Spill The Ink

Valerie A. Danner is the Senior Managing Editor of Legal Management magazine, which is the flagship publication of the Association of Legal Administrators. Legal Management is published 10 times a year and features scholarly articles targeting law firm managers and managing partners.  Valerie has served as an editor at several prestigious companies, including Krames StayWell, the Institute of Real Estate Management, and the American Massage Therapy Association. Across her positions, she has more than 20 years of experience in content creation, having worked in both digital and print media. In this episode: Legal media is oftentimes the separating factor between a respected and an unknown law firm. After all, even if you have the best lawyers, who will see them if they’re not being represented well? Legal media is far more than basic advertising and extends to the presentation of your firm’s brand. How you get your name out there, your approach to design and your online presence all make an impact on performance. So how do you do it right? Spill the Ink is starting a series of interviews all about legal media and how the experts handle it. They discuss the best ways to frame your firm without sacrificing what makes you unique. To start off the series, we listen to an editor who deals with legal media day in and day out. In this episode of the Spill the Ink podcast, Michelle Calcote King sits down with Valerie A. Danner, the Senior Managing Editor of Legal Management, to discuss legal media and how to pitch your firm. They go through the topics and interests of the publication before digging deep into what makes a great pitch and how to improve your media. Valerie also talks about the other content she reads to stay informed.

Jennifer Johnson is the Founder and CEO of Calibrate Legal, a consultancy that specializes in recruiting services and legal marketing. They work with diverse applicants to find their way in the legal industry and help law firms achieve the results they’re working towards. She has two decades of experience in her field, having spent six years at an Am Law 100 firm.  Over the years, Jennifer has served in multiple leadership roles, including Secretary of the International Board of Directors for the Legal Marketing Association and President of Young Executives for Success. She was named as a Global Top 100 Leader by LawDragon for Legal Strategy and Consulting. In this episode: Getting the right team for your law firm isn’t a luxury; it’s a necessity if your firm has any chance of standing out from the crowd. The experience and success of every member of your team, from intern to partner and everyone in between, is crucial. These important people are “revenue enablers,” the ones who make all of the revenue possible. So how do you find them? Networking is an integral component of working at a law firm, but that definition will need to expand to find the right people. Jennifer Johnson has spent much of her career in recruiting and legal marketing, learning firsthand the importance of investing in human capital. She’s built her company on this theory, and now, she shares those same ideas with you. Michelle Calcote King invites Jennifer Johnson, the Founder and CEO of Calibrate Legal, onto the Spill The Ink podcast to talk about revenue enablers and how to find them for your law firm. They discuss the current trends of the legal marketing world and how to stay on top of them. They then go into detail on what makes a revenue enabler, flexible work arrangements and why so many are leaving the legal industry.

Matt Handal is a specialist in contracts, helping firms of all kinds write winning contracts on projects ranging from $500,000 to $2 billion. In 2009, he started his own agency, Help Everybody Everyday, which offers both proposal services as well as instructional content. Concurrently, he continues to work as a Business Development Manager at Trauner Consulting Services, Inc., where he’s worked for more than 18 years. Matt is best known for his book Proposal Development Secrets, which shares his insight for proposal development. His background in marketing for industrial companies gives him a unique and thorough perspective that he uses in his contract work. In this episode: What makes a winning proposal? Many firms don’t have a solid answer for the question. While marketing and business are common fields with plenty of education, there’s little focus done on the writing of proposals. However, that small component is becoming more important by the day. For construction companies and law firms alike, creating a nuanced and favorable proposal can rake in incredible profits.  Matt Handal has dedicated his career to writing these proposals and teaching others how to do it. He’s submitted work in almost every state, and with 20 years of experience, he’s more than qualified to answer that initial question.  In this episode of the Spill the Ink! podcast, Michelle Calcote King interviews Matt Handal, the Founder of Help Everybody Everyday, to talk about the secrets behind writing a winning proposal. They start by discussing what most people miss and the small changes they can make to improve. Then they break down the details such as non-technical people writing technical proposals, the newest trends and using data to your advantage.

