h Welcome remarks and overview of the Program.

Transcription

1 Monday, June 11, h Welcome remarks and overview of the Program. Fernando Peláez-Pier, Academic Director. F. Peláez Consulting h The challenges in the legal service sector and its impact in law firms. The future of the legal services Fernando Peláez-Pier h Break h The transformation and innovation process in a global law firm Wim Dejonghe, Senior Partner. Allen & Overy, London h Break :30h Design thinking (I) Daisy Doomar h Buffet Lunch

2 h Three Business Development Scenarios. A look at the issues that surround business development for law firm partners Kevin, Doolan, Managing Partner de Møller Professional Service Firms Group, based in Churchill College, Cambridge University; Harvard Law School visiting professor h A new model for business development how to win more work without selling Kevin, Doolan h Applying the learning. Summary of the day. Tuesday, June 12, h Different generations in the law office. How to understand and deal with different attitudes to working practices. Kevin, Doolan h Break h Strategy for law firms leaders (I). What a strategy is and why it is important to have one: - the leader / producer balancing the workload

3 - defining priorities: from market position to client-centricity - creating focus (markets, services, clients) - balancing direction with agility and resilience Robert Millard, founder of Cambridge Strategy. He is well-known in the global PSF strategy and business advisory field. His work is particularly future-focused, drawing on the most up-to-date concepts of innovation, design thinking and scenario planning h Break h Rethinking the business model (II) - key issues driving change in the global market for legal services, in dealing with complexity - finding the signals amidst the noise - rethinking the business model: the digital law firm of the future structures, systems and processes for developing and implementing strategy - the importance of alignment (and how to achieve it) Robert Millard h Buffet Lunch h Achieving growth and performance (III)

4 - options for growth incl. mergers and effective post-merger integration - creating support and enhancing communication across the firm measures of success defining what to measure, when and how from strategy to business plan the key to strategic accountability - aligning performance and reward with strategy Robert Millard h Case Study Workshop. Findley Sullivan 2 The case study narrative is written from the perspective of a partner who is a member of the executive committee (ExCom) of Findley Sullivan, a leading law firm in a mid-sized market. In recent years, Findley Sullivan has seen a steady encroachment of international law firms into its market, as well as growth in inhouse legal departments amongst its most important clients. Clients are pressuring the firm to deliver more for less. The firm s leadership senses that the Big 4 global advisory firms are becoming a threat as well as legal process outsourcers and other non-traditional legal service providers. The case study will be distributed to the group before the course and participants will be expected to have read it and formed their own opinions before the session. The workshop consists of a structured roundtable discussion of the options facing the leadership of Finley Sullivan, the opportunities and challenges involved with each and how best to reach the best decision for the firm.

5 Robert Millard h Applying the learning. Summary of the day. Wednesday, June 13, h Leadership (I) h Break h Leadership (II) h Break h Leadership (III) h Buffet Lunch :30h Design Thinking (II) h Innovation (I) h Applying the learning. Summary of the day. Thursday, June 14, h Innovation (II)

6 h Break h Innovation (III) h Break h Innovation (IV). Data use to build a client-focused practice and to obtain better results. How to identify and reach the client and the perfect fees h Buffet Lunch Winning Proposals (I). Procurement s perspective; Managing the bid function and responding to the opportunity. John de Forte is a Consultant with over 30 years experience, working with legal and other professional service firms on proposals and tenders. He has developed and conducted a range of training programs to enable free-earners to enhance their bidding skills h Winning Proposals (II). Fact finding and intelligence; developing the bid strategy. John de Forte h Applying the learning. Summary of the day.

7 Friday, June15, h Winning Proposals (III). The submission; the presentation. John de Forte h Break h Workshop. The participants will draft a proposal to submit to a new client based in the specifications to be given and the winner team will be selected. John de Forte h Break h Marketing and business development (I). Business development trends and principles. The paradigm shift. Marketing, Business Development and Sales what s the difference? Resources where to invest and what brings the greatest ROI? Key principles of relationship-building. Marketing and business development trends. Silvia L. Coulter, Partner of LawVision Group LLC

8 h Buffet Lunch :30h Marketing and business development (II). Existing client retention and growth. Why strategic account management (SAM)? SAM key points. An ongoing key client team process. Gols of a SAM program. Benefits of SAM - Client perspective - Law Firm perspective. SAM best practices. Silvia L. Coulter h Closing remarks. Presentation of certificates. Cristina Andrés y Fernando Peláez Pier