Business Development 101: From Connection to Clients (Including 1 hour of Ethics)

Lana J. Manganiello | Law Firm Business Development Consultant

Lana J. Manganiello is a business development coach and trainer specializing in equipping legal professionals with practical skills and systematic approaches to foster growth and build lasting client relationships. With over 15 years of experience, Lana has partnered with both new and seasoned lawyers, helping them align their professional focuswith their values and goals, while enhancing their visibility and credibility among key contacts.

Lana is deeply committed to equity and access to justice, serving as President of the Board for the LA County Bar Association’s Counsel for Justice and as a member of the Board of Directors for the San Diego County Bar Foundation. She actively contributes to attorney development and diversity, equity, and inclusion initiatives through her involvement with the Legal Marketing Association, PDC, and NALP.

In 2024, Lana was recognized as a “Diversity, Equity, Inclusion & Accessibility Visionary” by Los Angeles Times Magazine, a “Global Leader in Legal Strategy and Consulting” by Lawdragon, and a “DEI Champion” by the Los Angeles Business Journal.

Alé Dalton | Bradley Arant Boult Cummings LLP

Alé Dalton is passionate about helping clients do business better by guiding them through the highly regulated landscape of the healthcare industry. As a partner in Bradley’s Healthcare Practice Group, which is consistently ranked by industry and legal publications as one of the top healthcare practices in the country, she prides herself on providing practical advice to her clients on a wide range of transactional, operational, and regulatory matters. Alé is experienced in negotiating complex transactions, counseling on licensing and accreditation standards, ensuring compliance of day-to-day operations, and evaluating clinical research arrangements.

As part of her practice, Alé is actively involved in efforts to meet the legal service gaps by staffing community legal clinics and through Bradley’s pro bono program. She cares deeply about the future of the legal profession, mentoring junior lawyers, and building the kind of law firm where folks can happily thrive. Alé serves as chair of the American Health Law Association’s Early Career Professionals Council, the vice chair of Bradley’s Lawyers of Color Resource Group, and a liaison for Bradley’s Women’s (Winn) Initiative. She previously served as a member of Bradley’s Recruiting Committee.

Alé’s philanthropic and professional achievements have been celebrated by her peers and community, including being named to the Nashville Post’s “In Charge – Legal” list and as one of Nashville’s “Top 30 Under 30.” She has been recognized in the Hispanic National Bar Association’s “Top Lawyers Under 40,” Best Lawyers: Ones to Watch, and Mid-South Super Lawyers’ “Rising Stars.” She is a recipient of the University of Tennessee Knoxville’s Alumni Promise Award, Bradley’s Cameron J. Miller Award for Excellence and Community Service, and the Nashville Emerging Leader Award.

Alé graduated from the University of Tennessee College of Law (cum laude), where she served as the executive editor of the Tennessee Law Review and a senior editor of Transactions: The Tennessee Journal of Business Law. She received her undergraduate degree (magna cum laude) from Lipscomb University.

Cari Sheehan | Kelley School of Business

Cari Sheehan is an Assistant Clinical Professor of Business Law & Ethics at the IU Kelley School of Business – Indianapolis where she currently teaches Commercial Law and Business Ethics. Additionally, Ms. Sheehan is an Adjunct Professor at the Robert H. McKinney School of Law where she has taught courses in Professional Responsibility, Torts, and Appellate Practice and Procedure. In practice, Ms. Sheehan is a Conflict Attorney with Scopelitis Garvin Light Hanson & Feary advising on conflicts and other ethical issues. Ms. Sheehan is a well-respected seminar and continuing legal education speaker covering a range of ethical issues across various platforms both locally and on a national level.

Session I – Business Development 101: Key Strategies for Attorneys | 1:00pm – 2:00pm

• Starting Early with Strategic Focus: Why early attention to business development is critical and how it sets the foundation for a thriving legal career
• Building Meaningful Relationships: Identifying key contacts and strategies for cultivating relationships that drive long-term success
• Enhancing Visibility and Credibility: Practical ways to showcase expertise through writing, speaking, and networking in professional communities
• Integrating BD Habits into a Busy Schedule: Strategies for seamlessly incorporating business development activities into daily practice

Break | 2:00pm – 2:10pm

Session II – Ethical Boundaries in Attorney Advertising and Client Solicitation | 2:10pm – 3:10pm

• Model Rule 1.6
• Model Rule 7.1
• Model Rule 7.2
• Model Rule 7.3
• Model Rule 8.4