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Business Development Institute


Saturday, March 17, 2018
2:15 pm – 5:15 pm


The HNBA is excited to to offer a robust Business Development Institute (BDI), designed to teach new and aspiring law firm partners the business development strategies they will need to employ to become successful rainmakers at their firms. A panel composed of high-ranking in-house counsel with hiring authority and senior law firm rainmakers with successful practices, will act out various scenarios including a cocktail reception elevator pitch and a more formal pitch meeting scenario. Role play of each scenario will be followed by a Q&A session.


The institute will consist of a one-hour panel featuring 3 in-house counsel panelists and 2 outside counsel rainmaker panelists, followed by a second hour of breakout sessions each led by one of the panelists. Finally, during the third hour closing exercise, participants will buddy up with another participant to create a marketing plan and become accountability partners with respect to their business development/marketing plan throughout the year.

The panelists will act out 3 scenarios:

(1) cocktail reception elevator pitch scenario (outside counsel meets in-house counsel at a cocktail reception and has 3-5 minutes to make an impression)
(2) the follow-up after the cocktail reception (when and how to follow up)
(3) formal law firm pitch meeting with a prospective client

The panelists will each have a character to play and will act out each scenario (which will include acting out the do’s and don’ts in each situation). The role play of each scenario will be followed up with a Q&A including a discussion of key points and pet peeves.


DEADLINE: March 9, 2018, by 11:59 pm EST

*The program will be open to all applicants, but the best suited audience for this program consists of new and aspiring partners. The attendance will be capped at 50 participants.