Spill The Ink

Howie Ferguson is an experienced leader and is the Executive Director of the Construction Owners Association of America. The national association consists of public and private owners who manage facilities development and capital improvement projects. The organization supports owners' success in the design and construction of buildings and facilities through education, information and collaboration. Howie has a thorough background in civil engineering, serving over nine years as a commissioned officer in the Civil Engineer Corps of the US Navy. He spent roughly 28 years as an institutional owner, including almost two decades as a Project Manager at the University of Florida where he oversaw their planning, design and construction. In this episode: AEC firms have a particular need for high standards of quality. So many small details come into play during construction, any of which can have catastrophic effects on the build. Furthermore, those potential defects can directly correlate to the longevity and even safety of the finished product. This creates a demand for higher standards and a sense of trust. For the Construction Owners Association of America, this is exactly what they aim to do. They utilize education and collaboration across their members to improve the quality of the building process. Howie Ferguson, the Executive Director of the association, has upheld these standards in his own work and as director. So what lessons can be learned by other AEC firms? Michelle Calcote King has an informative interview with Howie Ferguson, the Executive Director of the Construction Owners Association of America, to discuss the association and the principles behind their work. They go through the organization's background and how they use education to raise standards. They also touch on a variety of topics for AEC firms, including procuring clients, the value of authenticity and accountability. Hear all this and more on this episode of the Spill the Ink podcast.

Mark Wainwright is an established consultant for business development and sales growth. Through his current firm, Wainwright Insight, he applies his method of fractional sales management to help clients get organized and grow their practice. He also serves as a consultant for giving campaigns, fundraising, and sponsorships for purpose-driven organizations. Prior to his own firm, Mark had worked in marketing for businesses such as Kotter and GGLO. He received his first job out of college at K2 Sports, where he first learned some of his managerial principles in their bicycle division. In this episode: Over the years, the word “sales” has taken on a loaded connotation within the marketplace. It seems to imply a callous and sometimes even greedy mindset when working with other companies. While all businesses are driven by sales, the term itself has started carrying a new meaning. But what would it look like to breathe life into the concept and reemphasize sales in a new way? Mark Wainwright is a sales management consultant with a thorough background in marketing and development. His approach, which he calls fractional sales management, is both personal and effective for helping clients get organized. He knows the baggage behind sales and has found a way to transform the process. Now he shows you what it looks like in action. In this episode of the Spill the Ink podcast, Michelle Calcote King talks with Mark Wainwright about sales management and how to adapt to the current business climate. They start with his consultancy and how he uses fractional sales management to give clients the attention they need. They then dive into topics such as making the sales process more comfortable, taking on a vendor mindset and what makes a good businessperson.

With more than 20 years of experience consulting law firms, Marcie Borgal Shunk considers herself a sociologist of lawyers. She is the President and Founder of The Tilt Institute, a firm that provides leadership advisory and training along with business support. Concurrently, she serves as a Fellow of the College of Law Practice Management and is a Faculty Member at Conscious Inclusion Company. Marcie worked with The BTI Consulting Group for over 10 years where she developed an expertise in market research. In addition to all of these positions, she is also a frequent speaker on topics such as competitive intelligence and the future of law. In this episode: Leadership comes naturally to some, but even the best leaders need guidance to improve. Especially within complex systems such as law firms, leadership is a tricky proposition that requires extra care. Otherwise, the precise ecosystem of most firms is ruined, not allowing them to operate as well as they could. Marcie Borgal Shunk works directly with law firms to remedy this very problem. Her firm, The Tilt Institute, offers leadership services and analytics to guide her clients towards greater success. Across 20 years of experience as a consultant and analyst, she's learned the key principles of great leadership. Want to know what they are? In this episode of the Spill the Ink podcast, Michelle Calcote King hosts Marcie Borgal Shunk, the President and Founder of The Tilt Institute, to go over how to further develop leadership and culture in law firms. The two talk about the current challenges that firms are facing and how to overcome them. They also touch on the tenants of a great culture, how to use data and what it takes to be a good leader.

Lindsay Diven is a Marketing and Sales Manager for the Blackbox Connectors and a well-known figure in the AEC field. She works closely with her clients and team at Full Sail Partners to research new connectors and how to use them to streamline processes. She is the Founder of Marketers Take Flight, which provides proposal and career development for marketers. She also hosts a podcast of the same name. Previous to her current work, she served as the Director of Marketing and Business Development at BRPH. In this episode: AEC firms have the difficult task of selling clients on large projects. They are high-risk and high-reward by nature, which means that marketing takes on a new meaning. A broad approach likely won't do much, but being able to secure the important projects can propel a firm to great success. The challenge then becomes how to market yourself accordingly. Lindsay Diven has a good idea of how to do it. Her business, Marketers Take Flight, works closely with AEC firms to create better proposals and improve their marketing. She has more than 15 years of experience across multiple companies, giving her keen insight on how to do it right. Now she shares those same principles with you. Michelle Calcote King invites Lindsay Diven, the Founder of Marketers Take Flight, onto the podcast to discuss marketing and what most AEC firms are missing. They go over Lindsay's background and how she's trying to fill holes in the industry. They then go into key topics such as generating leads, niching your firm and the best tactics for digital marketing. Hear it all on this episode of the Spill the Ink podcast!

Matthew Prinn is an executive with 20 years of experience in legal pricing, marketing and operations. He is the current Principal at RFP Advisory Group, which works with general counsel to manage legal spend and requests for proposals. He honed his expertise at K&L Gates, where he worked for over a decade in business development. Over his career, Matthew has operated on both the buying and selling side of legal services, giving him a unique perspective on RFP. In this episode: While law firms tend to be traditional, the legal landscape is changing. Alternative legal services and technology are just two examples of some recent significant shifts. One of the greatest changes, however, has been the rise of Requests for Proposals, or RFPs.  RFP has quickly become a popular option for managing outside counsel spend. They're an attractive option for many clients, but they are still relatively new, making them difficult to navigate on both sides. This has opened the door for advisory groups to come in and smooth out the process. One of these prominent consultancies is RFP Advisory Group, which have developed their expertise around best practices for RFPs. So how do you get the most out of the model? Michelle Calcote King talks with Matthew Prinn, the Principal at RFP Advisory Group, about RFPs and how to use them the right way. They discuss the different trends happening right now, how to properly establish the value proposition and how alternative legal services affect RFPs. They also touch on the mistakes that law firms make early on and how to avoid them. Hear the rest by tuning into this episode of the Spill the Ink podcast.

Valerie A. Danner is the Senior Managing Editor of Legal Management magazine, which is the flagship publication of the Association of Legal Administrators. Legal Management is published 10 times a year and features scholarly articles targeting law firm managers and managing partners.  Valerie has served as an editor at several prestigious companies, including Krames StayWell, the Institute of Real Estate Management, and the American Massage Therapy Association. Across her positions, she has more than 20 years of experience in content creation, having worked in both digital and print media. In this episode: Legal media is oftentimes the separating factor between a respected and an unknown law firm. After all, even if you have the best lawyers, who will see them if they're not being represented well? Legal media is far more than basic advertising and extends to the presentation of your firm's brand. How you get your name out there, your approach to design and your online presence all make an impact on performance. So how do you do it right? Spill the Ink is starting a series of interviews all about legal media and how the experts handle it. They discuss the best ways to frame your firm without sacrificing what makes you unique. To start off the series, we listen to an editor who deals with legal media day in and day out. In this episode of the Spill the Ink podcast, Michelle Calcote King sits down with Valerie A. Danner, the Senior Managing Editor of Legal Management, to discuss legal media and how to pitch your firm. They go through the topics and interests of the publication before digging deep into what makes a great pitch and how to improve your media. Valerie also talks about the other content she reads to stay informed.

Jennifer Johnson is the Founder and CEO of Calibrate Legal, a consultancy that specializes in recruiting services and legal marketing. They work with diverse applicants to find their way in the legal industry and help law firms achieve the results they're working towards. She has two decades of experience in her field, having spent six years at an Am Law 100 firm.  Over the years, Jennifer has served in multiple leadership roles, including Secretary of the International Board of Directors for the Legal Marketing Association and President of Young Executives for Success. She was named as a Global Top 100 Leader by LawDragon for Legal Strategy and Consulting. In this episode: Getting the right team for your law firm isn't a luxury; it's a necessity if your firm has any chance of standing out from the crowd. The experience and success of every member of your team, from intern to partner and everyone in between, is crucial. These important people are “revenue enablers,” the ones who make all of the revenue possible. So how do you find them? Networking is an integral component of working at a law firm, but that definition will need to expand to find the right people. Jennifer Johnson has spent much of her career in recruiting and legal marketing, learning firsthand the importance of investing in human capital. She's built her company on this theory, and now, she shares those same ideas with you. Michelle Calcote King invites Jennifer Johnson, the Founder and CEO of Calibrate Legal, onto the Spill The Ink podcast to talk about revenue enablers and how to find them for your law firm. They discuss the current trends of the legal marketing world and how to stay on top of them. They then go into detail on what makes a revenue enabler, flexible work arrangements and why so many are leaving the legal industry.

