Team Collaboration and Key Client Programs: Powerful Tools for Business Development
Team collaboration and key-client planning ultimately empower firms to cross-sell their services, achieve higher hourly revenue, and retain more clients — and professional legal marketers should be leading the charge. Whether it involves key-client planning programs, industry teams, or rapid lateral integration, team collaboration requires new systems and processes. To provide actionable guidance and deliver better experiences through teams, firms must adopt technology that supports collaboration, automation, and data-driven insights.
During this fireside chat, our panel will discuss critical factors in the success of team collaboration, including:
- How marketers can serve as connectors between lawyers and clients
- What type of infrastructure is required to foster firmwide team collaboration
- How you can drive adoption of team collaboration with lawyers
Darryl CrossHead, Global Sales Enablement
Head, Global Sales Enablement
Silvia L. CoulterPrincipal
Silvia L. Coulter
Silvia Coulter is a Co-founding Principal of LawVision Group. Coulter is widely regarded as one of the legal industry’s most experienced business development, leadership, and organizational culture consultants. Her experience includes working as a strategic account executive and sales leader at a Fortune 50 company, a chief marketing and business development officer at two global law firms, and consultant and facilitator to professional services firms across the globe. She was an adjunct professor at George Washington University’s College of Professional Studies in the Master’s in Law Firm Management program (2010 to 2019), is a co-founder of the Legal Sales and Service Organization (legalsales.org), a Past Elected President of the Legal Marketing Association, and an elected Fellow of the College of Law Practice Management.
JeanMarie CampbellHead of Client Development, North America
Head of Client Development, North America
JeanMarie Campbell serves as Baker McKenzie’s Head of Client Development for the North America region. She leads the business development and marketing function for the firm’s 16 offices in the U.S., Canada, and Mexico. Campbell has more than 25 years of experience in the legal industry, and most recently held the positions of Chief Practice Officer and Managing Director of Clients at Orrick, Herrington & Sutcliffe (New York).
Campbell has extensive experience in driving client-targeting initiatives by identifying cross-practice and cross-region opportunities, building and leading key client programs, including client listening, and strategizing with and coaching lawyers on their business development efforts. She received a bachelor’s degree in political science from Fordham University and a Juris Doctor degree in law from the New England School of Law.