On April 8th, over 1,500 legal marketing and business development professionals will gather in Atlanta for the 2019 Legal Marketing Association (LMA) Annual Conference.
Over three days, conference attendees aim to expand their knowledge, strengthen relationships and take advantage of the largest gathering of legal marketing professionals.
Throughout its informative sessions, the conference aims to discuss influential topics in the legal sector. Among them is the “Alternative Legal Service Providers (ALSPs) Are No Longer Alternative” session, which focuses on the rise and the growing market share of the alternative service providers (ALSPs), while the “Third Rail: Adding a Sales Function to Grow the Top Line” session represents an excellent example of the successful marriage between marketing and business development.
April 9, 1:30 pm: Alternative Legal Service Providers (ALSPs) Are No Longer Alternative
The rise of the alternative legal service providers (ALSPs) has been swift and impactful in the past two decades, and legitimized by acquisitions and expansion of legal industry market share. Though they grew out of repeatable, mundane tasks for law firm back offices and high-volume document production work, they are now established as a credible player in legal services and often a direct competitor to law firms.
They have steadily gained traction with corporate legal departments and become enablers for big law firms to deliver more cost-effective services to their enterprise clients. They continue to move up the value chain, adding consulting service, legal technology and extensive managed services. This session will review the ways in which ALSPs play a critical role in the legal ecosystem and the ways in which they are winning the game of service delivery.
April 10, 1:30 pm: The Third Rail: Adding a Sales Function to Grow the Top Line
In 2017, K&L Gates expanded its traditional marketing and business development department structure to include a new function focused on developing new client relationships and expanding services to key client accounts. The shift included allocating existing resources and adopting a true start-up mentality to build the processes, tools and framework necessary to support the client development function.
In just 18 months, the team helped onboard dozens of new clients and hundreds of new matters for existing clients, and achieved other notable successes. This session will provide insight into the structure, processes and tools the team created to help grow the firm’s top line.
If you are planning to be at this year’s conference, we would be happy to see you at booth 325. Or, feel free to arrange a quick meeting in advance.
This article was originally published on ShiftCentral, now part of LAC Group.
Kristina Montgomery
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