spotlight: Lora Krsulich

stage supports business development from behind the scenes to guide lawyers to help their clients shine.

today's spotlight features Lora Krsulich (Litigation Associate Susman Godfrey LLP). Lora's energetic and empathetic approach shines through in her legal work and with her clients.

we are ecstatic to share Lora's spotlight today.

podcast: megan senese + powerhouse women show

Aliza Freud and SheSpeaks Inc. created a platform with The Powerhouse Women Show for women to talk and share their stories in an authentic way.

Authentic storytelling is a core pillar of how stage works to support our lawyers and legal marketing departments who want to show up differently.

leveraging existing clients for revenue growth

Acquiring new clients is a challenge; the time and investment can be significant.

But here's a game-changer: instead of constantly seeking new business opportunities, why not tap into the goldmine already in your client base?

Start by engaging with your existing clients to discover how you can provide more value. Ask them what challenges they are currently facing or what additional support they might need.

By initiating these open-ended questions, you not only strengthen your existing relationships but uncover your clients' core needs, demonstrating that you care.

Investing in your current clients isn't just about retention; it's about driving growth through understanding and meeting their evolving needs.

read more here

podcast: kathleen hilton + wonder women

remaining open to others in sales and #businessdevelopment is a powerful and essential trait that can make a significant difference in building strong relationships and trust and ultimately driving successful outcomes.

when you are open and genuine with your clients, that builds #trust. when people feel that you are transparent and honest, they are more likely to feel comfortable doing business with you. (how to hack: prioritize those with whom you find an #authentic connection. deprioritize relationships that feel like work.)

being open means actively listening to your client's needs, concerns, and feedback. by truly understanding the client's requirements, you can tailor your approach to meet their specific needs, increasing the chances of closing a deal. (how to hack: embrace the 80/20 rule, avoid anticipatory listening -- especially tough for #lawyers who are trained to problem solve - but do-able!)

being open allows you to connect with your customers on a deeper level. when you show #empathy and understanding, that fosters a sense of connection and rapport. this emotional connection can set you apart from competitors and make customers more inclined to choose you over others. (how to hack: adopt a go-giver mindset; what can you give or share with this person that will help them?)

listen here

Megan Senese + Jennifer Ramsey collaborates with Nexl

Co-founders + principals of stage, Jennifer Ramsey and Megan Senese, joined Nexl’s Chief Growth Officer Ben Chiriboga during Nexl’s OneFirm webinar showcasing the transformative potential of collaboration within law firms.

They discussed the power of collaboration and t and tools necessary to enhance client retention and success in law firms. 

spotlight: Patrick Cusick

every week stage spotlights #lawyers and #legalmarketing professionals as the main characters.

today's spotlight is on Patrick Cusick (Director, Law Firm Services Armanino LLP). Patrick is kind, curious, and wonderful at networking.

we are delighted to share Patrick's spotlight.

Megan Senese authors article in Law360: Perfecting Outreach Cadence Between Lawyers And Clients

Megan Senese authored a Law360 article describing the obstacles that get in the way of creating a regular communication cadence with clients and prospects.

Billable work, mentorship, and myriad other obligations get in the way of creating a regular communication cadence with clients and prospects. Perhaps three months have passed before a lawyer has had the space to reengage with their client.

Once the lawyer is ready to reconnect, panic might set in. The lawyer may be trying to figure out how to reactivate a rapport, thinking about what excuse is needed to reach out, or simply what to say in outreach communication.

This lack of cadence is among the top concerns articulated by lawyers and marketing professionals. Too often, fear and uncertainty drive lawyers into the safety of stasis and silence — avoiding non-matter-centric communication. Let's break down the concerns.

• What do I say?

• It will take too much time.

• What if the client doesn't respond? Rejection!

• What if I am bothering them?

• I want to reach out, but I need to figure out where to start.

• What if I say something wrong?

• What if I have nothing impactful or insightful to say?

Here are some potential approaches to reaching out to a dormant relationship.

Connect With Empathy

The new equation to building business is relationships plus empathy. The view of business relationships between lawyers and their clients is evolving. Moving out of transactional modality and into personal relationships by being human, i.e., professional, personal and friendly, is one way to gain a competitive edge. One way to connect with empathy is to determine a contact's communication style and preferred way to receive information, from formal legal opinions to informal check-in notes. Leveraging this understanding will reduce uncertainty, since the lawyer will know for sure whether their client likes to receive client alerts or loves to be entertained. It is best practice to ask client contacts about their communication and information preferences and not make assumptions. While most general counsel appreciate receiving notes, invitations and industry-specific articles tailored to their needs, others might not. For example, a general counsel might only want to play golf with their outside firms, while another may favor involvement in their preferred charitable organization, and yet another might delight in having their family invited to activities. Clients want commercial advice Megan Senese from outside counsel, yet prefer different activities for relationship building.

Once the client's preferences are determined, a law firm marketing professional can collaborate and draft outreach templates as a starting point for lawyers to customize further. Using a template addresses the lack of time that lawyers often encounter as an obstacle for reaching out.

Tailoring the note demonstrates that one genuinely cares about the client's well-being and values the business relationship by creating a personal connection, remembering family members' names, sending a note or celebrating their successes.

