my hubby is CRAZY for them – I was always like, “meh.” (I was more of a 90s diva gay – Madonna, Janet, Whitney, etc.) That said, I took my hubby to see them in 2000 at the height of their … fame. My husband, who is a gentle soul, was embarrassed that we were the only dudes and the only people over 12 in attendance, so we left after one song.
Years later, I took him for his birthday to a NKOTB/BoyzIIMen/98 Degrees package tour and paid a ridiculous amount for a meet and greet. John was less embarrassed this time. Everyone was … older. And gayer.
Interestingly, in a twist on inclusion, our VIP package included two … women’s t-shirts. Nick Lachey seemed particularly befuddled there were boys in the VIP line to meet them. Jeff Timmons (who we’d met a year or two prior at a Ferndale Pride event) couldn’t have been lovelier.
And then, a few years later (tracking against where their popularity now is), they were playing the Motor City Casino. We saw them twice in two successive years. I sprung for the VIP meet and greets again. John is now at this point giddy to meet them. They “get” that their audience is far more diverse. I suspect Jeff helped with that. Drew is also lovely. And they couldn’t have been kinder the last few times we saw them. Genuinely appreciative.
I mean, they are all basically my age. I think it helps that I’m just like “hey guys, good to see you again” (while my hubby melts). And looking at these pictures you’ll see how comical that is.
Jeff and I now have a light twitter friendship – for lack of any better term. I’m not saying there’s a strong connection, but he’s savvy enough to respond on twitter and insta and is always very gracious. And I in turn comment and share his content sometimes.
So … that’s how this happened. Welcome to my very weird world.
Legal Marketing Association president Roy Sexton said law firms’ marketing staff often are filled by specialists who are trained in marketing or business development.
Sexton spoke after a Daily Report article on Monday detailed that some law firms are using legal assistants and paralegals to fill gaps in their marketing and business development operations.
The article attracted social media commentary, including those who asserted that law firm staff members are not fungible, particularly in light of the specialized education, training and experience so many possess.
Indeed, Sexton said marketing staff at law firms typically take on tasks that require specialized training and experience, such as in areas of digital marketing or calculation of capacity utilization, similar to law firms’ lawyers often specializing in specific practice areas. …
Sexton said a traditional law firm marketing task — event planning — now requires the marketing staffer to have enough knowledge of practice areas and the legal industry so the event can be targeted to a specific audience.
On the other hand, paralegals and legal assistants specialize in areas for law firms that Sexton said he would not be proficient in.
“I wouldn’t want to be a paralegal,” said Sexton, who is marketing director for the Detroit firm Clark Hill. “We have specialization for a reason.” …
Sexton said Arnall Golden Gregory chief marketing officer Lisa Vicine’s use of non-marketing staff to assist in some areas reflects that need.
“What is a crucial skill for marketing leaders is also to consider what resources and capacity they have available to them in their firms,” Sexton said. “What Lisa has done is an accretive use of the talent available. It’s also a great way to help develop future talent when you understand somebody has an interest in this.”
YES! #LMA23 Legal Marketing Association – Regional Conference Season is in FULL swing! #LMASW23 just wrapped their phenomenal SOLD OUT conference this week, complete with live music and a traditional NOLA second line! EPIC!
Now, our attention turns toward our next event – #LMAMW23 (that’s Midwest, y’all!) – on October 2-3 in the Windy City. I’ll be there – hope you will be too! I’ll be joining my pal LMA Midwest Region Prez Jennifer Gessner Shankleton on the mainstage to welcome everyone – no, no drag queens or disco showtunes THIS time … but there may be a low-key musical surprise – right before phenom keynote Rich Bracken wows us all.
And, then, I will also join Vikram Nair, Director & Head of Partnerships, Pitchly, on day two for a panel discussion: “You Bought It, Now What? Best Practices for Successful Software Implementation and Adoption.”
