Letter from the Editor

This month in our regular issue of Marketing The Law Firm we have an article written by one of my favorite Board members Mike Hodes, the Managing Director of Hodes, Ulman, Pessin & Katz, P.A. in Maryland. Mike's article on the value of “talk radio” as a marketing strategy provides an insight into this media form and how to make it work in the world of professional services. In keeping with the theme of the “spoken word,” I am happy to have with us Steve Markman, President of Markman Speaker Management in Massachusetts, a speaker placement firm. We also have our bi-monthly column, “A Haven for Straight Talk” and our regular monthly Media & Communications column. You will note there is a clear communications theme to this issue.

We also have our quarterly Sales Supplement which features articles by Darryl Cross and Andy Havens – in my book two sales and marketing “gurus.”

I wanted to bring to everyone's attention our three Web audio conference events in March from 12 noon to 2 p.m. EST. We're all very excited here at LJN because we believe that these three events are going to be blockbusters. The first of these three programs “Revenue-Focused Leadership: Tools and Techniques for Group Leaders for Accelerating Business Development Activities” will take place on Tuesday, March 15th. This program is targeted to group leaders, marketing partners, department heads, managing partners and marketing professionals. If you are charged with leading the efforts of others to develop more business for your firm, this Web audio conference event is for you. You will hear best practices from visionary, innovative leaders in our profession. This Web audio conference event is not about theories and generalizations. It will reveal the secrets of success of some of the best revenue-focused change agents in our profession. Our panel includes: David Freeman, Esq., Founder and President, Whetstone Consulting; Jami Wintz McKeon, Partner and Chair of the Business and Corporate Litigation Practice, Morgan Lewis & Bockius LLP; Michael T. Reynvaan, Client Relations Partner and Executive Committee Member, Perkins Coie LLP; and Peter L. Scher, Partner and Practice Leader of Government and Global Trade Group, Mayer, Brown, Rowe & Maw, Washington, DC. To register, go to www.ljnonline.com/alm?practice or call 1-800-999-1916.

The second Web audio event “Communicating with Prospects and Clients” will focus on how professional service firms can create a culture that grows existing relations and creates new opportunities through communication. This program will take place on Tuesday, March 22nd. Topics will include moving the conversation to the next step; reinforcing the client relationship; making a connection and asking for business; and broadening the scope of the representation through communication. Our panelists for this program are: John Klymshyn, President, The Business Generator, Inc., author Move the Sale Forward; Guy Alvarez , Esq., Founder, Business Development Institute; Elizabeth Kennedy, Head of Business Development, Weil Gotshal & Manges LLP; Joan Haratani, Partner, Morgan Lewis & Bockius LLP; and Rhona J. Kisch, Client Development Partner, Reed Smith LLP. To register, go to www.ljnonline.com/alm?communication or call 1-800-999-1916.

Our third Web audio event “Law Firm Marketing and the CMO – The Search for Talent and Leadership” will take place on Thursday, March 24th. This program will focus on the selection of the law firm Chief Marketing Officer and what it takes to land that coveted position. Over the past several years there has been a lot of talk about what it takes to be a CMO in a law firm. In this Web audio conference event we'll explore the role and function of the executive search firm; the search for and recruiting of this paragon of perfection; so you are the first CMO; the next generation CMO; when leadership changes … pros and cons; and the balancing act between gravitas, vision and implementation. Our moderator for this program will be Elizabeth Lampert of Elizabeth Lampert PR. Our panel includes: myself; Christian Schley, Director, The Alexander Group; Jose Cunningham, Chief Marketing Officer, Crowell & Moring; and Edward M. Schechter, Chief Marketing Officer, Duane Morris LLP. To register, go to www.ljnonline.com/alm?recruiting” or call 1-800-999-1916.

And let us not forget, our competition Second Annual Best Of Visual Communications Innovators. A Special Supplement to the April issue of Marketing The Law Firm will feature the winners of this competition. The categories are:

' Most innovative visual identity to reposition a law firm;

' Most innovative visual identity using a logo; and

' Most innovative visual identity involving a name change, branding and launch.

This competition is open only to law firms of all sizes. However, the graphic design firm or those responsible for the creative side of the project will be mentioned. Entries, which should be sent to me via e-mail ([email protected]), should consist of a written description of the specific visual identity in a category and include the visual representations. Firms can submit entries for more than one category but will only be featured in one category. Last year, I had many entries to choose from and I'm hoping that this year will provide me with lots of choices. I think visual identity is a very important component of marketing so I'm excited about the prospect of presenting this Special Supplement. The deadline for entries is March 18th.

There is something for everyone in the month of March!

