Carol Schiro Greenwald
Organization Type: Consulting Firm
Functional Area: Consulting, Management, Marketing
Year of Induction: 2014
688 Forest Ave.
Larchmont, NY 10538
Carol Schiro Greenwald, Ph.D. helps professionals grow strategically and successfully by showing them how to structure their approach and practice around their best clients. Her approach is captured in her book, Build Your Practice the Logical Way – Maximize Your Client Relationships (American Bar Association, 2012) which provides a guide to growing a practice by fully understanding key clients in their own world in order to be a proactive resource for them, creating client-focused communication and process protocols and prospecting for new clients similar to the best current clients. She also coaches and trains individual attorneys in the personal skills needed for excellence in client service and business development.
Client-centric audit of firm practices
Client-focused research – in terms of the client’s world and/or relevant firm services
Client relationship and communication skills and protocols
Cross-selling and lateral integration programs
Personal skills training and coaching programs
Partner and client one-on-one interviews
Prospect targeting programs
Referral relationship strategies
Retreats – plan, lead, keynote speaker
Strategies to create client-centric firms
Targeted growth plans for firms, practice groups and/or individuals
Top client “80/20” analysis
Carol has worked in-house directing marketing, business development, marketing research, marketing communications and training programs for a variety of well-known professional services firms including Whitman Breed Abbott & Morgan LLP [now Winston & Strawn], Haight, Gardner, Poor & Havens [now Holland & Knight], Richard A. Eisner & Company, LLP [now EisnerAmper], KPMG Peat Marwick, BDO Seidman, and Grant Thornton. She was also a consultant with the MarketForce division of Hildebrandt International before starting her own consultancy in 2000.
Carol is a well-known speaker and contributor to many periodicals. She has been a contributor and an editor of Strategies, the Legal Marketing Association’s national publication. Carol is currently a Co-Chair of the Law Practice Management Committee, Westchester County Bar Association; a member of the NYSBA law practice management committee and a member of the Publications Board, Membership Committee and Women Rainmakers Board of the ABA law practice division. She is Past-President of the Legal Marketing Association, Metropolitan New York Chapter.
She graduated cum laude from Smith College, Northampton, MA, received an M.A. in international relations from Hunter College, CUNY and a Ph.D. in comparative constitutional and legal systems from The Graduate Center, CUNY. She did post-doctoral research on the federal court system as an Eli Lilly Fellow at the Bunting Institute of Radcliffe College.
CITATION UPON INDUCTION INTO THE COLLEGE
Carol Schiro Greenwald has been at the forefront of professional services marketing and management for over 25 years. She has contributed to the evolution of the legal marketing profession through her leadership of, and substantive contributions to, the Legal Marketing Association. Carol’s diverse careers and experiences enable her to bring innovative solutions to her clients’ marketing and management concerns. For example, as early as 1991 she introduced computer-based client databases and relationship tracking programs; industry teams that use an integrated, cross-selling approach to clients; metrics to track the usefulness of marketing communications techniques; and personal skills training programs. Today, she continues to teach and train through her role in developing and participating in CLE programs. She also continues to provide leadership in her work with the law practice committees of the ABA, the New York State Bar Association, and local bar associations in New York City and Westchester County.