Thank you, Daniel Steinberg and Lawbrokr., for this very thoughtful piece on legal marketing and optimal strategic mix: “Law & Marketing Magazine.” Available to download here: https://www.lawbrokr.com/guides-and-resources
It’s a great roadmap for anyone assessing their efforts, building out a team, and detailing out short and long term plans. Very nicely done. And thanks for including this quote from yours truly:
“Branding is more than just a logo, color choices, or font. Branding is about the experience. And law firms are a collection of experiences: client, attorney, staff, talent acquisition, collaboration, and work product. Your clients are making an investment in you, so invest in them by clearly articulating what makes you unique and needed.”
“Hotter than July.” That’s not just a kickass Stevie Wonder album, but is a phrase that could also be used to describe all of YOU! LMA is en fuego this summer. I’m inspired by all of the amazing content you are generating these days: thought leadership, webinars, social media, in-person presentations, social outings, conference planning, on and on. I try like the Dickens to keep up with it all, and am happy to report that is humanly IMPOSSIBLE. So kudos to y’all!
I was fortunate enough to make a trip to Toronto in June to join one of the Canada Region’s summer socials. And it was off the chain. Eighty attendees, vibrant dialogue, so much connection and just great fun. Kudos to Jessica Horowitz and team for all the hard work and planning! Thank you to Canada President Hans Chang for extending the invite AND for treating me to an incredible lunch the next day. You may or may not know this, but Hans was tapped as president-elect this year, but stepped up to the prez role in quick fashion when this year’s original president left our wonderful industry for another great opportunity. (A testament to how in demand you all are BTW!) Hans pivoted like the champ he is and quickly immersed himself. Didn’t skip a beat. He has led with heart and authenticity, and he shared with me that he sees himself as a steward, adding to what has come before and simply hoping to leave things a bit better than he found them. I’d say he’s doing very well at that mission! That’s all we can ask of ourselves as leaders.
While I was there, Canada Board Member Sara Short (communications) said these magical words: “I love your playlists! I’m going to miss those!” So you can blame her for this…another playlist to round out your summer fun. Hopefully as good for a glass of wine on the patio as a raging house party. You’re welcome! Here on iTunesand Spotify 🎵. And, yes, my beloved theater peeps Idina Menzel and Billy Porter are well-represented…but these ain’t no show tunes. You’ll see!
Shout out to the Midwest Region who is killing it with a series of meet-ups across the region. I was able to join the Michigan Architecture tour here in Detroit – thanks to John Reed and Andrea Oleszczak and team for planning such a thoughtful, inspiring, engaging afternoon. And I see you Kate Shipham, Amie Allison, Jason Klika, Rich Marsolais, Jennifer Shankleton, Tanya Riggan and other Midwest Board members getting your miles (and steps) in touring our Midwest LSCs.
The photos of these meet-ups are such great fun to see!
Kudos to our Northeast Region and Mid-Atlantic Region for following a similar model on socials AND launching some incredible educational content this summer. I know a recent client-service education event in the Northeast had over 115 attendees! Way to go, Northeast President Jay Linder, Mid-Atlantic President Kathryn Burke and respective teams!
(Sidenote: I worry when I start going down this path of shout-outs that I’m leaving someone out. Please know that this is all offered just in the spirit of celebration and that we are grateful for ALL of the efforts at play this summer!)
Speaking of the Midwest – thank you to Ashley Defay, Kate Harry Shipham, Lauren McNee, Sara Pierson and Rob Kates for this opportunity to reflect on being a gay man in this industry, my mid-year reflections on this wonderful role I get to carry, leadership lessons generally, and…The Little Mermaid. If you missed the interview, you can catch it here. It’s a pretty candid chat and all comes from the heart.
Kudos to Jennifer Forester, Jacob Eidinger, Erika Galarneau and the Social and Digital Media SIG team for their exceptional work on June’s “21-Day Social Media Challenge,” (login to view) in its second year.
I didn’t think they could top themselves from last year…but they did. The conversations were robust and provocative and actionable. If you missed it this year, do NOT miss it in the future. It exemplifies what is so incredible about LMA: community: sharing knowledge and insight and connecting through learning.
