Technology Internet Strategy Target MARKETING

Pg. 10ALA WEBINARS

Pg. 22Diversity: It Really Is a Business Essential

Pg. 24Five Techniques to Help Legal Professionals Succeed at Networking

Pg. 25Marketing Resources for Firm Administrators

Dec 2014 / Jan 2015Vol. 2014, No. 5

Don't Miss:

InternetObjective

sPsy

chology

M A R K E T I N GAdvertising

Science

People

Goals

Eco

nomic

Custo

mers

Relationships

Strategy

Impact

Growth

Pricing

ServiceTarget

Skills

Technology

Pro

ductsFuture

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motions

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2 THE VERDICT - December / January

TABLE OF CONTENTS

THE VERDICT STAFF

EVENTS4 Calendar of Events10 ALA Webinars11 ALAMN General Meeting12 ALAMN Educational Conference

NEWS16 ALAMN Shining Star 18 Know Your Legal Jargon

MEMBERS 3 2014-2015 ALAMN Officers & Directors8 New Members9 Member Profile: Teresa Reiner27 Get to Know Your Board

MORE INSIDE3 ALAMN Mission Statement 7 2014 Business Partner Sponsors 28 Advertisers in this Issue

COLUMNS5 President's Column19 Gold Business Partner Profile22 Diversity: It Really Is a Business Essential24 Five Techniques to Help Legal Professionals Succeed at Networking25 Marketing Resources for Firm Administrators

REPORTS13 Making Connections……14 ALAMN Financial Report16 Community Service Committee20 ALA Question of the Month23 Committe Reports

Letters to the EditorLetters to the Editor of The Verdict are welcome and can be e-mailed to [email protected]. In your letter, please include your name, firm name, mailing address, daytime phone number, and e-mail address. Letters that do not contain full contact information cannot be published. Letters typi-cally run 150 words or less and may be edited. Your letter can be on any topic. You will be contacted before your letter is published. Thank you.

Editor Tara L. Smith, JD Walling Berg & Debele PA612.335.3227 [email protected]

Advertising David R. AstrameckiMeagher & Geer PLLP612.347.9189 [email protected]

COMMUNICATIONSSarah L. Evenson, JD, MBA

Anderson Helgen Davis & Nissen PA

612.435.6354

[email protected]

EDUCATIONPamela Gerads

Merchant & Gould PC

612.336.4668

[email protected]

FINANCETracey Skjeveland, CLM

Merchant & Gould PC

612.371.5211

[email protected]

MEMBERSHIPSarah Didrikson

Nilan Johnson Lewis PA

612.305.7614

[email protected]

PRESIDENTDeborah O’Connor, CLM

Best & Flanagan LLP

612.339.7121

[email protected]

PRESIDENT-ELECTKatherine M. Hubbard

Madigan Dahl & Harlan PA

612.604.2585

[email protected]

2014 - 2015 ALAMN OFFICERS & DIREC TORS

3THE VERDICT - December / January

ALAMN has adopted ALA's Mission Statement

To improve the quality of management in legal services organizations; promote and enhance the compe-tence and professionalism of legal administrators and all members of the management team; and represent professional legal management and managers to the legal community and to the community at large.

DIRECTORS

4

ALAMN CALENDAR OF E VENTS


JANUARY FEBRUARYDECEMBERSU MO TU WE TH FR SA

28 29 30 31 1 2 34 5 6 7 8 9 10

11 12 13 14 15 16 1718 19 20 21 22 23 2425 26 27 28 29 30 31

SU MO TU WE TH FR SA

1 2 3 4 5 6 78 9 10 11 12 13 14

15 16 17 18 19 20 2122 23 24 25 26 27 28

SU MO TU WE TH FR SA

30 1 2 3 4 5 67 8 9 10 11 12 13

14 15 16 17 18 19 2021 22 23 24 25 26 2728 29 30 31 1 2 3

*Please Note: Special Interest Group (SIG) attendees need not be ALAMN members

March 19, 2015Volunteer for the Legal Career Fair

Location: Gray Plant MootyContact: Kathy Hubbard at [email protected]

3 – Large Firm Administrators 12:00 p.m. – 1:00 p.m. Location: Lindquist & Vennum

4 – Legal Project & Knowledge Management, Pricing and Process Improvement SIG* 4:00 p.m. – 5:00 p.m. Location: Fish & Richardson

4 – Systems and Technology SIG* 12:00 p.m. – 1:00 p.m. Location: Schwegman Lundberg & Woessner

4 – Intellectual Property SIG 11:45 a.m. Location: Pauly DeVries Smith & Deffner

4 – ALA Webinar: The Workplace Law Landscape: Trends and Challenges 2:00 p.m. – 3:00 p.m. Location: Merchant & Gould

9 – Members Only Social 4:00 p.m. – 7:00 p.m. Location: Atlas Grill 9 – ALA Webinar: Electronic Billing & Time Matter Management: They Were Always Meant for Each Other 2:00 p.m. – 3:00 p.m. Location: Merchant & Gould

16 – Facilities Management SIG* 12:00 p.m. – 1:00 p.m. Location: Lindquist and Vennum

17 – ALA Webinar: Problem Solving: Tips and Techniques 2:00 p.m. – 3:00 p.m. Location: Merchant & Gould

