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The Business of Law: A Strategic Blueprint for Building Business and Influence

Category: On Demand

Member Price: $140

Non-Member Price: $175

Product Code: ON501426

Areas of Law: For All Attorneys, Young Lawyers Division

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CLE Credits
NJ CLE:NJ CLE information: This program has been approved by the Board on Continuing Legal Education of the Supreme Court of New Jersey for 4 hours of total CLE credit (Full Credits Available: NJ General: 4.0, NJ New Admit Law Office Management: 4.0).
NY CLE (t&nt):NY Professional Practice Transitional: 4.0
PA CLE:PA Substantive Credit: 3.0
New: No PACLE fee is required for this program. To earn PA CLE credits, a valid PA Bar ID number must be entered into the CLE form provided after attending the program.
Faculty

Featured Speaker

Moderator

Christopher L. Jackson, Esq.
Chair, Young Lawyers’ Division, New Jersey State Bar Association
Brian J. Neary, Esq.
Connell Foley LLP, Roseland
Alan F. Schwarz, Esq.
Co-founder/Former CEO
FXSpotStream

Presenters

Vincent P. Browne, Esq.
FBT Gibbons, Newark
David J. Bruno, Esq.
Certified By the Supreme Court of New Jersey As a Criminal Trial Attorney
The Bianchi Law Group, LLC
Elise Holtzman, Esq.
The Lawyer's Edge, Westfield
Rippi K. Karda, Esq.
Associate General Counsel, Verizon, Basking Ridge
Jeralyn L. Lawrence, Esq.
Past President, New Jersey State Bar Association
Lawrence Law, LLC, Watchung
Alessandra Moore, Esq.
Lowenstein Sandler LLP, Roseland
Joseph A. Natale, Esq.
Greenbaum Rowe Smith & Davis, Roseland
Gigio K. Ninan, Esq.
Shankar Ninan & Co., LLP, New York
Travis Nunziato, Esq.
Laddey Clark & Ryan LLP, Sparta
Caroline E. Oks, Esq.
FBT Gibbons, Newark
Christopher S. Porrino, Esq.
Lowenstein Sandler LLP, Roseland
Maralee Sanders, Esq.
Hartmann Doherty Rosa Berman & Bulbulia, Short Hills

Presented in cooperation with the NJSBA Leadership and Experience Council and the Young Lawyers Division

This program is designed to help young lawyers and others seeking to build a book of business understand, develop, and strengthen their business development skills that are critical to long-term success in the legal profession. While legal excellence is essential, the ability to generate relationships, opportunities, and clients is what ultimately drives career growth.

The program will feature experienced practitioners, general counsel, in-house decision-makers, and business development professional – each offering unique perspectives on how lawyers at different stages and in different practice settings can build a thriving practice.

This program is best experienced in person, as relationship-building, both professional and personal, is a critical component of effective business development and marketing.

Join us for a networking reception after the program ends.

Bonus for Eligible NJSBA Members: 
Register for this program as an NJSBA member and, if you’re eligible for the Young Lawyers Division (YLD) but not yet enrolled, you’ll receive a complimentary YLD membership.

Our Speakers

Program Agenda:

  • 1:00 | Introduction

  • 1:10 | How to Get Started
    Objective: Equip young lawyers and others seeking to generate business with the foundational mindset, tools, and strategies needed to begin developing business early in their careers.

    Discussion Topics:
    - Shifting mindset: Understanding that law is both a profession and a business.
    - Personal brand development: How young lawyers can define their identity and value within and outside the firm.
    - Building an initial network: Practical ways to form and maintain professional relationships.
    - Getting started despite inexperience: Addressing imposter syndrome and finding small, manageable ways to begin.
    - Differences across practice areas
    - Differences across firm sizes: How opportunities to start business development vary at small, medium, and large firms.
    - Challenges young lawyers face: Real barriers such as time constraints, unclear expectations, and potential post-COVID networking hurdles.

    Moderator: 
    - Christopher L. Jackson, Esq.

    Speakers:
    - David J. Bruno, Esq. - The Bianchi Law Group
    - Alessandra Moore, Esq. - Lowenstein Sandler 
    - Joseph A. Natale, Esq. - Greenbaum Rowe Smith & Davis
    - Caroline E. Oks, Esq. - FBT Gibbons

  • 2:15 | How to Grow and Expand Your Business Generation: Getting to the Next Level and Beyond
    Objective: Help lawyers who have begun doing some business development learn how to deepen relationships and meaningfully expand their opportunities.

    Discussion Topics:
    - Strengthening client relationships: Moving from contact to trusted advisor and addressing “single point” of contacts.
    - Developing a personal niche: Identifying areas where you can build unique expertise and visibility.
    - Leveraging and expanding current clients: Responsible cross-selling and broadening internal firm support.
    - Raising your external profile
    - Working with internal resources: How to use marketing and business development departments effectively.
    - Consistency and measurement: How to track efforts, evaluate progress, and refine strategies.
    - Challenges at the growth stage: Balancing business development with increasing billable demands, managing slow periods, and keeping momentum.

    Moderator: 
    - Alan F. Schwarz, Esq. - Co-Founder/Former CEO, FXSpotStream 

    Speakers:
    - Elise Holtzman, Esq. - The Lawyer’s Edge
    - Jeralyn L. Lawrence, Esq. - Lawrence Law 
    - Christopher S. Porrino, Esq. - Lowenstein Sandler
    - Maralee Sanders, Esq. - Hartmann Doherty Rosa Berman & Bulbulia

  • 3:20 | How to Expand Beyond Yourself as the Biller and Beyond Your Practice Area
    Objective: Help lawyers understand how to grow into leaders who build sustainable, scalable practices that go beyond individual effort.

    Discussion Topics:
    - Building a support team: When and how to bring junior associates, paralegals, or specialists into client relationships.
    - Delegation strategies: Maintaining quality while expanding capacity.
    - Cross-practice collaboration: Identifying opportunities outside your own specialty and partnering effectively with other groups.
    - Scaling your practice: Turning individual relationships into long-term pipelines and firmwide opportunities.
    - Client expectations: Insights from in-house counsel on what they look for in teams and coverage.
    - Growing a business within a firm: Strategies that differ across small, mid-size, and large firm environments.

    Moderator:
    - Brian J. Neary, Esq. - Connell Foley LLP

    Speakers:
    - Vincent P. Browne, Esq. - FBT Gibbons
    - Gigio K. Ninan, Esq. - Shankar Ninan & Co.
    - Travis Nunziato, Esq. - Laddey Clark & Ryan
    - Rippi K. Karda, Esq. - Verizon

  • 4:20 | Q&A

  • 4:30 | Networking
    An informal networking cocktail event to conclude the program, designed to:
    - Give young lawyers and other practitioners an opportunity to practice the networking strategies discussed earlier.
    - Break down barriers for those who find networking uncomfortable.
    - Reinforce the importance of building relationships in a relaxed, low-pressure environment.