And as robust as our LMA community is, I must admit that we had a “shoot for the moon” goal of 4,500 members in 2023 as an International Board. Truth be told, the eddies of a shifting economy among other issues have conspired and we’re more likely to hit 4,100. Still growth from last year, but not as big as we’d hoped. And that’s ok. (For those ready to hit the “I told you so” button, I’m pre-empting you!) That said, the International Board is hard at work in a series of sub-teams looking at membership, regional growth, education and revenue diversification toward the end of yielding nuanced, achievable goals for next year. More to come on that. But that’s the job we signed up and we’re happy to support the continued evolution of this marvelous association. (Know someone who should be a member? Invite them to join LMA with our special Mid-Year Membership Offer!)
We’re halfway through this year and already we’ve had so many great events and impactful educational offerings. To date across HQ and regions, we have offered 100+ educational opportunities with thousands of attendees — in addition to the 1,100+ attendees at the 2023 Annual Conference (recordings available here)! And there are many more events happening now and planned for this year.
As you have likely seen on social media and beyond, we have a number of great regional conference offerings in the queue for this fall. Check out the schedule for your region and make sure to join one (or more!) to continue your growth and development as professionals. One last shout-out to our Southeast Region and President Laura Hudson. Not only are they planning a fab conference for THIS fall, but they are also already ahead of the curve, securing NEXT YEAR’S dates with a very thoughtful approach. Love seeing that collaboration, hard work and embracing of best practices. Go, team!
And while you may have a little downtime, consider sharing your expertise and submitting an educational session idea for the LMA 2024 Annual ConferenceCall for Content which is open only through July 17. You can alternately submit your name for consideration as a possible speaker or panelist.
Keep taking time for you where you can – and keep connecting meaningfully with each other! That’s why we joined this LMA club and what makes it all worthwhile!
Love you,
Roy
President, 2023 LMA International Board of Directors
Thank you, Gina Longo! I so enjoyed our conversation a few weeks back, and WOW! I love how you captured and framed it here. I come off like quite the good-hearted provocateur! I’ll take it! Love you
EXCERPT: “And I’ll add one more: live in abundance, not scarcity. Stop competing with your own colleagues over nothing. Don’t do that to people. Just be open and transparent and assume there’s enough to go around. Even in a recession, even when people are losing their jobs, still be open and honest and direct with people and you’ll find that you’ll be served well your whole life. …
“What I have seen in 25, 30 years of working is that people don’t know how to manage for outcomes, so they manage for style. What time did you show up? Did you do enough FaceTime? How long did you stay? When did you leave? …
“You hired smart people, so let them be smart. Let them do what they do best. Don’t tie their hands. I work the way I work; you work the way you work. And if I’m not delivering, then the door is open for you to tell me what kind of shoes to wear. But other than that, get out of my way.”
As the saying goes, people support what they help create. Now that the dust (and sequins – more on that later) have settled and we’re back at it at our firms and organizations, I’m reflecting on what was extraordinarily created at LMA’s recent 2023 Annual Conference in Hollywood, Florida…abundant COMMUNITY. Nearly 1,200 of us coming together in person to network, learn ― and sometimes commiserate! But the energy and sense of community at this conference was unique, motivating and palpable. In addition to the many standing-room-only sessions taught by leadership and thinkers on top-of-mind issues in legal marketing, there was a widespread feeling of community, shared experiences and belonging – always LMA’s “special magic” and never more on display than at #LMA23.
True to our conference theme of “Amplify” (our voices, careers, teams, work), the stellar education sessions covered everything from how law firms are or are not using ChatGPT, what works/doesn’t work/needs fixing in the eyes of General Counsel (spoiler alert – they’re FOR using AI!), the crucial value of storytelling and narrative in client connection, how DEI can and must be a pillar of firm culture and evolution, the latest vistas in martech, how to develop and retain talent, and the crucial role of client teams in the engagement and growth continuum among myriad other hot topics.
