A Paradigm Shift in Business Development
The evolution of business development at law firms has taken the forefront as firms virtualize and engage with clients in new and different ways. It is now more important than ever that law firms hone in on business development practices to connect the firm and enable growth. Please join Intapp’s, Lavinia Calvert, General Manager, Marketing & Business Development Practice, Silvia Coulter, Principal at Law Vision, and Gillian Ward, CMO at Bryan Cave Leighton Paisner, for a thoughtful discussion on current trends in law firm business development practices.
We’ll dig into the following learning objectives:
- The structure and maturity of the business development processes
- Trends in the way firms are engaging clients and enabling growth
- The next frontier – where innovation and investment happening
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.
Lavinia CalvertGeneral Manager, Marketing and Business Development Solutions
General Manager, Marketing and Business Development Solutions
Lavinia Calvert leads the marketing and business development solutions business at Intapp, focusing on serving the technology and information needs of professionals in the legal, accounting, and consulting sectors. Calvert brings a deep and diverse base of international business experience spanning the fintech, media, and legal sectors. She has held a number of executive leadership roles in the U.S., Japan, Australia, and New Zealand, including Chief Marketing Officer at OnePlace prior to its acquisition by Intapp in May 2019, Chief Marketing Officer at IP law firm AJ Park, and Vice President Asia Pacific and Executive Vice President Strategy and Marketing at Reuters Media. Calvert has a bachelor’s degree in Business and post-graduate honors in Marketing from Massey University.
Gillian W. WardGlobal Chief Marketing Officer
Bryan Cave Leighton Paisner
Gillian W. Ward
Global Chief Marketing Officer
Bryan Cave Leighton Paisner
Gillian Ward serves as Bryan Cave Leighton Paisner’s Global Chief Marketing Officer, leading the firm’s business development, branding, and marketing efforts worldwide along with managing global marketing operations including a team that spans 30 offices across the firm’s platform. Ward has significant experience in senior marketing roles with a business-oriented approach that focuses on strategy formulation, client relationship management, and operational integration. She works closely with firm leadership to develop and implement strategic marketing and business development initiatives and help structure service offerings for the firm’s clients. Prior to joining Bryan Cave Leighton Paisner in 2019, she served as CMO at an international law firm and previously held a similar position for 8 years at a large law firm in Canada.