6 – HR Committee Meeting 11:30 a.m. - 1:00 p.m. Location: TBD

8 – ALA Webinar: Jump-Starting Your Team for the New Year 2:00 p.m. – 3:00 p.m. Location: Merchant & Gould

13 – General Meeting 11:30 a.m. Location: Stinson Leonard Street

20 – Facilities Management SIG* 12:00 p.m. – 1:00 p.m. Location: Winthrop & Weinstine

21 – ALA Webinar: Send: Effective E-Mail Messaging 2:00 p.m. – 3:00 p.m. Location: Merchant & Gould

5 – ALA Webinar: Leadership Styles (Clarified!) 2:00 p.m. – 3:00 p.m. Location: Merchant & Gould

18 – 25th Annual ALAMN Educational Conference and Business Partner Expo 8:00 a.m. to 6:00 p.m. Location: Downtown Minneapolis Hilton

18 – ALA Webinar: Partner Compensation: Developing Effective Compensation Plans 2:00 p.m. – 3:00 p.m. Location: Merchant & Gould

24 – ALA Webinar: Balancing Risks & Benefits: A Fresh New Approach to IP Outsourcing 2:00 p.m. – 3:00 p.m. Location: Merchant & Gould

SAVE THE DATE

Greetings Minnesota members! This month’s edition of The Verdict is all about marketing. In the not so distant past, marketing was not a hot topic in law firms. Advertis-ing was unheard of and anything more than a listing in the yellow pages was frowned upon. What a difference a few decades make.

Today we strive to find the one marketing tool, or ap-proach, that will show our law firm in their best light. Large firms have whole marketing departments, and even the smaller firms usually have a marketing guru on staff, as marketing becomes increasingly important. Marketing is performed in many different ways. In ad-dition to the limited advertising of the past, marketing includes websites, speaking, teaching, sponsorships and entertainment, to name a few. Competition among firms is high, and how do we differentiate our firm from others? Which of the tools can be used to our advan-tage? How do we become the expert to a potential cli-ent? And what will make the client choose our services over those of another law firm? The methods we use to address these questions will hopefully give our firm the competitive advantage it needs to remain vital in today’s legal market.

In addition, we regularly market ourselves, sometimes without realizing it. How many of you have a LinkedIn profile, a Twitter account, or to a lesser extent a Facebook page? It is easy to consider marketing for the firm’s pro-fessional image, but how much consideration do you give to your professional image and marketing that im-age? In the same way our attorneys develop profession-ally and establish credibility, we must also invest in our educations and ALAMN to boost our professional im-ages. Find ways to market yourself within your firm on a regular basis. Become that expert!

Thank you to all the contributors for this important issue.

HAPPY HOLIDAYS!It is hard to believe the holiday season is upon us. I love everything about the holidays, from the decorations to the food, and yes, even the shopping. However, by far my favorite is gathering with others, whether it is friends, family or colleagues. These holiday gatherings seem to be filled with more festivity and excitement than at any other time of the year. One of my favorite groups to spend time with at any time, but certainly more during the holidays, is with our fellow ALAMN members. This year the ALAMN member gathering will be held on De-cember 9th at Atlas Grill in the US Bank building at 4:00. Appetizers and soft drinks will be served, and a cash bar will be available. Please join your fellow members to cel-ebrate the season!

I also think people seem to be kinder, more joyful, a little more “human”, during the holiday season and it makes every event more special. One of our new colleagues whom I had the fortune to meet in Chicago, Courtney Kurkowski, commented on the season in a recent post: “As our holiday season approaches, challenge yourself to find the good in your life and acknowledge it. Focus less on what you may want or need and more on what you have right now. This practice may bring you more joy and happiness than any material item you are longing for”. I couldn’t agree with you more, Courtney!

IN APPRECIATIONThis year has been filled with many changes and has seem-ingly flown by. But as the year winds down, I would like to take a minute to thank all the people who make ALAMN the vital organization it is, from the Business Partners, to my fellow Board members and to all the others who volunteer their time and efforts to keep ALAMN successful. Thank you for the gift of your time. It is sincerely appreciated.

MEMBERSHIP RENEWALBy now you have received an email from ALA with the reminder to renew your membership. Don’t hesitate! You don’t want to miss all of the new things ALA is develop-ing, such as the specialty conferences, or any of the old favorites like the annual conference, the reference desk or the great educational opportunities. Renew today!

FROM THE PRESIDENT OF ALAMNBy Deborah O’Connor, CLM


2014 BUSINESS PARTNER SPONSORS


Alerus Financial

Associated Bank N.A.

BMO Harris Bank

Nuance Communications

Business Data Record ServicesComputex Technology SolutionsHenricksenLoffler Companies Inc.Marco, Inc.

Ricoh USA, Inc.The Gunlocke CompanyU.S. BankVerus CorporationWells Fargo Bank N.A.

