Supercharging Your Practice: Improving your firm’s bottom line performance A Law Practice Management Master Class “not to be missed” A faculty of experts in law firm strategy and management, human resources, business development and marketing have created a “not to be missed” event for firms of all sizes. The emphasis is on practical ways to help improve bottom line performance. In this fast-paced and interactive program, you will gain a strong understanding of how the levers of profitability: productivity, leverage, profit margin, realisation and billing rates, influence profitability. In these dynamic market conditions, you will also hear about the emerging business models that are challenging traditional law firm models. While we all understand that people are our biggest asset, it’s easier said than done to manage people in ways that lead to sustained high performance. In this Master Class, you will gain a solid understanding of the link between investing in people and improving profitability starting with valuable lessons on how to recruit and keep the right people to help your firm deliver better bottom line performance. Finding and keeping the right type of people is aligned to finding and keeping the right type of clients. A clear case will be made for aligning your marketing and business development to match your business strategy and profit objectives, and how to go about doing that. Throughout the Master Class, practical case studies will be used and plenty of time is allowed for discussion, applying the principles and sharing experiences. The Master Class culminates in a Q&A session where everything is on the table for discussion. If you have trouble finding time to work on your firm, instead of in it, then make the time to attend this Master Class because it will provoke the type of thinking and discussion that we all need to help take our firms to the next level. Who should attend Managing Partners, Partners, Practice Managers, Marketing Managers, Human Resources Managers, and Finance Managers Presented by The Law Council of Australia and the ACT Law Society. Details When: Tuesday, 11 November 2014 Where: ANU Commons Function Centre, Rimmer St., Canberra, ACT, 2601 Cost: $495 per person or $2095 for a table of 5 Program Time 9:00—9:15 Session Introduction and welcome Presenter Martin Hockridge, President, ACT Law Society Strategy and the profitability model 9:15—10:30 10:30—11:00 •Strategy and profitability •Profit and loss statement and managing cash flow •The profitability model •Enhancing the levers of productivity, leverage, profit margin, realisation and billing rate •The new law firm paradigm and emerging business model •Case study — calculating the profit drivers Paul Malliate — CEO, PSS Global Pty Ltd, Former Managing Partner, Baker & McKenzie Morning tea Investing in people = profit 11:00—12:15 12:15—1:15 •Effective recruitment to build/maintain leverage •Managing lawyer productivity in good times and during a downturn •Building a continuous feedback culture •Developing and retaining talent for bottom line performance Lisa Donohoe — Principal, HR Fundamentals Lunch Targeted marketing and business development 1:15—2:30 •Where marketing fits into your business strategy and profitability goals •The difference between marketing and business development •Aligning marketing and business development to find and keep profitable clients •Understanding how the 4Ps of marketing work in your firm •The impact of impeccable client service on client loyalty and advocacy •Case study — Profitable marketing in action 2:30—3:30 Workshop on using the profit model to develop strategy 3:30—4:00 Afternoon tea 4:00—4:45 Bringing it all together — Q&A Trish Carroll — Principal, Galt Advisory Panel Discussion Tanya Berlis — 4:45—4:50 Closing comments Practice Manager, Meyer Vandenberg Lawyers Speakers Paul Malliate, CEO, PSS Global Pty Ltd Paul Malliate is a qualified lawyer and accountant (FCPA), and he also holds an MBA with a major in international business. He has almost 35 years of business experience including 25 years leading and managing law firms. He started his law firm career at Freehills (now HSF) prior to moving to Baker and McKenzie, where he was appointed National Managing Partner for Australia and subsequently took on the role of Regional Executive Officer for Asia Pacific. He retired from Bakers in January 2011 and currently operates his own management consultancy practice. Paul is an Executive member of the Law Council’s Legal Practice Section and also the founding Chair of LAWASIA’s Law Management Section and the current Chair of the Law Council’s Law Management Group. Lisa Donohoe, Principal, HR Fundamentals Lisa has accumulated a wealth of HR experience working in the corporate sector and legal services over the past 18 years. Her experience covers a range of industries including high profile brands such as Commonwealth Bank, Morgan & Banks and Virgin Mobile Australia. Working with small to medium businesses on general HR practice and advice, Lisa focuses on solutions that are pragmatic and easy to implement. Her particular interests are in leadership skills and communication, performance review and development, employee engagement and retention. Current clients come from legal, publishing and IT industries. Lisa has previously presented to legal industry associations, leadership teams and partnerships. Trish Carroll, Principal, Galt Advisory Trish is a professional services marketing specialist. She led the marketing and business development activities of Minter Ellison Lawyers for ten years to 2003 and played a key role in changing the composition of Minter Ellison’s client base and enhancing the firm’s market reputation. Since establishing her own advisory firm in 2004 Trish has developed a small and loyal client base of niche, national and global law and business advisory firms. She writes a regular marketing column in the Law Council’s Australasian Law Management Journal (an e-journal drawn from the Law Management Hub) and is a member of the teaching faculty of the College of Law’s Centre for Best Legal Practice (NSW) and frequently presents at Australian and international conferences. Supercharging your Practice Registration Form and Tax Invoice ACT Law Society ABN: 60 181 327 029 Name: Firm/Organisation: Position: Address: City: State: Postcode: DX (if applicable): Tel: Fax: Email: Registration fee (inclusive of GST): A discount of $100 is offered for multiple registrations from the same firm. $495 per person $2095 for a table of 5 Click here to Register Online! Return this form to: Nicole Karman ACT Law Society GPO Box 1562 Canberra ACT 2601 DX 5623 Canberra Tel: (02) 62475700 Fax: (02) 6247 3754 Email: [email protected] Website: www.actlawsociety.asn.au Enquiries to: Tanya Berlis Meyer Vandenberg Lawyers Tel: (02) 6279 4436 Email: [email protected] Privacy Policy The ACT Law Society’s and the Law Council of Australia’s Privacy Policy can be accessed online. Terms & Conditions Fees are payable upon registration. ‘Registration’ means a booking given to the Society in writing. A 2% surcharge will be incurred on credit card payments. Please note that all cancellations will incur a fee. 50% of the total cost will be retained by the Society as a cancellation fee for cancellations made within 1 working day of a CPD event or after the RSVP date of a social event. The balance may be used as a credit towards other events or be refunded. Outside of this cancellation period a $10 administration fee will be incurred for any cancellation made (no charge will be incurred for substituting another person). The Society has the right to cancel or alter events at its discretion. In such circumstances attendees will be notified via email. If a registered attendee does not attend without notice, there will be no credit or refund offered and 100% of the total cost will be retained by the Society. Mandatory CPD If this particular educational activity is relevant to your immediate or long term needs in relation to your professional development and practice of the law, then you should claim one ‘unit’ for each hour of attendance, refreshment breaks not included.