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Program Recaps
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February 15, 2018
Scenario Based Crisis Communication
Presented by Oliver Schmidt, C4CS
This session focused on the necessity of a crisis communication plan and tips on preparing your firm to handle a crisis.
September 14, 2017
Content Marketing Interactive Workshop
Presented by Bryan Fischer, One Step Beyond
This session focused on the elements of content marketing that you and your organization can most benefit from. The presentation material was aimed at helping you identify the right solutions for your specific situation.
September 14, 2017
Client Feedback: Why and How
Presented by Laura Meherg, Wicker Park Group
This session outlined the importance of client feedback and provided tips for how to start the process in your organization. Laura Meherg is a partner and founder of Wicker Park Group and plays a key role in all programs offered by the group. Laura has worked with a variety of firms—both small and large—to help them better understand the needs and wishes of clients.
April 4, 2017
A Blinding Flash of the Obvious: Marketing Driven Succession Planning
Presented by Michael Moore, Moore's Law, LLC
For most firms, their client relationships are their most valuable assets. Unfortunately, many firms do little to institutionalize those relationships and when accountants or lawyers, for example, leave a firm, relationships are often vulnerable. We will discuss how you can be part of the solution early in the process, as well as what steps are needed to make the transition as smooth as possible. What methods will help you gain the buy-in of the key professionals to the process? Are you developing your next generation of leaders? This program will discuss current best practices among professional service firms of various sizes and review specific implementation issues based on real world examples.
Innovation, Creativity, and Problem Solving
Creative thinking is essential to fostering innovation and leadership in every business. This is how companies will be able to face tomorrow’s industry challenges. Through the use of hands-on exercises and improvisational storytelling, Brent helps teach how to work with and inspire technical-minded professionals to improve the creative thought process in themselves and their companies and improve their leadership skills. He also covers a problem solving/design methodology from the Stanford "D" School that will enable companies to easily solve the toughest problems. This program is designed for any company that desires to inspire innovation and stay ahead of the curve in a competitive marketplace.
Turbo Charge Your Firm’s Traditional Networking by Casting A Wider Net Through Digital Marketing
If your firm’s partners say, “We build relationships based on local networking, not the impersonal internet” then this seminar is for you! You finally got your website to reflect your business and you are ready for the next phase. The only problem is—how do you sort through all of the internet methods that are available. Join this session to learn how digital marketing can be a great complement to networking and relationship building.
Building Your Client Service Teams: Why they’re important to have and how best to develop and make them work.
Presented by Jeanne Hammerstron, Chief Marketing Officer, Benesch and John Remsen, TheRemsenGroup
John and Jeanne will discuss their experience in building a successful client team culture.
January 21, 2016
Managing a Crisis and Dealing with the Media — Before You Make Headlines
Presented by Corey Saban, TheLaw.tv
It can happen at any time. A partner goes through a nasty divorce or gets a DUI. How does the firm respond to
the media? Without a plan, the negative publicity will cause clients to leave, lead to gossip and have a lasting
effect on the future of your firm. The good news is, you can use the media advantageously. Join this session
to learn how, and be prepare for the unexpected....before it’s too late.
November 4, 2015
Essential Technologies for Business Development
Panelists: Christine Fritsch, CLIENTSFirst Consulting; Allison Nussbaum, Manzama; Jennifer Whittier, Cole Valley Software
Marketing and business development professionals have access to new tools to help them find and win business. These technologies are the by products of the web, “big data”, and mobile applications that are affecting nearly every business. As a result, we now need a high level of technical literacy to stay relevant. Presenters will explain some of the key technologies that are impacting business development and their use at firms like yours.
Importance of Strategic Planning in the Professional Services Environment
Presenter: Fiori Londino, Pareto Consulting
Join us for a discussion on the importance of having a strategic plan and how to "sell" and implement the plan in a professional services firm.
April 23, 2015
Polishing Your Networking Skills: Business Etiquette to Enhance Your "Networth"
Presenter: Karen Litzinger, Litzinger Career Services
Relationships develop and deals begin in business social situations. Enhance your image and personal brand by using business etiquette best practices in what you say and do. How do you "work" the room without the “schmooze” factor? What are the best ways to move in and out of conversations? What are some quick and easy small talk lines to help you get over that initial awkwardness? Plus you’ll get tips on juggling eating and talking, making smooth introductions, and following-up to foster relationships and results. Members are encouraged to bring associates from their firms.
January 13, 2015
Leading with Integrity
Presenter: Jeff Lanza, Retired FBI Agent, The Lanza Group
This presentation will help professionals in all fields to develop, inspire and maintain a culture of integrity in their organizations. While chronicling failures of integrity from the cubicle to the corner office, Mr. Lanza provides a positive framework for hiring employees with high integrity and creating an environment which helps ensure that company personnel maintain their moral compass. Real FBI case examples help the audience understand the root causes of unethical behavior and to facilitate the achievement of corporate goals at all levels with employee’s morality and integrity intact.