One of my favorite a-ha moments came from Aarash Darroodi, Fender Musical Instruments Corporation General Counsel and Executive Vice President, and a compelling and provocative “contestant” on our GC panel “game show” (expertly moderated by conference co-chair Jennifer Dezso). He said, and I paraphrase, “Wining and dining is fine, but don’t take me to a football game. Come visit me AT my company and see our culture firsthand and learn what we do. THAT will show me you care.” He and the other panelists *might* have also noted (accurately) that marketing and business development ARE key differentiators in a firm and are crucial to clients’ understanding of capability and connection. You can take that to the bank!
And getting back to sequins, our 2023 conference theme, Amplify was kicked off with a highly-caffeinated, strobe-lit bang in our opening session. In a move to underscore LMA’s inclusivity and encouragement to amplify ourselves, we opened the conference with yours truly singing – well, big old community theatre-style belting – Lady Gaga’s “Born This Way” and sharing the stage with renowned drag queen and community activist Athena Dion. With a crowd on its feet singing along and cell phone cameras aglow, we kicked off the conference with an “everybody say ‘love’!” wake-up call (sorry/not sorry to those whose coffee hadn’t yet kicked in)! Sequined suits, rainbow chiffon and all.
Athena, Laura, yours truly
The message (I hope) was clear – each of us is born to be special and we should bring our authentic selves to our work and lives every day. And as my mama taught me, and I offered to the beautiful assembly: “Tell others what they mean to you IN THE MOMENT when it will mean something to THEM.” (You can watch the full opening production here on Facebook; Thank you, Kates Media and By Aries, for the excellent video support!) Just after that, fabulous, motivating and authentic-badass-wrapped-in-a-warm-hug best-selling author Laura Gassner Otting, delivered a rousing keynote address about how each of us can and should live limitlessly and, well, get out of our own way, removing boundaries and inhibitions to achieve our true potential: Conquer Doubt. Dream Bigger. Be Limitless. Perfect for our Amplify theme!
(In what I think is an unprecedented move, our keynote wrote about her experience at the annual conference on her blog – it’s a lovely Valentine to all of us, so give it a read here.)
All of this would not be possible without the leadership of our outstanding 2023 LMA Annual Conference Advisory Committee (ACAC) Co-Chairs, Jen Dezso, Megan McKeon and Lee Watts, along with the entire ACAC. They fueled innovative thoughts and formats, brought together top thought leaders to share insights and knowledge, and helped more than 115 speakers share best practices and approaches to successful law firm marketing and business development with nearly 1,200 attendees. For those who couldn’t attend, attended but missed a session, or want to relive and review a session you attended, the CONFERENCE RECORDINGS will be available later this month, so watch your inbox. The recordings are included in the Conference registration and are also available for purchase if you weren’t able to attend.
The BEST conference co-chairs Jen, Megan, and Lee (with some crazy man in sparkly pants!)
There’s really nothing like being in person at an LMA Annual or Regional Conference. The connections you make, the important information imparted, the nuanced tips and tricks shared among colleagues that are immediately implementable, and meeting with and learning about the new services, platforms and technologies available to make our work better through vendor partners (90+ at #LMA23!) make for an invaluable experience. I strongly encourage each of you to plan now to attend the 2024 LMA Annual Conference that will be held next April 3-5 in San Diego. Registration will open this August (with an Early-Bird Discount) and there will be a Justification Kit available to help you gain approval to attend. I can’t wait to go “All In” at #LMA24 and hope to see you there!
In the meantime, the party continues over the coming months in the events and get-togethers of our eight dynamic regions and more than 40 local groups. They provide of-the-moment learning, support and community year-round. Check out the upcoming events and the fall regional conferences here ― and go! You won’t regret getting involved. I’ve had the privilege of chatting with our amazing regional presidents the past few days, and I know they have BIG things planned for this fall. You won’t want to miss these unique opportunities to reconnect with your regional communities and continue the conversation begun at #LMA23.
Whether you were at #LMA23 in person or not, take that AMPLIFIED, limitless mindset, enthusiasm for our profession and all the incredible learning – (or upcoming learning through the conference recordings) – back to your firms and organizations and use your own version of “sequins” to be your most authentic, amazing, amplified and successful selves. Without authenticity, you never achieve brand differentiation – for your firms, for your companies, for yourselves. And with a “community” like LMA, anything and everything is possible.
