Shows
The Selling ShowThe Short List with David AckertDavid is Co-Founder and CEO of Ackert, Inc. and its subsidiary, PipelinePlus. He is a highly regarded business development thought leader. Over the past two decades, David has pioneered revenue acceleration programs for hundreds of professional services firms around the globe. David talks about his latest book, “The Short List”, presenting networking in a different light to new clients, the process of creating a short list of prospects, and much more!2025-04-1036 min
BE THAT LAWYERDavid Ackert: Build Meaningful and Strategic Connections That Drive BusinessIn this episode, Steve Fretzin and David Ackert discuss:The importance of strategic networkingLeveraging existing contacts for business growthThe role of influence and prioritization in business developmentThe psychology behind relationship building Key Takeaways:Attendees should prioritize learning about others, finding strategic partners, and providing value instead of aggressively selling, as networking is about relationships, not transactions.Rather than amassing connections, professionals should build a “shortlist” of key clients, dormant contacts, and high-value prospects for deeper, more meaningful engagement.Research shows it takes about 14 interactions from first contact to first contract, so business developers must stay...2025-03-2431 min
The Rainmaking PodcastTRP 232: The Short List with David AckertThis show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/----------------------------------------In this episode of The Rainmaking Podcast, host Scott Love speaks with David Ackert, business development expert and author of The Short List, about how professionals can focus on high-value relationships to grow their book of business. David explains the concept of applying the Pareto Principle (80/20 rule) to networking, where 80% of results...2025-02-0628 min
Pro Serv Podcast by Collective 54Episode 203 - Accelerate Your Firm’s Growth Now: A Proven, Relationship-Driven Sales Strategy for Professional ServicesIn the seller-doer model, where professionals both deliver services and generate new business, relationship selling is a powerful approach for driving growth. By focusing on authentic connections, you build trust and credibility, positioning yourself as a trusted advisor while fostering lasting partnerships. Join this session with David Ackert, CEO of Pipeline Plus to explore how to leverage the seller-doer advantage, tailor your approach to client needs, and create genuine value in every interaction, enabling sustainable business development through meaningful relationships.
2025-02-0420 min
340B InsightWhat’s in the First State 340B Report in the Nation?A Minnesota requirement for covered entities to submit data on the costs they pay and the payments they receive for 340B drugs yielded its first annual report this past November. Today’s guest, Minnesota Hospital Association Director of State Government Relations Danny Ackert, tells us why the report’s findings don’t tell the whole story.The Context for the Dollars The first Minnesota report concluded that covered entities received a net of $630 million in payments for 340B drugs in 2023 and paid $120 million to contract pharmacies and third-party administrators. But Ackert notes the fig...2025-01-2124 min
The Legal Genie PodcastBuilding Your Business Development Pipeline with David Ackert - Episode 48In this episode of The Legal Genie Podcast, your host, Lara Quie, sits down with David Ackert, a seasoned business development mentor and entrepreneur, to dive deep into building a robust business development pipeline. David, founder of Pipeline Plus and a former TV actor, shares his unique journey from the entertainment world to helping professional service firms, particularly lawyers, master the art of networking and client relationships.Listeners will learn how to identify their own business development archetype—whether they’re a "Rainmaker," "Expert," or "Service Maven"—and apply these insights to build stronger, more authent...2024-10-2041 min
Market Leaders PodcastEpisode 97: Breaking Down Silos: Achieving Cohesion in Law Firms with Guest Kate StoddardIn this episode of the Market Leaders Podcast, host David Ackert sits down with Kate Stoddard, Chief Marketing Officer at Kelley Drye, to explore the pervasive issue of siloing within law firms and how to overcome it. Drawing on her 15 years of experience at Kelley Drye, Kate shares insights into the firm's business development strategy and the innovative approaches they've taken to foster cohesion and enhance client service.