Matt Handal is a specialist in contracts, helping firms of all kinds write winning contracts on projects ranging from $500,000 to $2 billion. In 2009, he started his own agency, Help Everybody Everyday, which offers both proposal services as well as instructional content. Concurrently, he continues to work as a Business Development Manager at Trauner Consulting Services, Inc., where he's worked for more than 18 years. Matt is best known for his book Proposal Development Secrets, which shares his insight for proposal development. His background in marketing for industrial companies gives him a unique and thorough perspective that he uses in his contract work. In this episode: What makes a winning proposal? Many firms don't have a solid answer for the question. While marketing and business are common fields with plenty of education, there's little focus done on the writing of proposals. However, that small component is becoming more important by the day. For construction companies and law firms alike, creating a nuanced and favorable proposal can rake in incredible profits.  Matt Handal has dedicated his career to writing these proposals and teaching others how to do it. He's submitted work in almost every state, and with 20 years of experience, he's more than qualified to answer that initial question.  In this episode of the Spill the Ink! podcast, Michelle Calcote King interviews Matt Handal, the Founder of Help Everybody Everyday, to talk about the secrets behind writing a winning proposal. They start by discussing what most people miss and the small changes they can make to improve. Then they break down the details such as non-technical people writing technical proposals, the newest trends and using data to your advantage.

Perryn Olson is a renowned leader in both marketing strategy and business technology, serving as the Vice President of Marketing for REX.one. The company provides comprehensive engineering and construction solutions under a single umbrella. He has also worked for other businesses in the construction industry including The Brand Constructors and Hinge Marketing.  Perryn is a Certified Marketer through the Society for Marketing Professional Services (SMPS) and was the former President of the Louisiana division. His start came from a 14-year tenure at Design the Planet, starting as a design intern and climbing all the way into the role of Vice President. In this episode: What's the best way to earn someone's trust in the business world? From financial to creative limitations and everything in between, firms and agencies of all kinds are reliant on trust. Even acquiring a client in the first place is a difficult proposition of persuasion and commitment. While facts and figures are crucial, there's no substitute for a personalized approach. This is the primary theory behind account-based marketing and how it targets high-value prospects with a more specialized process. If done right, the outcome can be far more profitable than a shotgun approach. So what does it look like in action? On this episode of the Spill the Ink! podcast, Michelle Calcote King talks with Perryn Olson, the VP of Marketing for REX.one, to hear about account-based marketing and how he uses it in his AEC firm. The two go through a plethora of topics, including niching your firm, the best content for ABM and which tools can help along the way. They also touch on the integration of business development and marketing and how to do it right. Stay tuned for more!

Marc Teer is the Founder and CEO of Black Spectacles and Spectacular. Black Spectacles is a business that offers online videos for architects including courses and tutorials. Their democratized approach to learning is designed for newcomers and established architects alike. He is a Member of The Economic Club of Chicago and the Entrepreneurs' Organization.  Marc has learned what architects need to thrive through firsthand experience, working in architecture for Gensler and Legat Architects. He received his bachelor's degree in architecture from the University of Illinois Urbana-Champaign and his master's in architecture from Clemson University. In 2020, he was elevated to the College of Fellows of the American Institute of Architects. In this episode: Both architecture and law firms have more in common than you would think. They are both detail-oriented institutions, composed of entrepreneurial individuals and a sense of prestige. They also share the same needs in leadership and support that often get overlooked. Since these careers are so competitive and skill-based, any kind of advantage is needed. Marc Teer was an architect who saw the need for greater education, so he started Black Spectacles in 2010. The company provides resources to inspire and train architects outside of the conventional classroom. He has also started to lead the next generation of architects into the future with better technology and better leadership. So what does this look like in practice? Michelle Calcote King takes the time to interview Marc Teer, the Founder and CEO of Black Spectacles, to hear his thoughts on leadership and education in architecture. The two go over pertinent topics including diversity, connecting architects with firms and how to work as a fully remote company. They also discuss the work that Black Spectacles is doing and how it's made an impact. Check out this episode of the Spill the Ink! podcast to hear the rest for yourself!

With a long and intensive career, Gerry Riskin has made his name in consultation for law firms. He is a Co-founding Partner at Edge International, serving clients around the globe for nearly 40 years. His specialties include leadership, governance and structure within law firms. He has served the Conference Board of Canada and is a Visiting Fellow for The College of Law in London among other universities. Gerry is also an author, writing books such as The Successful Lawyer, Herding Cats, beyond KNOWING and Creating the Marketing Mindset. In addition to his consulting, he also serves as a workshop leader and a prolific speaker. In this episode: Most law firms are deeply rooted in tradition and heritage. Unique from other industries, lawyers tend to be similarly minded in their approach to work. This has led to success for some while leaving the rest in the dust. As the world is changing quicker than ever, doing it the old-fashioned way may not work anymore. It might be time to rethink how your firm operates. This reevaluation requires a change of priorities, structure and mindset. The goal is to optimize your firm as much as possible, which means a lot of change. Few people know this more than Gerry Riskin, an internationally-known consultant with more than 30 years of experience in transforming law firms. He has firsthand knowledge to update your firm, and now he offers his insight to you. On this episode of the Spill the Ink! podcast, Michelle Calcote King interviews Gerry Riskin, a Co-founding Partner of Edge International, to hear his advice on optimizing law firms. They go over the common stumbling blocks in the age of remote work and how to adapt. They then go into detail on how to keep up with technology, alternative legal services and the benchmarks of a healthy culture. Stay tuned!

Ken Sky is an expert on virtual event production and is the primary producer and coach at Ken Sky Unlimited. He particularly specializes in Zoom meetings, transforming the mundane into engaging. He also works in seminars, conferences, ceremonies and all kinds of meetings. He is the Co-founder of a DIY executive coaching program. Until recently, Ken also worked at the YMCA-YWCA of Winnipeg as a Childcare Supervisor. In addition, he also worked as a technical trainer and RESP account administrator, where he picked up his computer and presentation skills. In this episode: Zoom calls have become an everyday routine for many of us. The technology has proved to be incredibly useful, but can frankly be rather dull. The loss of in-person connection along with increased distractions can make them difficult to sit through. As remote work continues to grow, there has been shockingly little innovation to the informal format. That's why Ken Sky created a better way. Ken Sky started his own virtual event agency called Ken Sky Unlimited. He discovered that online meetings can be engaging, informative and surprisingly fresh. Using a combination of personal tricks and technology, he has created a far better experience for workplaces across the nation. Now he shares those same tricks with you. Michelle Calcote King talks with Ken Sky of Ken Sky Unlimited to hear how he makes the most of Zoom calls and other virtual events. He goes into detail on his process, how he utilizes his background in magic and keeps participants engaged. He then dives deeper into tips for online presentation and where remote events are heading in the future. Hear it all on this episode of the Spill the Ink! podcast!

David Freeman is an expert in law firm leadership, currently serving as a consultant for both individual lawyers and law firms through the David Freeman Consulting Group. He specifically works with law firms on their leadership, business development and client service. He has also started focusing on remote work consultation in the wake of COVID-19.  David is also the Founder of Law Firm CultureShift which was started to work with leadership teams and improve culture at law firms. He is an established two-time best-selling author who has written on each of his specializations. David has been inducted into the National Law Journal Hall of Fame for being voted the #1 business development consultant and coach for three consecutive years. In this episode: There's a lot that goes into a successful law firm, and now we add another component to that list: business development. While marketing is crucial and the quality of your work is essential, business development can often get overlooked. Law firms still function as a business and require strategic growth and optimization to be profitable. Especially in light of COVID-19, many law firms have lost the finer details on how to treat clients and improve their services. This relates to every step of the process, but particularly the culture your law firm has cultivated. It can be hard for some lawyers to see this without outside help. Luckily, that's where David Freeman comes in. In this episode of the Spill the Ink! podcast, Michelle Calcote King interviews consultant David Freeman to hear his thoughts on business development for lawyers and law firms. The two touch on topics of cross-selling, improving your leadership and excelling in the virtual age. They also talk about the culture of your law firm and how to transform it from the ground up. Stay tuned to hear it all for yourself!

