Selling is Everyone`s Business - Legal Sales and Service Organization

Transcription

LSSO’s 2016 RainDance Conference
Selling is Everyone’s
Business
Follow on Twi)er @LSSO_RainDance #lsso16 LSSO’s 2016 RainDance Conference
Mike Caplan
Chief Operating
Officer
Goodwin
Kevin Colangelo
Vice President, Head of Strategic Accounts
Bloomberg BNA
Law Firm Differentiation
q 
Law firms today have to build a risk-reward relationship with clients. This
starts by learning each client’s challenges and investing in a trusted
partnership.
q 
In-House Challenges and Trends:
• 
Defining and articulating the department’s value in business terms to the CEO, CFO, and other
leadership.
• 
Acting as a strategic business partner.
• 
Finding the right service delivery model; the right mix of internal and external resources.
• 
Establishing appropriate metrics and measurements to drive the desired behavior.
Selling is Everyone’s Business
• Practice of Law
• Business of Law
Corporate Law Department Priorities
Top Law Department Management Priority
24.10%
Control Costs/Budget
16.00%
Efficient Delivery of Legal Services
Supporting the Business Goals of the Organization
12.30%
Providing Quality Legal Service
12.10%
10.70%
Compliance
Risk Management
7.00%
Lawyer Staffing Issues
7.00%
Managing Outside Counsel
Other Responses
5.30%
6.50%
Alternative Fee Arrangements
2015
Helping through the “Business” of Law
Decisions Driven by "Big Data" and Analytics
100%
80%
60%
40%
20%
41%
38%
0%
Outside counsel fee Matter budgeting
arrangements and and legal project
rate negotiations
management
28%
20%
Outside
counsel/vendor
selection
Risk management
and litigation
avoidance
15%
Discovery spend
management
Law Firm Operations – Relationship
Invest in Client Risk and Client Success
Program Management
E-Billing & Matter Management
Outside Counsel Guidelines
Law Firm Panels & RFPs
Partnered Pricing
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LSSO’s 2016 RainDance Conference
Mike Caplan, Goodwin
Mike Caplan joined Goodwin in 2014 and serves as the firm’s chief operating officer. As
COO, he leads the firm's business, financial and administrative operations, and is a member
of the firm's Executive and Management Committees. Prior to joining Goodwin, Mike served
as the global chief operating officer of Marsh & McLennan Companies’ Corporate Legal,
Risk and Compliance Departments and the global chief operating officer for Goldman
Sachs’s Legal Department. Mike focuses on Goodwin's growth strategy and execution,
and is also a leader in business development, bringing the client perspective to discussions
on pricing, investment in risk and strategic client partnership. In his first year with the firm,
Mike significantly enhanced the firm's pricing and project management functions, elevated
administrative service levels across the firm, and facilitated over 100 meetings with client
prospects, resulting in new clients and new revenue to the firm. In Mike’s spare time, he
enjoys coaching his sons' basketball and baseball teams, spending quality time with his wife
Karen, and playing golf.
Kevin Colangelo, Bloomberg BNA
A veteran business development executive, legal services entrepreneur, and corporate lawyer, Kevin
Colangelo is Vice President, Head of Strategic Accounts at Bloomberg Law in New York, where he works
with lawyers and law firms on strategies to help grow revenue and control costs through the deployment of
leading edge technology solutions.
As a member of the leadership team at legal outsourcing pioneer, Pangea3, Kevin was integral in the
development of its workflow and delivery models, as well as overseeing Pangea3’s growth from 30 attorneys
to over 800 attorneys in five years. He held multiple leadership roles, including global head of the Corporate
Practice, General Counsel, and relationship manager for many of Pangea3's largest global clients.
He has also held leadership positions at three Am Law 100 firms, including Proskauer Rose, where he
served as the firm’s first Client Relations Officer, and Kramer Levin, where he was Co-chair of the
Outsourcing and Technology Transactions practice. Most recently, Kevin was a key member of the leadership
team at Elevate Services, a global legal software and managed services company.
Kevin speaks frequently and is quoted widely on legal innovation, client relationship management, process
improvement and legal process outsourcing. He has been featured in segments and articles in numerous
media outlets, including the ABA Journal, the New York Law Journal, Lawyers Weekly, Metropolitan
Corporate Counsel, Outsourcing Magazine and Bloomberg Television.
Kevin graduated from Hamilton College and earned his law degree from Vermont Law School, cum laude.
Kevin is a member of the New York Bar, and is admitted to the U.S. Court of International Trade.
Follow on Twi)er @LSSO_RainDance #lsso16

Selling is Everyone`s Business - Legal Sales and Service Organization

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