Perryn Olson is a renowned leader in both marketing strategy and business technology, serving as the Vice President of Marketing for REX.one. The company provides comprehensive engineering and construction solutions under a single umbrella. He has also worked for other businesses in the construction industry including The Brand Constructors and Hinge Marketing.  Perryn is a Certified Marketer through the Society for Marketing Professional Services (SMPS) and was the former President of the Louisiana division. His start came from a 14-year tenure at Design the Planet, starting as a design intern and climbing all the way into the role of Vice President. In this episode: What’s the best way to earn someone’s trust in the business world? From financial to creative limitations and everything in between, firms and agencies of all kinds are reliant on trust. Even acquiring a client in the first place is a difficult proposition of persuasion and commitment. While facts and figures are crucial, there’s no substitute for a personalized approach. This is the primary theory behind account-based marketing and how it targets high-value prospects with a more specialized process. If done right, the outcome can be far more profitable than a shotgun approach. So what does it look like in action? On this episode of the Spill the Ink! podcast, Michelle Calcote King talks with Perryn Olson, the VP of Marketing for REX.one, to hear about account-based marketing and how he uses it in his AEC firm. The two go through a plethora of topics, including niching your firm, the best content for ABM and which tools can help along the way. They also touch on the integration of business development and marketing and how to do it right. Stay tuned for more!

Marc Teer is the Founder and CEO of Black Spectacles and Spectacular. Black Spectacles is a business that offers online videos for architects including courses and tutorials. Their democratized approach to learning is designed for newcomers and established architects alike. He is a Member of The Economic Club of Chicago and the Entrepreneurs’ Organization.  Marc has learned what architects need to thrive through firsthand experience, working in architecture for Gensler and Legat Architects. He received his bachelor’s degree in architecture from the University of Illinois Urbana-Champaign and his master’s in architecture from Clemson University. In 2020, he was elevated to the College of Fellows of the American Institute of Architects. In this episode: Both architecture and law firms have more in common than you would think. They are both detail-oriented institutions, composed of entrepreneurial individuals and a sense of prestige. They also share the same needs in leadership and support that often get overlooked. Since these careers are so competitive and skill-based, any kind of advantage is needed. Marc Teer was an architect who saw the need for greater education, so he started Black Spectacles in 2010. The company provides resources to inspire and train architects outside of the conventional classroom. He has also started to lead the next generation of architects into the future with better technology and better leadership. So what does this look like in practice? Michelle Calcote King takes the time to interview Marc Teer, the Founder and CEO of Black Spectacles, to hear his thoughts on leadership and education in architecture. The two go over pertinent topics including diversity, connecting architects with firms and how to work as a fully remote company. They also discuss the work that Black Spectacles is doing and how it’s made an impact. Check out this episode of the Spill the Ink! podcast to hear the rest for yourself!

With a long and intensive career, Gerry Riskin has made his name in consultation for law firms. He is a Co-founding Partner at Edge International, serving clients around the globe for nearly 40 years. His specialties include leadership, governance and structure within law firms. He has served the Conference Board of Canada and is a Visiting Fellow for The College of Law in London among other universities. Gerry is also an author, writing books such as The Successful Lawyer, Herding Cats, beyond KNOWING and Creating the Marketing Mindset. In addition to his consulting, he also serves as a workshop leader and a prolific speaker. In this episode: Most law firms are deeply rooted in tradition and heritage. Unique from other industries, lawyers tend to be similarly minded in their approach to work. This has led to success for some while leaving the rest in the dust. As the world is changing quicker than ever, doing it the old-fashioned way may not work anymore. It might be time to rethink how your firm operates. This reevaluation requires a change of priorities, structure and mindset. The goal is to optimize your firm as much as possible, which means a lot of change. Few people know this more than Gerry Riskin, an internationally-known consultant with more than 30 years of experience in transforming law firms. He has firsthand knowledge to update your firm, and now he offers his insight to you. On this episode of the Spill the Ink! podcast, Michelle Calcote King interviews Gerry Riskin, a Co-founding Partner of Edge International, to hear his advice on optimizing law firms. They go over the common stumbling blocks in the age of remote work and how to adapt. They then go into detail on how to keep up with technology, alternative legal services and the benchmarks of a healthy culture. Stay tuned!

Ken Sky is an expert on virtual event production and is the primary producer and coach at Ken Sky Unlimited. He particularly specializes in Zoom meetings, transforming the mundane into engaging. He also works in seminars, conferences, ceremonies and all kinds of meetings. He is the Co-founder of a DIY executive coaching program. Until recently, Ken also worked at the YMCA-YWCA of Winnipeg as a Childcare Supervisor. In addition, he also worked as a technical trainer and RESP account administrator, where he picked up his computer and presentation skills. In this episode: Zoom calls have become an everyday routine for many of us. The technology has proved to be incredibly useful, but can frankly be rather dull. The loss of in-person connection along with increased distractions can make them difficult to sit through. As remote work continues to grow, there has been shockingly little innovation to the informal format. That’s why Ken Sky created a better way. Ken Sky started his own virtual event agency called Ken Sky Unlimited. He discovered that online meetings can be engaging, informative and surprisingly fresh. Using a combination of personal tricks and technology, he has created a far better experience for workplaces across the nation. Now he shares those same tricks with you. Michelle Calcote King talks with Ken Sky of Ken Sky Unlimited to hear how he makes the most of Zoom calls and other virtual events. He goes into detail on his process, how he utilizes his background in magic and keeps participants engaged. He then dives deeper into tips for online presentation and where remote events are heading in the future. Hear it all on this episode of the Spill the Ink! podcast!