Elise Holtzman is a trusted attorney and a certified coach. She is best known as the President and Founder of The Lawyer's Edge — a boutique firm that provides guidance and resources to both attorneys and organizations. She has been coaching and consulting lawyers for over 13 years, drawing from her own experience in law. Elise is also the host of The Lawyer's Edge Podcast, where she interviews successful attorneys, legal marketing specialists, business leaders and authors. Elise has worked for multiple law firms, including Morgan, Lewis & Bockius as well as Fried Frank. She has worked extensively in commercial real estate as a lawyer. Her degree is from Columbia Law School where she also worked as an editor of the Columbia Law Review. In this episode: Lawyers are a highly specialized workforce. Thousands of hours are put into knowing the law and how to survive in a difficult industry. Experience and hard work remain the consistent keys to success. Many lawyers have these but their law firm continues to struggle. So what's holding them back? While there could be a myriad of factors, one of the most common is business development. At the end of the day, law firms are businesses, subject to the same needs and obstacles that come with the territory. It's easy to ignore the development of your firm until it's too late, having to play catch-up with the other firms around you. There needs to be a greater emphasis on business development, and that's exactly what Elise Holtzman specializes in. In this episode of the Spill the Ink! podcast, Michelle Calcote King speaks with Elise Holtzman of The Lawyer's Edge to hear her thoughts on business development for law firms. The two go over some of the common pitfalls and the three pillars to focus on to avoid them. They also dive into topics like marketing, setting new goals and women in the legal industry. Stay tuned to hear it all for yourself!

Bill Coletti is a global crisis strategist, a C-suite advisor and a reputation management specialist. He is the CEO of Kith Crisis Management, which works with businesses to improve crisis communication and manage public perception. He has more than 25 years of experience working with global corporations such as Target, AT&T and American Airlines.  Prior to Kith, Bill served as the Executive Vice President of Hill+Knowlton Strategies and as a Senior Strategist at Public Strategies. He worked as an executive director and political campaigner before finding his niche in crisis management and strategy. In this episode: How would your law firm deal with a crisis? It's all too easy to assume your firm would excel, but you never know until you are put into that situation. Many companies fail to truly recover as their hidden weaknesses and blind spots are revealed. Especially in the age of social media, it is more important than ever to have a strong strategy against crisis. That's where Kith Crisis Management comes in. Kith is led by Bill Coletti, a reputation strategist and crisis manager who has worked with some of the largest companies in the world. With a background in political campaigning, he learned firsthand the importance of having a strong game plan. He and his staff work with law firms and businesses to prepare them for crisis before it's too late. So how prepared is your firm? Michelle Calcote King talks with Bill Coletti, the CEO of Kith Crisis Management, to learn how law firms can survive crisis situations. The two discuss how to prepare for a crisis, the important steps of dealing with one and how to recover afterward. They then break down Kith's process, including simulations and handling social media. Find out the rest by listening to this episode of the Spill the Ink! podcast.

Chris Kirby is an established professional coach and the Founder of BridgeField Group. He has worked as a business development coach since 2000, working initially for the WJF Institute before founding PCT Solutions in 2005. He then founded BridgeField Group which offers development and diversity programs for firms of all sizes. He has firsthand experience in law, having started his career as an attorney. Now he uses the experience to give firms and individual clients the tools they need to excel. Dominica McGinnis is an experienced coach herself and the CEO and Co-founder of BridgeField Group. She started out as an executive coach and has worked with influential clients from organizations such as USAA, the City of Austin and Pfizer. She has likewise worked with PCT Solutions in conjunction, working alongside Chris Kirby to train the next generation of firms. Before BridgeField, Dominica worked as a Business Development and Client Services Consultant for MediaTracking.com. She served in the US army for four years, rising to the rank of Captain and Senior Military Consultant. In this episode: Diversity has been the elephant in the room with law firms for decades. Despite the efforts of diversity training, most law firms still struggle to retain a varied staff with their own unique strengths. It's not only a matter of principle, but also of profits. A lack of diversity and inclusion has been shown time and time again to hurt the performance of law firms. Even the firms that want to improve have struggled to implement it. So how can you do diversity the right way? One solution is to take the training out of diversity training. BridgeField Group has found tremendous success by utilizing coaching and more personal interactions to fuel that change. It's no longer a token effort or a checklist, but a broadening of perspective and identity that can transform law firms. They have seen it work with their clients, and now, they show you how they do it. Michelle Calcote King hosts Chris Kirby and Dominica McGinnis of BridgeField Group to find out about their approach to diversity and inclusion. They go over the unique challenges of diversity and BridgeField's process for building relationships. The three also touch on pressing topics such as mental health, the hiring process and making lasting changes. Find out the rest by listening to this episode of the Spill the Ink! podcast.

Allison Williams is a renowned lawyer, business coach and the proud owner of both Law Firm Mentor and the Williams Law Group, LLC. She most recently founded Law Firm Mentor to help small law firms achieve growth and increase revenue. She is also the current CEO for Williams Law Group which operates as a full-service family firm.  Allison is an acclaimed lawyer, operating as a Fellow of the American Academy of Matrimonial Lawyers and certified by the Supreme Court of New Jersey for Matrimonial Law. She has worked for multiple law firms and even spent time as the editor of the New Jersey Family Lawyer scholarly publication. In this episode: Smaller law firms can often feel hopelessly outmatched. Larger, better-established firms feel like they have every advantage going their way. Even the “small firm” charm can be difficult to achieve in larger cities with more direct competition. You know that your firm is worth it, but how do you convince clients to take a chance on you? There are a host of variables for the success of a law firm: marketing, experience, social media, specialties and more. These smaller law firms need to excel on all of these fronts to gain the traction they're hoping for. Multiple legal marketing companies have sprouted up to fill this need, but few have the experience of Allison Williams. She has worked as a lawyer and the owner of a firm. Now, she coaches growing firms to help them thrive in the places they once struggled. She has guided countless firms before, and now she's here to help you. On this episode of the Spill the Ink! podcast, Michelle Calcote King sits down with Allison Williams, the Founder of the Law Firm Mentor, to learn more about how to improve your marketing as a smaller law firm. They start by talking through Allison's own rocky start as a lawyer and finding other good lawyers to work with. They transition into marketing advice, going through how to improve your social media, smoothing out your marketing cycle and answering the question “is buying leads worth it?”

Stefanie Marrone is a consultant for law firms of all sizes as well as B2C and B2B companies. She brings almost 20 years of legal marketing experience to the table, working for notable firms such as Sullivan & Cromwell and Morrison & Foerster over the years. Before she switched over to full-time consulting, her last position was the Director of Business Development and Marketing at Tarter Krinsky & Drogin LLP. Stefanie has also spent much of her career as a prolific writer, getting her start as an Assistant Articles Editor at Redbook Magazine. She continues to write for her popular blog, The Social Media Butterfly, where she talks about issues facing lawyers and legal marketers today. In this episode: How important is your presence on LinkedIn? For many law firms, social media is not a priority. Other forms of marketing receive all of the attention while their LinkedIn profiles fall to the wayside. Some law firms can do well without it, but many are struggling to find ground. A strong social media presence can not only make your firm more approachable, but it can open new demographics that were once inaccessible. It's a Swiss Army knife of a marketing tool that is too often ignored. If done right, your LinkedIn output can transform your law firm. This is the approach of Stefanie Marrone, a legal marketing consultant who knows how to get results. Want to find out more? Michelle Calcote King hosts Stefanie Marrone to find out her approach to improving your law firm's LinkedIn profile. Together they go over the full process, from how often you should post to creating multimedia content to LinkedIn groups and more. Stefanie goes into detail on her story and how she found success on her own LinkedIn page. They even find time to discuss the specific content that performs well on the website. Learn all of this and more on this episode of the Spill the Ink! podcast!

Christopher Melcher is a leading name in the field of family law and a Partner of Walzer Melcher LLP. He primarily works with celebrities, business owners and trust beneficiaries in divorce cases. His specialization lies in discretional practice and navigating the financial aspects. Christopher brings over 27 years of total experience to the table for his clients, with almost 20 of those at his current firm. His first experience as a lawyer came from his father's law firm where he handled criminal defense and personal injury cases. Aside from his practice, he also teaches as an Adjunct Professor at Pepperdine Law. In this episode: There are few better ways to get your name out there like appearing on TV. Even on smaller networks, there is a tangible sense of importance and credibility that TV gives to people. Most law firms or lawyers only appear in advertising. However, some have found the secret to being featured as a source by media outlets. This not only gives exposure to the lawyer but also reinforces their expertise for all to see. It's an effective strategy, but one that few people enjoy. Christopher Melcher has made a name for himself by appearing on multiple channels as a reliable source. Most recently, he has been giving his insight on the Britney Spears conservatorship case. His law firm has built its reputation on privacy and outstanding service, working for some of the most well-known families in California. He was able to find his niche as a media source, and now, so can you. On this episode of the Spill the Ink! podcast, Michelle Calcote King sits down with Christopher Melcher, a Partner of Walzer Melcher LLP, to learn the secret behind becoming a legal source for media outlets. Christopher talks about finding his start as a source and how he leveraged it into the career he has today. They go over the pitch process, preparing to speak on television and the importance of relationships. Stay tuned for more!