Aramark Refreshment ServicesAssurity River Group, Inc.Beacon Hill Staffing Berry Coffee CompanyBillBLASTBremer BankCBIZ, Inc.cicaydaCITech Solutions, Inc.Coffee Mill, Inc.Complete Graphics, Inc.CORTCushman & Wakefield/NorthMarqDoherty StaffingEnventisFedEx ServicesFluid Interiors

FRSecureGreiner ConstructionHays CompaniesImaging PathIntegreonIST ManagementIVDeskJones Lang LaSalleKelly Law RegistryLexisNexisMerrill CorporationmilliCare by Facility Services, Inc.Minnesota Lawyers Mutual InsuranceMOTG - a Xerox CompanyMSpace/iSpaceNightOwl DiscoveryNorthland Business Systems, Inc.

Office DepotParametersRobert Half LegalRoskop Construction LLCS&T Office ProductsShred RightSolbrekk Business Technology SolutionsSovran, Inc.Special Counsel Stonebridge BankSUCCESS Computer Consulting, Inc.Thomson ReutersTW TelecomUPSVerizon WirelessWillis of Minnesota

ABA Retirement Funds ProgramADV Document Systems, Inc.Bertelson Total Office SolutionsCAPTRUST Financial AdvisorsClient ConnectionCrane Data Forensics

Depo InternationalEducation Partners, Inc.Erickson Marketing, Inc.Exceptional EngravingGardner BuildersMarsh & McLennan Agency LLC

Mercer Quality Resource Group, Inc.RJ Ahmann CompanyStudio Hive, Inc.Tower Legal Solutions

Emergent Networks LLC


NEW MEMBERS

Dana Benedict Administrator Bye Goff & Rohde 258 Riverside Drive PO Box 167 River Falls, WI 54022 715.425.8161 [email protected]

Deanna Grausam Director IT Operations Fredrikson & Byron PA 200 S. 6th Street, Suite 4000 Minneapolis, MN 55402 612.492.7609 [email protected]

Teresa Reiner Administrative Manager GoldenbergLaw PLLC 800 LaSalle Avenue, Suite 2150 Minneapolis, MN 55402 612.436.5024 [email protected]

Please welcome the following ALA members who recently joined ALAMN:

MEMBERS ONLY SOCIAL ENJOY SOME HOLIDAY CHEER!Take a break from the December hubbub and join us for an ALAMN Members Only Social Hour. Appetizers and soda will be provided with a cash bar. There is no charge for this event, but registration is requested. Stay for as long or short as your busy calendar allows. See you there!

DATE: Tuesday, December 9, 2014

TIME: 4:00 P.M. to 7:00 P.M.

PLACE: Atlas Grill, US Bank Plaza, 200 South Sixth Street, Minneapolis


ALAMN NE W MEMBER PROFILE - TERESA REINER GETTING TO KNOW YOU…

Quick facts about you: Hometown? Plymouth, MNHigh School? Wayzata High SchoolCollege & Major? Carlson School of Management, HRIRFamily? Married and three children: 12, 9, and 6

Pets? German Shepherd – MaxHobbies? Reading, sewing, camping

Quick facts about your firm: Firm? GoldenbergLaw, PLLCSize? 4 attorneysYour Main Responsibilities: Facilitate workflow in the office, develop and imple-ment firm procedures, create more efficient processes, supervise administrative staff, administer ongoing staff training and education, coordinate staffing needs and continue to work on litigation as senior legal assistantFavorite Responsibilities? Ongoing staff training and educationMost Challenging? Implementing change with procedures and policiesWhy/how did you become a legal administrator? My first job out of college was at Biersdorf & Associ-ates as a receptionist. That position grew to legal as-sistant and then Business Manager. I was there for four years, and then took some time off work to be with my family. I've been with GoldenbergLaw for almost five years and am now the Administrative Manager. This is a new position that has developed because of the rapid growth of the firm.What is a major issue you/your firm is/are facing today? Developing consistent procedures for working up casesWhat is the best advice you have ever received? My father recently told me that ongoing education and training is very important to a manager - that even if you think you know how to manage people it's best to learn more and get better at it.

I joined ALAMN because… it's valuable to have other connections with col-leagues who have similar challenges and responsibili-ties. I think that doing things efficiently is important, and if I don't have to recreate something because someone else is willing to share their experiences, that is very helpful. I am also willing to share my experienc-es and knowledge to help others in a similar situation.One thing I try to do each day at work is… to take a break. I clear my head by getting up from my desk and moving around.Others describe me…. outgoing, driven, organized, take chargeSomeday I would like to… become a doula.People would be surprised to learn that I… went to Kalamazoo College for a year. Yes, there really is a Kalamazoo.

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ALA Webinars can be viewed at no cost to ALAMN members at the office of Merchant & Gould each month. Sign up by registering online or by contact-ing Pam Gerads by phone at 612.336.4668 or email at [email protected]. In addition, ALA Webi-nars are available either live or on demand at no cost to subscribers of West LegalEdcenter.

Webinar: The Workplace Law Landscape: Trends and Challenges Thursday, December 4, 2014 2:00 p.m. – 3:00 p.m. Central Time

Get ready for a lively recap of the most significant employment law developments over the past year and an insightful analysis of what lies ahead! Find out the practical implications of these developments and emerging trends for your law firm or legal de-partment. You’ll also hear what is new regarding fair employment, disability management or health care developments. Stay one step ahead of the ever-changing employment law landscape.

