Business Development in the Time of COVID


Time: (30 minute session)

Cost: Complimentary

Sponsored by:


This event is available for on-demand viewing. If you have previously registered click here to login using the email you registered with. 

When lawyers can’t meet with clients face to face, how are they still developing business? During times of uncertainty, the key to successfully adapting business development is to lean into opportunities, be flexible, and communicate quickly and often.

Learn what strategies lawyers have undertaken, ranging from the well-known increased use of video chats to more advanced methods like increased use of data analysis. Legal experts will prognosticate which of these methods will stick post-pandemic.

Interested in the entire series? Check out other sessions!

Join this webcast to learn how to empower your legal team to seamlessly collect data from communication platforms. Key takeaways include:

Join this webcast to gain a deeper understanding of:

  • Strategies for developing business when not meeting face to face.
  • Data that is important to track in order to identify and follow up on promising leads.
  • Novel ways to interact with and satisfy existing client needs remotely.
  • Next-generation technologies that can aid in modern business development efforts.

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Deborah Farone is the former long-time CMO of two of the world’s most successful law firms, Cravath, Swaine & Moore LLP and Debevoise & Plimpton LLP. At both firms, she built and led their marketing communications and business development departments. She is also the author of “Best Practices in Law Firm Business Development and Marketing” (PLI 2019), a book based on more than 60 interviews with leading law firm leaders and marketers, general counsel, and innovators in the profession. Her firm, Farone Advisors LLC, is based in New York City and advises law and other professional service firms on business and marketing strategy.

Deborah has also held positions as a marketing specialist at two global advisory firms, Towers Watson and Ketchum Communications. She regularly presents at law firm retreats and law school, and recently spoke at University of Pennsylvania Carey Law School and Cornell Law School. Deborah has also taught several courses at NYU in the area of media relations and marketing professional services.

Deborah is the past President of the LMA NY Chapter and was honored with LMA New York’s Legacy Award in recognition of making “a distinguishable mark on the chapter and the profession.”  She is also fellow in the College of Law Practice Management.

Trish Lilley is a seasoned chief marketing and business development officer. She specializes in brand building, and data-driven revenue growth, and practice development initiatives. A former legal journalist, Trish has worked with, around and for lawyers for more than 30 years in both CMO and BD-specific roles and has coached partners at several AmLaw100 firms. Trish is a fellow in the College of Law Practice Management and immediate past-president of the Legal Marketing Association Northeast Board of Directors. Currently, she is the chief marketing and business development officer at the national firm of Stroock & Stroock & Lavan LLP.

Cameron Ireland heads up BoardEx. He was previously Chief Technology Officer for TheStreet, Inc. when Euromoney acquired The Deal and BoardEx businesses in February 2019. Cameron has more than 25 years’ experience in the Financial Services sector in various leadership roles within technology and banking organizations. Cameron was one of the original founders of BoardEx and ran Technology, Product and Operations before TheStreet, Inc. acquired the BoardEx business in 2014. Before joining BoardEx, Cameron started his career in private banking as an analyst and then relationship banker, managing relationships with high net worth individuals, before moving into technology and working for organizations such as Reuters, and Thomson Financial.

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