P.S. In a wonderful and authentic moment of serendipity, GrowthPlay‘s Deb Knupp stopped me in the hall late on day one of #LMA23 and said she was so motivated by the session opening that she found her key mentors – including CLIENTSFirst Consulting‘s Chris Fritsch and Content Pilot LLC‘s Deborah McMurray among others – and told them that they were instrumental in her setting off and developing her business. And that they needed to know that. Shortly thereafter, who do I run into, but Chris Fritsch who says, “Craziest thing! Deb Knupp just came up to me and told me how important I had been to her career and her personal and professional growth!” Funny that! Don’t hesitate to tell people the positive impact they have had in your life. It makes a big difference to them. And to you.
Thank you, Beth Little Bell, for joining Rob and me today! You are such an authentic soul with a keen eye toward story-telling and culture building. #LMAmkt is truly fortunate to have you in our community. Appreciated how you painted a clear picture of the life of the solo marketer as brand and culture builder and how you use social media, community engagement, and thought leadership to support the DeFur Voran team.
And that team LOVES you – I don’t think in the history of the show we have EVER had so many of a marketer’s attorneys watch and express their heartfelt appreciation. You are clearly doing something right! Congrats on that new grandbaby, and thanks for all you do for Wabash College as well. Thanks one more time to Greg Castanias for connecting us.
Show description: Roy’s guest on our October 6 show was Elizabeth Bell, who leads marketing efforts for DeFur Voran LLP. She has also worked in the legal space as a law firm administrator and paralegal. Spoiler alert: she, like Roy, is a Hoosier AND has a storied background with his alma mater Wabash College. (And she just may have attended Wabash’s fierce rival school DePauw University … so sparks may fly!)
Beth is currently building a marketing program at her firm, and can speak to the opportunities and challenges facing the solo marketer. Roy and Beth unpack how one can leverage servant leadership to help support a small firm on its growth journey and how to build out the resources needed to “do all the things” required for effective law firm marketing and business development when you are a mighty team of ONE!
Legal Marketing Coffee Talk is brought to you by: By Aries and Kates Media: Video Production.
Thrilled to be moderating the opening session of this essential #legalmarketing boot camp. Thank you, LMA Northeast Region, Michelle Upchurch Murray, Jennifer Manton, Deborah Scaringi for your leadership here in bringing this to our Legal Marketing Association – LMA International members.
SESSION DESCRIPTION: We are privileged to work in a dynamic, rapidly evolving industry. The legal marketing and business development profession has a multiplicity of career paths and opportunities. Since hustle is our middle name as legal marketers, our own needs sometimes get lost in the shuffle of being in service to others. Being intentional about aligning your talents, desires, interests, and aspirations is more crucial than ever to continued success.
Please join us for a candid, lively conversation with leading lights in our industry on how they themselves shaped their careers amidst an ever changing landscape. We will highlight the career tracks available to you – business development, technologist, marketing and digital strategy, events, branding, coaching, consulting, and so much more – as well as projects you should pursue to maximize your visibility and impact. We will cover the importance of your own personal branding, how to stay relevant and known in this industry, and the importance of leaning on this LMA community to enrich your career.
Panelists:
Moderator – Roy Sexton, Director of Marketing, Clark Hill Law
Robyn Addis, Chief Marketing and Business Development Officer, Legal Internet Solutions Incorporated
Michael Coston, CEO, Coston Consulting
Melissa Ertek, Chief Development Officer, Winston & Strawn LLP
Audra Triplett, Senior Manager, Business Development & Marketing, Foley & Lardner LLP
Thank you, Madelyne Lawry and Ingham County Bar Association, for sharing this. Alexandra France and I were/are so grateful for the opportunity. ✨ And thank you, Charley Lawler, for suggesting this!
“With the rise of social media, knowing how to use it can be a vitally important tool. We had two experts from Clark Hill, Roy Sexton and Alexandra France, give an excellent presentation on its use and how to create a lasting presence on social platforms.”