Webinar: Electronic Billing & Matter Management: They Were Always Meant for Each Other Tuesday, December 9, 2014 2:00 p.m. – 3:00 p.m. Central Time

In the beginning, there was a lots and lots of paper – inches-thick of law firm bills. Today, most legal or-ganizations use electronic billing systems that in-corporate matter management, allowing for easier budgeting, bill review and data gathering. Join this webinar to find out how to use matter management information to more effectively reap the benefits of your electronic billing system to tighten budgeting and forecasting, and ensure you legal organization’s long-term prosperity.

Webinar: Problem Solving: Tips and Techniques Wednesday, December 17, 2014 2:00 p.m. – 3:00 p.m. Central Time

Most of us have faced obstacles to achieving our goals. How we deal with these is the key. This webinar will provide practical tips for identifying and triaging problems, implementing solutions and successfully communicating these solutions to co-workers, col-

leagues and clients. Learn techniques for identifying and prioritizing problems in the work place, and how to best communicate them.

Webinar: Jump-Starting Your Team for the New Year Thursday, January 8, 2015 2:00 p.m. – 3:00 p.m. Central Time

In a world where everything happens NOW, today’s leaders must be on top of their game, and “psycho-logically hardy” as both supportive and motivational models for others. Join this high energy, thought-pro-voking webinar with the Stress Doc to learn the three keys to interactive, inspirational leadership and team resilience. Discover the Doc’s compelling and moti-vating model: “The Four ‘P’s of Passion Power.” Learn to inspire and literally “breathe life" into your troops, defuse burnout, and disarm a critical aggressor while affirming integrity and building trust.

Objectives: • Examine the research-based “Four ‘C’s of Psycho-

logical Hardiness” • Determine the “Four ‘R’s of PRO Relating” • Identify the model of “Passion Power” – being Pur-

poseful-Provocative-Passionate-Playful • Describe tips and techniques for team resilience

& responsiveness

Webinar: Send: Effective E-Mail Messaging Wednesday, January 21, 2015 2:00 p.m. – 3:00 p.m. Central Time

E-mail is the boon of the modern world and the bane for most of us working in it. It’s a great means of com-munication, but are we getting our message across? Join this webinar to learn how to enhance your e-mail writing communications. Learn how to write a mean-ingful subject line, how to focus your message, proof-read it, and a host of other etiquette e-mail tips that will allow you to make better use of this amazing tool.

Objectives:• Identify how to write e-mail messages more ef-

fectively and productively• Discuss how integrating this communication tool

with others produces a better result for everyone


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• Managed Print Services• Mail Processing & List Hygiene Services• Finishing & Fulfillment Operations• Litigation Support• Office Services - Receptionists, Conference Room & Supply Management

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Copiers & PrintersManaged Print ServicesWorkflow Technologies

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Contact Gregg Eastin 952-925-6879 or [email protected] to learn more now!

ALAMN GENERAL MEETING – JANUARY 13, 2015

Plan now to attend the ALAMN General Meeting on January 13, 2015 at 11:30 a.m. at Stinson Leonard Street LLP with Bruce Christopher, a psychologist and humorist.

The most important thing about you is your attitude. Studies have shown that people with a positive atti-tude get sick less often, have better relationships, and are more successful in their careers. Attitude is conta-gious, and helps to create an energized work environ-ment. We would all like to have a positive attitude!

Having fun on the job is a primary motivating factor of performance. How do you know when you are hav-ing fun?

• When you love your work • When you look forward to Monday • When you are performing at your highest level • When you are relaxed • When you don’t have an impending sense of

doom • When productivity is the natural result of working

with other fun people in a highly energized envi-ronment

Unfortunately, there is a “fun-crisis” happening in corpo-rate America. Due to performance overload, stress on the job, and unpredictable changes in the workplace, a lot of people are not having fun between 8 a.m. and 5 p.m.

The objective of this program is to provide the factors and formulas for fun which will increase individual and team performance.

KEY TOPICS

This training program will enable you to. . . • Manage your mood even in difficult times. • Increase your “fun-factor” on the job. • Work with negative people who try to pull

you down. • Increase your performance and productivity. • Learn how to have fun from 8 a.m. to 5 p.m.

• Stay positive when you have too much to do in too little time.

Bruce Christopher is a practicing supervising Clinical Psychologist holding degrees in Professional Psychol-ogy and Interpersonal Communications. Laugh ‘till you cry. Learn ‘til you change. These are the only rules that apply at his presentations. At the heart of it all, what separates him from the pack is his outrageously funny dynamic delivery of today’s hot topics. Bruce speaks over 150 times each year and is one of today’s most sought after speakers in the Fortune 500. He inspires audiences internationally by giving them real, immedi-ate solutions for change without fluff and hype.

Are We Having Fun Yet? Bruce Christopher


25TH ANNUAL ALAMN EDUCATIONAL CONFERENCE AND BUSINESS PARTNER EXPOSITION

February 18, 2015

Downtown Minneapolis Hilton

8:00 a.m. – 6:00 p.m.

Craig Price

As a professional speaker, advisor, author and entertainer, Craig has worked with some of the most ef-fective and diverse corporate lead-ers, from multibillion-dollar manu-facturers to top universities around the country. He has a background in

customer service, entertainment, telecommunications, and safety. A former professional stand-up comedian, Craig won the coveted title of “ Houston’s Funniest Per-son.”

