Law Practice Management

36th Annual National CLE & Ski Conference

January 2-6, 2019

The Westin Snowmass Resort, 100 Elbert Lane, Snowmass Village, CO


Program Agenda: Law Practice Management Program Agenda


Program Chair:


Christopher T. Anderson, President and COO, How to MANAGE a Small Law Firm, Athens, GA


This program or parts of this program have been approved in the past for MCLE accreditation, including in Colorado, Florida, Indiana and Texas. CBA-CLE will be happy to provide information, upon request, for purposes of program attendees seeking MCLE accreditation in particular states. CBA-CLE is not applying for MCLE Accreditation in any state for the Law Practice Management program. Attendees of the Law Practice Management program may apply on their own to any state or states for accreditation. Please be aware that each state has its own rules and regulations, including its definition of “CLE.”  Attorneys seeking to obtain MCLE credit in some states are required to pay state accreditation fees directly to the state.


Wednesday, January 2, 2019


3:00 – 7:00 p.m.



4:30 – 5:30 p.m.

Making Your Law Firm BUSINESS Work for You

Most attorneys start a law firm with little or no education or training on how to build a small business.  So, they do what comes naturally.  They build a practice, and focus on doing quality work for their clients, and being the best, most professional lawyer they can be.  Months and years go by, and these same lawyers find themselves trapped in a job they created for themselves, working harder than they ever thought they would have to, with less financial security than they believed the profession would afford, and, worst of all, not making the difference in the world … whatever world they would make a difference in … that they thought they would.  These same lawyers realize that they’re also not serving their clients with the attention and quality that they know they deserve. 


  • This talk will survey strategies to help law firm owners turn this around, and begin to build a law firm business that works for them, including: Why having a plain-English business plan is critical for your growth
  • Learn why “Failing to plan is planning to fail”
  • Understand the purpose of EVERY successful law firm business
  • The #1 reason law firm owners struggle is a failure to make three core decisions
  • Learn the 7 main parts of every successful law firm and how to get them working FOR you

Presented by Christopher T. Anderson, President and COO, How to MANAGE a Small Law Firm, Atlanta, GA

(Presenter for all sessions unless otherwise noted)


5:30 – 6:30 p.m.

The Four 6 Stages of Law Firm Growth:  How to identify the stage you’re in and push through so you don’t get stuck

Stage 1 – Creating a Successful Practice

Stage 2 –  Upgrading to a Sustainable Business

Stage 3 –  Growing Your Business to Break 7 Figures

Stage 4 –  Operational Continuity … Gaining Freedom from your JOB

Stage 5 –  Financial Excellence – Controlling your Profits

Stage 4-6 Becoming a CEO: Profiting From your Purpose


Thursday, January 3, 2019


7:00 – 8:00 a.m.

Marketing: Building a business by helping others

  • The big mistake most law firm owners make when making marketing decisions
  • How to build a marketing plan that achieves the financial, personal and professional goals of the owner
  • Attract more clients by solving more problems
  • Make sure you’re sending the right message to the right prospective clients to maximize your marketing results
  • Understand the 2 main jobs of marketing and make sure they’re working for you


8:00 – 9:00 a.m.

Marketing Execution: The small law firm’s guide to implementing effective marketing campaigns

  • Pay Per Click – Don’t pay more than you need to
  • Social Media – It’s not them, it’s you
  • Your Website – What it is for, and what it isn’t!
  • Print Advertising – Luckily your competition is doing it wrong
  • Workshops – Educate your market with compelling content


Automatic Referrals: How to trigger more repeat and referral business from current and former clients

  • How to cultivate consistent and reliable referral revenue
  • It’s all about them!
  • Keeping referral sources loyal to you
  • The magic words. The other magic words
  • Stop NetSocializing and start NetWorking


4:30 – 6:30 p.m.

Plenary Session – Much More Fun with Ethics at the Movies!

Larry J. Cohen, Ph.D., J.D., Cohen’s Counsel, Bethel, VT


6:30 p.m.

Wine Reception


Friday, January 4, 2019


7:00 – 8:00 a.m.

Differentiation: What makes your firm different, how do you know and how do you communicate that to the market?

Special Guest Speaker: Jonathan Grode, Green & Speigel LLC, Philadelphia, PA


8:00 – 9:00 a.m.

Google Ad with Mockingbird Marketing and Google

Walk through a tactical review of a Google ad specifically as it pertains to the legal industry. Representatives from both Mockingbird and Google will showcase how firms can get the most out of Google spend, explain advance targeting techniques and guide the audience through technology for tracking success.


3:20 – 4:20 p.m.

Bonus Plenary Session – CTE and Mild Traumatic Brain Injury: An Update and a Litigator’s Protocol

Larry J. Cohen, Ph.D., J.D., Cohen’s Counsel, Bethel, VT


4:30 – 5:30 p.m.

Building your A-Team: How to attract, hire and train A quality people to run the systems that run your business

  • Understanding the key roles in a successful law firm and why you shouldn’t be doing most (almost any) of them
  • Delegating your way to profitability
  • What you absolutely CANNOT delegate
  • Understanding the “technician trap” as it applies to your law firm


5:30 – 6:30 p.m.

The Key to Scalability: Building your production line

  • A real business is operated by systems
  • Systems are operated by people
  • How to build systems that grow your business AND grow WITH your business

Putting it all together:  Stop guessing and start planning

  • How to use Shop Keeping Units (“SKUs”) to help you plan for growth
  • How, when and who to hire to keep pace with your growth
  • How and when to upgrade your systems and physical space
  • How to use SKU’s to understand your capacity, and maximize your time at near-full capacity


Saturday, January 5, 2019


7:00 – 8:00 a.m.

Calendaring your profit: Convert your time into wealth

  • Avoid the trap of limiting your profits by trading time for money
  • The three mindsets around money
  • The truth about multi-tasking
  • Planning for success


8:00 – 9:00 a.m.

Running your practice by the numbers: Money, metrics, and strategic financial management

  • Getting control of your numbers
  • The key financial terms you must know to discuss your firm’s metrics
  • Know the 6 key reports every law firm owner should be using
  • Know the difference between rear-view reporting and forward looking projections


4:30 – 5:30 p.m.

Selling done right: Part 1

The most ethical thing we do for prospective clients

  • Nobody hires an attorney to solve a legal problem
  • Helping your client understand value (How to sell FOR your client)
  • Profit for you, profit for me
  • The difference between doing business with you … and not


5:30 – 6:30 p.m.

Selling done right: Part 2 — Sales Systems

The most ethical thing we do for clients. Converting prospects into clients, and then into raving fans, should be something that happens when you’re not there!

  • Pre-Sales Glidepath … getting the prospect to the conversion conversation
  • WOW Packages: Setting yourself apart from your competition
  • Micromanaging the Customer Experience: start keeping your brand’s promises
  • Post-Sales: Defeating buyers remorse after the sale, and converting clients into your best source of new business.


Sunday, January 6, 2019


Plenary Session


7:00 – 9:00 a.m.

Cyber-Rights and Cyber-Wrongs:  Legal Ethics in a Digital Age

Sherman W. Kahn, Mauriel Kapouytian Woods LLP, New York, NY

Joseph V. DeMarco, DeVore and DeMarco LLP, New York, NY

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