Kerry Benn is the Director of Series, Surveys and Data of Law360, working with her team to manage their data and surveys. The subscription-based news source has a staff of over 170, staying up to date on legal developments and intellectual property. She has worked for the news outlet for more than eight years, starting as an Assistant Managing Editor.  Kerry has had a rich career in editing, also working for the Dow Jones and Mail Tribune before her current position. Outside of her work, she was a champion on Jeopardy back in 2017. In this episode: There is plenty of competition for legal news and awards. Many publications put out their lists for the best lawyers and law firms, each attempting to be the definitive ranking. Additionally, the reporting from some websites can lack depth or variety. Both categories are flooded with options, but how many live up to the standards they set forth? Which publications can be trusted to provide accurate information? Law360 is a news source that commits themselves to a greater level of quality and integrity. Their website has grown considerably over the years, expanding their reporting to every corner of the legal industry. They recently launched Law360 Pulse to dive even deeper into the business of law, including in-depth surveys and research. Along with their trusted rankings, they have set the bar high for legal journalism. Now they're willing to talk through their process for the law firms that want to get ahead. Michelle Calcote King takes time to speak with Kerry Benn — Director of Series, Surveys and Data at Law360 — to learn more about Law360's approach to legal journalism and law firm awards. Kerry walks through the introduction of their new Pulse section and how it explores underrepresented sections of legal business. They then discuss Law360's rankings and what you can do to help your chances of selection. Learn all of this and more on this episode of the Spill the Ink! podcast.

Michele Linn is a content marketing guru, having worked in the field since its early days. She is the Co-founder and Chief Strategy Officer of Mantis Research, which publishes and spotlights research in marketing. She has written and published hundreds of articles on the subject, being recognized as one of Folio's Top Women in Media in 2015. Michele cut her teeth as the Head of Editorial at the Content Marketing Institute. She was the first employee hired there and helped the organization grow to an audience of 200,000 subscribers. She's no stranger to podcasts either, having co-hosted the Marketing Breakout Podcast for six months. In this episode: Data is the single greatest tool that any company has at its disposal. It can inform strategists, help you understand your audience and improve your product. However, there are even more uses that fewer companies consider. Research can be utilized as a powerful tool for content marketing and brand authority. From driving traffic to media mentions, there are few things that specialized market research can't do for your department.  This was the origin behind Mantis Research — helping marketers publish their research. Michele Linn founded it with experience as a content marketer herself. She saw the need for research, using it as a way to both build authority in your field and to grow awareness. She now works hands-on with marketing teams to get accurate and helpful research. Want to find out more? In this episode of the Spill the Ink! podcast, Michelle Calcote King interviews Michele Linn, the Co-founder and Chief Strategy Officer for Mantis Research, to find out more about how research can transform marketing and more. The two go through research and the common mistakes to avoid early on. They then dive deeper into the process, talking through strategy, finding the right people to survey and promoting your research.

Elizabeth Petit is the Director of Research and Development and Managing Editor at Best Lawyers. Her role involves oversight of planning, research and execution for the company's programs, including Best Lawyers and Best Law Firms. She also works as Best Lawyers' in-house Project Manager for any of their new business ventures.  Elizabeth's career branches into arts management at First Avenue Associates and as adjunct faculty of art history at the University of South Carolina. Despite her many roles, Elizabeth still finds time to volunteer at the Harvest Hope Food Bank. In this episode: The conversation continues on the in-depth process of ranking law firms. In the last episode, Michelle Calcote King spoke with Michael Rafalowich of Benchmark Litigation. This week, she talks with Elizabeth Petit of Best Lawyers about their unique approach to law firm rankings. Best Lawyers is the only purely peer-reviewed resource for law firms and lawyers. Their methodology is designed to reflect the thoughts of other leaders who have worked directly with the nominee. They attempt to remove outside influences and accurately report the common consensus. For more than 30 years, they have remained one of the most important references in the legal world. Now they reveal more of their process and what you need to know for your rankings. Michelle Calcote King hosts Elizabeth Petit, Director of Research and Development and Managing Editor at Best Lawyers, to learn more about how they rank law firms. They go over their qualifications, how they consider diversity and their response to feedback. Elizabeth then goes over the common mistakes and best advice for law firms to help their rankings. Find out all this and more on this episode of the Spill the Ink! podcast.

Michael Rafalowich is the Litigation Managing Editor at Euromoney Institutional Investor. He has been with the company for more than 12 years, entering as a writer and editor before starting his current position in 2013. Euromoney is among Europe's greatest financial institutions and a leader in business publishing with Benchmark Litigation. Michael is known as a proficient writer and researcher, with his main expertise in legal and financial industries. His diverse career has spanned from freelance work to credit consultation to working as a criminal courts researcher. He applies that same research mentality to bolster the Benchmark Litigation brand and increase its readership. In this episode: Exposure is crucial for the success of any law firm. The competitive nature of litigation means that a high ranking in a prestigious publication can lend some much-needed credibility. It also helps draw attention to the good work your law firm has already done, helping separate the wheat from the chaff.  On the other hand, these publications have to be incredibly selective with who they choose. Promoting any law firm can ruin their seal of approval and lose the trust of their audience. This creates a symbiotic relationship where great firms get the recognition they deserve while the publications earn their status as a reliable source. So what exactly defines a leading firm and how do you apply those attributes to your firm?  On this episode of Spill the Ink!, Michelle Calcote King interviews Michael Rafalowich, the Litigation Managing Editor at Euromoney Institutional Investor. Together, they dive into how Benchmark Litigation researches and ranks law firms across the United States and Canada. Michael discusses his criteria, why he visits firms in person and how they can improve their standing. They also talk about how Michael responds to feedback from firms about their rank. Stay tuned!

Ken Hardison is the President of PILMMA, a marketing and management resource designed for attorneys. PILMMA, or the Powerful Innovative Legal Marketing and Management Association, works to provide its members with the tools and education to grow their law firm. In conjunction with his company, Ken is also a legal marketing coach and certified Scaling Up coach, having worked in the industry for more than 30 years. In that time, he has developed and sold two different seven-figure law firms. Known as the “Millionaire Maker,” he shares his knowledge with other attorneys so they can reach their full potential. In this episode: How do you find your edge as a law firm? Marketing is a necessity for lawyers, but the competition is fierce. With so many other law firms, it can be difficult to grow your brand. There are a hundred different ideas on how to grow your firm, but which ones are actually effective? This is where experience is key. Ken Hardison is a lawyer and Scaling Up coach that has more than 30 years of experience in the field. He has grown two separate law firms that were worth seven figures when sold. His passion is found in sharing his expertise with other attorneys so they can also grow their businesses. Want to hear some of his insights? Michelle Calcote King talks with Ken Hardison, President of PILMMA, to walk through his approach to legal marketing. The two discuss how to find your niche as a law firm, some common mistakes lawyers make when advertising and how best to use grassroots marketing. Ken even goes into rising trends in legal marketing that you should be on the lookout for. Find out all of this and more by listening to this episode of Spill the Ink!

Melissa Costello is the Creative Lead and Chief Storyteller at MELISSACOSTELLO.com. Her passion is found in telling the stories of people and businesses through creative video marketing. She started the company in 2016 and has worked with clients such as Magic Johnson and President Barack Obama.  Melissa has been awarded domestic and international honors for the videos she produced over a 30-year career. Now she applies those same skills to help companies of all sizes establish their brand. In this episode: Marketing, when broken down to its core idea, is telling a story to sell a product. Oftentimes, the latter half of that process is what gets emphasized. Traditional marketing can feel rote and predictable to audiences, failing to connect when it should. Meaningful storytelling in video marketing, however, can engage both potential clients and the business itself. It's a bold change of pace that is not only compelling but also effective. Melissa Costello specializes in these kinds of marketing videos, designed to build brands and tell their stories. She knows what works, having notable clients such as Mayor Rahm Emanuel and President Barack Obama. She recently has been focusing her award-winning storytelling on businesses, and now shares those same concepts with you. On this episode of Spill the Ink, Michelle Calcote King sits down with Melissa Costello, Creative Lead and Chief Storyteller of MELISSACOSTELLO.com, to talk about how to sell through storytelling. From knowing how to use emotion to learning how she makes her videos, Melissa walks listeners through her in-depth process. They also dive into Melissa's early career and how she found her unique passion. Stay tuned!

Adrian Dayton is the Founder and CEO of ClearView Social, a company that helps simplify social media for professionals. He is known for his keen understanding of social media and business development for lawyers, having practiced law himself in the past. Adrian has trained over 22,000 professionals and often shares his knowledge as a keynote speaker and retreat facilitator. Adrian is also a writer whose work has been published in Forbes, Above the Law and the National Law Journal. He is the author of two books: LinkedIn and Blogs for Lawyers and Social Media for Lawyers: Twitter Edition.  Outside of his career, Adrian is an avid hiker and has reached the summit of Mount Kilimanjaro in Tanzania and Mount Rainier in Washington. In this episode: Is your social media holding back your law firm? Lawyers typically have a wide skill set, but outreach is rarely at the top of the list. In the modern age, social media is becoming more important to attract clients and establish your brand. The difference in visibility between a robust LinkedIn presence and a floundering one is night and day. So, what is the secret to a successful social media brand? For Adrian Dayton, his passion is sharing his social media expertise with lawyers and professionals internationally. He does this through his SaaS company, ClearView Social, his keynote events and his books to name a few. Now, he adds a podcast to that growing list. Michelle Calcote King interviews Adrian Dayton, the Founder and CEO of ClearView Social, to break down his advice for improving your professional social media. They discuss how to work LinkedIn to your benefit, which platforms you should use and how to strike the balance between being personal and being professional. They also get into how COVID has changed the social media landscape — and how to adjust. Tune in to hear it all on this episode of Spill the Ink.

