2015 NJSBA Annual Meeting Lawyers in Transition Track Women’s Rainmaking and Ethics Forum Co-sponsored by the Women in the Profession Section and the Lawyers in Transition Committee Moderator/Speaker: Deborah B. Tesser, Esq. Today’s Practice Consulting, LLC Speakers: Robert W. McAndrew, Esq. Law Office of Robert W. McAndrew, Cedar Knolls Kimberly Alford Rice KLA Marketing Associates, Cherry Hill

© 2015 New Jersey State Bar Association. All rights reserved. Any copying of material herein, in whole or in part, and by any means without written permission is prohibited. Requests for such permission should be sent to the New Jersey State Bar Association, New Jersey Law Center, One Constitution Square, New Brunswick, New Jersey 08901-1520. The material contained in these pages is for educational purposes only and not intended as a substitute for the professional services an attorney would normally provide to a client, including up to the minute legal research.

NJSBA 2015 WOMEN’S RAINMAKING FORUM

May 14, 2015 The Ethical Issues

Robert W. McAndrew, Esq.

WHAT YOU CAN AND CAN’T SAY THE RPCs

• RPC 7.1 – Communications Concerning a Lawyer’s Services – Do NOT make any false or misleading statements – Misleading: includes omissions – DO NOT compare your services to other attorneys’

services – Avoid representations as to fees except:

– Initial consultation fee – Fixed fee for a specific services

YOUR ADVERSTISING

• RPC 7.2 Advertising – No drawings, animations, music or lyrics (No fun!)

in televised ads – Advertising content must be relevant (and

truthful) – Must keep copies for three years – No “finder’s fees” allowed – you cannot

compensate any person for recommending your services

WHAT YOU CAN AND CANNOT SAY TO PROSPECTIVE CLIENTS

• RPC 7.3 – Personal Contact with Prospective Clients

• DO NOT strike while the iron is hot – consider the person’s physical, emotional and mental state

• DO use the word ADVERTISEMENT in any written communication – on letter AND envelope

• DO NOT associate with any promotional organization if anything they do on your behalf violates RPC 7.1

IF YOU SPECIALIZE

• RPC 7.4 Communication of Fields of Practice and Certification – DO state your field of practice – DO NOT claim you are recognized or certified as a

“specialist” unless you meet the criteria: • Patent Attorney • Proctor in Admiralty • Certified by the New Jersey Supreme Court

YOUR AD HERE

• ATTORNEY ADVERTISING GUIDELINES – Guideline 1: include contact info (websites too) – Guideline 2: “super size” the use of the word

ADVERTISEMENT – Guideline 3: DON’T FORGET the disclaimer

(prominently displayed) – praise from the Court is great but it is not an endorsement

Women Rainmaker Forum: A Catalyst

For Stepping into

Your Power

May 14, 2015

About Kimberly Alford Rice

• Principal/Chief Strategist, KLA Marketing

Associates

• Founder, Women in Law Rainmaker Forum

• Nationally-recognized keynote speaker and

author on business-building strategies;

business development/sales skills

• Champion advisor to women lawyers

committed to pushing through legal services

glass ceilings

• Editor-in-Chief, ALM’s Marketing the Law

Firm

• ALM Market Services Expert

• Mommy to 2 furry friends

Six Powerful Words to Succeed By

#1 Learn and #2 Grow

Invest in Yourself

• Professional presence – dress the part

• Get the ‘right’ people on your bus – surround yourself with staunch supporters

• Seek out requisite resources – ask for what you

need, and need to know

Build Personal Brand

Expression of your identity to answer question

of why clients want to work with you.

• Communicate personal brand across all

platforms; in front of all audiences

• Strive to distinguish unique personal brand

• Effective networking

• Active listening

• Communication

• Art of ‘the ask’

Learn New Skill Sets

Mind and Grow Your Network

• Consistently expand network • Targeted networking opportunities

• Pre and post-event follow up strategies

• In-person meet and greets

• Pre-planned conference connections

#3 Share

8

• Make connection for others

• Seek out cross-selling opportunities

• Develop marketing mindset

Leverage Relationship Builder

• Continuously connect with others AND for others Get and stay in touch with prospective clients, referral

sources, key influencers

Face-to-face meetings

E-newsletters/e-blast/social media posts

Share firm news

• Initiate internal “meet and greets”

• Purposely make connections for others

Develop Marketing Mindset

• Be proactive to recognize opps – for you and your network o Keep radar on in every aspect of life

• Marketing is not an event – it’s a Mindset and a Lifestyle!

• Access every resource available to you

o Internal/External/Memberships/Friends/Family/Colleagues

#4 Connect

• Get and stay in touch

• Work your “A” list

• Develop top-of-mind awareness

Aggressively Build Contacts

• Err on side of inclusivity among all

interactions

• Be clear on your follow-up process

• Maintain system for adding new contacts

#6 Rinse and Repeat (aka Prosper)

Stay focused

• Embrace your uniqueness

• Develop discipline, systems and processes

• NEVER, ever quit!!!

The Secret Sauce

Consistent, persistent massive

amounts of action over a

prolonged period of time

Sowing and Reaping

THANK YOU

Q&A

Kimberly Alford Rice

Principal/Chief Strategist

www.klamarketing.net

609.458.0415

Robert W. McAndrew, Esq.