Kate delves into the challenges posed by siloing, describing law firms as "archipelagos"—a collection of individual practices operating independently rather than as a cohesive unit. She...2024-09-2523 minMarket Leaders PodcastEpisode 96: Cultivating Client Trust: The Intersection of Law, Sales, and Business Development with Guest Sian StoryIn this episode of the Market Leaders Podcast, host David Ackert interviews Sian Story, General Counsel at Vendavo, about her unique career journey. Sian shares how she started in tax law in the UK and eventually moved to Silicon Valley, where she worked at Osborne Clarke advising U.S. companies on European law. Unlike most in-house counsel, she took on a dual role that combined legal work with business development, giving her valuable experience in building client relationships and understanding the business development process from both sides of the table.
Sian discusses the importance o...2024-09-1834 minMarket Leaders PodcastEpisode 95: Navigating the legal landscape: The Big Four vs. Traditional law firms with Guest Chris PullenIn this episode of the Market Leaders Podcast, host David Ackert interviews Guest Chris Pullen, Head of Business Development at Kennedys. Chris shares his extensive experience spanning over thirty years in law, including a significant period at Ernst & Young. They discuss the perceived encroachment of the big four accounting firms into the legal market and explore why this hasn't materialized as expected.
Chris highlights the advantages the big four hold, such as their global scale and strong sales culture, and contrasts them with the inherent strengths of traditional law firms, including depth in major ju...2024-08-2228 minMarket Leaders PodcastEpisode 94: "Exploring the Perils of Optics-Driven DEI Initiatives" with Guest Mira DewjiIn this episode of the Market Leaders Podcast, host David Ackert and guest Mira Dewji, Chief Inclusion and Diversity Officer at Seyfarth, have an insightful discussion about Mira’s journey from being an associate lawyer to becoming a leader in diversity and inclusion (DEI). Together, they explore the importance of moving beyond optics-driven DEI initiatives toward creating genuine, inclusive workplace cultures.
Mira and David delve into the significance of fostering environments where individuals can bring their whole selves to work, the impact of stakeholder-driven DEI efforts, and the challenges of balancing short-term and long-term DEI strategies. Mira emp...2024-07-1937 minMarket Leaders PodcastEpisode 93: "Building High-Performance Teams: Strategies for Success" with guest Courtney BeauzileIn this episode of the Market Leader’s Podcast, host David Ackert engages in an insightful conversation with Courtney Beauzile, the head of Marketing, business development, and communications at Robins Kaplan. Courtney shares her journey from sales to legal marketing, detailing her extensive experience in team building. At Robins Kaplan, she has undertaken a comprehensive listening tour to align her team with the firm’s strategic goals, focusing on strengths, growth areas, and motivation.
Courtney outlines her four-pillar structure for a high-performing department: digital marketing, communications, business development, and operations. She emphasizes the importance of operat...2024-06-1716 minMarket Leaders PodcastMarket Leaders Podcast Episode 92: "Leveraging Thought Leadership and Data-Driven Strategies in BD" with guest Adrian LürssenJoin host David Ackert as he explores business development in the digital age with guest Adrian Lürssen. Adrian is Co-Founder and VP Strategic Development at JD Supra, a leading online publishing and targeted content distributor, empowering professionals to showcase their expertise, gain media attention, and establish authority in their respective fields.
In this episode, David and Adrian explore key aspects of business development in today's digital landscape. Starting with David’s five-stage framework for relationship building, straight from his upcoming book, "The Short List."
Adrian shares his ideas on thought leadership, content creation, distribution, and p...2024-04-3030 minMarket Leaders PodcastEpisode 91: "Navigating Constructive Pushback: Strategies for Legal Business Development"Join David Ackert in this episode of the Market Leader’s Podcast as he welcomes special guests Robin D. Davidson, Head of Business Development and Communications at Boies Schiller, and Matt Plavnick, Director of Client Development at Wheeler Trigg O'Donnell. They engage in a conversation centered around the concept of "constructive pushback" in legal business development and the challenges it presents.
