1. Barbara S. Kaplan
Strategic Solutions – Sample Engagements
barbara@bskstrategies.com • www.bskstrategies.com • www.linkedin.com/in/barbarakaplanprofile • 484.431.7068
Business Development Skills Building Client Relationship Management Event Design & Management
Developing skills based upon individual strengths, Ensuring client retention and loyalty Creating substantive events that solidify
experiences and practice goals relationships and build business
■ Developed client visit program to elicit actionable
■ Coached eighth-year associate seeking partnership.
client feedback. Involved strategies for client selection ■ Developed series of monthly events celebrating
Included developing personal marketing plan, and approach, conducting interviews and implementing client’s benchmark anniversary. Included public
identifying and mining network, working key follow-up. Every client visit deepened relationships and relations, recognition ceremonies, and community,
prospects, asking for business, and tracking and generated new business. political and educational events. Increased public
managing business development activity. Achieved profile, revived dormant and strengthened existing
client’s goal of 3 originations in first year. ■ rained practice groups in techniques that add value
T relationships, and led to multiple revenue-producing
and build client loyalty, including how to probe for client opportunities.
■ aunched marketing initiative for 60-lawyer firm to
L
service needs and preferences, business opportunities,
introduce marketing mindset and tactics into firm challenges and industry issues. Resulted in sustained ■ Created business development event for growing
culture. Engaged managing partners to tell early relationships, new business and client referrals. practice group. Identified and assigned hosts to key
business development success stories. Developed invitees, prepared hosts with fact sheets containing
year-long curriculum for monthly internal follow-up firm message and client and industry information,
sessions conducted by firm lawyers. and set goals for new business. Event generated 10
viable client prospects.
Workshops Retreats Systems Processes Writing Strategic Communications
Inspiring commitment to action Getting things started Building visibility, credibility and
thought-leadership
■ Designed and facilitated retreat for 9-lawyer personal ■ Established first-ever marketing department for
injury firm embarking on succession planning. Defined 250-lawyer regional firm. Developed budget, timeline, ■ Developed firm’s first practice group blog. Built
issues and goals; determined program content and key job descriptions, department structure, marketing rationale and gained internal approvals; sourced and
messages; worked within firm culture, leadership style plan; hired staff; centralized marketing efforts. Results vetted blog designers; played key role in creation and
and vision; created excitement and participation. Built included multiple new clients in first year. launch, and served as blog editor. Blog generated
consensus and commitment to action. significant client interest and recognition for members
■ Created lateral integration process. Included mentoring of the practice group.
■ Developed interactive workshop for associates in
program, sequencing and timelines for client and
30-lawyer firm. Taught internal and external marketing internal introductions, and specialized business ■ Spearheaded development of firm website, including
tactics, networking techniques, setting practice goals, development and cross-selling training. Resulted in working with leadership to develop firm brand and
creating opportunities and integrating marketing into increased revenue-producing opportunities. strategy, writing/editing content, securing participation
day-to-day activity. Broke down barriers, generated of staff and internal groups, and managing design team.
enthusiasm and increased participation in marketing Elevated firm’s competitive position and market visibility
and business development. in traditional and online venues.