I help clients employ the power of data to control legal spend and become more efficient. I use research to generate novel insights and practical recommendations for clients, connecting my decade of research on the legal industry with my first-hand experience working in-house in law firms and with legal departments.
I am Vice President, Strategic Market Development of Sky Analytics, the leader in legal analytics and legal benchmarking. I teach courses in law firm management and law firm marketing as a Lecturer in Law at Columbia Law School as well as an Adjunct Professor at Fordham Law School.
I co-authored the Harvard Business School case study GlaxoSmithKline: Sourcing Complex Professional Services on the company’s legal procurement initiative.
I am the author of many articles on law firm management including The Georgetown Journal of Legal Ethics’ “I didn’t go to law school to become a salesperson” as well as a number of books, including “Buying Legal: Procurement Insights and Practice” and “Winning Legal Business from Medium-Sized Companies.”
I earned my PhD at Nottingham Law School (UK), hold a master’s degree in business from Universität Bayreuth (Germany) and Warwick Business School (UK) and an undergraduate degree in economics from Universität Bayreuth (Germany).
I was awarded the American Marketing Association’s Liam Glynn Research Scholarship and a PhD scholarship from the German Department of Education and Research.
I am a fellow of the College of Law Practice Management.
I am an editorial board member of the American Bar Association’s Law Practice Management magazine, the Legal Marketing Association’s Strategies magazine, the Legal Sales & Services Organization’s publication.
For further information, see my LinkedIn profile.
I have lived, worked, and studied in seven countries and speak fluent English, German, and Italian. I can converse (badly) in French and Spanish, and am trying to learn Mandarin.
I write about law firm management and marketing/business development, in particular about purchasing decisions and data analytics.
In the press
- AmLaw Daily
- Bloomberg Law
- The Bottom Line – California State Bar
- Business & Law
- Corporate Counsel
- European GC
- The European Lawyer
- Georgetown Journal of Legal Ethics
- Herald Tribune
- Inside Supply Management
- Insider Corporate Legal
- Italia Oggi
- Journal of Relationship Marketing
- Juristes Associes
- Law Marketing Channel
- Law Practice Today
- Law Technology News
- The Legal Intelligencer
- Legal Management
- Legal Marketing Magazine
- Legal Tribune Online
- Managing Partner Magazine
- Marketing The Law Firm
- Ms. JD
- MSNBC Business
- National Law Journal
- New York Law Journal
- The New York Times
- Of Counsel
- PM-Forum Magazine
- Professional Services Marketing Group (PSMG) magazine
- Strategies – The Journal of Legal Marketing
- The Wall Street Journal
Issues editor of Strategies Magazine: The Journal of Legal Marketing
- 2012 March/April | The Influence of Procurement on the Purchasing of Legal Services
- 2011 September | Managing With Key Performance Indicators
- 2010 November/December | Marketing Intersections: Tearing Down the Silos
- 2009 October | International Marketing