David explores Robin and Matt's experiences with past leaders and how their leadership styles have shaped their approach to navigating constructive pushback in the legal industry. They discuss the critical components essential to authentic leadership, emphasizing th...2024-04-0943 min
Market Leaders PodcastMarket Leader’s Podcast Episode 90: "Generations, Innovation, and Results: The Future of Legal Marketing" with John ByrneIn this episode of The Market Leaders Podcast, host David Ackert sits down with John Byrne, Chief Marketing Officer at Gould Ratner and incoming President-elect of LMA. They explore upcoming themes and objectives for the Legal Marketing Association as they approach their fortieth anniversary in 2025.
Highlights include:
Reflections on the evolution of the legal marketing profession and the challenges and opportunities posed by generational differences in the workplace. Recognition of the growing value brought by legal marketers and the importance of collective knowledge-sharing within the profession. Emphasis on the need for...2024-03-1541 min340B InsightHow New 340B Reporting Requirements Are Affecting Hospitals340B sits at an intersection where federal programs and state agencies come together. Maine, Minnesota, and Washington recently enacted new laws requiring hospitals to report 340B information to the states each year. What should health systems know about these new requirements? We speak with Danny Ackert, the director of state government relations at the Minnesota Hospital Association, to learn more about what these requirements look like in his state and what hospitals might expect in other states considering such reporting.What Minnesota’s reporting law requiresDanny explains that Mi...2024-02-1217 min
Market Leaders PodcastThriving in 2024: Leading Legal featuring Legal Marketing Association President, Kevin IredellIn this episode of The Market Leaders Podcast, host David Ackert chats with Kevin Iredell, the new 2024 Legal Marketing Association President and Chief Marketing and Business Development Officer at Lowenstein Sandler. They delve into Kevin's game plan as LMA President, his sharp business approach at his firm, and strategies for post-pandemic growth.
Highlights include:
Kevin's LMA presidency priorities: profitability, member experience, and expanded education.Navigating leadership in a post-pandemic world.LMA National 2024 Keynote speaker, Jamie Lawless from Husch-Blackwell Why having business minds in law firm leadership matters.Embracing iterative progress over perfection.The p...2024-02-0918 min
Hire Learning with Oz RashidCSI to Business Development, Your Journey Doesn't Have To Be Linear | Hire Learning Podcast | Oz Rashid with David AckertHow do you go from being a TV actor on some of America's best-known shows to building a successful business development firm?My guest on Hire Learning today, the CEO of Pipeline Plus, David Ackert, did just that.He revealed his journey and reasoning behind leaving acting, touched on his upcoming book, The Shortlist, and, naturally, his hiring philosophies.Honestly, this was a great conversation. David's story is one that I've wanted to showcase for a while now, and I'm so glad you can finally hear it....2024-02-0741 min
Market Leaders PodcastMarket Leader’s Podcast Episode 88: “Building Community and Personal Growth: Reflections on the 2023 Presidency of the Legal Marketing Association” with Roy SextonOn this episode of The Market Leaders Podcast, join host David Ackert and special guest Roy Sexton, Director of Marketing at Clark Hill Law, for a conversation that looks back at the industry trends that defined 2023, Roy’s tenure as the President of the Legal Marketing Association, and where the legal marketing industry is heading in 2024 and beyond.
Tune in to hear about:
- Building community and collaboration in and after the pandemic
- Reflections on organizational impact and personal growth
- Exploring unique expression and authenticity in relationships
- Managing ch...2024-01-1942 min
Market Leaders PodcastMarket Leaders Podcast Episode 86: “Exploring Business Development Synergies Across Industries” with Diane PaolettaIn this episode of the Market Leaders Podcast, David Ackert welcomes special guest Diane Paoletta, Director of Marketing at Phillips Nizer.
Diane has had a dynamic career, spearheading marketing and business development efforts at multiple professional services firms – from accounting to consulting to legal. David and Diane explore the similarities and differences in applying business development principles and tactics at professional services firms across different industries, particularly examining the dynamic between law and accounting.
