USLAW MEMBERSHIP UPDATE

USLAW 2014 Accomplishments, Plans for

2015 and Strategic Plan Update

C. Erik Gustafson - USLAW Chair

Success #1 – Strategic Plan

Creation of the organization’s first ever long range strategic plan which included member input and support.

USLAW VISION

By providing access to the highest quality legal representation and seamless cross-jurisdictional service to clients (both large and small businesses alike) through a network of professional, innovative and dynamic law firms dedicated to their client’s legal success, USLAW will deliver to its members the opportunity for a significant return of their investment of resources into the NETWORK.

Success #1 – Strategic Plan

Creation of the organization’s first ever long range strategic plan which included member input and support.

CORE BELIEFS

• Member Led and Driven • Client Service Focused• Active Participation• Collegiality• Relationships • Responsiveness

• Professional Service• Accountability • Profitability• Geography • Corporate Partners

Success #1 – Strategic Plan

Creation of the organization’s first ever long range strategic plan which included member input and support.

(13) GOALS AND OBJECTIVES

• Increase law firm revenue by 5% average annually

• Reduce firm overhead by $5,000 per attorney over five years

• Introduce 150 new clients to USLAW annually

• Ensure all firms have internal buy-in and accountability

• Create client-focused legal solutions

• Maximize all U.S. markets and professional services offered in these markets

• Build out Canada, Latin America and Asia

Success #1 – Strategic Plan

Creation of the organization’s first ever long range strategic plan which included member input and support.

(13) GOALS AND OBJECTIVES (Continued)

• Serve as resource/legal knowledge center for clients

• Enhance USLAW's brand externally

• Financially stable

• Improve clarity and transparency of communication with members

• Clear and well-defined pathway to USLAW leadership

• Develop future USLAW business generators and leaders

Success #2 – 700+ Legal Decision Makers

In-person exposure to over 700 legal decision makers at USLAW sponsored events from Oct. 2013 – Oct. 2014.

• High-quality and primarily national legal decision makers that have attended at least one USLAW event in a 12 month period.

• Where else can your firm have this type of access?

Success #3 – (20) USLAW Events(20) USLAW conferences, practice group events, and industry event receptions held in the past year.

• (3) Semi-Annual Client Conferences – Fall 13 (Vancouver) – 120 Clients, Spring 14 (Miami Beach) – 170 Clients, Fall 14 (San Francisco) – 100 Clients

• (3) Sets of Fly In Meetings with (7) Client Exchanges

• Dallas – 1) Corporate Counsel and 2) Product Liability

• Jersey City – 3) General Counsel, 4) Employment & Labor Law, and 5) Professional Liability

• Las Vegas – 6) Construction Law and 7) Retail

• Women’s Connection

• Ski USLAW

• Industry Dinners and Events - Several DRI Functions, RIMS, TIDA, ATA, and several others

Success #4 – New Client Exchanges

Development of additional in-person client opportunities through (7) one day client exchanges.

GOALS

• Offer additional low cost (to member firm) opportunities to be exposed to legal decision makers who may not otherwise have an opportunity in the year to attend a client conference.

• Enhance relationships in a smaller setting with clients already introduced to USLAW.

• Attract both local and out of market clients.

• Provide more attorneys more opportunities to demonstrate their legal talents.

• Offer a unique educational program that focuses heavily on dialogue and interaction.

Success #4 – New Client Exchanges

RESULTS

• At conclusion of Las Vegas, nearly 250 clients attended in 2014.

• Interactive format, while still having growing pains, well received by the client audience.

• Developed new contacts that can then be further introduced by attendance at client conferences.

• Business generation beginning to occur.

• Continue in 2015 and beyond

Success #5 - CRM

Implementation of an organization wide customer relationship management (CRM) tool that develops more focused client targeting opportunities for USLAW business development.

• Salesforce – Leading CRM cloud-based solution in the marketplace.

• USLAW adding all historical client attendance data for 13+ years (Nearly 200 events!!!).

• For client conference data, includes invitations, declines, no responses as well as practice area interest, relationship attorneys, CLE, spouse information and more.

