Cross-border business development: expanding your international footprint

As the chief marketing officer at two of the world’s most successful law firms, and as a national marketing professional at a global management consultancy, Deborah Farone has mastered the skills of professional services marketing, business development and communications. With expertise in creating strategic firm-wide marketing programs in the U.S. and abroad, Deborah brings a diverse range of skills to each unique situation her clients face. She is also the author of the book "Best Practices in Law Firm Business Development and Marketing" (PLI 2019) and is a regular columnist for Forbes. Deborah was the first person to be hired to create and operate a marketing program for Cravath, Swaine & Moore LLP, acknowledged as one of the country’s most admired law firms and is one of the CMOs recognized for helping to found the business development and communications profession at law firms. Her clients have included some of the country’s leading law firms, jury consultants and professional advisors. In addition to her highly regarded work for law firms in the strategic marketing and communications counseling spheres, she has established and led marketing and business development efforts in management consulting, advertising and public relations firms. Deborah was nominated by her peers as the first recipient of the Legal Marketing Association’s Legacy Award in recognition of her contribution to the profession. She has lectured in the U.S. and in Europe, taught numerous marketing classes and has served on the faculty of New York University.

Katherine Hutchinson is a strategic partner to the lawyers and advisors of Bennett Jones LLP, a leading Canadian business law firm, helping identify and pursue opportunities for lead generation and brand awareness in key international markets. She builds relationships and raises the firm's profile through creative and compelling events, visits to international cities, targeted sponsorships, and managing participation in global conferences and conventions. She is the Chair of the IBA Law Firm Management Committee's Business Development and Marketing Subcommittee.

Margaret H. Nicholls is the Chief Marketing and Practice Management Officer at Debevoise & Plimpton LLP, a premier global law firm. Margaret’s role includes practice management (business specialists embedded in practice and industry groups), client relationship management, business development, marketing services (including events, marketing technology, creative), alumni programming, communications, and the firm’s legal and business research function. Based in New York, Margaret oversees a global team of more than 70 professionals. Before joining Debevoise, Margaret served as a Director of Business Development at Simpson Thacher and, prior to that, practiced as a capital markets attorney at the same firm. Earlier in her career, Margaret was a management consultant with both Booz Allen Hamilton in the U.S. and PwC Consulting in Australia. She received her J.D. from Georgetown University Law Center and her B.S. in Economics from the Wharton School at the University of Pennsylvania.

As co-managing shareholder of Greenberg Traurig’s Miami office, Yosbel A Ibarra oversees approximately 400 attorneys and business professionals. He has guided the office’s strategic expansion with the addition of nearly two dozen lateral hires in key practice areas over the past five years. As a corporate attorney, Ibarra advises multinational corporations and prominent Latin American investors in international corporate transactions, including investments, acquisitions, divestitures, and joint ventures. Some of his achievements include representing Paysafe in its $441 million acquisition of SafetyPay, creating the leading LatAm banking solutions provider. He also advised aviation software company Trax USA in its sale to AAR, and VAS Aero Services in its sale to an Airbus affiliate. Additionally, Ibarra led the team that represented Colombian airline Viva Air through its post-acquisition transactions. Fluent in Spanish and admitted to practice in both New York and Florida, he has been recognized by leading publications, including Chambers and Partners and The M&A Advisor, for his more than 20 years of experience representing clients on cross-border matters.

Charles is a senior corporate lawyer with over 40 years experience of international work based in London. Clients look to him particularly for strategic counsel and tactical input on a wide variety of legal and commercial matters including M&A, private equity and family office issues.He is an officer of and actively involved in the International Bar Association.He is a Senior Advisor to Darrois Villey Maillot Brochier the leading Paris lawfirm and Rothschild&Co and has a number of private equity related roles.He is also a trustee of and/or involved in supporting a number of charities. He was senior partner of Macfarlanes LLP from 2008 to 2020.