David and Diane engage in an insightful discussion, including:
Diane’s personal account of the transition from accounting to legal Strategi...2023-11-1524 min
Market Leaders PodcastMarket Leaders Podcast Episode 85: “Show Me You Know Me: How to Win Business through Human Connections in the Age of AI” with Samantha McKennaIn this episode of the Market Leader’s Podcast, David Ackert welcomes Samantha McKenna, founder of #samsales, for an insightful conversation centered around creating, leveraging, and maintaining relationships in a hyper-personalized way – by showing them that you truly know them.
Samantha and David discuss a wide range of topics around this centralized issue, including:
The hyper personalized approach AKA “Show Me You Know Me” (#SMYKM) Email frameworks around how to approach the buyer as a human Specific knowledge and awareness of the buyer as a member of an industry, executive decision maker, and most importantly - as a real per...2023-10-2723 min
The Balancing Act Podcast with SingerLewakBusiness Buzzcast: Business Success Through Relationship ManagementEpisode 12 | Business Buzzcast: Business Success Through Relationship Management
In this episode, Lara Buitrago, a Partner of SingerLewak's Business Solutions group, joins David Ackert, the CEO of Ackert Inc., for a dynamic conversation. David is not only the mastermind behind PipelinePlus, a powerful business development tool but also a seasoned executive coach with expertise in business development strategy assessments. Together, they delve into the world of relationship management, discussing why relationships are a vital asset for business owners and providing valuable insights on managing and nurturing them successfully.
Questions or feedback? Reach out...2023-10-1924 min
Market Leaders PodcastMarket Leader's Podcast Episode 84: "Change Agent: Establishing True Innovation Goals Within a Law Firm,” with Roberto PontIn this episode of the Market Leader’s Podcast, join David Ackert and special guest Roberto Pont, Chief Strategy and Operations Officer at McInnes Cooper, as they engage in an enlightening conversation regarding innovation within law firms, specifically the use of technology and financial forecasting models, the rise of AI, and how to overcome the challenges inherent to law firms – and in working with lawyers – that can emerge throughout the implementation of such initiatives.
David and Roberto cover a vast array of topics, including:
Making meaningful change Perfect is the enemy of the good Shifting the lawyer min...2023-10-0517 min
Market Leaders PodcastMLP Episode 84: “Change Agent: Establishing True Innovation Goals Within a Law Firm,” with Roberto PontIn this episode of the Market Leader’s Podcast, join David Ackert and special guest Roberto Pont, Chief Strategy and Operations Officer at McInnes Cooper, as they engage in an enlightening conversation regarding innovation within law firms, specifically the use of technology and financial forecasting models, the rise of AI, and how to overcome the challenges inherent to law firms – and in working with lawyers – that can emerge throughout the implementation of such initiatives.
David and Roberto cover a vast array of topics, including:
Making meaningful change Perfect is the enemy of the good Shifting the lawyer min...2023-10-0517 min
Disruption / InterruptionDisrupting Biz Dev for Service Industries with David AckertDavid Ackert is the Founder and CEO of PipelinePlus, a sales acceleration company that enhances the BD performance of professional services firms through coaching and technology. In this episode David and KJ discuss why traditional CRMs are failing to meet the business needs of the service industry and the importance of developing loyal relationships over focusing on transactions. Key Takeaways: How to cultivate loyal relationships in the digital age Common challenges of businesses taking on new CRMs How to create a shortlist of meaningful relationships Why solopreneurs can benefit from CRM tools Quote of the S...2023-09-0742 minMarket Leaders PodcastMarket Leader's Podcast Episode 83: "Data-Driven Marketing and Business Development in the Legal Industry" with Koree Khongphand-BuckmanIn this episode of the Market Leader’s Podcast, join host David Ackert as he sits down with Koree Khongphand-Buckman, Chief Marketing and Business Development Officer at Foley & Lardner LLP, to explore the world of data-driven marketing and business development in the legal industry. Together, they dive into the challenges law firms face when implementing a data-driven approach and how Foley & Lardner is effectively utilizing data to target key sectors, share best practices, and enhance the overall client experience.
