Wonderful chat earlier this week with Gillian Ward, Matthew Fuller, and Simon P Marshall for Pinnacle about firm culture, global presence, and keeping your team engaged and energized during these challenging times. It is a fun and informative watch!
Thank you, Pinnacle, Charlotte Takács, Simon P Marshall, and team for including me not only in your helpful report but also in this essential conversation. Honored to join Gillian Ward and Matthew Fuller for this discussion. Pinnacle’s 2022 Pitch Management report highlighted significant experiences of top CMOs, who deal with cross border politics, cultural differences, language barriers and overseas understanding in not only the pitching process but internally team to team. To keep firms running smoothly, it’s a balancing act of technology, understanding and communication, which we will explore on this webinar.
Event description: “In the global competitive market law firms operate in, we’re bringing together a panel of global marketing and BD leaders from across the AmLaw 200 to discuss how firms around the world function with cross border teams, what practices they share, what’s different and how they cater and adapt their differences if pitching across seas.
“We will get to the heart of the challenges and the opportunities faced internationally, drawing on the personal experiences of each leader, delving into elements such as how they drive efficiency, what technology they use to communicate across regions, and how they finetune each pitch to the client, plus much more.”
EXCERPT: “Human interest is key to understanding the buyer, yet as Roy Sexton of Clark Hill Law believes, the journey is a two-way process. Buyers are increasingly interested in the firm’s culture and each person’s passion for individual causes. Putting himself in the client’s shoes, Sexton expands on this sentiment, ‘I see what your pitch materials look like, but what kind of people are you and do you care about the environment and your community, diversity and equity? They want to know that you’re decent human beings, on top of the fact that you’re a good lawyer. You should provide an authentic performance and tell people that you’re doing things that show your passions.’”
Charlotte writes, “Leading U.S. law firms are looking at pitching in an increasingly wider context and use automation and analytics to free up time to understand the buyer journey and bring more personality to pitches. Months of work is paying off today as we release Pinnacle’s review of ‘How Winners Win’ in North American law firms. It’s different. It’s inspiring. It’s insightful. It’s a glimpse into what firms, who are ahead of the curve do. Reading it, will be 20 minutes well (very well) spent.
“As always, getting ahead is only possible with a community wanting to do bigger and better – with people who will lead from the front, empower others through the benefit of knowledge and see the value of sharing. … Read, share, pass on to a colleague with as much love as I do and if you can spare 15 minutes to let me know what you thought about it, please drop me an email on email@example.com!”
Grateful for the opportunity to discuss organizations I love like Clark Hill Law, Legal Marketing Association – LMA International, Ronald McDonald House Charities Ann Arbor, and Mosaic Youth Theatre of Detroit. And I want to frame this intro you wrote! 🙌
“When I picture the sort of person who would be heading up marketing for a law firm like Clark Hill, Roy Sexton wasn’t who I had in mind. But I’ll be totally honest: I’m glad.
“After nearly 20 years of experience in marketing, communications, and business development Roy has risen to the top of his game and now sits as President-Elect of the LMA for 2022. An impressive feat for sure, but what really draws me in is his character.
“Roy is a warm, charming iconoclast, pushing his lawyers to bring more to the table than, well, just law. There’s an air about him that he deliberately chooses to be different, almost as if he’s smiled in the face of corporate law and said ‘let’s try this another way, shall we?’
“We spoke about his team, his philosophy, and why a master’s degree in theatre beats an MBA.”