28 Experts. Hundreds of Tips. The Complete Business Development Toolkit


CMO Playbook

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.

Call To OrderThis 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.

Faculty & Topics

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

Call For Pricing

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

Call For Pricing

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