David Ackert is a pioneer in business development innovation and is the Founder and President of Ackert Inc. He has over two decades of experience in developing revenue acceleration programs, including Trainer, Viewer and Pipeline. He serves as Founder for the Executive Roundtables for Law Firm Leaders and The Business Development Institute, both of which seek to give lawyers the tools they need to succeed. David has mentored thousands of professionals over his extensive career. He continues to serve as a keynote speaker at partner retreats and guest lecturer at universities such as UCLA and USC. He also hosts the Market Leaders Podcast, where he interviews thought leaders in the legal marketing industry. In this episode: Amidst the constant grind of law firms, technology can oftentimes be ignored. Priority is placed either on tradition or more immediate concerns, leaving little room for advancement. Business development then gets pushed to the side when it could be the main source of growth. David Ackert has noticed this gap left by underutilized CRMs and has sought to fill it with his company, Ackert Inc.   David Ackert is a business development mentor, having two decades of experience in revenue acceleration programs. His company has tailored its services to fit each law firm and created software like PipelinePlus and Trainer to help their clients with business development. His expertise has helped thousands of professionals utilize practical technology and grow their practice. On this episode of the Spill the Ink Podcast, Michelle Calcote King sits down with David Ackert, Founder of Ackert Inc., to find out his approach to business development. They talk about what separates PipelinePlus from other CRMs, the psychology behind lawyers and legal marketers and where technology is heading from here. Stay tuned to learn all this and more!

Wendy Merrill is a successful businesswoman of many titles, including author, executive, speaker and consultant. She is currently the Executive Vice President of Growth Strategy and Branding at DRI, which seeks to sharpen the skills of defense attorneys. Simultaneously, Wendy still serves as the Founder of StrategyHorse Consulting Group. Their passion is to inspire leadership and growth in young professionals through unique workshops and retreats. Wendy's first book, Path to Impact: The Rising Leader's Guide to Growing Smart, was published in 2019 and is also designed to cultivate leaders of the next generation. Outside of her work, she enjoys mentoring, traveling and riding her horse. In this episode: Mentorship has always been a key component when working with the law. Lawyers not only spend many years at university, but are then guided in the early days of their career. The infrastructure has changed over the years but the core idea remains the same—the best lawyers learn from mentorship. It's up to established leaders to help newer attorneys get started. For Wendy Merrill, her passion is helping lawyers and professionals grow into leaders. Almost every aspect of her career is designed to give back to the attorneys of the future. From serving as Founder of StrategyHorse Consulting Group to her book Path to Impact: The Rising Leader's Guide to Growing Smart, she has led many professionals to success. Now, she shares her insights with you. Michelle Calcote King takes the time to interview Wendy Merrill, the Executive Vice President of Growth Strategy & Branding at DRI, and get her perspective on the changing world of law. They discuss what DRI offers to defense attorneys, how to use LinkedIn to build your brand and how millennials are changing the landscape. Find out the details on this episode of the Spill the Ink Podcast.

Aaron Y. Strauss is the Founder and Managing Partner of A.Y. Strauss, a firm that provides legal counsel for commercial transactions and litigation in the areas of commercial real estate, construction contracting, labor and employment, bankruptcy and franchising law. At A.Y. Strauss, Aaron is responsible for establishing the firm's long-term strategy and vision. He oversees a team of nationally recognized attorneys who deliver top-level professional work and personalized, highly responsive service.  Before founding A.Y. Strauss, Aaron practiced at Kelley, Drye & Warren LLP and Riker, Danzig, Scherer, Hyland & Perretti LLP. Aaron was recognized as a “rising star” in commercial real estate law for four years in a row by Super Lawyers Magazine. In this episode: To succeed as a small law firm, you don't have to compete with the big companies; you just have to build your brand and reputation to do work on par with the large firms. So, how exactly can you do this? And how do you stay on track for exponential growth?  As someone who has started his own firm, Aaron Y. Strauss knows how to build a fantastic team and culture. According to Aaron, business development is about trust, patience and providing a large platform for opportunity. When you focus on these areas, you'll be able to grow with your clients, expand your network and build a reputation for your firm.  In this episode of Spill the Ink, Michelle Calcote King is joined by Aaron Y. Strauss, Founder and Managing Partner of A.Y. Strauss, to talk about building your law firm's brand and culture. Aaron discusses how to succeed and adapt to changes as a young lawyer, what to look for when hiring your team, his social media tips for smaller brands and how to develop a culture that aligns with your firm's values. Stay tuned!

Ken Levinson is a Founding Partner of Levinson and Stefani, a Chicago-based firm focusing on personal injury law. Ken has spent over 20 years helping represent disenfranchised clients against corporate giants, and he serves as an advocate for accident survivors and child safety. Ken is also the Vice-Chair of the American Association for Justice Trucking Group and the co-author of the latest edition of Litigating Major Automobile Injury and Death Cases. Ken has been recognized as one of the top attorneys in Illinois by Leading Lawyers and Super Lawyers magazines. He was also named one of the “40 Lawyers Under 40 to Watch in Illinois” by the Law Bulletin Publishing Company. Ken is one of only 100 trial lawyers from Illinois selected for The American Trial Lawyers Association, a competitive, invitation-based membership program. In this episode: Is your firm thinking about narrowing its area of expertise? Do you want to know how to better market your firm to its target audience? If so, tune in to this episode of Spill the Ink to get all of the details! As an attorney who has found his niche, Ken Levinson can confirm the benefits that come from specializing within your area of practice. According to Ken, you'll be able to market yourself directly to your target audience, allowing you to gain better-suited clients and a reputation for being the best in your area of practice. If you're still on the fence about your niche or uneasy about marketing yourself, Ken has some advice that you won't want to miss. In this episode of Spill the Ink, Michelle Calcote King sits down with Ken Levinson, Founding Partner of Levinson and Stefani, to talk about the value of finding your niche and the best way to market your business. Ken discusses why having an area of expertise can help your practice thrive, the way that he uses social media and how to market your company — even if you're not a marketing specialist. Plus, Ken shares his expert tips for adapting to the changing industry of law. Stay tuned! 

Jamie Rubin is a Partner at InfoLawGroup LLP, a national boutique law firm focusing on the intersection of privacy and data security, technology, advertising and marketing. Jamie specializes in advertising, marketing and promotions law, new media law, technology law, privacy law and entertainment law.  At InfoLawGroup LLP, Jamie works on national and digital advertising campaigns, celebrity spokesperson agreements, sweepstakes, user-generated content promotions and much more. He is recognized as a “Leader in the Field for Media & Entertainment” by Chambers and Partners and was named one of the “40 Illinois Attorneys Under 40 to Watch” by Law Bulletin Publishing Company. In this episode: As a small law firm, how do you develop and uphold marketing strategies, diversity in the workplace and specialty practices? Are you keeping up with changing industry trends? What can you do to prepare for future changes?  With nearly 20 years of experience at a small law firm, Jamie Rubin has learned to adapt to many industry changes. One of Jamie's main strategies for consistent success is to be organized, communicative and focused on each client's specific needs. In this episode of Spill the Ink, Michelle Calcote King is joined by Jamie Rubin, Partner at InfoLawGroup LLP, to talk about how a small law firm can find success. Jamie discusses how he found his niche, the importance of communication with clients and different ways to market your business. Stay tuned for more!

Steve Fretzin is a three-time author, business development coach for attorneys and President of FRETZIN, INC. He is also a ProVisors Group Leader and host of the podcast, BE THAT LAWYER. Steve has 16 years of experience helping attorneys double or triple their books through engaging programs and free resources.  At FRETZIN, INC., Steve uses his 20 years of coaching experience to work with attorneys in all practice areas. He provides business development coaching and training, peer advisory, strategy consulting, business planning and much more. In this episode: In a competitive industry, how do you make your business stand out? What steps can you take to leverage your network and become an expert in your field? It turns out that law school doesn't teach you everything you need to know about the industry—and that's where Steve Fretzin comes in.  According to Steve, if you want to be a successful attorney, you have to create a niche for yourself. To do so, you must build your personal brand and network. This allows you to specialize in your area of knowledge, become memorable in the community and be the go-to attorney for your field of expertise. Want to learn more? Tune in to this episode of Spill the Ink, where Michelle Calcote King interviews Steve Fretzin, President of FRETZIN, INC. Steve shares advice on personal branding through business development, tips for time management (and other things that law school didn't teach you) and how to leverage your digital networks. Plus, Steve reveals his process for helping lawyers find their niche. Stay tuned.

