Summary
Overview
Work History
Education
Skills
References
Timeline
Generic

Sally Schilling

Chicago,IL

Summary

Over 20 years of strategic legal business development and marketing experience, driving law firms to grow and thrive in a competitive market. Passionate about developing innovative solutions that align with firm goals. Proven track record in creating and managing initiatives to enhance client development, process improvement, content creation, reporting, training, and mentoring.

Experienced legal business development professional, most recently, the Director of Pitches and Proposals at K&L Gates, created and led the global law firm's first Pitches and Proposals Center of Excellence. In 2023, recognized by BTI Consulting Group as one of "The 30 Law Firms Giving the Best Pitch."

Overview

20
20
years of professional experience

Work History

Director of Pitches & Proposals Center of Excellence

K&L Gates
03.2020 - 08.2024
  • Joined K&L Gates in March 2020 and launched the first Pitches and Proposals Center of Excellence for K&L Gates in June 2020.
  • This required significant change management responsibilities, as this was the first position of its kind at the firm.
  • Finalized intake layout for proposal system, assessed firm needs, and established a formal process for pitches and proposals.
  • Initiated mentoring of pitch professionals, developed reporting matrix, implemented Mansfield tracking, and formulated document management policy.
  • Utilized technology to create a forward-thinking vision for the Pitches and Proposals COE, comprehending every aspect of the RFP process, and establishing streamlined processes and efficiencies as its base.
  • As a leader, it is important to have a team mentality and ensure everyone feels supported and has the tools they need to succeed.
  • Achieved over 30% increase in success rate within the first year and maintained consistent progress afterwards.
  • Recognized as one of BTI Consulting Group's 'The 30 Law Firms Giving the Best Pitch' in March 2023, K&L Gates showcased its exceptional capabilities.

Head of Pitch and Proposal

Katten Muchin Rosenman LLP
12.2018 - 01.2020
  • Directed Pitch and Proposal Team overseeing strategy, process, and coaching for RFP responses, proposals, and pitch materials.
  • Ensured successful formal RFP responses and informal proposals by providing strategic direction in collaboration with attorneys.
  • Thorough understanding of the organization’s practices and distinctive traits to create a competitive advantage for pursuing new business avenues.
  • Increased success rate by 26% within one year.
  • Boosted Pitch and Proposal standard opportunity content by 62%; designed and executed Mansfield 2.0 tracking and reporting system elevating firm's Mansfield Certification status.

Senior Business Development Manager

Katten Muchin Rosenman LLP
08.2017 - 12.2018
  • Significant change management responsibilities, as this was the first position of its kind at the firm.
  • Led business development initiatives encompassing marketing strategy execution for a range of US practices involving Commercial Finance, Corporate with expertise in Family Offices, Healthcare and Private Equity), Insolvency and Restructuring.
  • Independently managed over 50% of the practice groups within the firm.
  • Management of Lawyer Onboarding and Integration planning.

Director of Pitch & Proposal

DLA Piper
07.2014 - 07.2017
  • Managed firm's globally coordinated Pitch & Proposal team for the US region.
  • Provided strategic guidance for RFP responses, proposals, and pitches to achieve successful outcomes through collaboration with firm lawyers, marketing managers, and client development executives
  • Oversaw the day-to-day work on projects by the US business development team, comprising proposal writers and additional marketing staff.
  • Partnered effectively with international counterparts, as well as marketing and business development personnel, along with members of assembled legal teams, to champion strategic business growth plans for the organization.
  • Created and enacted long-range strategic plans to optimize the function, role, and progression of the Pitch & Proposal team.
  • Increased the firm's US RFP success rate by 32%.

Proposal Manager & Global Business Development

Winston & Strawn LLP
06.2013 - 06.2014
  • Served as the key contact and project manager for the firm's cross-practice RFP and RFI responses on a firm-wide scale.
  • Managed coordination of business development and sales training efforts, overseeing the implementation of a proposal generation tool by leading the BD project team, and offering comprehensive support on strategic special projects.
  • Oversaw strategic initiatives for marketing and business growth within the global Tax practice group.
  • Worked directly with the Tax practice leaders to create and implement key initiatives, management of client target development, and visibility-raising initiatives.

