If you missed yesterday’s chat “How to succeed in a new law firm marketing or BD leadership role” with Reed Smith LLP’s Gillian Ward, Ambition’s Ivan Ivanovitch, MBA, and yours truly, hosted by Nexl’s Steven R. Ongenaet, catch the replay and a stellar written summary here.
Thank you, also, to Nexl’s Sarah Beder for the fabulous support, including this excellent write-up, and to Nexl’s Philipp Thurner for the opportunity and support of our community and profession.
EXCERPT: On hiring, he borrows from theater, where a director once told him he cast for culture over talent. “The job description to me is a fishing pole. Yes, this is what we’d like to have, but we might not find this person, and law firms really struggle with that. They think if they don’t hit every bullet in your job description, you must not hire them,” says Roy. “Often the person who fits every bullet point on the job description fails miserably.”
For Gillian, an organizational structure only works when your team can understand where they sit in it, which is why she spends so much time walking her team through the funnel. “You need marketing at the top of the funnel, generating demand, getting your name out into the market, building strong campaigns. Then your business development team is in the middle to convert what’s happening up there into real opportunities, and then sales support at the bottom covers helping the lawyers with sales training, closing, getting your pitch and proposal team together, and all those pieces have to align. That’s when the magic happens.” …
“Is this somebody that has executive presence? Is this somebody who has gravitas? Somebody that people are going to look up to for ideas or mentorship?” says Ivan. “The person has to be authentic. They have to have vision that people are going to follow.” …
Roy’s advice for new chiefs is about where the authority in these roles comes from. He sees people arrive at chief level expecting the title to do the work for them. “You’re basically still the same person you were in those other roles. You still are in service to the organization. Let that be your lift.”
Had a rollicking prep call with moderator Steven R. Ongenaet of Nexl and fellow panelists Gillian Ward of Reed Smith LLP and Ivan Ivanovitch, MBA of Ambition today. This promises to be a fun and informative discussion.
Join us for “How to succeed in a new marketing or BD leadership role” on August 3 at 11 am central – register here.
Webinar Description
Stepping into a senior marketing or business development role at a law firm is an opportunity that comes with pressure to earn the trust of partners and deliver results quickly.
Join Gillian Ward, Chief Marketing & Business Development Officer at Reed Smith, Roy Sexton, Chief Marketing Officer at Vedder, and Ivan Ivanovitch, Client & Markets Advisor at Ambition, for a discussion on what it takes to thrive in a new marketing or BD leadership role, moderated by Steven Ongenaet, VP of Client Services & EMEA Managing Director at Nexl.
In the session, our speakers will discuss:
What to expect from your first 90 days of a new role and what tends to differ from expectations
How to earn credibility with partners and firm leadership early
Tips for bringing marketing and business development together across offices and teams
How to build and lead a team through the uncertainty of leadership change
Whether you are starting a new leadership role or preparing for your next move, this session will provide practical guidance you can put to work from your first day.
Speakers
Gillian Ward
Chief Marketing & Business Development Officer at Reed Smith
Gillian Ward has over 20 years of experience in professional services and has successfully led global teams of marketing, business development, and communications professionals through large-scale transformations to drive revenue and strengthen the brand of leading international law firms.
As the Global Chief Marketing Officer at AmLaw 50 firms, Gillian has served on the Leadership Team and the Executive Board, where she developed strategic plans and guided their implementation across multiple regions and practice sectors. She has managed teams of more than 100 professionals worldwide, delivering impactful initiatives that accelerate growth in both domestic and international markets.
Gillian’s executive education from Stanford University and Harvard Law School, together with her triple citizenship, provide her with a distinctive global perspective and a strong foundation for innovative leadership. She is passionate about delivering excellence, innovation, and measurable value to clients and stakeholders, while inspiring her teams to embrace creativity and continuous improvement.Less
Roy Sexton
Chief Marketing Officer at Vedder
Roy Sexton is the Chief Marketing Officer at Vedder. He is responsible for developing and implementing the firm’s overall marketing strategy and overseeing all projects and personnel in the marketing department.
Roy brings over 25 years of experience in various industries with nearly 15 years of experience in the legal marketing field at prominent global firms. His career knowledge includes public relations and marketing planning, business development strategy, digital and social media outreach, attorney onboarding and practice development.
Beginning in 2020, he served as an active international board member of the Legal Marketing Association (LMA) and was elected as the organization’s International President from 2023 to 2024.
Roy has also been recognized by a number of legal publications and organizations including Crain’s, INvolve People and Corp! Magazine for his leadership capabilities, particularly as an executive within the LGBTQ+ community. Throughout his career, he has served as a board member for a number of Michigan-based charitable organizations, such as the Mosaic Youth Theatre of Detroit and Ronald McDonald House Charities.Less
Ivan Ivanovitch
Client & Markets Advisor at Ambition
Ian is the Clients & Markets Advisor at Ambition, focusing on executive search engagements, specializing in law firm leadership roles, including C-Suite positions such as Chief Marketing & Business Development Officer, Chief Operating Officer, Chief Financial Officer, Director of Accounting and Finance, and Director of Professional Development.
His understanding of law firms helps him serve as a strategic advisor in the areas of team structure, core competencies and talent search strategy, enabling clients to secure candidates that align with their firm’s unique needs.Less
Steven Ongenaet
VP of Client Services & EMEA Managing Director at Nexl
With a wealth of experience spanning numerous years in business development within the legal sector, Steven leads our Client Services team. He orchestrates the strategic implementation of personalized solutions, ensuring each client receives unparalleled satisfaction. Steven is committed to fostering meaningful and enduring client relationships, consistently exceeding expectations, and meticulously overseeing the seamless and exceptional delivery of our services. His extensive background contributes to a results-driven approach, aiming not only to meet but to surpass client needs, solidifying our commitment to excellence and client success.
P.S. from the other side of my life …
Thank you, Jerry Davich and The Times of Northwest Indiana, for this thoughtful, nuanced, balanced, and, yes, loving piece about fireworks in our neck of the woods. When one person’s joy causes another’s pain, well, fireworks of a different kind inevitably ensue. But I appreciate how you gave voice to concerns, hopefully opening up some empathetic dialogue.
And gratified that some of my musings were incorporated into the column!
“What is really missing here is the nuanced conversation about guidance and guard rails, neighborly consideration, timing, and decibel levels,” Sexton commented.
Thank you, Nexl! “Over a month later, we’re still chatting about the incredible conference hosted by Legal Marketing Association – LMA International this year.
“In Part II of our special edition of This Legal Life, host Ben Chiriboga (Chief Growth Officer at Nexl) sits down with Roy Sexton, Rachel Shields Williams, Betty Burns, Purnima Gupta, Erika Galarneau, and Danielle Lopez!
“We dove into the following:
What was your biggest takeaway from #LMA23?
What does the LMA community mean to you?
How has LMA made an impact on your career in legal marketing?”
