Extraordinary circumstances require exceptional relationships to thrive
No firm is truly ever prepared for a crisis, let alone one that changes everything overnight. And when a crisis hits, every firm relies on its client relationships to carry itself through challenges. Because relationships with clients, partners, and alumni are what help generate referrals and new business for firms.
But, how do firms know who in their firm has the strongest relationships if they’re struggling with contact data quality? Learn how some of the brightest minds in the industry have prepared their firms to thrive despite extraordinary circumstances.
Join us for this fireside chat to answer questions such as:
1. What are the common contact data quality problems firms encounter? What are the easiest problems to solve? Why?
2. Once contact data quality issues are solved, what relationship insights result in positive business outcomes? How are they useful?
3. How are relationships analyzed by practice, sector, and geographies to retain and protect revenue? How does the firm identify relationship risk? What steps are taken to minimize relationship capital risk?
Mike MellorChief Marketing and Business Development Officer
Chief Marketing and Business Development Officer
Mike Mellor is the Chief Marketing and Business Development Officer for Pryor Cashman, a 175-attorney midsize firm with offices in NYC, Miami and LA. In this role, he works to identify, develop and execute strategies to both drive new business for the firm and increase brand awareness. His passion is creating clarity and game plans for attorneys by implementing rigor and process around the new business development cycle. Mike’s 20-year career has spanned various roles throughout the professional services sector, including sales enablement and pursuit roles at Paul Weiss, Deutsche Bank, Katten and KPMG.
Michelle WoodyearDirector of Digital Marketing
Covington & Burling LLP
Director of Digital Marketing
Covington & Burling LLP
For the past decade Michelle has been immersed in the world of technology, marketing and business development. She’s enjoyed working closely with a number of the most innovative business development leaders at dozens of AM Law 200 firms. Currently, she leads the digital marketing team at Covington, where they are updating the marketing technology stack, developing tools for robust marketing campaigns, creating dashboards for measurement and decision making, developing user personas and targeted content strategy to reach key audiences. It’s exciting work, and she is thrilled to be part of the innovation and transformation of the digital marketing function.
Andrew HutchinsonGo-to-Market Lead, Marketing and Business Development Practice
Go-to-Market Lead, Marketing and Business Development Practice
Andrew Hutchinson leads the go-to-market efforts for the marketing and business development practice at Intapp. He helps professional services firms achieve strategic objectives around client development and interoperability. Hutchinson possesses a deep understanding of the role marketing and business development play in the wider professional services firm context, and the range of objectives they seek to achieve; he uses this knowledge to support firms in driving both effectiveness and efficiency. Hutchinson has spent the last 15 years working with a broad cross-section of firms in EMEA and North America, helping them drive innovation in the delivery of services through the use of technology.