Legal Sales and Service Organization Announces Winners of 2019 Sales & Service Awards

Sales and Service Organization (LSSO)
and Hellerman
announced the winners of the 2019 Sales & Service
Awards, which recognizes sales, business development, and marketing
professionals who spearheaded initiatives contributing to law firm
revenue growth in 2018.

The winners include:

Sales Team of the Year:

In 2018, Barnes & Thornburg launched “Marketing Blitz 1.0
with the mission to expand attorneys use and knowledge of marketing
tools, teach new approaches to business development, and help attorneys
build or jumpstart plans for creating successful practices, which a
four-person team took to the road. The team of Gretchen Helms, Business
Development Manager, Karen Smith, Director of Communications, Susan
Haag, Director of Marketing Services, and Gwen Ragno, Digital Marketing
Manager, conducted the firm-wide training at each of their 13 offices. Learn

“The program was so well received by attorneys and staff that we have
already kicked off Marketing Blitz 2.0,” said Allen Chichester, Chief
Marketing Officer at Barnes & Thornburg. “A [now] five-person team will
visit all 14 offices this year to provide one-on-one training focused on
client satisfaction and demonstrating thought leadership.”

An Honorable Mention was awarded to Faegre Baker
Daniels. The team of Melanie Green, Chief Client Development
Officer, Amanda Stiens, Director of Client Relations, Carol Conwell,
Client Account Manager, John Kleinschmidt, Client Account Manager, Jenny
Kummer, Client Account Manager, and Bernardine Lai Krauel, Client
Account Manager, impressed the judges with their strategic approach to
restructuring their team. Responsibilities were reassigned and the role
of Client Account Manager was created to focus on client experience and
sales support.

Sales & Service Executive of the Year (small firm):

As the Director of Client Service & Strategy at Poyner Spruill, a
93-attorney firm with four offices across North Carolina, Brandi M.
Hobbs is raising the bar on client service both inside and outside the

In 2018, Poyner Spruill launched an ambitious program which laid out a
set of five priorities that the firm used to make strategic marketing
and business development choices throughout the year – the top priority
being developing ‘Clients as Advocates.’ With this top priority in mind,
Ms. Hobbs worked with individual attorneys and teams to focus on
creative approaches to training, increasing efficiency within the firm,
and deepening relationships with clients and knowledge of the industries
they serve. Learn

“We admire and benefit from the passion that she devotes to client
service and improving the business development culture at our firm,”
said Dan Cahill, Managing Partner at Poyner Spruill.

An Honorable Mention was awarded to Jenna
Schiappacasse, Director of Client Development at Rosenberg Martin
Greenberg, a 43-attorney firm with five offices across Maryland,
Delaware, DC, and New York. Over the past several years, Ms.
Schiappacasse has shifted the focus of her role from marketing and
communications to an outward-facing client development role that is
directly responsible for generating revenue in addition to coaching the
firm’s attorneys on their client service and business development

Sales & Service Executive of the Year (large firm):

Since joining McGuireWoods in 2015, Christian Berger has had a deep
impact on business development activity throughout the firm. As the
Senior Advisor of Strategic Business Development at McGuireWoods,
Christian leads and participates in client-facing business development
initiatives to engage prospective clients in the mergers and
acquisitions, private equity, and debt finance practices. He has
originated or co-originated more than 75 new client relationships, and
in 2018, has led or participated in more than 160 first pitch meetings. Learn

“As important as his client acquisition contributions have been,
Christian’s sales coaching and training have been transformational for
some lawyers’ careers,” said Joe Calve, Chief Marketing & Business
Development Officer at McGuireWoods. “His impact on McGuireWoods and
many of our partners and associates has been nothing short of

An Honorable Mention was awarded to Michael D.
Helmicki, Client Development Executive at DLA Piper LLP (US). Mr.
Helmicki’s creative approaches have resulted in substantial growth in
DLA Piper’s representation of emerging growth and venture capital

The awards were presented by John Hellerman at the 16th
Annual RainDance Conference
held June 5-6, 2019 in Chicago at The
Mid-America Club.

The following professionals served on the judge’s panel to select these
award winners:

  • Erica Glass, Director of Global Corporate Communications, Wolters
  • Chris Hummel, Director of Marketing and Business Development, Banner
  • Samantha McKenna, LinkedIn Sales Navigator

Entries for the 2020 edition of the awards will open in December 2019.

About the Legal Sales and Service Organization:

Launched in 2003, LSSO
delivers the education and resources that lawyers and those who work
with them need to improve their sales and client service skills with
exclusive research, and tools and information for members only.
LSSO supplies the legal marketplace with innovative, groundbreaking
events and resources, including the annual RainDance
Conference and LSSO’s Coaching Certification Programs. Follow LSSO on Twitter
and LinkedIn.

About Hellerman Communications:

is an award-winning corporate communications agency
that specializes in positioning professionals to win business. With
expertise in strategic marketing & content development, crisis &
litigation communications, and social influencer & stakeholder
relations, we help the world’s most elite professionals and their firms
build and protect their most lucrative relationships. Connect with
Hellerman Communications by email or
on TwitterFacebookLinkedIn and Instagram.


Amanda Ferrari

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