GrowthPlay

Contrary to the “rainmaker” stereotype, there is no one-size-fits-all approach to business development – and Managing Directors?Tasneem K. Khokha and?Debra Baker?have the data to prove it. Together with?Dana Katalis,?BD Manager at?Porter Hedges LLP,?they will lead a session on October 24th?at the Legal Marketing Association TW x SW conference in Las Vegas showing that all lawyers can sell and offering ways to teach them how to do it. Register here:?https://lnkd.in/gYuPP3AU

As a legal advisor and litigator, I strive to provide my clients with an exceptional experience by working closely with them to decrease the likelihood of litigation and vigorously fight on their behalf when it does occur. Last Friday, the expert herself, Deb Knupp?at?GrowthPlay, showed me what an exceptional client experience feels like on the other end. On Friday evening, I felt stuck and anxious about a project that Deb and I were working on together. I emailed Deb, apologizing for the Friday evening email and asking if she had time for a quick call. I rarely request someone’s time over the weekend, but Deb has been guiding me through various business development initiatives and her advice is always spot-on. She quickly responded to my email and proposed several times to chat, reassuring me that she would not do so if the weekend call was a problem. I explained the situation to her, and in mere minutes, she helped me see the issue as a positive “growth edge” experience – an opportunity to step outside of my comfort zone to achieve something great.?We walked through possible scenarios, she helped me prepare for each one, and I ended the call feeling empowered and equipped to handle the situation.? Practicing law is about so much more than providing sound legal advice; it is also about being a sounding board for our clients, guiding them through various – often anxiety provoking – scenarios, and empowering them to make confident business decisions so they can focus on their business. Just like Deb Knupp did for me. I am grateful to have a team of colleagues, mentors, and coaches as I feel my way around all the “growth edges” because providing an exceptional client experience is easier after experiencing exceptional client service.

Managing Director?Holly Barocio?will be speaking on “Creating Human Connections (IRL and Online)” with?Jessica Aries ?? on October 23rd?at the Legal Marketing Association TW x SW conference in Las Vegas. She looks forward to sharing insights on how authentic relationship-building can fuel business development. Register here: https://lnkd.in/gYuPP3AU #LMA

How lawyers can show up for clients and colleagues: ? 1. Train yourself to respond and communicate when someone is struggling. Jen Marr has identified two common barriers?preventing people from supporting each other: mindset barriers and responding barriers. Mindset barriers include doubters who don’t know how to help and deflectors who don’t think it is their place to get involved. Responding barriers include fixers who believe that giving advice is helpful and avoiders who avoid the situation entirely in an attempt not to get it wrong. You can move past these barriers by adopting a “showing up mindset” and training yourself on how to respond and communicate with someone struggling. When you practice what to do and say, you can move through the discomfort and really show up in meaningful ways when clients and colleagues need it. 2. Remember that client experience extends beyond legal advice. Even though you get paid for billable hours, your work product is second to the relationship capital you are building and how you steward the relationship. 3. Take a broader inventory of the problems that you can solve. When lawyers take a myopic approach to client service, they are less resourceful to the client. Instead, consider ways you can be a resource to clients and colleagues on issues related to personal struggles that go beyond your legal expertise. Perhaps you had a parent who suffered from Alzheimer’s disease, or you have a child with special needs. Everyone has a unique vantage point to offer support outside of legal advice. Use these perspectives to show up for others. 4. Have the courage to engage in conversations about topics outside the scope of your legal engagement. Talking about things that are unfamiliar to you can be scary. Approach these conversations with respectful curiosity and a willingness to learn more about your client or colleague. 5. Stay attuned to what clients are trying to achieve in their whole life. Consider how you can be a connector, convenor, or bridge-builder to help them achieve these goals or solve these problems. For example, did you have a child who recently applied to college, and you can help another parent who is overwhelmed with the process? Do you struggle with anxiety, and could you offer a referral to a therapist? When you know your clients’ and colleagues’ needs beyond the law, you can better show up for them. Sales as an act of service = Showing up for others. Author: Deb Knupp #cx #cxweek

