As a law firm client development strategist, I use the voice of the client to create and implement the metric driven business development and marketing programs. For Farella, I recently developed a firm-wide business development training program with two goals: action and culture change. To accomplish the goals, the program used intensive group training, one-on-one consulting, firm-wide programming and training / messaging within the political constituencies of the firm (e.g., practice groups, women’s group, and mentoring circles). In my account executive role, I am working closely with key client relationship partners, and in one case helped to increase revenue from less than $100,000 to more than $1 million in year one and exceeding $10 million today.I provide a value beyond pure experience as the lynch pin in most of Farella’s business development efforts. I am the information resource that generates cross selling opportunities and introductions, as well as integrates the efforts of attorneys to ensure that the client receives a team approach consistent with our brand promise. Leveraging proven tactics from inside and outside of the legal industry, I integrate into action-based programs a blend of traditional and electronic client touch points. This approach is founded in solid metrics and requires a deep understanding of law firm economics, practice-based value propositions, corporate marketing tactics and the voice of the client obtained through the client interview process.Specialties: Business development training, coaching and program design; account executive and sales management; strategic planning at the firm and practice group level; client interviews; marketing department management; finance and financial metrics; and communications (web, electronic, social).