- Elizabeth Anne “Betiayn” Tursi, Editor-in-Chief

This month in our regular issue of Marketing The Law Firm we have an article written by one of my favorite Board members Mike Hodes, the Managing Director of Hodes, Ulman, Pessin & Katz, P.A. in Maryland. Mike's article on the value of “talk radio” as a marketing strategy provides an insight into this media form and how to make it work in the world of professional services. In keeping with the theme of the “spoken word,” I am happy to have with us Steve Markman, President of Markman Speaker Management in Massachusetts, a speaker placement firm. We also have our bi-monthly column, “A Haven for Straight Talk” and our regular monthly Media & Communications column. You will note there is a clear communications theme to this issue.

We also have our quarterly Sales Supplement which features articles by Darryl Cross and Andy Havens – in my book two sales and marketing “gurus.”

I wanted to bring to everyone's attention our three Web audio conference events in March from 12 noon to 2 p.m. EST. We're all very excited here at LJN because we believe that these three events are going to be blockbusters. The first of these three programs “Revenue-Focused Leadership: Tools and Techniques for Group Leaders for Accelerating Business Development Activities” will take place on Tuesday, March 15th. This program is targeted to group leaders, marketing partners, department heads, managing partners and marketing professionals. If you are charged with leading the efforts of others to develop more business for your firm, this Web audio conference event is for you. You will hear best practices from visionary, innovative leaders in our profession. This Web audio conference event is not about theories and generalizations. It will reveal the secrets of success of some of the best revenue-focused change agents in our profession. Our panel includes: David Freeman, Esq., Founder and President, Whetstone Consulting; Jami Wintz McKeon, Partner and Chair of the Business and Corporate Litigation Practice, Morgan Lewis & Bockius LLP; Michael T. Reynvaan, Client Relations Partner and Executive Committee Member, Perkins Coie LLP; and Peter L. Scher, Partner and Practice Leader of Government and Global Trade Group, Mayer, Brown, Rowe & Maw, Washington, DC. To register, go to www.ljnonline.com/alm?practice or call 1-800-999-1916.

The second Web audio event “Communicating with Prospects and Clients” will focus on how professional service firms can create a culture that grows existing relations and creates new opportunities through communication. This program will take place on Tuesday, March 22nd. Topics will include moving the conversation to the next step; reinforcing the client relationship; making a connection and asking for business; and broadening the scope of the representation through communication. Our panelists for this program are: John Klymshyn, President, The Business Generator, Inc., author Move the Sale Forward; Guy Alvarez , Esq., Founder, Business Development Institute; Elizabeth Kennedy, Head of Business Development, Weil Gotshal & Manges LLP; Joan Haratani, Partner, Morgan Lewis & Bockius LLP; and Rhona J. Kisch, Client Development Partner, Reed Smith LLP. To register, go to www.ljnonline.com/alm?communication or call 1-800-999-1916.

Our third Web audio event “Law Firm Marketing and the CMO – The Search for Talent and Leadership” will take place on Thursday, March 24th. This program will focus on the selection of the law firm Chief Marketing Officer and what it takes to land that coveted position. Over the past several years there has been a lot of talk about what it takes to be a CMO in a law firm. In this Web audio conference event we'll explore the role and function of the executive search firm; the search for and recruiting of this paragon of perfection; so you are the first CMO; the next generation CMO; when leadership changes … pros and cons; and the balancing act between gravitas, vision and implementation. Our moderator for this program will be Elizabeth Lampert of Elizabeth Lampert PR. Our panel includes: myself; Christian Schley, Director, The Alexander Group; Jose Cunningham, Chief Marketing Officer, Crowell & Moring; and Edward M. Schechter, Chief Marketing Officer, Duane Morris LLP. To register, go to www.ljnonline.com/alm?recruiting” or call 1-800-999-1916.

And let us not forget, our competition Second Annual Best Of Visual Communications Innovators. A Special Supplement to the April issue of Marketing The Law Firm will feature the winners of this competition. The categories are:

' Most innovative visual identity to reposition a law firm;

' Most innovative visual identity using a logo; and

' Most innovative visual identity involving a name change, branding and launch.

This competition is open only to law firms of all sizes. However, the graphic design firm or those responsible for the creative side of the project will be mentioned. Entries, which should be sent to me via e-mail ([email protected]), should consist of a written description of the specific visual identity in a category and include the visual representations. Firms can submit entries for more than one category but will only be featured in one category. Last year, I had many entries to choose from and I'm hoping that this year will provide me with lots of choices. I think visual identity is a very important component of marketing so I'm excited about the prospect of presenting this Special Supplement. The deadline for entries is March 18th.

There is something for everyone in the month of March!

- Elizabeth Anne “Betiayn” Tursi, Editor-in-Chief