Craig is a highly sought after business keynote speaker. He has helped thousands of people learn to find the value in negative thoughts and emotions.

Often, presentations are all fluff and have little long-term value. Participants walk out motivated and ex-cited but that soon wears off as they slip back into re-ality. Craig realized for true long-term motivation and production, one must look at the current tools every person possesses and utilize them. This was the driv-ing force behind his desire to bring “reality” based pro-grams back into focus.

Craig will present our morning Keynote as well as one breakout session.

Dr. Dale Henry

Dale Henry is the founder and presi-dent of Your Best Unlimited, Inc., a Tennessee based training company. He speaks to and trains over 100,000 professionals and executives each year for clients such as Levi Strauss,

AT&T, First Union Bank, Maytag, Cellular One, GTE, Fe-dEx, MCI, Xerox, Sun Trust, and The Disney Company as well as Federal and International Agencies. In 1999 alone, he presented to over 40 of the Fortune 50. Dale Henry has been featured on numerous television and radio talk shows around the world and has developed several best-selling videos and audio training programs. Through his own brand of edu-tainment,

Dale Henry leads his audiences to higher levels of indi-vidual and team excellence. All these gifts are blended together to produce entertaining and enlightening programs that touch every member of the audience.

Dale will educate us over lunch at the conference.

Help us celebrate the 25th year of the ALAMN Confer-ence and join fellow legal administrative professionals and business partners in an all-day educational and networking opportunity. Highly rated and well-known speakers will provide top-notch education in a conve-nient downtown Minneapolis location. Here is a pre-view of two of our speakers:


It has been a busy fall networking with ALAMN and our business partners. On Thursday, October 23, over 200 combined members and business partners packed the 50th floor of the IDS Center. During this event, we launched our 2015 Sponsorship program and enjoyed time socializing. Congratulations to two members: Diane Campion of Meagher & Geer for win-ning a registration to the 2015 ALAMN Conference; and to Karen Reitmeier of Lindquist & Vennum, the winner of the Platinum Sponsor (Emergent Networks) Scholarship to a 2015 ALA national level conference.

On Wednesday morning, November 5, ALAMN mem-bers and sponsors gathered at Fredrikson & Byron for our annual Speed Networking Event. This event provides for additional networking, helps to facilitate an exchange of information in the legal industry, and assists all of the attendees in gaining a better under-standing on how to work together effectively.

MAKING CONNEC TIONS……


I am a list maker. In fact, here is my to-do list for the 2013/2014 ALAMN fiscal year:

Complete 2014 budget Report financial results to the Board File 2013/2014 tax return Audit 2013/2014 resultso Report final results to ALAMN members

And, since I receive great satisfaction in completing tasks and crossing them off my list, I am determined to cross off that last item on my to-do list with the follow-ing financial report.

In comparison, the income statement for fiscal year 2013/2014 is down 18% in net income from the last fiscal year (2012/2013), primarily because we collected twelve thousand dollars less this year than in the previ-ous year. Specifically, the revenue was down by 24% in membership dues and 11% for the salary survey. For the current fiscal year, ALAMN generated cash in four primary areas: (1) about 76% of the revenue was gen-erated from our business sponsorship program; while the remaining revenue was earned from (2) the salary survey (10%); (3) educational event fees (8%); and (3) membership dues (5%). Year over year, expenses were basically flat, with the outflow of cash for the twelve months ending March 31, 2013 totaling approximately $220,000.

Educational Opportunities. One of the primary purposes of ALAMN is education, which is where we spend approximately $100,000 annually or 45% of the total budget.

Annual Educational Conference and Business Partner Expo. The organization hosts an annual educational conference, usually in the first quarter. The confer-ence is hosted at a premium facility, with high caliber speakers. If you have not yet attended this confer-ence, it is a bargain. Be sure to mark your calendars for

the next conference on February 18, 2015 when we will celebrate the 25th anniversary of the conference with the theme, “That was Then, This is Now”. Besides great education, you will also have the opportunity to meet several of our business partners who support our organization and the legal field.

Annual Leadership Conference. Held in November, the annual leadership conference is a terrific occasion to learn more about law firm leadership.

Monthly Luncheons. Section committees focus-ing on human resources, small/medium firms, and large firms additionally host monthly luncheons for ALAMN members which provide relevant education for a nominal lunch fee.

Monthly Special Interest Group Meetings. Although hosted by ALAMN members and their firms, the monthly Special Interest Group meetings are avail-able to not only ALAMN members but also guests, so take advantage of them. Special Interest Groups comprise systems/technology, intellectual property, financial management, facilities management, legal project management, and corporate/government and include a St. Cloud location.

ALA Webinars. The ALAMN chapter also subscribes to an annual webinar series put on by ALA that ALAMN members may view at no cost. See the Calendar of Events for upcoming webinars and more details.

Scholarships. An organization of this size could not run without a multitude of volunteers. To thank our ALAMN leaders, scholarships are offered to both our Minnesota Chapter conference and conferences host-ed by ALA. These scholarships accounted for 28% of the chapter’s expenditures in 2013/2014. One of these scholarships could be yours by simply volunteering to chair or co-chair a committee or special interest group.

