Our firm has consulted with David for many years to improve our culture of business development and general firm leadership. He is knowledgeable, experienced and fun to work with. He is extremely strong on implementation, follow up and accountability."Susan S. Brewer - CEO, Steptoe & Johnson PLLC
When it comes to business development, David Freeman is superb. He brings a cost-efficient and confidence-inspiring approach to the challenging task of improving law firm business development practices. He has a deep understanding of today’s competitive legal services industry, and knows how to teach busy practitioners how to compete and win. I highly recommend David for any organization looking to grow its business." Peter Kellett - Chairman and CEO, Dykema
I had the opportunity to see the impact of David’s work at one of my prior firms, and recommended that he be engaged by two other firms I subsequently joined. As a COO who is responsible for maximizing financial results, David has proven to be an asset who has shown our lawyers how to confidently and effectively pursue their best opportunities."Richard Wolf - Chief Operating Officer, Parker Poe LLP
Randy Crispen - PartnerLuce, Forward, Hamilton & Scripps LLP, San Diego
David’s presentations are phenomenal! His experience in the legal arena and expertise in leadership and business development give him the ability to do what few presenters do well: present strategic guidance and practical “to-do’s.” Attendees leave with a greater understanding of how they can make an impact in their firms.” - Adam Severson - Director of Business Development, Baker Donelson, LLP
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28 Experts. Hundreds of Tips. The Complete Business Development Toolkit


Product Overview:

The CMOplaybook® Personal Rainmaking System for lawyers is an exciting alternative to traditional legal business development training and coaching. This comprehensive approach, featuring up to 28 experts in legal marketing, sales, and service, teaches lawyers the secrets for becoming exceptional rainmakers.

This one-of-a-kind methodology, which marries “coach-in-a-box” with “conference-in-a-box”, is an internally managed client development curriculum that also enhances your firm’s culture of business development. With CMOplaybook®, your lawyers gain exclusive access to the techniques used by master rainmakers to generate more work from prospective and existing clients.

Whether you are a sole practitioner or a senior partner in a mega-firm, this series contains hundreds of proven techniques that show law firm partners, associates, laterals, and counsel how to generate millions of dollars in new revenue.

Finding Niches and Developing Your Strategy

- Ross Fishman, CEO Fishman Marketing

- Mary Kimber, Chief Marketing Officer, Holme Roberts & Owen

- Jim Stapleton, Chief Marketing Officer, Littler Mendelson

Getting and Maximizing Business Development Meetings

- Kevin McMurdo, Chief Marketing Officer, Perkins Coie

- Adam Severson, Director of Business Development, Faegre & Benson

- Lisa Simon, Director of Marketing, Brownstein Hyatt Farber Schreck

Growing Key Networks and Staying Memorable

- Bruce Allen, Former Senior Business Development Manager, Allen Matkins

- Jim Durham, Chief Marketing and Business Development Officer, McGuireWoods

- John Hellerman, Partner and Co-Founder, Hellerman Baretz Communications

- Catherine MacDonagh, J.D., Co-Founder, LSSO; former Director of Business Development Day Berry & Howard

Cross-Selling: Getting More Work from Existing Clients

- Jonathan Fitzgarrald, Chief Marketing Officer, Greenberg Glusker

- Deborah Grabein, Director of Marketing, Andrews Kurth

- Dave Woods, Director of Marketing and Client Services Kelly Drye & Warren

Delivering Exceptional Client Service

- Jan Ann Dubin, former Director of Business Development, Baker & McKenzie and DLA Piper

- Alvidas Jasin, Client Relationship Executive, Ropes & Gray

- Adam Stock, Chief Marketing Officer, Allen Matkins

Alternative Fee Arrangements

- Jose´ Cunningham, Chief Marketing & Business Development Officer, Crowell & Moring

- Michael Roster, Chairman, ACC Value Challenge; former G.C. Stanford University

- Kristin Sudholz, Director of Practice Development, Drinker Biddle

Social Networking/Media, Websites and Search Engine Optimization

- Darryl Cross, Vice President, Performance Development, LexisNexis

- Russell Lawson, Marketing Director, Sands Anderson

- Heather Morse, Director of Marketing, Barger & Wolen

Maximizing Business Development for Laterals

- Anne Malloy Tucker, Chief Marketing Officer, Goodwin Procter

- Catherine Bishop, Chief Marketing Officer, Blank Rome

- Joe Calve, Chief Marketing Officer, Morrison & Foerster

Maximizing Business Development for Laterals (Leaders Module)

- Natasha Innocenti, Partner and Office Practice Leader of the Partner Practice Group in San

Francisco and Silicon Valley, Major, Lindsey & Africa

- Marijane Benner Browne, Director of Lateral Partner Recruiting, Ropes & Gray LLP

8 Business Development Modules

Eight learning modules featuring audio recordings of up 28 experts in legal sales, marketing and service who share hundreds of proven techniques for generating millions of dollars in new revenue. Topics include:

CMO Playbook

  • Finding Niches and Developing Your Strategy
  • Growing Key Networks and Staying Memorable
  • Getting and Maximizing Business Development Meetings
  • Delivering Exceptional Levels of Client Service
  • Cross-Selling: Getting More Work from Existing Clients
  • Social Media and Networks, Web Sites and Search Engine Optimization
  • Alternative Fee Arrangements
  • Maximizing Business Development for Laterals

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Supportive Tools for Success

CMOplaybook® provides detailed guidance for creating a comprehensive business development plan that makes client development an effective, sustainable habit.

  • Business Development Plan Template
  • Action Worksheets
  • Tutorials

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Users & Leaders Guides for Successful Implementation

These guides provide step-by-step instructions for managing the process, developing learning groups, establishing internal accountability, and maximizing results.

  • Leader’s Guide
  • Users’s Guide

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