Appendix A Biographies of Contributors

• Library: Building Rainmakers: The Definitive Guide to Business Development for Lawyers (ABA) (2016 Ed.)

Appendix A Biographies of Contributors

David Ackert, MA, is President and Founder of The Ackert Advisory business development firm, a company that helps lawyers, accountants, and advisors grow their books of business through coaching, training, and e-learning. Business Development Mentor to service professionals and executives since 1997. Founder of Practice Boomers, a business development e-learning program for law firms and winner of two LMA Your Honor Awards. (See www.PracticeBoomers.com for testimonials and results.) Founder of Practice Pipeline, an online platform for client prospecting. Founder of The Business Development Symposium, an online forum that brings together lawyers with thought-leaders in legal marketing and client development. Former Chief Marketing Officer for Libertas Law. Written for and contributed to dozens of articles in publications including the LA Times, The National Review, The Daily Journal, Voice America, Attorney at Work, the Los Angeles Business Journal, and quoted in several trade publications and business books. Participated on numerous panels and lectured in seminars on business development, effective communication, and time management techniques. Public speaker (visit http://bit.ly/e8H7m9 for upcoming engagements). Guest lecturer at UCLA School of Law, USC's Marshall School of Business and Carnegie Mellon University. Former instructor at UCLA Extension on strategic planning and business development for professional services.

Karen KH Bell, LLB, is the national Senior Director, Professional & Client Education at McCarthy Tétrault LLP. Karen is responsible for developing and delivering a broadly based Capabilities Curriculum under the platform McCarthy Tétrault Advance™. This includes education programming for clients. A lawyer for over 30 years, Karen has worked with law firms and legal departments to drive productivity and growth by focusing on efficiency and client service, building resilience to risk and developing business strategically. She practiced as a business litigator for 20 years and then assumed a variety of practice advisory roles: as external Risk Management Counsel to LAWPRO where she created practicePRO®, a risk and change management program; as a partner at a large national firm leading the development and implementation of a multi-faceted knowledge strategy; and as a consultant advising law firms and legal departments on practice efficiency, resilience to risk and business development. Karen has been active in the legal community throughout her career - pioneering new approaches to practice, educating about professional responsibility and risk management; presenting to legal organizations across the country and internationally; and writing for legal publications including LAWPRO Magazine, The Lawyers' Weekly and Canadian Lawyer.

Steven Bell, BA, is the Chief Sales & Marketing Officer for Womble Carlyle Sandridge & Rice LLP's global sales and marketing operations working out of their of Washington DC office. Womble Carlyle is a global firm with over 550 lawyers in 14 offices, US and Worldwide. Steve currently serves as Regional Vice Chair of Marketing - Americas for Lex Mundi, the world's leading association of independent law firms. Steve's publications, presentations and co-presentations include: Big Data for Legal Marketers -Doing the Right Things and Doing Things Right for Bigger ROI, 8 No-Fuss No-Muss Steps to Sales Nirvana, From Sherpa to Guide—Driving Revenue through Sales Coaching, A Small Law Department's Guide to Working Effectively with Your Outside Counsel, A Day in the Life of a Law Firm Salesman, Use of 'Sales' Pipelines and 'Sales' Models in Law Firms - What Works, What Doesn't, How Leading Law Firm Marketers Are Positioning Their Firms and People to Succeed, FirmReady to Co-Brand, Social Media and Lex Mundi Lawyers: Why and How this New Communications Medium Affects Your Practice, Crystal Balls and Hockey Pucks, Increasing Your Social Media Intelligence, and Point/Counterpoint—Client Teams Suck/Client Teams Rock! Follow Steven Bell on Twitter at @SteveMBell and at his New Legal Normal blog.