ALAMN FINANCIAL REPORT By Tracey Skjeveland, CLM


ALAMN FINANCIAL REPORT - CONT.continued from page

The call for nominations is currently under way. Do not be shy; feel free to nominate yourself for a positon of leadership within ALAMN.

Other areas of expense include producing the annual Salary & Compensation Survey, which is a break-even endeavor at 6% of total expense. Still, the survey is an invaluable tool. And, you still have time to order a copy of the survey released earlier this month prior to setting salaries for 2015. Expenses additionally include social events (7%), general management of the organization (6%), recruiting new members (3%), publishing The Ver-dict (3%), and maintaining the website (2%).

With this summary of income and expenses, I can now officially cross off my last item for the 2013/2014 list:

Report final results to ALAMN members.

I hope you are as satisfied as I am. However, a more de-tailed financial report may also be found on the ALAMN website along with meeting minutes. Please direct any questions to Tracey Skjeveland, CLM, ALAMN Finance Director, and Chief Financial and Operating Officer at Merchant & Gould PC.

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“Kitchen Packs” for Bridging was our two-part event this fall. We began the project at the Fall Social on October 23rd, where we had a monetary collection for kitchen supplies to be used to assemble kitchen packs at the Roseville Bridging facility on November 6, 2014.Thanks to the generosity of our members, their law firms and our business partners, we were able to pur-chase and assemble 70 kitchen packs, with each con-taining a measuring cup, oven mitt, vegetable peeler, mixing spoon, spatula, rubber scraper, and measuring spoons. A tour of the facility was provided as part of this event.We had a small, but hard-working crew at Bridging to assemble the kitchen packs and assisted with other miscellaneous projects.

Thanks to the following for your help on November 6th:Dave Hecker Greiner ConstructionLynn Rozell Erstad & ReimerKathy Hubbard Madigan, Dahl & HarlanColette Canniff Robins Kaplan, Miller & CiresiVicki Meyer Gislason & HunterPat Stender (and her daughter Colleen) Cousineau McGuire

Bridging serves 80 households (approximately 240 peo-ple) every week! General information about HOW to do-nate items year-round and WHAT they accept as well as volunteer opportunities can be found at their website www.bridging.org.

COMMUNIT Y SERVICE COMMIT TEE - NOVEMBER 2014


Dear Association of Legal Administrators Volunteer Team,Bridging founder Fran Heitzman says, “When good people get together and do good things, good things happen.” We wholeheartedly agree. YOU made a lot of good things happen at Bridging yes-terday! Thank you for not only donating all new items for 70 kitchen packs, but also for assembling the packs. They are beautiful. I’m glad that they will be able to see on the tag that they were donated by ALA. The kitchen packs will make a huge impact on the lives of families in need. Thank you, again, for being part of the good things that happen at Bridging every day!

With heartfelt appreciation,

Wendy Erickson, Volunteer and Program Supervisor

And the next ALAMN Shining Star is…Kathy Hubbard is the epitome of a great servant leader. She has always served ALAMN in whatever way she could in whatever role the organization has need-ed her. Kathy has held many leadership roles. She currently holds the position of President-Elect and has taken on all of the duties of the vacated Administrative Director seat. She actively participates in FIVE committees: Business Partner and Conference, Community Service, Diversity & Inclusion, Educational Program and Small/Medium group. She is also spearheading the creation of the ALAMN Legal Career Fair for a local inner city high school. This unique community outreach is intended to educate and promote careers in the legal field to those students who may not know or have thought about a career in law. Through this event, ALAMN is helping to form a stronger connection to the community in which we work and a stronger awareness of ALAMN as a leader in the legal field. Kathy’s commitment and service has had a great impact on building a better ALAMN, and we thank her for that! We look forward to her leadership and stewardship when she becomes the President of ALAMN in 2015.

Katherine Hubbard of Madigan Dahl &

Harlan PA

http://www.bridging.org


COMMUNIT Y SERVICE COMMIT TEE - NOVEMBER 2014


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for the Minnesota Region. Outside of the office, Todd sits on the Board for Greater MSP, volunteers for Catho-lic Charities, and spends as much time possible with his three daughters Olivia, Gwyneth & Reese, and his wife, Laura. He received his Bachelor of Arts degree in Eco-nomics and Business Management from Saint John’s University, and his MBA in Finance from the University of St. Thomas.

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ALA QUESTION OF THE MONTH

[ continued on page 19 ]

Question Is there any current information on how the role of the legal secretary is changing to accommodate increasing attorney ratios? What can our attorneys do differently to enable our secretaries to support more of them?

Answer Unfortunately, we’ve never come across the type of detailed, focused information ALA members are looking for, even though it’s pretty clear that transforming the role of secretaries (or any support staff ) can’t really take place without a similar change in attorneys’ thinking and attitudes. And, as pointed out in some of the links below, how those roles will change is going to be differ-

ent for each firm — there’s no one-size-fits-all solution.

You may be interested in this item from Traveling Coaches, discussing the results of an informal survey conducted at their booth during ALA’s 2012 Annual Conference. It’s much more informative than most articles we’ve seen on this topic. The graphical repre-sentations of how tasks become more (or less) impor-tant as the secretary-to-attorney ratio shifts are quite interesting. Along the same lines is this article from ILTA’s Peer-to-Peer journal, on training for new roles. And in case you missed the Traveling Coaches article in the April/May 2013 issue of Legal Management,

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ALA QUESTION OF THE MONTH - CONT.

continued from page 18

see “Why Are There Fewer Secretaries?” Technology is a contributing factor, of course; at the same time, it can help engaged staff build new competencies and contribute to the firm’s success.

