1. GENERATIONAL MARKETING STRATEGIES AND TACTICS FOR ENGAGING DIFFERENT GENERATIONS GENERATIONAL MARKETING LMA MIDWEST CONFERENCE OCTOBER 23, 2014 HEATHER MORSE | DIRECTOR OF MARKETING | HINSHAW & CULBERTSON LLP @HEATHER_MORSE

2. GENERATIONAL MARKETING HEATHER MORSE & JONATHAN FITZGARRALD @HEATHER_MORSE

3. WHO AM I? GENERATIONAL MARKETING HEATHER MORSE & JONATHAN FITZGARRALD @HEATHER_MORSE

4. GENERATIONS TIMELINE Silent 1925-1942 Depression Cautious Boomer 1946-1964 79 million Idealism Experience GenX 1965-1982 51 million Culture Entrepreneurial Millennial 1985-2000 75 million Mobile Collaborative Swipe 2000-present Video Accessible GENERATIONAL MARKETING HEATHER MORSE & JONATHAN FITZGARRALD @HEATHER_MORSE

5. Not retiring Entitlement Live for today; don’t have to worry about tomorrow Individualistic BOOMERS: WHAT MAKES THEM TICK? CHARACTERISTICBEHAVIOR “Eat what you kill” mentality Not client- team oriented No sharing of origination Short-term mentality Little-to-no planning All attorneys treated the same Lock step pay and promotion Resentment between service partners and rainmakers GENERATIONAL MARKETING HEATHER MORSE & JONATHAN FITZGARRALD Hoarding business they should be passing down @HEATHER_MORSE

6. Peer-focused Tolerance for risk Self-reliant Independent GENX: WHAT MAKES THEM TICK? CHARACTERISTICBEHAVIOR Entrepreneurial Do it themselves Do not ask for assistance Not necessarily concerned with making partner Prefer candor and honesty Ambitious and willing to try new/different things GENERATIONAL MARKETING HEATHER MORSE & JONATHAN FITZGARRALD Collaborative (group pitches, client teams, shared originations) @HEATHER_MORSE

7. BOOMER BACKLOG – AMLAW 100 GENERATIONAL MARKETING HEATHER MORSE & JONATHAN FITZGARRALD @HEATHER_MORSE

8. LAWYER DEMOGRAPHICS – AMLAW 200 ALM Legal Intelligence GENERATIONAL MARKETING HEATHER MORSE & JONATHAN FITZGARRALD @HEATHER_MORSE

9. AMLAW 100 V. CEO V. GC GENERATIONAL MARKETING HEATHER MORSE & JONATHAN FITZGARRALD @HEATHER_MORSE

10. IN THE WORKPLACE Ernst & Young Generations Survey GENERATIONAL MARKETING HEATHER MORSE & JONATHAN FITZGARRALD @HEATHER_MORSE

11. PREFERENCES GENERATIONAL MARKETING HEATHER MORSE & JONATHAN FITZGARRALD BOOMERSGENX How they process information Prefer face-time Phone Structured networking Prefer email, voice mail, some social Purchasing influencers Ratings and reviews Personal referrals Peer recommendations Tailor your message by Testimonials Link messages to visions, mission, values Direct, casual messages Utilize multiple platforms Delivery devices Smart phones Tablets Smart phones Tablets Short videos @HEATHER_MORSE

12. REWARD, RECOGNIZE & ENGAGE GENERATIONAL MARKETING HEATHER MORSE & JONATHAN FITZGARRALD SILENT BOOMER Seniority “Experience” Give them opportunities to lead Rankings matter GENX MILLENNIALS Merit vs. seniority Don’t defer technology Be flexible in scheduling Emphasize results over process Contribution @HEATHER_MORSE

13. CONCLUSIONS & KEY TAKEAWAYS Generations defined not by age but by markers Know your firm’s attorneys Know your firm’s clients Multi-platform communication is key Prepare for the change GENERATIONAL MARKETING HEATHER MORSE & JONATHAN FITZGARRALD @HEATHER_MORSE

14. RESOURCES & REFERENCES Engaging a Multi-Generational Workforce: Practical Advice for Government Managers, IBM Center for the Business of Government, 2011 Generational Marketing, Jeanniey Mullen, Founder, YellowBean LLC, former-CMO, Zinio – LMA-LA Continuing Marketing Education Conference, September 2013. Generations at Work: A War of Talents, Steelcase Knowledge Paper, January 2009. I Would Die 4 U: Why Prince Became an Icon, Touré. Rocking the Ages: The Yankelovich Report on Generational Marketing, Ann S. Clurman, J. Walker Smith. Talking About Whose Generation? Why Western generational models can’t account for a global workforce, Deloitte. The O'Shea Report: Generations at Work- The difference between Baby Boomers and Gen Y (Youtube video) Younger managers rise in the ranks, Members of each generation: perceived characteristics, Ernst & Young, 2013. GENERATIONAL MARKETING HEATHER MORSE & JONATHAN FITZGARRALD @HEATHER_MORSE

15. QUESTIONS? GENERATIONAL MARKETING HEATHER MORSE & JONATHAN FITZGARRALD Heather Morse Director of Marketing, Hinshaw & Culbertson LLP 213.614.7382 HMorse@mail.hinshawlaw.com LegalWaterCoolerBlog.com Jonathan Fitzgarrald Chief Marketing Officer, Greenberg Glusker LLP 310.785.6864 JFitzgarrald@GreenbergGlusker.com BADfortheBRAND.com @HEATHER_MORSE