Working with Calibrate

What’s a Revenue Enabler?

Calibrate has pioneered the concept of the Revenue Enabler : We want to change the conversation about “non-lawyers” to focus on the true value that business professionals bring to their law firms. Revenue Enablers work in tandem with Revenue Producers – i.e., timekeepers – to achieve sustainable growth and advance the strategies of law firm leadership.

You can learn more about the Revenue Enabler movement – and see the traits we look for in candidates – here. Once you have hired Revenue Enablers, we provide a suite of products and services to help them (and your firm) thrive.

What are some examples of placements you’ve made?

Among our recent placements:


  • Chief Operating Officer (Day Pitney)
  • Chief Operating Officer (Waller)
  • Chief Marketing Officer (Perkins Coie)
  • Chief Strategy Officer (Pillsbury)
  • Chief Marketing Officer (Frost Brown Todd)
  • Chief Marketing Officer (Bricker & Eckler)
  • Chief Client Service Officer (Peckar & Abramson)
  • Chief Marketing & Business Development Officer (Kramer Levin)
  • Chief Client Development & Marketing Officer (Loeb & Loeb)
  • Executive Director (Volpe & Koenig)


  • Managing Director, Business Development (Robins Kaplan)
  • Director of Marketing and Business Development (Brown Rudnick)
  • Director of Practice Marketing (Perkins Coie)
  • Director of Media Relations (Duane Morris)
  • Director of Marketing (Venable)
  • Director of Administration (Venable)
  • Director of Business Development and Client Relations (Redgrave)


  • Marketing & Communications Administrator (Skadden)
  • Senior Manager of Lateral Partner Sourcing & Integration (Venable)
  • Marketing Manager (DLA Piper)
  • Americas Diversity Manager (White & Case)
  • Attorney Recruiting Manager (Morgan Lewis)
  • Office Administrator (Littler)
  • Regional Marketing Manager (Greenberg Traurig)
  • Business Development Manager (Shearman & Sterling)
  • Business Development Manager (Sidley Austin)
  • Pricing Analyst (McKool Smith)
  • Regional Marketing Specialist (Greenberg Traurig)
  • Senior Business Development Coordinator/National Security Analyst (Morrison & Foerster)
  • Attorney Recruiting & Development Coordinator (Skadden)
  • Business Development Coordinator (Baker McKenzie)
  • Practice Development Coordinator (Latham & Watkins)
  • Business Development Coordinator (Loeb & Loeb)

What do clients say about your work?

“We developed a great partnership with Calibrate during our recent high-profile CMO search. The white glove service Calibrate provided was above and beyond.  Their dedication, attention to detail and project management was unparalleled and saved us many valuable partner hours and tens of thousands of dollars. We are extremely satisfied with the services we received.”

Jennifer Bluestein
Chief Talent Officer
Perkins Coie LLP

“Tasked with replacing a critical member of my team, with very unique skills and background experience needed, on a very short timeline – Jenny absolutely came to the rescue. Throughout the recruitment process, she demonstrated a level of professionalism and thoughtfulness that is rarely seen.  Jenny perfectly balanced the need for urgency, while also being extremely strategic with her candidate recommendations. She wasn’t a “vendor”, she wasn’t a “recruiter”, she wasn’t a “headhunter” – she was a true business partner. She found me the perfect candidate and I couldn’t be happier with my experience. Her customer service mindset is truly unique and top-notch. Jenny found the needle in the haystack for me, and in record time.”

Adam Barvels
Director of Pricing & Strategy
McKool Smith

“We partnered with Calibrate to review our CRM/Marketing Automation technology and to evaluate our digital marketing capabilities. They gave us a comprehensive, independent report on gaps and opportunities, with clear recommendations on where to invest. Their insights enabled a disciplined assessment of available technologies and the creation of a digital roadmap to support future growth.”

Jason Bovis
Chief Strategy Officer

“When our legacy CRM vendor sunsetted their product, we were in a difficult position. Calibrate helped us understand the CRM options available for law firms in the market. They designed and led an in-depth review process to identify our business requirements and match us with vendors who could meet them. At the same time, they gave us invaluable insights on the structure and composition of our marketing/BD team that we have since implemented with their help.”