Consultant Jordan Furlong’s post “The Secretarial Canary in the Law Firm Coal Mine” uses the issue of secretarial roles to point out a more serious concern about law firm attitudes toward making money — and the post includes a link to one of his previous posts, “Legal Secretaries 2.0,” which offers some guid-ance on how to make these staff members more valuable. One fascinating feature (to ALA’s Reference Desk staff, at least) about the first post is the commen-tary from many legal secretaries, detailing their own thoughts on reworking/upgrading their roles and on the resistance they have encountered from their peers.

Another blog post, this one from former ALA member (and Board member) Bill Mech, asks “Do Law Firms Still Need Legal Secretaries?” Bill discusses the challenges involved in answering the question, and brings up an issue mentioned by almost everyone who writes on this topic — that any efforts to modify the secretarial role are completely dependent on an individual firm’s own culture and situation.

From the ABA’s Law Practice magazine comes an article in the January/February 2014 issue on the changing role of support staff, how technology can be used to improve client service, and incorporating staff teams for delivering optimum client service.

A Thomson Reuters newsletter, Practice Innovations, recaps a number of suggested staffing reforms from 10 to 15 years ago, when re-engineering the role of le-gal secretaries became a “hot topic” in the legal indus-try, and then includes one firm’s efforts to put those suggestions into practice.

You might consider posting your question to one of

the online member discussion groups on ALA’s web-site (see http://www.alanet.org/forums/) to ask your fellow administrators what, if any, specific steps they took to manage a change in staffing ratios and/or staff roles, set expectations for such a change, etc.

We hope this will help you develop a good strategy for analyzing your firm’s staffing and adapting some of these ideas to fit your culture and needs. Best of luck to you!

DIVERSIT Y: IT REALLY IS A BUSINESS ESSENTIAL


In 2012, ALAMN created the ALAMN Diversity and Inclusion Committee to move us toward our goal of increasing diversity in the legal community. We set out with two initial phases in mind: Phase I – Educa-tion/Awareness/Recognition and Phase II – Outreach to Community. We have completed Phase I and are deep into Phase II. When for-profit organizations have excess cash and available resources, they are happy to “do the diversity thing.” However, when cash and resources constrict, diversity and other perceived “social” initiatives go to the back burner. This is a mistake. Diversity is a busi-ness decision that directly impacts an organization’s bottom line. The first business benefit of diversity and inclusion is recruitment and retention. “When employees feel that they have a more diverse and inclusive workforce, turn-

over is almost 20 percent lower and employee effort is nearly 12 percent higher.”1 We are all well aware of the significant costs associated with lost talent. In fact, “[…] leading organizations are influencing the career influ-encers of diverse candidates to shape perceptions and to expand the diverse talent pool rather than fighting fierce battles over a limited talent supply.”1 This is one of the reasons ALAMN is hosting a high school career fair next March. We are working to grow a new genera-tion excited about a career in the legal industry.The second business benefit of diversity and inclusion is increased sales and market growth. The Center for Talent Innovation did case studies looking for “two-di-mensional diversity” – looking at inherent and acquired diversity. Their studies found that “publicly traded com-panies with two-dimensional diversity were 45 per cent more likely than those without to have expanded market share . . . and 70 per cent more likely have cap-tured a new market.”2 Additionally, there is an Ameri-can Sociological Association study that states for every 1% increase in gender and ethnic diversity, there is a 3 to 9% rise in sales.2

We must stop thinking of diversity and inclusion as an HR initiative and shift our minds to realize diversity and inclusion is a business essential. In order for diversity and inclusion to be successful, it must be owned and embraced by the entire organization.

1. Kopp, B. (2013, December 3). What’s the Business Case for Di-versity? Retrieved from http://www.workforce.com

2. Smedley, T. (2014, May 15). The evidence is growing – there really is a business case for diversity. Retrieved from http://www.ft.com

Author Bio: Katherine M. Hubbard is the Firm Administrator at Madigan Dahl & Harlan PA and President-Elect of ALAMN.