• Will assist USLAW to better target marketing efforts for all communications including education and resources based on practice area, client type, industry, past exposure to USLAW, relationship attorneys, etc.

Success #6 – Business Flow Tracking

Formally monitoring of USLAW inbound referral business both from member firms and the clients directly.

• Semi-annual business flow reporting provided by member firms. Approximately 80% participate. Need 100%

• Reminder – Include business from repeat clients introduced through USLAW.

• Data provided annually by clients regarding firms retained. Will be expanding the list of clients to receive this survey.

• All above information input into CRM and helps to more closely develop marketing efforts and event invitations.

• All above information provided to contact partners.

Success #7 – Managing Partners

True engagement by law firm managing partners and leaders with focus on improving firms’ bottom line.

• (2) semi-annual managing partner/law firm leaders meetings (Dallas and Las Vegas) – 80% of firms attended Dallas and feedback has been positive.

• Focused on sharing information, resources and best practices. Additionally encouraging firm buy in with USLAW and offering opportunities to improve firm bottom line.

• Two surveys conducted – Law Firm Vendor Database and Law Firm Hospitality Opportunity Database.

• Future considerations include:• Sharing Back Office Resources

• Further operational ratio surveys

• Webinar series with featured speakers

Success #8 - Communication

More transparent communication from USLAW leadership to the membership regarding expectations of USLAW and further ways to engage through customized firm game plans.

Examples include:

• Each firm received a recommended game plan for the year.

• Timeline for expectations regarding when you will receive USLAW invoices.

• Financial documents always available to membership.

Success #9 – Legal Education

Continued enhancement of the USLAW brand as forerunner in legal education.

• Marketing to all member attorneys and client database of approximately 7,500.

• Increased number of webinars including women’s connection and marketing/business development programs offered to USLAW attorneys.

• Bi-weekly Digiknow – positive feedback from client community.

• (3) new Compendiums of Law – Retail, Surveillance and updated Spoliation

Success #10 – Network with a Heart

Completion of the 2014 Special Olympics USA Games in New Jersey.

• Over $200,000 raised by member firms, attorneys, corporate partners and clients.

• Special recognition to SEA, Ltd., U.S. Legal and Wicker Smith who all raised more than $20,000 each.

• Significant USLAW brand awareness throughout the lead up and the week of the Games. Provided national exposure.

Plans for 2015

• Emphasis on USLAW membership – Filling open markets and continued evaluation of all USLAWmember firms.

• Continued focus on goals and objectives as set forth in the USLAW Strategic Plan

• More emphasis on relationship building and developing client opportunities through USLAWpractice areas.

• Successful USLAW events including (2) client conferences, corporate counsel exchange, construction and retail exchanges, women’s connection.

• Create targeted opportunities to get in front of legal decision-makers (LawMobile, firm generated events, etc.)

USLAW FINANCIAL REPORT

Lew R.C. Bricker

USLAW Secretary/Treasurer

Oversight of USLAW Finances

• Financial Statements:• Executive Committee reviews twice per month.

• Board of Directors reviews once per month.

• USLAW Treasurer and Assistant Treasurer review monthly bank reconciliation, credit card bills and approves all expenses over $5,000.

• Budgeting process:• Drafted by USLAW Chair, Treasurer and CEO.

• Reviewed and approved by USLAW Executive Committee and then Board.

2015 USLAW Budget Highlights

• 2015 budget approved by USLAW Board.

• Net income /profit is used to build reserve: • USLAW reserve on 12/31/14 was $480,000.

• Semi-annual conferences:• Spring 2015 (San Antonio):

• Costs in line with pre-2014 Spring conference expenses.• Due to venue and location.

• Fall 2015 (Boston):• Room rates are higher than Fall 2014 San Francisco.• Anticipate more client attendees with east coast venue.

• Client Exchanges/Fly Ins in 2015• Down from three in 2014. • Still require $1,500/$1,000 minimum contribution for each.

2015 USLAW Budget Highlights (Continued)

• Allocation of funds to offset expenses for Board members to visit member firm offices and extraordinary Board duties:• Goal visit every member firm every two years as per the Strategic Plan.• New member firm visits.• Other Board activities beyond the norm.