Bob McAndrew completed his undergraduate education at

Brooklyn College of the City University of New York graduating

with a degree in English and a minor in secondary education. He

received his law degree from Seton Hall Law School, with honors,

in 1978. While in law school, Bob served as an assistant editor

of the Law Review.

After a clerkship with the Hon. Mark A. Sullivan, Associate

Justice of the New Jersey Supreme Court, Bob embarked on his

legal career. Over the past thirty-plus years, he has focused

his practice almost exclusively on litigation. He is admitted to

the practice of law in both New Jersey and New York. He is also

admitted to, and has handled matters before, the United States

District Court for the Districts of New Jersey and the Southern

District of New York, the United States Court of Appeals for the

Third Circuit and the United States Supreme Court.

Bob’s practice includes the prosecution of professional

liability claims (primarily legal malpractice), commercial

litigation and insurance coverage litigation. He is frequently

called upon to serve as an expert in cases involving legal

malpractice. In addition to this, over the course of his career,

he has had significant experience in real estate, estate

litigation and personal injury matters.

Bob is a member of the New Jersey and Morris County Bar

Associations. In 2007, he served as the President of the Morris

County Bar Association. In 2005, he held the same position in

2

the Morris County Bar Foundation, the charitable arm of the MCBA.

He has served by appointment of the New Jersey Supreme Court as a

member of the District X Ethics Committee and, in 2008, as the

first Chair of District XB. He has also served on the Board of

Trustees of Northwest Jersey Legal Services and is a current

member of the Morris and Sussex Vicinage Minority Concerns

Committee. He is a member of the NJSBA Solo and Small Firm

Section and the ad hoc Committee on Malpractice Insurance. He is

a past Chair and current member of the MCBA Civil Practice

Committee. In 2011 he was recognized as the Professional Lawyer

of the Year for Morris County by the New Jersey Commission on

Professionalism in the Law.

Kimberly Alford Rice – Principal

For over two decades, Kimberly Alford Rice has been providing strategic marketing and business development services to help lawyers generate greater revenue with higher quality

clients.

Through strategic marketing planning and focused business development skills training and coaching programs, Kimberly collaborates with law firms and individual lawyers to guide and assist them in building, growing, and sustaining a healthy client base. One of her particular strengths is educating lawyers on the practicalities of how to exceed clients’ expectations and increase revenues.

For over 18 years, Kimberly served on and for senior management teams with several corporate law firms in the metro Philadelphia area where she led firm-wide strategic marketing programs to effectuate positive change with

in the firm as well as to drive a positive culture change to illuminate the marketing imperative as a growing business model.

Sometimes serving as a virtual marketing director, Kimberly has built comprehensive, integrated communication programs to produce measurable response and results for her professional services clients.

She effectively works with all levels of an organization to bring an institutional awareness and understanding of strategic business development, marketing, and client service principals to enhance the efficacy of a firm’s operations, increase clients’ satisfaction, and generate greater revenue.

Bringing decades of experience as a legal marketer, strategist, organizational development specialist, project manager, and entrepreneur to bear on behalf of her clients, Kimberly provides practical solutions for lawyers’ most challenging business development issues.

Among her professional activities, Kimberly serves as Editor-in-Chief of ALM’s national Marketing the Law Firm monthly publication; is a member of the international Legal Marketing Association and serves on the Board of Directors of its Metro Philadelphia chapter.

She is a member of the ABA and its Law Practice Management Section as well as the Delaware Valley Law Firm Marketing Group.

In addition, Kimberly is a member of the Philadelphia Bar Association (Law Practice Management Section) and is former Chair of Camden County Bar Association’s Law Practice Management Committee. In other business activities, Kimberly is a member of the Camden County Regional Chamber of Commerce and eWomen Network.

She is a frequent author and speaker to business, legal and community groups on a wide array of professional services marketing-related topics. In her “off” hours, Kimberly enjoys traveling, gardening, cooking and spending time with her family and their furry felines.

About Today’s Practice — Mindful marketing and business development strategies for 21st century lawyers and law firms.

We understand that while it is essential for practitioners to always deliver top notch legal representation, in this world of increased automation and heightened scrutiny of legal fees, the development of a comprehensive marketing and business development strategy is paramount to a firm’s success.

We enjoy working with lawyers to create strategies to help differentiate their practices from their competitors so they can expand their business. Our method is to work closely with you so we can learn about your individual and your firms’ strengths (and weaknesses) and goals. We will work together to devise custom programs that are effective and realistic and won’t be forgotten in six months or six years.

Today’s Practice Consulting is led by Deborah Tesser, a professional with over 20 years’ as a practicing transactional attorney, legal recruiter and marketing strategist. As a business lawyer, with an internationally recognized law firm, Deb represented institutional lenders and companies in a wide variety of real estate, debt and equity financing transactions. That deep knowledge of firm culture and dynamics served her well as a legal recruiter working with associates, partners and corporate counsel to assist them in fulfilling their hiring needs or procuring a new position.

More recently, Deb was a partner with a boutique marketing firm that provided business advisory services, project management, marketing strategies and compelling content for independent businesses and professional services firms and a senior consultant with a niche legal consulting firm focusing on business development and marketing strategies for internationally recognized intellectual property law firms. Deb now brings this depth of experience and practical knowledge of the business of law to Today’s Practice.