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COMMIT TEE REPORTS


The Small/Medium Firm Committee met on Thurs-day, November 20, at the Town & Country Club in Saint Paul. Speaker Stacey Neumann from CiCayda discussed the topic of eDiscovery - Where to Begin? The Human Resources Committee met on Tuesday, October 7, at Robins Kaplan, hosted by Cheryl Nelson. The guest speaker was Mike Fortner from Gravie. He presented on his company’s approach to assisting law firms with health insurance options outside of tradi-tional group plans. The next meeting of the ALAMN HR committee was on Tuesday, November 4, at 11:30 a.m., hosted by Janelle Loven at Gray Plant Mooty. We had a roundtable discussion of HR-related topics. There will be no meeting in December.The Intellectual Property Special Interest Group met on October 2 at the law firm of Merchant & Gould. Val Studer of Dicke, Billig & Czaja and Julie Erickson of Christiansen Fonder spoke to the group about their experiences at the IP Conference they attended on September 18-19 in Washington D.C. Topics discussed included Client Perspectives: Hear Them Now; USPTO Development Updates; Trademark Next Generation; Risk Management Considerations in IP Practice; and Escaping the Stone Age: Converting to New IP Portfolio Management Software. There was no meeting held in November, and the next meeting will be held on De-cember 4th at 11:45 a.m. The topic will be Risk Manage-ment: Considerations in IP Practice.The Systems and Technology Special Interest Group met on November 6 at Oppenheimer Wolff & Don-nelly, hosted by Margie McGuire. The topic focused on Windows 8.x and cloud integration, but included an open discussion covering mobile device manage-ment and cloud identity solutions relating to Office 365. The next meeting of the Systems and Technol-ogy SIG will be held on December 4th at Schwegman Lundberg & Woessner, hosted by Thomas Ernster. This meeting will be an open discussion with focus on workflow technologies.

By John Reed, Esq.

Although critical for business development success, making new connections can be daunting for many legal professionals. With some advance planning and realistic expectations, however, anyone can play – and win – the networking game.Here are five tips to keep in mind in a networking situation:1. Position Yourself for Success. Make it easy to interact by gravitating to where people tend to congregate. Where is the best place to min gle? Near the front entrance – people who have just arrived are less likely to be engaged in con versations with others. Likewise, situate your self near the drink and food line – that’s where many people head first.

2. Initiate an Introduction. Approach someone standing alone or people in groups of three or more, which will allow you to enter into the conversation without the risk of being intrusive. “May I join you?” or “What brings you to this event?” is an effective icebreaker. Then extend your hand, look the person right in the eye, and introdu ce yourself.3. Strike up the Conversation. Once you’ve broken the ice, actively listen to what your new acquaintance is saying, making them the focus of your attention. Use the person’s name in your conversation, maintain eye contact, and ask ques tions. Share your interests and find things you have in common – work, kids, hobbies, travel, etc.4. When It’s Your Turn, Be Ready. When the conversation turns to you, humbly and respect fully promote yourself. Give a brief mention to a new matter you were just hired to handle or an article you just wrote. Highlight issues you tend to run across and trends that you’re seeing in your practice. Without bragging, portray your experi ence, expertise and credibility, and continue to ask questions to re-engage your audience.5. Exit Gracefully, But with a Next Step in Mind. Don’t monopolize your audience’s time (or your own) by staying in the conversation too long. Set the stage for bringing the conversation to a close and provide a means to follow up. “I’d love to grab lunch and hear more about your trip,” “How about I email you tomorrow?” or “What’s the best way for me to get you contact information for a person who I think can help you?” are just a few examples of how to close and sow the seeds for a next step. End your discussion politely and respectfully, but have a plan for continuing the conversation.Give these ideas a try, and remember – networking is all about building relationships.

Author Bio: John Reed, Esq. is the founder of Rain BDM (www.rainbdm.com), a team of consultants that helps lawyers and law firms maximize their marketing and business development efforts and create outstanding client relationships. You can reach him at 855.790.7246 or [email protected].

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Lawmarketing.com Website with good basic free resources. Marketing resources include things like marketing plan outlines, templates, social media guidelines, and individual marketing checklists. The site also offers low cost white papers that will help you with specific issue analysis, books, and webinars.

rainmakervt.com Site has mostly ala carte training on specific attorney development issues regarding marketing. The best resource in the website for Ad-ministrators is signing up for their newsletters which have relevant and practical information.

attorneyatwork.com Legal blog that provides “one really good idea every day.” While not every daily posting has to do with marketing, many do. Some of the more recent helpful topics related to marketing: Five Ways Infographics can Market Your Law Practice; Reach Your Linked In Goals; Lawyer Marketing Quick-Start Steps; Best Ways to Organize Your Contacts; How to Suck at Networking.

[ continued on page 26

http://www.lawmarketing.com

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continued from page 25

MARKETING RESOURCES FOR FIRM ADMINISTRATORS - CONT.

Other Organizations with Legal Marketing Re-sources:

Legal Marketing Association (LMA) and Legal Mar-keting Association of Minnesota (LMA-MN) These websites have many helpful resources and webinars specific to law firm marketing that non-members are able to attend. The LMA-MN site also includes informa-tion about upcoming local programing and events.

American Bar Association (ABA) Small/Solo sec-tion has a business development section to help small firm’s improve their marketing results.

Association of Legal Administrators (ALA) Knowl-edge Research Center has an entire section on law firm marketing.

Minnesota Lawyers Professional Responsibility Board & Office of Lawyers Professional Responsi-bility Has many articles regarding the ethical issues surrounding marketing in the legal field. Helpful articles regarding marketing have included topics surrounding website compliance with ethics rules; ethical issues surrounding lawyer biographies; and the special issues surrounding the use of the words specialize and specialist.

Author Bio: Sarah L. Evenson, JD, MBA is the Firm Admin-istrator at Anderson, Helgen, Davis & Nissen, P.A. and the current Communications Direc-tor for ALAMN.

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Sarah Didrikson Don’t Let Your Last Text Become Your Last Words.

Sarah Evenson, JD, MBA I would put up a favorite inspiring quote by Winston Churchill,

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