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After the live presentation you will have access to the archived video for 30 days.

Program Overview

As the business of law is evolving, it is critical for small and mid-sized law firms to use of all the weapons in their arsenals, including associates, to attract and retain clients. Listen to the voice of the customer explain why they hire these firms, what they look for in these firms, as well as how to obtain, retain and expand (and maybe win back) those relationships. We will also discuss the need to understand your business, techniques to increase your business, and how to engage reluctant marketers at your firm.

Who Should Attend

  • Senior attorneys and partners at small to mid-sized firms who are responsible for business development
  • Senior to mid-level attorneys at small to mid-sized firms who are attempting to mentor and engage junior associates in marketing efforts
  • Young lawyers at small to mid-sized firms who are interested in transitioning into the role of business generator

What You Will Learn

  • How to develop a pipeline of business developers
  • How to identify your target clients and what is important to them, including industry trends, diversity, and cost constraints
  • How to create client relationship management systems
  • How to improve the use of communications on social media to create meaningful connections with clients
  • The importance of offering new ways of doing business, including partnering with larger firms to provide cost effective means to handle discovery or to take on smaller matters within a larger representation


Sheila M. MurphySheila M. Murphyn is a Senior Vice President and Associate General Counsel at MetLife. She leads the United States Regulatory and Retail Litigation Group where she provides strategic litigation, regulatory and risk mitigation advice. Sheila focuses on providing proactive, strategic advice to identify and resolve complex issues and protecting business interests.

Elizabeth McCrohanElizabeth McCrohan spent the last 21 years as in-house counsel with Prudential where, among other things, she supervised the litigation team responsible for the Company’s individual and group life insurance litigation. Previously, she was VP and Deputy General Counsel at Reliance Standard Life Insurance Company. Beth recently joined d’Arcambal Ousley & Cuyler Burk, LLP.

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