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Developing Reality Based Marketing Initiatives What’s Important to Corporate Counsel When Choosing Outside Counsel Barry Solomon Vice President LexisNexis Martindale Hubbe

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Developing Reality Based Marketing Initiatives What’s Important to Corporate Counsel When Choosing Outside Counsel Barry Solomon Vice President LexisNexis Martindale Hubbe Powered By Docstoc
					  Developing Reality-Based
    Marketing Initiatives:
What’s Important to Corporate Counsel
  When Choosing Outside Counsel
       Barry Solomon, Vice President
       LexisNexis Martindale-Hubbell
             December 12, 2007



                                       CLIENT DEVELOPMENT
                       Panelists
• Paula Hopping Adoradio
  Associate General Counsel, UnitedHealth Group Incorporated

• Todd W. Schnell
  Vice President, Sr. Associate General Counsel, RBC Dain
  Rauscher Inc.

• Damon Schramm
  General Counsel, Lakes Entertainment, Inc.

• Ann Shaw
  Vice President and Associate General Counsel, Ceridian
  Corporation


                                                CLIENT DEVELOPMENT
                  Agenda

• Background
• An interactive discussion in three
  segments
  – Identification & Selection
  – The “Partnership” Agreement
  – Milestones & Performance Assessment
• Questions from you for our panel


                                       CLIENT DEVELOPMENT
           Identification & Selection
• Key factors in identification and selection
• Attributes of a good business partner
• Identification of partnering capabilities during the hiring
  process
• Impact on decision making of:
   –   Experience
   –   Expertise
   –   Cost
   –   Learning curve
   –   Diversity
   –   Conflicts
   –   Other


                                                  CLIENT DEVELOPMENT
    The “Partnership” Agreement

• Setting the ground rules at the outset of
  the relationship
  – Expectation management
  – Predictability for both parties in performance,
    cost and risk management
• Adding new team members
  – Bringing them up to speed
• Corporate counsel’s contribution

                                         CLIENT DEVELOPMENT
 Milestones & Performance Assessment

• Keeping the client happy
  – Relationship with business clients
  – Adherence to ground rules
  – Intangibles
     •   Accessibility
     •   Accuracy
     •   Practicality
     •   Corporate culture fit
     •   Ethics
     •   Ability to apply legal principles to business realities
• Assessing success

                                                           CLIENT DEVELOPMENT
Questions and Answers




                   CLIENT DEVELOPMENT
  Developing Reality-Based
    Marketing Initiatives:
What’s Important to Corporate Counsel
  When Choosing Outside Counsel
       Barry Solomon, Vice President
       LexisNexis Martindale-Hubbell
             December 12, 2007



                                       CLIENT DEVELOPMENT

				
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