• Allocation of funds to offset expenses for member attorneys to attend and participate in TELFA meetings.

• Conservative where appropriate:• Do not diminish the client experience,• Do not diminish the member opportunities,• Competitive bidding and• Alternative vendors.

Membership Tier Structure for Dues and Expenses

• Member firms are categorized as Tier 0, 1, 2 or 3: • Tier 1 firms pay $5,000 in annual membership dues.• Tier 2 firms pay $10,000 in annual membership dues.• Tier 3 firms pay $15,000 in annual membership dues.

• 75% of the US based firms are Tier 3 members.

• Tier 0 member firms: • Not based in the United States, Canada or Mexico, • Pay no annual membership dues and• Must attend at least one client conference annually.

• Tiers used to determine payment structure for expenses associated with:• Client conferences and• Fly Ins/Exchanges, in part.

USLAW Events

• Two types of USLAW events:• Required attendance

• Client Conferences and • Mandatory Member Meetings• Will be charged even if your firm does not attend

• Optional attendance (Fly Ins, Boot Camps, Women’s Connection, etc.).

• All USLAW events operate on a break-even basis:• USLAW earns no profit/revenue from events. • Dollars paid by member firms are equal to the expenses paid – “pass through.”

• More Clients at Events:• More expense charged back to member firms on a pro rata basis.• More opportunities for member lawyers.

Member Firm Budgeting

• 2015 USLAW Member Law Firm Invoicing and Budgeting Document:• The timeline associated with USLAW invoices.• Assist member firms with internal budgeting.• On USLAW Connect – Lawyers Only – Important Docs.

• Example:• April 15, 2015 (Approximate)

Firms that participated in at least one of the following USLAW events will be invoiced for their pro -rata share of the event they attended.• DRI Product Liability Dinner• Ski USLAW 2015• 1st USLAW Fly In (Chicago)• Any Other USLAW Event Held Between 1/1/15 and 4/1/15

Risk Management and Insurance

• Auditing:• Independent auditor review of financial practices and activities – occasional• Financial statements to be audited annually.

• USLAW undertaking full risk management review for all USLAW events and activities :• Insurance coverage, • Indemnity and • Additional insured status.

• Goal to lessen any potential liability to the organization and its members.

PRACTICE GROUP UPDATE

Thomas L. Oliver, II

USLAW Vice Chair

Practice Areas

• Lifeblood of USLAW NETWORK

• New USLAW Practice Areas• Data Privacy & Security

• Emphasis on building Healthcare Law, IP and Technology, and Business & Advisory Services

• Participation

• USLAW Client Resources – Webinars, On Call, Digiknow, Magazine, Compendiums, etc.

• LawMobile – What is it?

MEMBERSHIP UPDATE

Neil A. Goldberg

USLAW Membership Management Director

Membership Update

• What is the prototypical firm that we are seeking to add to USLAWNETWORK?

• New Open US Markets Actively Seeking Members – Massachusetts, New Hampshire, West Virginia

• Other Open US Markets Actively Seeking Member Firms – Michigan, Vermont

• International Expansion – Latin America, Canada, Asia

• TELFA – Welcome New Additions of Germany, France, Italy and Austria

Membership Review

• USLAW Board of Directors continues to regularly evaluate every USLAW member firm.

• Firm visits by Board member liaisons will begin this year and address any areas of opportunity and concerns with each firm.

• Each USLAW market should be fully penetrated with a full service of practice areas and attorney participation.

• The USLAW brand demands that the organization be comprised of vibrant and successful firms that can continually bring new client introductions to the membership and are fully invested in the organization’s mission.

FIRM MANAGEMENT UPDATE

Nicholas E. Christin

USLAW Firm Management Director

Managing Partner Forum

• Most important group in USLAW NETWORK.

• Critical that every firm has their managing partner invested in USLAW.

• Managing Partner buy-in critical to the USLAW success of each member firm.

• Managing Partner meetings are well-received where leaders share best practices, benchmarking and discuss critical law firm operational issues

• If your are unable to generate interest or attendance by your firm’s managing partner/committee, please let me know so we can specifically help to address this.