Showing empathy and understanding fosters a sense of connection and a bond with that client. Forging the emotional connection will set the lawyer apart from competing law firms and make clients more inclined to choose that lawyer over others.

At this three-month inflection point, the outreach is about personally checking in with the client and demonstrating that the lawyer understands the challenges and demands the client may have faced during the past three months.

It is less about what the client can do for the lawyer and all about how the lawyer can help that client. It is about becoming a resource for people while also learning about them. When contacting a client, starting with a personal touch can be helpful.

The note could mention how long it has been since the last connection. It might share a personal anecdote, and invite the client to join the lawyer in an activity that the client enjoys. Alternatively, the note can be as simple as a friendly check-in on the person's wellbeing.

Consistency Is Key

After making the first reconnection outreach, consider a mindset shift toward building long-term relationships in each meeting and interaction instead of thinking there is only one opportunity for the deal or transaction.

An empathetic and systematic approach to building relationships reduces the pressure and stress around winning work. Create a streamlined schedule or simple chart at the onset for reaching out to contacts. Initially, this might look like setting up calendar reminders to reach out to specific contacts or setting up news alerts to track clients' company news. Many relationship management systems can also aid with automating but also pay attention to the power of a handwritten note and the human touch. As each relationship builds, outreach and communication will become more organic and free-flowing. Maintaining a consistent communication cadence is crucial to building solid client relationships.

After the initial outreach, following up and continuing to communicate with compassion is essential. When clients are shown that their business is truly valued by their lawyer and that their success is a top priority, a stronger and more meaningful connection is established and can lead to greater loyalty and long-term partnerships. A communication breakdown can occur when follow-up plans are not meaningful or tailored, resulting in dormant and stale relationships.

Staying in touch and providing relevant updates is meaningful to build trust and ensure clients feel supported throughout their customer journey. Demonstrating a deep investment in clients as individuals can reduce the risk of them choosing a competitor for important matters.

Actively Listen

Lawyers should arrive at client conversations prepared and informed about the contact, the client's activities, and their industry's opportunities and challenges. Preparation enables the lawyer to ask informed questions. Listen when reconnecting with the client, prospect or contact.

Be curious, open and engaged. Asking "How might I help?" is a beautifully open-ended and empathetic question. Then listen and immerse in the conversation. Avoid predictive listening — meaning do not jump to solutions or problem-solving on the spot in response to what the person is sharing.

Be Authentic

Tell stories to connect and establish an understanding, credibility, and trust with your clients. Show the value you can bring to the people you interact with daily. Authenticity draws people in as we emerge from pandemic life and search for something real. How to be authentic is the parallel question. Not necessarily because people do not know how to be themselves but because they have been trained to be professional, typically a specific professional archetype. Often, how people define the term professional does not equal authenticity, but that is now changing to allow space for clients and lawyers to be themselves.

The lawyer can rebuild and strengthen their client relationship by employing empathy in reconnection. When demonstrating empathy toward a client, the lawyer shows the client they are valued and that there is a commitment to their success and well-being.

Click here to read on Law360.com

Reproduced with permission. Published August 30. Copyright 2023 Law360

off the mat. on-demand: guided breathing for lawyers and legal marketing professionals

Activate the Power of Your Breath: Virtual Breathwork by Jennifer. Life is increasingly frenetic.

Do you find yourself holding your breath during intense moments?

Do you notice that your breath often feels shallow? Do you struggle to catch your breath as you go about your day?

When was the last time you took a deep, deliberate inhale and an equally deep, deliberate exhale?

When was the last time you slowed down and took several deep breaths in a row?

This 30-minute practice will equip you with essential techniques to reconnect with your breath, fostering a sense of calm and vitality that can be applied "off the mat.” stage co-founder and certified yoga instructor Jennifer Ramsey will guide us through focused breathwork. Show up wherever you are. No yoga experience is required. Attendees will be off-camera.

Register on-demand here

gratitude for 6-month anniversary

monday August 7, 2023…more than just another monday for stage. today marks 6 months in business for our woman-owned start-up. thus we write with gratitude. 

while cognizant a 6-month milestone is not a best screenplay Oscar win for stage we thought a 3x3x3 was merited.

3 areas where we knocked it out of the park:
-kept our focus on implementing a relationship-centered approach to growth
-continuous support of women and minority-owned businesses, collectives and individuals
-maintained a go-giver mentality and led with humor…as appropriate

3 areas where we achieved status quo:
-incorporated as an S Corp [not as easy as it may sound….whew!]
-met our milestone revenue goal for 2023 in june
-met our participant goal for corduroy, our proprietary BD coaching services for those on parental leave

3 areas where continuous improvement will be necessary:
-moving from a heavily matrixed enterprise to equal ownership in a start-up is complex, we are a work-in-progress!
-balance - one of the drivers behind stage's launch was a shared wish for autonomy and balance. balance is elusive. another evergreen journey.
-culture and a clear value proposition - here we struggle with what NOT to do versus what we embrace. channeling less is more and the power of no.

our gratitude encompasses the LinkedIn community. in large part, people are kind and generous. we can trace 2 clients (a law firm and a Big Law partner) to LinkedIn - which is fantastic ROI.