Andrew Schpak is the Co-Managing Partner of Barran Liebman LLP. At Barran Liebman LLP, Andrew has worked with government entities, businesses of all sizes and nonprofit organizations to represent management in employment litigation and provide advice on employment matters.  In addition to his work at Barran Liebman LLP, Andrew serves as a Member of the Board of Governors for the American Bar Association (ABA), is a Board Member for the Portland Business Alliance and is a Member of the ABA Standing Committee on Bar Activities and Services. He is a Life Fellow of the American Bar Foundation and Chair of the Oregon Fellows. Andrew received his Juris Doctorate from Cornell Law School and holds a Bachelor of Arts in Political Science from Reed College. In this episode: In any law firm, you have to continually evaluate your approach to marketing, inclusion, education and communication. As the law and public opinion shift, it's necessary to adapt on both a personal and professional level in order to set yourself—and your business—apart. For Andrew Schpak and his firm, education and expertise within the industry are what drives business growth. However, professional development is a journey with an immeasurable number of roads and destinations. So, how do you find the path that's right for you? And how can you keep up with the changes happening in the business of law to make sure you're heading in the right direction?  In this episode of Spill the Ink, Michelle Calcote King talks with Andrew Schpak, Co-managing Partner of Barran Liebman LLP, about hiring strategies and marketing for your law firm. Andrew discusses his firm's approach to diversity and inclusion, explains how to develop your expertise and offers pointers for getting everyone involved in the marketing plan. Plus, Andrew shares his tips for managing social media and building a personal brand. Stay tuned.

Eido Walny is a Managing Partner, Founder and Estate Planning Attorney at Walny Legal Group LLC. Eido is a third-generation entrepreneur, and he started Walny Legal Group LLC to change the way clients think about their relationship with their lawyer. Eido is experienced in handling all levels of estate planning, asset protection, and business succession. In addition to his work at the Walny Legal Group LLC, Eido has given talks around the country and written articles for both local and national publications. His list of honors includes “Advisors with Heart” by Trusts & Estate Magazine, “Leader in the Law” by Wisconsin Law Journal and “Forty Under 40” honoree by the Milwaukee Business Journal. In this episode: The business of law is constantly changing, and firms must adapt to new technology, competitors and marketing strategies. So, how can you make sure that your firm continues to develop with these changes? What marketing strategies can you use to make your firm stand out? As the Managing Partner and Founder of a continually growing law firm, attorney Eido Walny is experienced in what it takes to succeed in today's marketplace. His big marketing tip? Get involved in the community. Whether speaking, writing or sharing your firm's expertise on social media, it's about putting your name out there—not about selling. When people know your name, they know where to turn when they need you.  In this episode of Spill the Ink, Michelle Calcote King sits down with Eido Walny, Managing Partner, Founder and Estate Planning Attorney at Walny Legal Group LLC, to talk about strategies for developing your firm. Eido shares advice on leadership, social media trends and marketing tactics to help your firm build a better culture and attract ideal clients. Stay tuned.

Robert Algeri is the Co-founder of Great Jakes, a website and brand design agency that builds the world's most advanced—and effective—websites for law firms. At Great Jakes, Robert and his team believe that no two attorneys are the same. That's why they help create small, highly customizable websites for each attorney that can fit within the firm's larger website.  In addition to his legal marketing work at Great Jakes, Robert is an author, speaker and active member of the legal marketing community. Over the years, he's held multiple board and committee positions in the Legal Marketing Association. His writing has appeared in LMA's Strategies Magazine, ALM's Marketing the Law Firm and The National Law Journal. Robert co-authored the whitepaper “Market Positioning for Law Firms” to help firms differentiate themselves from competitors. In this episode: Strong market positioning is essential for developing your law firm and distinguishing it in the eyes of potential clients. The key to doing so? Narrow down your firm's focus area to highlight your expertise. According to Robert Algeri, marketing demands are rapidly evolving with new technological advancements. By demonstrating your specialized expertise, you can eliminate competition and attract the attention of your ideal clients. So how exactly can you narrow your firm's focus? In this episode of Spill the Ink, Michelle Calcote King talks with Robert Algeri, Co-founder of the marketing agency Great Jakes, about strategies you can use to gain strong market positioning for your law firm. Robert discusses the three different types of positioning, his approach to digital marketing and how you can generate more revenue by focusing on your expertise. Stay tuned. 

Timothy Corcoran is the Principal of the Corcoran Consulting Group, LLC. He is a former CEO who now guides law firms and law department leaders through the profitable disruption of outdated business models. Tim is a frequent speaker at partner retreats and legal conferences and a writer whose articles are regularly published in leading publications. Tim is also a Trustee and Fellow of the College of Law Practice Management, a Research Fellow at The American Lawyer, a Teaching Fellow at The College of Law Australia and the former President of the Legal Marketing Association. In this episode: Change is inevitable—and the legal industry is no exception. The business models that worked in the past are quickly becoming obsolete. If firms want to succeed in today's market, they need to start rethinking how they operate.  According to Timothy Corcoran, it's important to keep in mind that every system initially started as a series of choices. If circumstances change—as they have in the past year—it may be time to make new choices and implement new models. As Tim warns, buyers in the legal marketplace are becoming increasingly sophisticated, and competing for their business will require more than the same old tactics. In this week's episode of Spill the Ink, host Michelle Calcote King sits down with Timothy Corcoran, the Principal of Corcoran Consulting Group, LLC. Together, they discuss the transformation of outdated business models in law firms, how the pandemic has accelerated change in the legal industry and what marketers need to know to navigate the shifting landscape. Tim also offers some practical advice for updating the way your firm makes money and allocates resources. Stay tuned.

Stephanie Liu is a Live Streaming Strategist and the host of Lights, Camera, Live on Facebook, where she teaches professionals to transform their social media marketing strategy. She is the Founder of Stephanie Liu Marketing, an agency dedicated to helping you captivate your audience and master the art of social marketing. Additionally, Stephanie is the Co-founder and Co-organizer of Leap Into Live Streaming Bootcamp, a virtual event designed as a crash course in live video.  Stephanie has a bachelor's degree in psychology from San Diego State University and is a certified Neuro Linguistic Programming Trainer. Stephanie's work has been recognized and awarded by Forbes, Online Marketing Media and Advertising (OMMA), PR Daily, Forrester, Gartner and 1to1 Media. She has spoken at many events, including Social Media Marketing World, VidCon, and Podcast Movement. Stephanie is also the co-author of the book, The Ultimate Guide to Social Media. In this episode… There's a strong chance that you've stumbled across live streaming events and possibly even attended a few. They're a great way to reach a larger audience and maintain current relationships. So why not consider hosting your own? According to Stephanie Liu of Lights, Camera, Live, leveraging live video can help you go from unknown to unforgettable and is one of the fastest ways for brands to become top of mind and tip of tongue. She wants to make live streaming a new way for lawyers and other professionals to build their brand.  In this week's episode of Spill the Ink, host Michelle Calcote King sits down with live streaming strategist and host of Lights, Camera, Live, Stephanie Liu, to discuss using live video to expand your business and keep in touch with current and prospective clients. Stephanie shares tips on how to structure live video, what the best streaming platforms are and how to repurpose video content. Plus, Stephanie explains the benefits of live video and how to show up with authenticity. Stay Tuned.

Kevin Foster is the CEO of Business Ethics Advisors, LLC, a consulting firm that specializes in helping individuals and organizations make ethical decisions. Kevin founded the company based on his own experience of ignoring ethical traps, which led to him spending 37 months in a federal prison. He now uses his business ethics expertise to train leaders to identify, assess and mitigate ethical risks while promoting ethical decision-making and risk management. Kevin has a Bachelor of Science-Commerce in Accounting and History from Spring Hill College in Mobile, Alabama. He is an eSpeakers Certified Virtual Presenter and a former member of the American Institute of Certified Public Accountants and the Michigan and Texas State Societies of Certified Public Accountants. In this episode… What do you deem as ethical in your workplace? Maybe your boss told you to do something that seemed questionable. Who do you go to with your concerns? Believe it or not, companies continuously struggle with crossing ethical lines, and when they do, the consequences can be life-altering.  Kevin Foster spent 37 months in prison for a crime he didn't commit but could have stopped. His company broke several ethical laws, and now he wants to help other organizations avoid “the ethics trap.” Kevin's consulting and training services have saved countless organizations from making significant lapses of judgment.  In this week's episode of Spill The Ink, Kevin Foster, CEO of Business Ethics Advisors, LLC, shares his advice on business best practices for avoiding ethical issues with host Michelle Calcote King. Together, they discuss how a person's ego can be the root cause of an ethical lapse, what it means to develop a zero-tolerance culture and how to reflect on your moral choices. Kevin also shares what prison taught him about family, ethics and relationships. Stay Tuned.

