Kelley Lugo

Director of Practice Management, Real Estate, Law Practice

Hi, I'm Kelley Lugo. Welcome to my profile!

Kelley Lugo's Bio:

Kelley Lugo, Director of Practice Operations, US Real Estate, at Bryan Cave Leighton Paisner. Results-oriented senior executive with demonstrated success in strategy, client service, business development, marketing, change and program leadership, operations and financial management in the professional services sector. 20+ year track record of effective communication, strong analytical skills, creative problem solving and the management of complex relationships in a matrixed environment. Consistent, action-biased leader with experience building and leading an effective team, mentoring and developing others, engaging very senior stakeholders, and directing change. Enthusiastic and adaptable team player with exceptional peer, upward and senior reviews.Additionally, Kelley serves on the Advisory Board of New American Pathways. At New American Pathways, our vision is to promote safety and stability, self-sufficiency, success, and service for individual refugees and refugee families in Georgia. We offer distinct program areas that focus on jobs, education, cultural integration, individual and female empowerment, building strong families and civic engagement. We serve over 5,000 refugees in Georgia every year.

Kelley Lugo's Experience:

  • Director of Practice Operations - US Real Estate at Bryan Cave Leighton Paisner

    November 2022 - Present | Atlanta, GA USA

  • Director of Practice Management, Real Estate at Eversheds Sutherland (US) LLP

    May 2021 - Present | Atlanta, GA

  • Senior Manager, Client Service and Business Development at Eversheds Sutherland (US) LLP

    January 2010 - Present | Atlanta, Georgia

    Kelley serves as the Real Estate Senior Business Development Manager, where her role is to guide the groups' activities related to business development, practice management and marketing. In the area of business development she is responsible for directing and supporting the groups' client and business development initiatives, including: conducting client feedback interviews, researching new opportunities, drafting responses to RFP’s and preparing client presentations, among others. In the area of practice management she is responsible for collaborating with the attorneys to develop strategic business plans, guiding them in effectively implementing those plans, managing the budget associated with the practice group, and effectively integrating lateral partners. In the area of marketing she is responsible for working with the marketing team to identify, evaluate and execute opportunities that raise the groups' visibility in the areas of focus for the practices. This includes conference sponsorship and speaking opportunities, article opportunities, presentations, collateral, among others. In addition, Kelley serves as the Business Development Training lead for the Eversheds Sutherland's U.S. operations. In this role, she collaborates with the firm's Professional Development department and Practice Group leadership to identify and develop business development training curriculum for Eversheds Sutherland's attorneys. Kelley also provides one-on-one business development coaching with individual attorneys.

  • Business Development Manager at Kilpatrick Townsend & Stockton LLP

    May 2008 - January 2010

    In the role of the Business Development Manager, Kelley assisted the teams and individuals in the Litigation Department with uncovering, developing, and focusing on existing and new opportunities to increase revenue in a cost-effective and efficient manner. Kelley was directly familiar with the resources the firm had to offer and assisted the Department leadership team to effectively utilize attorney time and marketing resources to increase revenue. Kelley helped break down silos by facilitating communication between teams pursuing common clients/prospects and/or industries. Working with the attorneys and marketing communications team, she increased effectiveness of attorney activities, both with regard to strengthening existing client relationships and building new relationships. oIn coordination with Marketing Director, Department Operating Officers and Department Chairs, identified the best focus areas for department development. oProvided attorney coaching in business development skills, at both individual level and team level oIn collaboration with assigned attorneys, planned and executed strategies and action plans to expand legal services and grow revenues oResearched market and industry trends as well as performed client analysis within the assigned area of responsibility oEnsured that business development efforts undertaken with assigned practices were aligned with the overall Department/Firm strategy and that deliberate follow-up took place. oCollaborated with other Marketing team members to ensure that marketing and business development activities and marketing materials relate to specific opportunity pursuits and/or general practice information oShared business development best practices and tools/templates with other marketing resources and attorneys

  • Key Account Manager and New Business Development at MapleLoft Learning Innovations

    April 2006 - March 2008

    MapleLoft is a B2B provider of outsourced training solutions with an emphasis on introducing innovative technologies. In her role as Key Account Manager, Kelley managed MapleLoft's largest account and increased it 45% by expanding the training program to additional departments and regions. In addition, Kelley was responsible for new business development. In this capacity, she developed and executed a sales plan targeting C-level executives of small to medium-sized organizations ($50-500M revenue) in the business services and technology markets. She built a pipeline of opportunities through cold-calling and emailing efforts.

  • Senior Marketing Manager at Recall Corporation

    October 2001 - April 2006

    Led marketing programs, product introductions, market research studies, strategic planning processes, pricing initiatives, marketing communications programs, and sales training development. Recall is a $500M global B2B provider of outsourced information management solutions with operations in 23 countries.

  • MBA Intern - Marketing Communications at Motorola

    June 2000 - August 2000

    Marketing communications summer MBA intern for Motorola's Energy Systems Group. Designed and proposed a new internal communication system for ESG by assessing and documenting the existing system, conducting multiple in-depth interviews, benchmarking, and performing gap analysis. The new system leveraged Motorola's existing IT infrastructure to increase internal awareness of marketing and strategy initiatives, streamline communication processes, and eliminate redundancies.

  • Human Resources Administrator at Sotheby's

    June 1998 - May 1999

    Managed employees and human resources processes for the $350M art auction house. Promoted to take on a management role after six months of employment. Executed initiatives to attract, develop, motivate, and retain talented people.

  • Assistant to Talent Agent at J. Michael Bloom and Associates

    June 1996 - May 1997

    Served as an assistant to a New York City based talent agent, representing actors in film, television, Broadway and off-Broadway theatre. Teamed with managers and PR specialists to promote our clients' talents within the industry and raise their profile externally.

Kelley Lugo's Education:

  • Emory University - Goizueta Business School

    1999 – 2001
    MBA

  • Hong Kong University of Science and Technology - School of Business and Management

    2000 – 2000
    MBA-Semester Abroad
    Concentration: Information Technology

  • Emory University

    1992 – 1996
    BA
    Concentration: Anthropology

Kelley Lugo's Interests & Activities:

Spanish language (intermediate), photography, hiking, yoga, mountain biking, adventure travel, cooking, karaoke