About the Speakers and Sessions:
Implementing Personal Marketing Plans -- Jamie Thomas, Director of Marketing, LBA Group (Jacksonville, FL)
Which Hat Are You Wearing Today: Balancing Marketing, Business Development, and Client Services -- Amber Elliott and Chris Fritsch, Cole Valley Software (Portland, ME and Atlanta, GA)
Strategic Planning Requires Strategic Implementation -- Adam Severson, Chief Marketing and Business Development Officer, Baker Donelson (Nashville, TN)
Pricing It Out -- Matthew Laws, Director of Client Services & Pricing, Crowell & Moring LLP (Washington, DC)
Friday's Laws -- Dr. Paul Friday, Chief Clinical Psychology, UPMC – Shadyside (Pittsburgh, PA)
We also ventured to answer this all important question: what makes the difference between bloggers who bring in significant revenue and those who don’t? Join us to find out.
September 20, 2012
Unlikely Partners: CEOs and Marketing Leaders, a panel discussion
Moderator: Anne Parys
Panelists: Andrew Hasley, President & CEO and April Simile, Senior Vice President - Retail Delivery and Marketing -- Allegheny Valley Bank; David White, Esquire, Founding Member and Colleen Treml, Esquire, Chief Marketing Officer -- Burns White; and Paul Rudoy, CPA/PFS, Office Managing Partner and Alice Sande Spataro, CPA, MBA, Marketing Director -- Horovitz, Rudoy & Roteman
Marketing does not happen in a vacuum. A truly successful marketing strategy MUST have buy-in at the highest levels of leadership. In this session, we heard from three companies that have developed strong partnerships between firm leadership and their marketing departments. The panel explored how communication, goal setting, and leadership support and buy-in can increase the effectiveness of marketing efforts. They also shared some challenges, successes and strategies that have strengthened their brand and ingrained marketing as part of their culture.
November 8, 2012
“Media Buying: Getting more bang for your buck.”
Presented by Big Picture Media Solutions – Joyce McClune, Principal/President and Heather Cordell, Principal/Media Director
Confused about the best way to spend your media budget? Aren’t we all!! How much and where should you be spending money? Who knows! The Principals from Big Picture Media Solutions shared their thoughts on getting more for your buck.
2011
January 12, 2011
Making Sense of the Ever-Changing Social Media Landscape: Larry Bodine Returns for Round Two of Strategies for Business Development with Online Social Networking
Presented by Larry Bodine, Esq.
In February 2009, Larry Bodine joined the PSMA to share his top techniques for online business development, including his thoughts on blogs, social media such as LinkedIn and Facebook, webinars, RSS and Google alerts, Twitter and text messaging. This time around, Larry brought the group up to speed on what’s happening in the ever-changing landscape of business development with online social networking. Some of the highlights of his presentation included:
October 5, 2011
Proposals That Win Presented by Michelle Golden, CPFundefinedPresident, Golden Practices Inc.
A great and winning proposal is relevant to the prospect in every way. It illustrates the true capabilities of the proposer, is easy to navigate and understand, and provides your options in a flexible way to meet a variety of price-point needs. In order to achieve this and get your winning document out the door, you need some good processes for evaluating the opportunity, know the role of your contact (economic buyer, technical buyer, or user buyer?) and respond in a meaningful way that supports him or her in closing the deal. In this session, Michelle Golden addressed the proposal process and the importance of front-end customer selection, scoping and pricing strategy, content structure suggestions, and tips for managing the document. Improve your profitability and create winning proposals faster, easier, and better. We learned Michelle’s dynamic process that improves proposal outcomes by putting the marketer in a better position to add value, guiding practitioners to be more effective in the sales and proposal process.
November 17, 2011
Emerging Trends in Professional Services Marketing, a panel discussion Moderator: Keith Cameron, Houston Harbaugh
Panelists: David Egan of Reed Smith; Jeanne Hammerstrom of Benesch, Beth Seabright of The Seabright Group and Sean Smith of Schneider Downs
Do you feel like you’re knowledgeable about the latest emerging trends that are shaping the world of professional services marketing? Do you find it challenging to stay current? One of the ways a professional association can most effectively help its members stay up-to-date is by highlighting the emerging trends which affect us all. This panel discussion of innovative marketing professionals spotlighted new methods affecting marketing, such as alternative fee arrangements, use of social media and networking, changes in business development training and ideas on the horizon.
2010 and earlier
November 16, 2010
Establishing A Client Feedback Program That Delivers Real Results Presented by Nathaniel Slavin undefined Partner, Wicker Park Group
Businesses don’t make strategic decisions without considering their client’s voice. Successful professional service firms who seek client feedback have a powerful tool that can assist in: demonstrating their commitment to client service; protecting important client relationships; preventing client erosion and identifying opportunities. This interactive programprovided practical tips for implementing an effective client feedback program that will deliver measurable results, including:
February 11, 2009
Generate New Business with Social Networking and Technology Tools Presented by Larry Bodine, Esq.
More and more lawyers, accountants, engineers and other professionals are using the Web and other social networking technologies to enhance their current arsenal of marketing and business development skills. They’re putting these technologies to work as lead generating-machines for them by connecting with clients, prospective clients and colleagues. You don’t need to be a technology wiz to effectively use the six top techniques for online business development, which include blogs, social media such as LinkedIn and Facebook, webinars, RSS and Google alerts, Twitter and text messaging. Larry Bodine brought the group up to speed on just how easy it is to harness the Web to attract clients.
November 4. 2009
Behind the Numbers: Understanding Company Finances as a Marketing Tool
Presented by Mary Hendrix, Director of Business Development and Marketing, Jackson Kelly PLLC (and Founding Member of the PSMA)