Jeff Berardi, MBA, is the Chief Marketing Officer (CMO) for the global law firm K&L Gates. As CMO, Jeff leads marketing and business development efforts for the firm's nearly 50 offices located across five continents. Within this role, he maintains primary responsibility for the various function areas in the department, including strategic planning, regional and practice-based business development, PR/media relations, creative direction, and digital communications. K&L Gates has been recognized among the top law firm brands in the world by several leading market research surveys, including Acritas and BTI Consulting Group. In 2014, BTI noted K&L Gates in its prestigious "BTI Brand Elite" ranking, naming the firm as one of just a few "Best Brand Builder" firms that exhibited "an outstanding upward trajectory" in their brands. The firm was also ranked in 2014 for a third consecutive year in the elite "BTI Client Service 30" ranking. Jeff currently serves as a Seven Generations Board Member for the international nonprofit organization City Year, a Governing Body member of the CMO Collective (NY Chapter), and he is a past member of the Global Editorial Advisory board for Managing Partner Magazine.

Larry Bodine, JD, is the Editor-in-Chief of Lawyers.com, a service of LexisNexis that publishes legal news for consumers, directing editorial operations across the site. Bodine worked previously as a law firm marketing consultant, Attorney at law, and columnist. Prior to his work at Lawyers, com, Bodine spent 11 years as a business development advisor who advised more than 250 law firms and other businesses on attracting new customers and generating revenue. He has advised businesses from a 3,000-lawyer global law firm to a one-person website startup. A former litigator, Bodine also served as an expert witness in litigation involving Internet marketing disputes and launched several online ventures that share information about law firm marketing. Bodine began his career in journalism as a news reporter for the New York Daily News, The Star-Ledger, and Paterson News from 1972 to 1978 and then worked as an assistant editor at the National Law Journal from 1978 to 1981. Bodine also served as editor and publisher of the American Bar Association Journal from 1982 to 1989 and then Lawyers USA from 1989 to 1991. In 2003 Bodine received the "Edge Award" for his writing in the American Bar Association's Law Practice Management magazine. Bodine was called "the best known marketing and website consultant to the legal profession" by Immigration Daily.

David Boies, JD, is Chairman of Boies, Schiller & Flexner LLP, a law firm with offices in New York, Washington D.C., California, Florida, Nevada, and New Hampshire. Mr. Boies has been selected as one of the 100 Most Influential People in the World by Time Magazine (2010). He has been named Global International Litigator of the Year by Who's Who Legal an unprecedented seven times, including 2013. Mr. Boies is the recipient of Honorary Doctor of Laws from New York Law School (2007), University of New Hampshire School of Law (2013), and New York University (2013). Mr. Boies served as Chief Counsel and Staff Director of the United States Senate Antitrust Subcommittee in 1978 and Chief Counsel and Staff Director of the United States Senate Judiciary Committee in 1979. In 1991-1993, Mr. Boies was counsel to the Federal Deposit Insurance Corporation, recovering $1.2 billion from companies who sold junk bonds to failed savings and loan associations. Mr. Boies also served as the lead counsel for former Vice-President Al Gore in connection with litigation relating to the 2000 election Florida vote count. As co-lead counsel for the plaintiffs in Perry v. Brown, he won judgments establishing the constitutional right to marry for gay and lesbian citizens in California.

Dave Bruns, MS, is the Director of Client Services at Farella Braun + Martel. Dave creates and implements the business development and marketing programs for the firm, its practice groups and individual attorneys. Dave 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. He is the lynch pin in most of Farella's business development efforts. From strategic cross selling to new client development, Dave leverages proven tactics from inside and outside of the legal industry into action-based activities that blend traditional and electronic client touch points. His 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.

Allen Chichester, MBA, is the chief marketing officer at Barnes & Thornburg LLP. Reporting to the executive director, Mr. Chichester is responsible for marketing, communications and business development. He joined the firm in 2009. Prior to joining Barnes & Thornburg, Mr. Chichester held various leadership positions in advertising, marketing and business development for the past 25 years. These include chairman and chief executive officer of North Asia for Leo Burnett International, chief marketing officer for DLA Piper US LLP, and owner and principal of Chichester Consulting LLC. Mr. Chichester is past chairman of the Association of Accredited Advertising Agencies in Hong Kong, a member of the Legal Marketing Association, and has been appointed as a Commissioner for the Architectural Review Committee for the town of Bannockburn, IL. He is currently on the board of the Midwest LMA. Mr. Chichester received a B.A. in multi-disciplinary social science as well...