Barbara Abulafia Email & Phone Number

San Francisco, Ca, Us

San Francisco, California, United States

Created and direct individual and group partner coaching programs, as well as the lateral partner integration program. The year-long programs help partners build their ideal practice through a combination of strategic planning, brand development, enhanced sales skills, cross-selling, connection to firm clients and key initiatives, as well as organizational and motivational support. Coach approximately 35 partners across all practices and locations, and mentor internal team of coaches who work with an additional group of 15-20 lawyers. Deliver approximately 25 presentations each year on topics such as strategic bus dev planning, developing a growth mindset, building trust across practices and offices, most effective bus dev techniques, navigating difficult conversations, energy and time management.

San Francisco Bay Area

Developed and executed business development plans for the litigation and intellectual property business units. The groups include more than 500 attorneys throughout the U.S., Europe and Asia.Developed strategic and practical business development plans for individual partners annually, provided ongoing support to help partners adjust and execute their plans. Created a firmwide cross-selling program for the firm’s Fortune 100 clients, which systematically identified actionable business development opportunities for the corporate and litigation practice groups. Ran 4 firmwide client teams for high-priority relationships, helped relationship partners identify and capitalize on areas of potential growth. Collaborated with various partners to develop a series of innovative product offerings to address Covid-19-related priorities, such as the need to reorganize supply chains, prepare for and manage a long-term remote workforce, and develop new revenue streams. Led support for RFPs and high-priority pitches, including articulating concise value propositions and strategy, team composition, rehearsals, and post-pitch feedback. Coached 20 partners to accelerate and streamline client acquisition. Provided guidance on pipeline development, opportunity assessment, competitive analysis and value proposition.Led regular training presentations for attorneys and marketing staff, ranging from 20-450 participants. Topics included Perfecting Your Pitch, How to Turn Contacts into Clients, Developing Your Personal Brand, and Understanding Your Client’s Business. Managed a high-performing team of six. Ensured team exceeded attorney and cross-functional department demands, facilitated individual and team innovation, supported career growth.

San Francisco Bay Area

Designed and implemented business develop strategy for international IP practice.Launched and maintained a partner coaching program. Collaborated with the sales team to expand IP relationships with the firm's top clients. Created an online sales library to enable faster and more tailored pitches. Created unique cross-practice events such as a VIP forum on the future of tech with industry luminaries, and a charitable fashion show featuring professional attire.

Collaborated with firm chairman, individual partners and external agencies to develop and execute integrated marketing campaigns. Advised firm chairman and executive committee on brand strategy and supporting elements, including content marketing, social media, digital and print collateral.Directed business development efforts for individual partners, client teams, practice and industry groups. Identified litigation trends, provided strategic guidance, prepared teams for pitch/RFP meetings, and provided encouragement throughout each initiative. Modernized pitch content and strategy; brought pitch win rate from 11% to 45% in one year. Conducted client feedback program; interviewed 70 general and senior in-house counsel. Reported on findings and ways to capitalize on responses at the annual partner retreat. Directed public relations campaigns. Responsible for strategy, press release content, crisis management and coordination with PR agency.

Worked with CMO to create and manage an elite client acquisition program for equity partners. Led a team of eight partner participants, assisted with individual marketing efforts and produced quarterly sales pipeline reports. Partnered with CMO and design team to create a new global brand. Managed the implementation of the print and electronic collateral, website, logo design and color palette. Collaborated with executive team, design team, and advertising agency to develop print and online elements of firm's first national advertising campaign.Created and implemented 75th anniversary campaign, including a website, video history project, media campaign, collateral, charitable giving program and VIP client events.