Throughout the episode, Koree emphasizes the importance of fostering collaboration between departments and underscores the need for viewing da...2023-08-0329 min
Market Leaders PodcastMarket Leader's Podcast Episode 82: "Satisfying Diversity, Equity, and Inclusion (DEI) Requirements Across Diverse Markets" with Vivian CocoIn this episode of the Market Leader’s Podcast, David Ackert, with guest Vivian Coco, Head of Marketing, Communications, and Client Relations at Licks Attorneys of Rio de Janeiro, Brazil, discuss a variety of factors associated with satisfying DEI requirements across cultures, countries, and regions.
Tune in to hear more about:
DEI as a concept and its evolution across varied regionsParticular challenges of DEI initiatives associated with the Brazilian marketHow international firms address DEIVivian’s exposure to DEI, the ensuing impact on her perspective and careerCriticisms commonly faced by law firms for DEI/social justi...2023-07-0535 minMarket Leaders PodcastMarket Leader's Podcast Episode 81 "Unleashing Excellence: Revolutionizing the Client Experience in Legal and Professional Services" with Mark HunterIn this podcast episode, David Ackert interviews Mark Hunter, Principal at Glen Maple Group, about the importance of client experience in professional services firms, particularly in the legal industry. Mark shares his background in CRM solutions and his current work with Glen Maple Group, which provides marketing and communication services to professional services firms on a fractional basis.
They discuss how client expectations have changed and why firms need to pay more attention to client experience. Mark emphasizes the need for firms to align with clients' values, preferences, and work styles to create a positive and lasting...2023-06-2123 minMarket Leaders PodcastMarket Leaders Podcast Episode 80: "Mastering Client Experience: Strategies for Success in Professional Services" with Mitchell RenoIn this episode, join David Ackert as he engages in a captivating conversation with Mitchell Reno, Principal Director of Client Experience at Rehmann, shedding light on the ever-evolving landscape of Client Experience in professional services firms. With over two decades of Sales, Marketing, and CX expertise at Rehmann, one of the top professional advisory firms in the US, Mitch shares invaluable insights into this critical domain.
The episode kicks off by unraveling the true essence of Client Experience, exploring its definition and distinguishing it from client service. Mitch delves deep into the intricacies of...2023-06-0729 min
Market Leaders PodcastMarket Leaders Podcast Episode 79: “Recruiting, Developing and Retaining an Effective Team” with Lisa VicineIn this episode of the Market Leaders Podcast, David Ackert, with guest Lisa Vicine, Chief Marketing Officer at Arnall, Golden, Gregory LLP, unpack the keys to recruiting, developing and retaining an effective marketing and business development team.
Tune in to hear about:
How Lisa rebuilt the foundation of her marketing and business development department at AGGThe ways she protects, engages, and empowers her department to enable their growth.How she worked to align the services and the talent at her firm with where their attorneys need the most support, and how this realignment has...2023-05-2429 min
GLF PodcastHow to Make Business Development EASY and Get a Lot More Business with David Ackert, Founder and CEO of PipelinePlusSend us a textJoin Sasha Berson as he speaks with David Ackert, Founder and CEO of PipelinePlus👉Sasha and David explore:— Why most lawyers are reluctant to consistently do business development— The impact of business development on growth and success in the legal profession— Prioritizing personal connections for relationship-building among lawyers— Strategies for building strong business relationships as a lawyer— Organizing and simplifying business development with PipelinePlus and other tools for lawyers— Easily creating a law firm referral network by using a resourc...2023-04-1933 min
Market Leaders PodcastMarket Leaders Podcast Episode 78: “Setting New Partners Up for Success” with Amanda Bruno & Debra HareA rising tide raises all boats. In this episode of the Market Leaders Podcast, David Ackert, with guests Morgan Lewis' Chief Business Development Officer Amanda Bruno and Director of Business Development Coaching and Training Debra Hare, unpack how this sentiment is at the core of the firm’s BD ethos. They explore how the firm's collaborative culture is a key contributor to its success in preparing rising partners, retaining laterals, providing business development coaching and training, delivering premium client service, and more. Tune in to hear about:
How Morgan Lewis sets new partners up for successHow contribution is a...2023-04-1731 min
BE THAT LAWYERJesse Frye: Improving Your Client Experience for Law Firm SuccessIn this episode, Steve Fretzin and Jesse Frye discuss:Why Jesse started ScaleLegal.Most common gaps in the client experience. Utilizing your tech stack appropriately and effectively. 3 Tips for improving your client experience. Key Takeaways:Communication is often one of the largest gaps in the client experience. Consistency in communication is key. Most tech isn’t customized for lawyers. There are ways to customize (and be properly trained in) your technology for the best use in your firm. Map out your client journey. You need to understand your current state before you can plan for what...2023-04-1333 min
Market Leaders PodcastMarket Leaders Podcast Episode 77: “A Fresh Approach to Lateral Partner Recruiting” with Scott LoveIn this episode, David Ackert chats with Scott Love, President of The Attorney Search Group and a leading authority in legal recruiting, about three critical firm growth strategies: encouraging lawyers to expand their books of business through their referral network, through prospecting, and through lateral recruiting. Scott shares his expertise on how firms can overcome impediments to progress by building trust with clients, making people feel safe, prioritizing sincerity and authenticity, ensuring their efforts are regular and consistent, and always keeping the best interests of their clients top of mind. David and Scott also discuss the inherently challenging social...2023-03-3022 min
Market Leaders PodcastMarket Leaders Podcast Episode 76: “A Go-to-Market Strategy by Industry” with Mike MellorJoin David Ackert in this episode of the Market Leaders podcast as he speaks with Mike Mellor, the Chief Marketing and Business Development Officer at Pryor Cashman LLP. Mike's extensive experience in professional services marketing informs his insights on the importance of industry-focused go-to-market strategies, client-centric language, and tactical execution involving market analysis and creative alliances. Discover how Mike's firm leverages data to plan engaging events and webinars, earns partners' trust through data-driven decision-making, and how Mike's obsession with data trends fuels real-time marketing improvements. Tune in to hear Mike share his thoughts on:
The historical “practice group” stru...2023-03-1514 min
BE THAT LAWYERBE THAT LAWYER LIVE Coaches Corner Part 2In this episode, Steve Fretzin, Walt Hampton, David Ackert, and Liz Wendling discuss:Client, prospect, and networking follow-ups.Beyond the billable hour.Crossmarketing and solving the problems your clients are having.Specializing versus generalizing. Key Takeaways:People want to do business with people. You don’t need to use specific marketing language when talking to prospects.Increasing your rates will not run your clients off. If they see your value, they will continue to pay you with no problems.You can’t just say you are the specialist or the expert, you need to prove...2023-03-0640 min
BE THAT LAWYERBE THAT LAWYER LIVE Coaches Corner Part 1In this episode, Steve Fretzin, Walt Hampton, David Ackert, and Liz Wendling discuss:Staying consistent in your business development amidst the whirlwind of life.The top automations that are saving automations time.Scheduling made easier.Removing email as a friction point. Key Takeaways:Block time for you and your tasks, not just to accommodate others.Your calendar communicates your values. What you schedule time for is what you value the most.Consider listing out a singular date option, then linking your calendar if you are hesitant to move to the automated scheduling.ChatGPT should n...2023-03-0228 min
BE THAT LAWYERBE THAT LAWYER LIVE - Coaches Corner - Part 2 of 2In this episode, Steve Fretzin, Gary Johnson, David Ackert, Steve Seckler, and Sharon Ve discuss:Getting more value from your presentations.Qualifying prospective clients. Building referral sources.The hidden power of being an introvert. Key Takeaways:Your ideal client will not be the same as someone else’s, even if you are in the same practice area, because you both have different strengths and focuses. Empower your team who are handling intake to ask the right questions with empathy and get back to people in a timely manner.Communicate in the way that the peopl...2023-01-0530 min
