Trust, Client Access, and a Voice:
Calibrate Legal on CMO Hiring

Jennifer Johnson ScalziBeing a Leader

Calibrate Legal Founder and CEO Jennifer Johnson Scalzi comments on issues in CMO hiring and retention in this Law.Com article.


Jennifer Johnson Scalzi
Jennifer Johnson Scalzi

“In terms of retention, a study of Am Law 200 firms conducted by Calibrate Legal set the average tenure at less than six years for “first chair” marketing professionals. On compensation, a recent report from ALM Legal Intelligence found a wide range in pay for first-chair marketing roles based on firm size. For firms of 100 to 249 attorneys, average salary is about $205,000, and average bonus about $22,000, according to the report.

Calibrate Legal’s CEO, Jennifer Johnson Scalzi, said in an interview that law firms’ approach to hiring has evolved over the years.

“The reason there was such a churn in the early 2000s: law firms realized all of a sudden, ‘we’ve got to do this,’” Scalzi said—”this” being a serious approach to the in-house marketing function. Firms began hiring “big ticket people,” bringing aboard “this idea of what they wanted,” she said. Over the years, emphasis shifted to more of a pure marketing function, to business development, to a more “evened out” approach since 2013 or so, she said.”


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