Keith Whitman
Chief Operating Officer

“I am delighted to highly recommend this team as an absolute market leader in legal services business development and marketing search and recruitment. They have handled a number of critical (and often difficult) recruitment searches for me over the past year and have done an exceptional job. Always able to source first class candidates, I have been very impressed by the professionalism, U.S. and global market knowledge, responsiveness, and commercial acumen displayed by everyone I have worked with. Just first class.”

David McClune
Chief Marketing Officer
Hogan Lovells

“They only send through quality matches and provide valuable insight and knowledge along the way.”

Christa Crane
Chief Client Development and Marketing Officer
Loeb & Loeb

“Gordon Braun-Woodbury knows his stuff. His significant experience in tracking and speaking to metrics that matter has been critical as we’ve developed a dashboard to empower these conversations between marketing and firm management at Finnegan.”

Terra Liddell
Chief Marketing Officer

“We knew that the firm needed a more up-to-date approach to marketing technology, but we were not sure where to start. Calibrate’s business-focused approach gave us a roadmap for the martech investments that would give us the best return.”

Nicole Kershaw
Chief Business Development Officer
Harter Secrest & Emery LLP

The Value of Calibrate

Why should I use a search firm when I could just advertise online?

We are not just any search firm – we utilize an expedited placement process that takes just 9 weeks to complete (from intake of assignment to offer) compared to the average 17 weeks it would take without our help. The 33% cost savings per placement using our team is significant: less time spent on the hiring process by you internally means less money spent on the hiring process overall.

Most true impact players are not actively seeking a new role which means they are not surfing job boards. Our role is to serve as your industry insider to identify talent that aligns with your goals, get their attention and successfully market the opportunity on your behalf.

By using Calibrate, you will project a message to the marketplace that you value your business services functions and are willing to invest in expert assistance to find the best talent. Candidates will receive this sophisticated approach positively and will be more likely to engage with your opportunity.

Read our attributed testimonials to learn more about how we have helped our clients.

If you only represent law firms, doesn’t that mean you have a limited pool of talent?

Our vast network of candidates reaches well beyond the legal market. As the legal landscape changes, so does the composition of once-traditional administrative departments. Savvy clients recognize that candidates from outside the legal world can not only meet the need for talent – they can generate significant competitive advantage.

Our network includes candidates with diverse experience from a wide range of industries, including accounting, consulting, financial services, advertising, public relations, media and entertainment, healthcare, life sciences, energy, technology, non-profit and government.

We’re in the process of building or restructuring our department and need some insight into current market trends. Is this something your team could provide?

Through our day-to-day work and ongoing conversations with industry leaders, we continue to cultivate deep insight into the legal market and best practices. Meeting candidates outside of legal also informs our knowledge of other industries and their innovative approaches to staffing.

How We Work

As a representative of our firm, how do we ensure your tactics to reach people are above board?

Each member of our recruiting team has worked inside law firms, so we understand and appreciate the legal and ethical guidelines that govern law firm hiring practices. We approach candidates on your behalf with the utmost care and discretion, and without any pressure.

Potential candidates often view our recruiters as market insiders; as such, many are eager to talk with us whether or not they are actively pursuing a career move.

How do you decide which firm to send a candidate to?

Our experience affirms that there is more to a good fit than simply meeting a position’s requirements; there also must be a cultural fit. Our team will take the time to get to know you, your department and your firm. With this information, we will curate a list of candidates who not only meet the specific skills you need, but also can integrate into – and contribute to – your firm culture.

Our interview-to-offer efficiency rate of 98 percent demonstrates our ability to find the most capable and compatible candidates.

We have an urgent need – how quickly are you able to provide us with a short list of candidates?

Given our deep ties to the legal industry, we will know your most likely applicants. This allows us to expedite the screening process, saving you precious time and resources.

In cases like this, we can generally submit the most qualified candidates to you in four weeks or less. Keep in mind our list will be curated to ensure they are suitable both for the role and your firm’s culture.

Can your team help us fill a position that has a challenging dynamic, even though we’ve struck out with other recruiters?

We are known for helping fill positions in out-of-the-ordinary circumstances. We have found the key is to understand the full context so we can tactfully present the position. When they understand the complexities of the role in advance, the right candidates will embrace the challenge head-on.

We welcome the chance to work with client firms on how to structure their business teams and how to maximize their ROI. You can learn more about our consulting services here.