BE THAT LAWYERBE THAT LAWYER LIVE - Coaches Corner - Part 1 of 2In this episode, Steve Fretzin, Gary Johnson, David Ackert, Steve Seckler, and Sharon Ve discuss:Changes to make in marketing as we go into recession.Planning for success in 2023.Building a vetted, powerful, networking cohort.Marketing versus business development (and why both are important). Key Takeaways:Double down on what you are really good at, what you like to do, and those relationships you already have built.Anticipate your client's needs and plan for the opportunities and things they need that you can help with.When you’re planning, write down every idea - it...2023-01-0231 min
Market Leaders PodcastMarket Leaders Podcast Episode 69: "Rate Strategies that Maximize Client Value” with Colin KeefeIn this episode, David Ackert, Founder & CEO at Ackert Inc. speaks with Colin Keefe, a Partner and Chair of the Mergers and Acquisitions Practice Group at mid sized law firm Fitzpatrick Lentz & Bubba, P.C. (FLB). Tune in to this episode to discover:
How FLB positions its services to be appropriate for mom and pop businesses and Fortune 500 companies alike. How the firm has grown to become more than a local, regional firm, while still remaining true to its roots in the Lehigh valley.How FLB created a unique system to determine and justify billing rate adjustments that dr...2022-11-1721 min
The Rainmaking PodcastTRP 102: Implementing a Business Development System with David AckertIn this episode of The Rainmaking Podcast, host Scott Love interviews David Ackert, president of Ackert Inc. and a thought leader in business development and sales acceleration for professional services. David shares his expertise on building a business development system that turns random acts of networking into a predictable, revenue-generating machine. By leveraging targeted strategies, professionals can create consistency and efficiency in their client acquisition processes.Key topics include distinguishing marketing from business development, identifying 9 to 35 high-value contacts, and focusing on three categories of relationships: clients, prospects, and referral sources. David emphasizes the importance of creating consistent...2022-06-0927 minMarket Leaders PodcastMarket Leaders Podcast Episode 68: "How to Effectively Establish and Nurture Referral Partnerships" with Steve Martini & Lawrence BraunImagine being friends with someone for years, and referring millions of dollars back and forth between each other’s businesses. In this episode Steve Martini (MST, CPA | Partner at Withum) and Larry Braun (Partner at Sheppard Mullin) talk with David Ackert about their referral partner relationship and share how they’ve done just that. Tune in to learn the importance of building connections, how to build a professional network and nurture it well, and how to leverage referral partnerships to build your book of business.2022-05-1923 min
Market Leaders PodcastMarket Leader's Podcast Episode 67: "A Process for Optimizing Profitability" with Kip GuthrieIn this episode, Kip Guthrie (Senior Advisor, Ackert) talks with David Ackert (Founder & CEO, Ackert) about the current talent war and how to optimize firm profitability. Tune in to this episode to discover:
- How firms often compete against themselves in their day-to-day processes
- The importance of market intelligence in making business decisions
- The role client feedback plays in setting profitable rates and fees
- How to be a more forward-thinking (and forward-looking) firm2022-01-1816 min
Market Leaders PodcastMarket Leaders Podcast Episode 66: "Weatherproof Strategic Planning" with Timothy CorcoranThere are some seasons when strategic planning is critical, and others when it’s just nice to have. In this episode, Timothy Corcoran (Principal, Corcoran Consulting Group, LLC) talks with David Ackert about shifts in strategic planning, the components and tactical implementation of a firm’s strategic plan; and using a strategic plan to differentiate your firm in the months and years to come.2021-12-0635 min
Market Leaders PodcastMarket Leaders Podcast Episode 65: "Listening, Learning and Applying Lessons" with Kathryn WhitakerMany of us wish to see changes in the management and improvement of our community, but only a courageous few decide to take matters into their own hands by running for office. In this episode, Kathryn Whitaker, Chief Marketing Officer at Burr & Forman, talks with David Ackert about the interesting and inspiring career journey she has embarked on over the past few years. Tune in to hear Kathryn discuss her 2020 campaign for the South Carolina State Senate, and the lessons and learnings she gleaned from her experience.2021-09-0321 min