Luis Scott is the Managing Partner of Bader Scott Injury Lawyers and the Co-founder of 8 Figure Firm, a consulting business that helps attorneys market their firms. In just two years, Luis grew his firm from 25 to 150 employees and almost $100 million in settlements. Formerly, he was the managing partner of a multi-million dollar firm where he oversaw the assistance of thousands of families who were injured in serious accidents. Luis is a native of Puerto Rico and moved to Georgia after being recruited to play baseball for the University of West Georgia. He graduated with a B.B.A. in Accounting and went on to receive a Juris Doctorate from Atlanta's John Marshall Law School. Luis is also a member of the State Bar of Georgia, Georgia Trial Lawyers Association, National Trial Lawyers Association and the American Institute of Legal Counsel. He has been heralded as a Super Lawyer's "Rising Star." In this episode… A marketable business is a profitable business—especially when it comes to law firms. Luis Scott, the Managing Partner of Bader Scott Injury Lawyers, believes you can turn your law firm into a successful business with targeted marketing and shared core values.  Luis has helped hundreds of firms to level up their clientele and reach. He understands how to guide lawyers to take charge of their practice and build long-term relationships rather than simple business contracts. And, it all starts with alignment.  In this week's episode of Spill The Ink, host Michelle Calcote King sits down with a fellow attorney and podcaster Luis Scott, the Managing Partner of Bader Scott Injury Lawyers and the host of The Guts and Glory Show. They discuss the generational ambition gap that exists between marketing styles, how lawyers can create more time for personal branding and what it means to align with your firm's core values. Luis also shares his belief in reading regularly and building lasting relationships. Stay Tuned.

Richard Jacobs is the Founder and President of Speakeasy Marketing, Inc. He specializes in helping attorneys break free from 70 hour work weeks and marginal law practices. Richard has helped over 1,000 attorneys regain balance in their lives and turn their law practices into successful businesses. He is also the founder of The Good Night's Sleep Project, a company dedicated to helping busy professionals get their best sleep with custom-tailored pillows. In this episode… How do you know if your firm's website is creating traffic? You can just pump out new content regularly and hope for the best, but a better approach is tracking what actually gets noticed. Do you know exactly who interacts with your site and what information they need? Far too many attorneys misunderstand the marketing opportunities for their site, so they post irrelevant articles and pictures of themselves looking strong. Richard Jacobs, the Founder and President of Speakeasy Marketing, Inc., believes law firms need better marketing strategies if they want to land new clients.  In this week's episode of Spill The Ink, host Michelle Calcote King interviews the Founder and President of Speakeasy Marketing, Inc., Richard Jacobs. They discuss the PRIME Marketing Method, why reviews are important, and the benefits of podcasting. Richard shares how to track content engagement and why the Goldilocks length for thought leadership books works. He also shares how to monetize solo podcast episodes to land new clients. Stay tuned.

Amy Rowland is the Founder of Varia Search, a boutique legal search firm that uses a bespoke approach to fill in-house department roles, from general counsel to paralegal. Amy's expert matchmaking method results in candidates who love their new jobs and satisfied clients who value their new hires. Prior to starting Varia Search, Amy held in-house roles at two large international companies and was a staff attorney at Paul, Weiss, Rifkind, Wharton & Garrison.  In addition to her work at Varia Search, Amy is an Executive Member of Dreamers & Doers and a Beta User for The Fourth Floor. She also hosts the podcast, Fashionably Late: Finding Career Fulfillment at Any Age. In this episode… What is your dream job as a lawyer? Have you ever fantasized about getting away from billable hours and building stronger relationships with your clients? If so, it may be time to make the leap to an in-house legal counsel position.  Amy Rowland, the Founder of Varia Search, is an expert at filling in-house legal department roles, from general counsel to paralegal. Compared to working at a law firm, an in-house position has its own unique responsibilities and challenges—and, as Amy says, it also has a myriad of benefits for lawyers looking for a change. So, what is Amy's advice to attorneys who are eager to land an in-house position in 2021?  Join us for this week's episode of Spill the Ink as host Michelle Calcote King sits down with the Founder of Varia Search and Host of the Fashionably Late podcast, Amy Rowland. Together, they discuss Amy's transition from tennis player to legal recruiter, the major challenges and responsibilities of in-house counsel, and why building your personal brand is essential for landing your dream job as a lawyer. Stay tuned for more.

Chris Dayley is a Neuromarketer and the Owner of Smart CRO, an agency that specializes in helping e-commerce companies create profitable websites and build high-impact A/B testing programs. With over seven years of experience with Conversion Rate Optimization (CRO), Chris is an expert at improving website profitability using psychology-based testing and analytics.  In addition to this, Chris is also an avid CRO speaker and has spoken at a variety of conferences and events, including Social Media Marketing World and Content Marketing World. In this episode… What does the best version of your website look like to your clients? Should your header be more prominent, or is it better to focus on creating more content? While you could continue to guess which elements of your website will lead to more leads and conversions, there is a more effective and accurate strategy: A/B testing.  Chris Dayley, the Owner of Smart CRO, has doubled conversion rates for his clients using A/B testing. He understands that the market is continually evolving, so companies have to change their methodologies to keep up. With his A/B testing strategies, you can create an adaptable website that stands out, attracts high-quality leads, and converts users into clients today.  In this week's episode of Spill the Ink, host Michelle Calcote King interviews Chris Dayley, a Neuromarketer and the Owner of Smart CRO, about how to use A/B testing to generate leads and boost conversions on your website. Chris shares the ins and outs of Conversion Rate Optimization (CRO), the details behind his strategic website layout, and the ideal budget your firm should set for A/B testing. Stay tuned for more.

AJ Wilcox is the Founder of B2Linked, an advertising agency that specializes in account management, training, and consulting for LinkedIn Ads. B2Linked manages the largest LinkedIn Ads accounts worldwide and is currently the only agency that is an official Certified LinkedIn Partner.  AJ has worked in digital marketing and advertising for almost 15 years. In addition to his role at B2Linked, he also hosts The LinkedIn Ads Show, teaches a LinkedIn Learning course, and speaks at conferences and events across the globe about LinkedIn advertising. In this episode… Does your law firm use LinkedIn advertising? If not, you could be missing out on building strong connections with quality leads and valuable referral partners. So, how can you start creating effective LinkedIn Ads today? AJ Wilcox, the Founder of B2Linked, has built countless ad campaigns in the last 15 years. After discovering the power of advertising on LinkedIn, he decided to create an agency that helps businesses and entrepreneurs stand out and build stronger customer relationships on the professional platform. With AJ's expert advice, you can start creating LinkedIn Ads that tap into your ideal target market—and stop spending money on the intrusive ads that don't work. In this week's episode of Spill the Ink, host Michelle Calcote King interviews AJ Wilcox, the Founder of B2Linked, about the ins and outs of LinkedIn advertising. Together, they discuss the minimum budget you need to create effective LinkedIn Ads, the four types of ads you will see on the platform, and the tried-and-true acronym that AJ uses to structure his advertisements. Listen in to find out why AJ ranks LinkedIn as one of the most effective advertising platforms for B2B companies.

Russ Rosenzweig is the Co-founder of Round Table Group, the world's first and largest expert witness search and referral firm. Since Russ pioneered the industry in 1993, Round Table Group has earned a spot on Inc. Magazine's list of the fastest growing US companies an impressive six times. Today, Russ and his team continue to connect lawyers and firms with leading experts in all fields.  Beyond his work at Round Table Group, Russ is a speaker, author, educator, and philanthropist. He is also the host of the Engaging Experts podcast. In this episode… What makes a good match between a lawyer and an expert witness? Russ Rosenzweig, the CEO and Co-founder of Round Table Group, has spent the last 28 years of his career playing matchmaker between attorneys and the experts they need to win a case. So, what is the secret behind his successful matchmaking process? Using Round Table Group's extensive collection of Nobel Prize winners, presidents of universities, and many more, lawyers can easily find the expert they need for their next case. What's more, Russ has not only hacked the process of connecting lawyers and attorneys, but he has also transformed his company into a valuable marketing, branding, and business development resource.  In this week's episode of Spill the Ink, host Michelle Calcote King sits down with Russ Rosenzweig, the Co-founder and CEO of Round Table Group, to discuss what inspired him to form the first ever expert witness search and referral firm. Russ talks about what it means to be an expert witness, how he marketed his company to success over the last 20 years, and why his firm is a valuable business development resource for lawyers. Stay tuned.

Steve Markman is the Founder and President of Markman Speaker Management, LLC, a multi-service speaker agency established in 1994. With over three decades of experience in the conference, event, and speaker business, Steve has made a name for himself as an inspiring lecturer and trusted mentor to countless popular speakers.  Among his many services, Steve provides customized, virtual training that helps professionals, thought leaders, attorneys, and entrepreneurs boost visibility through speaking engagements. His specialties include coaching and workshops, professional speaker placement, conference content, and more. In this episode… When you think of the events and conferences that you've attended, what do you remember most about the keynote speakers? What made them stand out as a speaker—and how can you do the same at your next speaking engagement?  Speaking opportunities are, without a doubt, a strong marketing, PR, and business development tool for attorneys and law firms. That's why Steve Markman created his valuable coaching and training programs at Markman Speaker Management, LLC—to help hundreds of lawyers land speaking engagements that boost their visibility and improve their firm's bottom line.  In this week's episode of Spill the Ink, thought leader, entrepreneur, and speaking expert Steve Markman sits down with host Michelle Calcote King to discuss the unmatched value of speaking engagements for lawyers and law firms. Steve talks about how to identify the right speaking opportunities for you, his strategies for meeting an event organizer's criteria, and the best practices for delivering speeches that lead to more speaking engagements. You don't want to miss this valuable episode.

