2016
Legal Marketing Association
Annual Conference
Using Games to Teach Business
Development Skills
Kevin McMurdo
Principal
McMurdo Consulting
April 11-13, 2016 | JW Marriott Austin
#LMA16
#LMA16
I need a timekeeper
Learning Outcomes
1.
2.
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5.
Why games?
The four components of any game
Sample games – a demonstration
Debrief – where the learning takes place
Game templates to take, modify and try at your firm
#LMA16
#LMA16
• Chemistry test
• Behavior
• Teach each other
Training Curriculum
Product Knowledge
Interpersonal Skills
Reputation Enhancement
Client Service
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Why Games?
#LMA16
Why Games for BD?
• Enhance interest
• Build teams
• Practice opportunities
• Let people try new roles
• Teach decision-making
• Provide reinforcement and reward
• Appeal to different learning styles
#LMA16
Four Game Components
1.
2.
3.
4.
Competition
Controls
Closure
Reward
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1. Competition
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2. Controls
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3. Closure
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4. Reward
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Sample Games
• The Envelope Please
• What’s my Line? Quiz Show
• Lunchtime Bingo
• The Play’s the Thing: Role Play
• Client Experience
• Innovation Tournament
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#LMA16
Let’s Play!
The Envelope Please
1.
2.
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6.
Equal teams – 10 or less
Scenario for each team
Time limits
Pass and exchange
Last round: judge
Debrief
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#LMA16
Go!
Benefits
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5.
Everyone involved
Time = sense of urgency
Team dynamics
Flexible, custom scenarios
Teach and learn from each other
#LMA16
#LMA16
Let’s Play Something Else!
Quiz Show
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#LMA16
Groups of any size
Randomly-selected competitor teams
Question and time limits
Product knowledge questions to the group
Debrief expert
The Last-minute Pitch
1.
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5.
#LMA16
New lateral partner needs immediate help
Preparing for a pitch/presentation
To a client from prior firm
Goal: old client to new firm
Pitch is tomorrow
How do you respond?
Biggest Challenge at Work?
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No respect or authority
Too many hours
Low pay
Work environment
No strategy
Other
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#LMA16
Why Attend LMA Conference?
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Networking and Friends
Educational Sessions
Trade Show
Break from the Office
Austin
Other
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F.
#LMA16
#LMA16
The Fun is in the Game.
The Learning is in the Debrief.
Which Team Best Response?
#LMA16
A. Team #1
B. Team #2
C. Team #3
#3
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Debrief - Six Questions
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6.
How do you feel?
What happened?
What did you learn?
How does this relate to the real world?
What if… ?
What next?
#LMA16
Envelope Debrief
The Emergency Seminar
A Matter of Timing
The Political Tightrope
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Lunchtime Bingo
1.
2.
3.
4.
5.
Custom cards
Lunch or coffee/drinks
Firm treat (up to $20)
BINGO line = chance for $500 (charity)
Flexible squares
#LMA16
Additional Considerations
1.
2.
3.
4.
Seating (festival, random, draft, assigned)
Mindmapping tools (Inspiration software)
Clients make great judges (client service)
Creative recognition
#LMA16
Learning Outcomes
1.
2.
3.
4.
5.
Why games?
The four components of any game
Sample games – a demonstration
Debrief – where the learning takes place
Game templates to take, modify and try at your firm
#LMA16
#LMA16