What is DWT Academy’s Practice Accelerator? ? Practice Accelerator is a training and networking workshop that provides DWT senior associates and counsel the practice development tools needed to become successful partners at DWT. We hosted 25 attendees for this year’s program in Washington, D.C., last month. They were engaged, focused, and made the most of the experience and their time together. My amazing team, DWT Professional Development, collaborated with several firm departments to ensure a high-quality program, featuring experts from our Business Development team and other key contributors. Sessions covered client service and communication, networking, brand building, professional development, and leadership skills. The workshop also included two executive leadership training sessions led by outside consultants – Darien Fleming, Professional Development Coach and Facilitator, and Tasneem K. Khokha, Managing Director of GrowthPlay. This is one of many professional development trainings we offer to DWT attorneys to support their career growth and success.? ? #ProfessionalDevelopment #PracticeAccelerator #DWT #LegalTraining #CareerGrowth #Networking #Leadership #DestinationFirm Martinelle Stevenson Julia Bennett Sean Gibson Jean Rosston Tanea Foglia Christopher Cameron Meredith Coppola Rosenthal Josh Gardner Audrey Lamb Bertoson Kaitlyn Fallon KellyAnne Brophy Barrie K. Handy Brianna Duda

We’re thrilled to share unforgettable moments from the recent WISE Partner & Counsel Summit! The two-day event—organized by Arnold & Porter’s women’s affinity group WISE (Women’s Initiative for Success and Empowerment)—brought together our incredible women leaders to foster strong relationships, gain valuable insights from impactful speakers, and engage in thoughtfully designed networking experiences. The theme for this year’s summit was “Empowerment and Collaboration: Leveraging Our Strengths to Drive Success.” Thank you to everyone who attended and made this event a success! Together, we are driving change and creating opportunities for the next generation of women leaders. Special thanks to Debra Baker, Holly Barocio, Fatima Goss Graves, GrowthPlay, and Impact 4 Good, as well as our WISE co-chairs Maria Chedid, Paula Ramer, and Tirzah Lollar. #ArnoldPorterWISE #WomenInLaw #Leadership

Law firms have a hidden opportunity to set themselves apart: client experience. It's more than great service—it's about optimizing every touchpoint, from communication to technology. By addressing internal silos, inconsistent communication, and outdated systems, firms can transform their approach and create loyal clients who value the journey as much as the outcome. In a competitive market, the real advantage lies in how your lawyers work, not just what they do. Source: sa.global https://lnkd.in/gPSzpVzX #CX #cxweek

The strongest relationships are those built on mutuality. Reverse mentoring is a great way to facilitate open dialogue, foster empathy, discourage shaming, and fully capture the wisdom that every generation in the law firm has to offer. You can read more in Deb Knupp’s blog post?here: https://lnkd.in/gXVhMdhR #CX #cxweek

At GrowthPlay, one of our mantras is viewing sales as an act of service.?Other-centered problem-solving is critical?to building a lasting client relationship, and it often drives the distinction between good lawyers and lawyers who are great business allies. Outside advisor collaboration is one way to incorporate other-focused problem-solving in the client service model. Acting as a liaison between various advisors is exhausting for clients. Lawyers who consider their client’s different outside advisors as colleagues on the client’s team rather than competitors proactively look for ways to coordinate and collaborate with all who are involved in a project—making the client’s life easier in the end. 5 ways lawyers can facilitate collaboration among outside advisors: 1. Get curious about the client’s full range of needs and the outside advisors on their team.? 2. Suspend self-interest.? 3. Offer to join meetings as an investment in the relationship.? 4. Proactively invite other lawyers and key advisors to important conversations.? 5. Offer to host a client summit. Author: Holly Barocio #cx #cxweek

We’re excited to support Jen Marr as she shares her latest book, “Lifting Up: The Transformative Power of Supportive Leadership.” In times of uncertainty and complexity, developing leaders who can bring people together is more important than ever. Jen’s book provides the skills and insights to build cultures where individuals feel valued, supported, and empowered to do their best work, even in chaotic environments. At GrowthPlay, we believe that relationships and leadership are key to unlocking growth. Jen’s message echoes this beautifully. Learn more about Jen's book and her leadership workshops in the comments.