Adrian Lürssen is the VP of Strategic Development and Co-Founder of JD Supra, a digital media company that helps professionals increase their visibility. Before JD Supra, he was Yahoo!'s 28th employee and built the company's first team of writers and editors. In the last 12 years, he has used his experience as a content strategist and writer to help countless organizations create online engagement with their prospective client base. Adrian loves the startup life, poetry, and Chinese teas. In this episode… When it comes to content, quality beats quantity hands down. With more and more firms putting out their own content on topics like COVID-19 guidelines, HIPAA, social justice and civil rights, it can be hard to guess what your readers really want.  Unless you're Adrian Lürssen, Co-Founder and VP of Strategic Development at JD Supra, who understands the importance behind tracking what your readers want and giving it to them. Adrian has spent the last 12 years working with firms to broaden their readership and build connections that align with their view of success.  In this week's episode of Spill The Ink, Michelle Calcote King sits down with Adrian Lürssen, Co-Founder, and VP of Strategic Marketing at JD Supra. They discuss new trends in content marketing and strategy, what it means to use data from your readers to draft captivating articles, and how to align your goals with your content. Adrian also shares examples of what personalized content can do for your firm and how simplified language goes a long way in the legal industry. Find out more about the data points you should be looking for in this episode of Spill The Ink.

Dave Whiteside is the Director of Client Growth & Success at CLIENTSFirst Consulting, a company that provides marketing technology and client intelligence services and solutions across the United States and Canada. With over 30 years of sales and marketing experience, Dave is focused on helping the nation's top law firms utilize technology to grow their businesses.  Prior to joining CLIENTSFirst Consulting, Dave worked at Thomson Reuters as a Senior Business Development Specialist. He is currently a well-known speaker in the legal marketing industry and an active participant in the Legal Marketing Association (LMA). In this episode… Before you can conquer the market, you must first understand it. And, what better way to do this than to track and analyze your customer and prospect data? This is the unmatched value of a CRM system.  As an expert on CRM systems, Dave Whiteside has helped countless firms take their businesses to the next level. With an up-to-date CRM system and well-maintained data quality, law firms can successfully achieve year-over-year growth—and Dave and his team at CLIENTSFirst Consulting are here to help them do just that.  In this week's episode of Spill The Ink, host Michelle Calcote King sits down with the Director of Client Growth & Success at CLIENTSFirst Consulting, Dave Whiteside. Together, they discuss why lawyers need an up-to-date CRM system, Dave's process for cleaning up data quality, and how privacy laws can impact your business—and why your CRM system can help. Dave also shares his best practices for maintaining data quality and finding the right CRM system for your firm. Stay tuned.

Chris Dreyer is the Founder and CEO of Rankings.io, an SEO agency that helps elite personal injury law firms secure cases through Google's organic search results. Chris and his team have helped clients across the nation dominate first page rankings and generate millions of dollars using SEO.  Chris is also an official member of the Forbes Agency Council and the host of The Rankings Podcast, where he interviews top founders, entrepreneurs, and elite personal injury attorneys. In this episode… Optimization, SEO, rankings: these are words that are often casually tossed around when talking about content strategy. But, what do they actually mean, and why should you pay attention to them as a legal professional? Chris Dreyer, an SEO expert, has been crafting stellar content strategies for personal injury attorneys over the past several years. He knows all the secrets and strategies for dominating first page rankings on Google, driving traffic to your website, and building your credibility online. So, what is his expert advice for lawyers and law firms looking to optimize their online presence? Listen in to this week's episode of Spill the Ink, featuring host Michelle Calcote King and guest Chris Dreyer, the Founder and CEO of Rankings.io. Together, they discuss SEO dos and don'ts for personal injury attorneys, the importance of building an optimized content strategy, and why link building is essential for driving traffic to your website. Chris also shares his thoughts on whether or not your law firm should use a proprietary platform. Stay tuned.

Michelle Calcote King is the Principal and President of Reputation Ink, a public relations and content marketing agency for law firms. Reputation Ink helps its clients build their reputations, communicate their expertise, and grow their businesses. With two decades of marketing and PR experience that spans from Australia to England and back to the US, Michelle brings a global perspective to her clients in the Southeast and beyond.  In 2008, Michelle was recognized by the Jacksonville Business Journal as one of the city's "40 under 40" up-and-coming professionals. In 2015, the same paper named her a "Woman of Influence." Currently, Michelle is Chair of the Legal Marketing Association's Jacksonville chapter, a member of the Florida Bar's Grievance Committee, a Trustee for the Jacksonville Regional Chamber of Commerce, and a board member with Greenscape of Jacksonville. In this episode… What are the dos and don'ts of giving a media interview? How do you ensure that you are represented fairly and accurately in a media article? Whether you're discussing a high-stakes case or sharing industry insight, it's important to know what to share and what to omit from your conversation.  Michelle Calcote King, the Principal and President of Reputation Ink, knows the ins and outs of giving stellar interviews and building lasting relationships with journalists and reporters in your field. Her best practices will save you time and effort—and help you avoid any misrepresentations or technical snafus.  Tune in to this episode of Spill the Ink as Michelle Calcote King, the Principal and President of Reputation Ink, is joined by John Corcoran of Rise25 Media. They discuss common mistakes lawyers make in media interviews and how to establish and maintain your credibility in print. Michelle also shares her best tips and tricks for avoiding misrepresentation, building relationships with reporters, and giving valuable video interviews. Stay tuned.

Michelle Calcote King is the Principal and President of Reputation Ink, a public relations and content marketing agency for law firms. Reputation Ink helps its clients build their reputations, communicate their expertise, and grow their businesses. With two decades of marketing and PR experience that spans from Australia to England and back to the US, Michelle brings a global perspective to her clients in the Southeast and beyond.  In 2008, Michelle was recognized by the Jacksonville Business Journal as one of the city's "40 under 40" up-and-coming professionals. In 2015, the same paper named her a "Woman of Influence." Currently, Michelle is Chair of the Legal Marketing Association's Jacksonville chapter, a member of the Florida Bar's Grievance Committee, a Trustee for the Jacksonville Regional Chamber of Commerce, and a board member with Greenscape of Jacksonville. In this episode… You've done it! You just closed the biggest case of your career, and the media needs to know about it. Not only is your case noteworthy and important to your industry, but a feature in a news publication can also have a huge impact on your career and success as a lawyer. So, how exactly do you go about getting featured by the media? Michelle Calcote King, the Principal and President of Reputation Ink, has just the right tips and tricks for getting your story to the right news source. She knows the benefits of a featured article, and that's why her team is here to serve as matchmaker between the attorneys at your firm and top media publications. Listen to this episode of Spill the Ink as Michelle Calcote King, the Principal and President of Reputation Ink, sits down with John Corcoran of Rise25 Media. They discuss how the media industry has changed over the last ten years and the various benefits of being featured by a news publication. Michelle also highlights her tactics for identifying if your story is newsworthy, how to generate a good article, and the role her company plays in connecting attorneys and reporters. Stay tuned.

Wayne Pollock is a former BigLaw (Am Law 50) senior litigation associate and the current Founder of Law Firm Editorial Service. The team at Law Firm Editorial Service ghostwrites BigLaw-quality thought-leadership marketing materials for law firms so that attorneys can market themselves while staying billable.  Wayne is also the Founder of Copo Strategies, a hybrid legal services and communications firm focused on helping lawyers and their clients ethically, strategically, and proactively engage the court of public opinion. His counsel incorporates media strategy, legal strategy, ethics compliance, and defamation avoidance. In this episode… Without a doubt, the most effective methods for attorneys to market themselves are through thought leadership and content marketing. However, when lawyers are creating marketing content such as blog posts, they're taking away valuable time from their billable matters—ultimately decreasing the amount of revenue they are bringing into their firm. So, how do you effectively market yourself to potential clients while still staying billable? According to Wayne Pollock, the Founder of Law Firm Editorial Service, the solution is simple: hire a ghostwriter. Wayne and his team of ghostwriters create thought leadership marketing materials for law firms of all sizes—so attorneys can continue to bring in revenue without missing out on the benefits of a great marketing strategy.  Tune in to this episode of Spill the Ink as Michelle Calcote King is joined by Wayne Pollock, the Founder of Law Firm Editorial Service. Wayne provides his insights into the valuable benefits of using a ghostwriter to create thought leadership marketing content. He also discusses the types of attorneys that can benefit from ghostwriting services, his best practices for creating engaging blog posts, and how thought leadership content leads to more referral sources. Stay tuned.