David Freeman is an expert in law firm leadership, currently serving as a consultant for both individual lawyers and law firms through the David Freeman Consulting Group. He specifically works with law firms on their leadership, business development and client service. He has also started focusing on remote work consultation in the wake of COVID-19.  David is also the Founder of Law Firm CultureShift which was started to work with leadership teams and improve culture at law firms. He is an established two-time best-selling author who has written on each of his specializations. David has been inducted into the National Law Journal Hall of Fame for being voted the #1 business development consultant and coach for three consecutive years. In this episode: There’s a lot that goes into a successful law firm, and now we add another component to that list: business development. While marketing is crucial and the quality of your work is essential, business development can often get overlooked. Law firms still function as a business and require strategic growth and optimization to be profitable. Especially in light of COVID-19, many law firms have lost the finer details on how to treat clients and improve their services. This relates to every step of the process, but particularly the culture your law firm has cultivated. It can be hard for some lawyers to see this without outside help. Luckily, that’s where David Freeman comes in. In this episode of the Spill the Ink! podcast, Michelle Calcote King interviews consultant David Freeman to hear his thoughts on business development for lawyers and law firms. The two touch on topics of cross-selling, improving your leadership and excelling in the virtual age. They also talk about the culture of your law firm and how to transform it from the ground up. Stay tuned to hear it all for yourself!

Elise Holtzman is a trusted attorney and a certified coach. She is best known as the President and Founder of The Lawyer’s Edge — a boutique firm that provides guidance and resources to both attorneys and organizations. She has been coaching and consulting lawyers for over 13 years, drawing from her own experience in law. Elise is also the host of The Lawyer’s Edge Podcast, where she interviews successful attorneys, legal marketing specialists, business leaders and authors. Elise has worked for multiple law firms, including Morgan, Lewis & Bockius as well as Fried Frank. She has worked extensively in commercial real estate as a lawyer. Her degree is from Columbia Law School where she also worked as an editor of the Columbia Law Review. In this episode: Lawyers are a highly specialized workforce. Thousands of hours are put into knowing the law and how to survive in a difficult industry. Experience and hard work remain the consistent keys to success. Many lawyers have these but their law firm continues to struggle. So what’s holding them back? While there could be a myriad of factors, one of the most common is business development. At the end of the day, law firms are businesses, subject to the same needs and obstacles that come with the territory. It’s easy to ignore the development of your firm until it’s too late, having to play catch-up with the other firms around you. There needs to be a greater emphasis on business development, and that’s exactly what Elise Holtzman specializes in. In this episode of the Spill the Ink! podcast, Michelle Calcote King speaks with Elise Holtzman of The Lawyer’s Edge to hear her thoughts on business development for law firms. The two go over some of the common pitfalls and the three pillars to focus on to avoid them. They also dive into topics like marketing, setting new goals and women in the legal industry. Stay tuned to hear it all for yourself!

Bill Coletti is a global crisis strategist, a C-suite advisor and a reputation management specialist. He is the CEO of Kith Crisis Management, which works with businesses to improve crisis communication and manage public perception. He has more than 25 years of experience working with global corporations such as Target, AT&T and American Airlines.  Prior to Kith, Bill served as the Executive Vice President of Hill+Knowlton Strategies and as a Senior Strategist at Public Strategies. He worked as an executive director and political campaigner before finding his niche in crisis management and strategy. In this episode: How would your law firm deal with a crisis? It’s all too easy to assume your firm would excel, but you never know until you are put into that situation. Many companies fail to truly recover as their hidden weaknesses and blind spots are revealed. Especially in the age of social media, it is more important than ever to have a strong strategy against crisis. That’s where Kith Crisis Management comes in. Kith is led by Bill Coletti, a reputation strategist and crisis manager who has worked with some of the largest companies in the world. With a background in political campaigning, he learned firsthand the importance of having a strong game plan. He and his staff work with law firms and businesses to prepare them for crisis before it’s too late. So how prepared is your firm? Michelle Calcote King talks with Bill Coletti, the CEO of Kith Crisis Management, to learn how law firms can survive crisis situations. The two discuss how to prepare for a crisis, the important steps of dealing with one and how to recover afterward. They then break down Kith’s process, including simulations and handling social media. Find out the rest by listening to this episode of the Spill the Ink! podcast.