Managing law and accounting firm clients over the long term requires a working knowledge of the financial basis of marketing decisions: what, specifically, keeps clients loyal, evoking new matters and referrals, both directly related to profitability, and new business development; how firms can attract more business by setting themselves apart; which marketing actions provide the highest return on investment so they can improve their own and their clients’ profit and loss statements, specifically, eliminating non-productive marketing expenses and boosting margins on revenues. Attendees will learn how to increase pricing acceptance through the negotiation of fees using economic value analysis so that revenues and gross margins improve for current and prospective clients. The ethics portion will cover the application of the Rules of Professional Conduct.
SPEAKERS
• Carol Johnston, Esq., Administrative Office of the Courts, Secretary to the Advisory Committee on Professional Ethics, the Committee on Attorney Advertising, and the Committee on the Unauthorized Practice of Law. She also answers the attorney ethics research assistance hotline.
• Christine Filip, Esq., President, Business Development Partners, Co-Chair NJSBA Law Office Management Committee
• Sally Glick, MBA, Principal and Chief Growth Strategist, Sobel & Co. LLC
CLE Credits:
NJ CLE: 1.2 ethics credit
NJ CLE: 1.2 general credits
NY CLE: (Transitional and Non-transitional) 1.0 ethics credit
NY CLE: (Transitional and Non-transitional) 1.0 professional practice credit
PA CLE: 1.0 ethics credit pending
PA CLE: 1.0 substantive credit pending ($8.00 check payable to NJICLE)
CPE: 1.0 professional ethics and 1.0 management advisory services credits