Global Practice Development Manager - Litigation & Tax

Winston & Strawn LLP
01.2012 - 06.2013
  • Aided in enhancing the overall firm's market position through direct involvement in implementing strategic initiatives.
  • Successfully oversaw client target development, executed visibility-raising initiatives, created impactful pitches, and handled RFP responses. Provided coaching to attorneys on maximizing business development effectiveness.
  • Responsible for the Antitrust, Class Actions, Complex Commercial Litigation, Insurance Class Action Defense, Product Liability, Sports Law, and Tax practice areas.

North America Proposal Manager

Baker & McKenzie
09.2009 - 01.2012
  • Led the effort of handling North America RFPs, Bids, and Proposal Responses, as well as their regionally and globally focused supporting documentation.
  • Evaluated, managed, and completed RFP requests, coordinating with multi-practice groups for regional and global RFPs.
  • Interfaced with attorneys and business development professionals to ensure appropriate, customized responses.
  • Evaluated competitive strengths and weaknesses.
  • Ensured smooth flow of communication between different departments for effective RFP response management.
  • Efficiently gathered necessary information and generated accurate specifications for RFP responses, ensuring timely delivery.
  • Worked in a global capacity with lawyers in 71 offices and maintained a 67% success rate for RFP submissions during FY11.

Practice and Industry Marketing Manager

DLA Piper
09.2007 - 07.2009
  • Provided national level strategic direction for marketing and business development initiatives, collaborating with attorneys and the marketing team to enhance all activities.
  • Heavily involved in managing market activities that facilitated the delivery of strategic growth targets for the national Litigation practice group.
  • Managed marketing and business development initiatives for the Employee Benefits practice group.

Senior Marketing Manager - Real Estate

Holland & Knight LLP
12.2005 - 09.2007
  • Directed overall strategic marketing for the Real Estate practice group; oversaw all marketing and business development operations for the Real Estate Section, contributing to the attainment of the US practice group's growth goals.
  • Oversaw business plans across various practice areas in the Real Estate Practice.
  • Managed career development and tracked individual Partner plans.
  • Managed the practice business development budget effectively.
  • Managed event logistics and coordination.
  • During this time, Holland & Knight had the largest Real Estate practice in North America.

Marketing Manager

Greenebaum Doll & McDonald PLLC
10.2004 - 12.2005
  • Delivered valuable insight and direction to enhance the effectiveness of short- and long-term marketing plan initiatives across all firm practice groups and offices.
  • Managed client development programs and facilitated cross-selling, team building, and client networking functions by collaborating with practice groups.

Education

BA - Communications; Art History

University of Louisville

Skills

  • Strategic Legal Business Development Management
  • Client Development
  • Process Improvement
  • Change Management
  • RFP and Proposal Management
  • Opportunity Evaluation
  • Cross Selling and Team Identification
  • Development of Innovative Solutions
  • Visibility-raising Initiatives
  • Technology Leverage
  • Reporting Initiatives
  • Lawyer Coaching
  • Lawyer Onboarding
  • Leadership and Team building

References

References available upon request.

Timeline

Director of Pitches & Proposals Center of Excellence

K&L Gates
03.2020 - 08.2024

Head of Pitch and Proposal

Katten Muchin Rosenman LLP
12.2018 - 01.2020

Senior Business Development Manager

Katten Muchin Rosenman LLP
08.2017 - 12.2018

Director of Pitch & Proposal

DLA Piper
07.2014 - 07.2017

Proposal Manager & Global Business Development

Winston & Strawn LLP
06.2013 - 06.2014

Global Practice Development Manager - Litigation & Tax

Winston & Strawn LLP
01.2012 - 06.2013

North America Proposal Manager

Baker & McKenzie
09.2009 - 01.2012

Practice and Industry Marketing Manager

DLA Piper
09.2007 - 07.2009

Senior Marketing Manager - Real Estate

Holland & Knight LLP
12.2005 - 09.2007

Marketing Manager

Greenebaum Doll & McDonald PLLC
10.2004 - 12.2005

BA - Communications; Art History

University of Louisville

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