Spill The InkAccelerating business development for law firms with David Ackert of Ackert Inc.David Ackert is a pioneer in business development innovation and is the Founder and President of Ackert Inc. He has over two decades of experience in developing revenue acceleration programs, including Trainer, Viewer and Pipeline. He serves as Founder for the Executive Roundtables for Law Firm Leaders and The Business Development Institute, both of which seek to give lawyers the tools they need to succeed. David has mentored thousands of professionals over his extensive career. He continues to serve as a keynote speaker at partner retreats and guest lecturer at universities such as UCLA and USC. He...2021-05-1337 min
Market Leaders PodcastMarket Leaders Podcast Episode 64: "Transitioning from Virtual Communities" with Liz SobeOver the past year, many have formed virtual communities to maintain their connections (and their sanity). In this episode, Liz Cerasuolo Sobe (Director of Strategic Growth, Goulston & Storrs) talks with David Ackert about the role communities play in our business development and our mental health.
Tune in to hear them discuss: • How to maintain spontaneous connections in online interactions • How institutions can support employee-driven communities • How online communities can transition to in-person interactions as we reopen2021-04-2116 min
The Legal SlantCoaching Through the Conundrum with David AckertWhat does psychology, ballet and BD have in common? A lot more than you might think. In this episode, Vanessa and Jessica talk with business development coach and techprenuer David Ackert of Ackert Inc. about coaching lawyers through business development strategies and how legal marketers can help prepare their attorneys for success. 2021-03-021h 02
Market Leaders PodcastMarket Leaders Podcast Episode 63: "Beyond the Optics of Diversity" with Gia AltrecheJoin David Ackert as he interviews Gia Altreche, Director of Business Development & Marketing at Newmeyer Dillion, in this episode of the Market Leaders Podcast.
Tune in to hear them discuss: • How to position DEI (Diversity Equity & Inclusion) initiatives within your firm to affect meaningful change • How institutions can provide systemic support to BIPOC lawyers and other professionals • The importance of continual self-education as part of individual approaches to inclusion2021-02-2623 min
Market Leaders PodcastMarket Leaders Podcast Episode 62: "Establishing Efficiency and Innovation Standards" with Kelly HarbourJoin David Ackert as he interviews Kelly Harbour, Director of Client Relations and Innovation at Goulston & Storrs, in this episode of the Market Leaders Podcast.
Tune in to hear them discuss: • How she overhauled the data and tracking systems at Goulston to institute the SALI system, and how that translated to speed and flexibility in addressing new matters • How establishing clear standards improves matter management for both lawyers and clients • The ongoing developments of the SALI system, and how it’s shaping industry conventions2021-01-2712 min
Market Leaders PodcastMarket Leaders Podcast Episode 61: "Integrating Talent Strategy with Business Development" with Brittaney SchmidtJoin David Ackert as he interviews Brittaney Schmidt, Chief Talent Officer at Vorys, Sater, Seymour and Pease, in this episode of the Market Leaders Podcast.
Tune in to hear them discuss:
• Her journey from chief marketing and development officer to chief talent officer • Tips for managing stress and uncertainty during the pandemic • Her framework for holistic business development training across the cohorts at her firm • How she applies external client development principles to talent management2020-12-0919 min
BE THAT LAWYERDavid Ackert: Prioritizing Key RelationshipsIn this episode, Steve Fretzin and David Ackert discuss:Reframing the mindset of business development. Organic and inorganic business development. Being organized in your outreach to those in your circles. Stepping up to be a coach in your own right. Key Takeaways:With changes due to the pandemic, a lot of networking and connection is needing to be more purposeful and intentional rather than happening in the moment. Be focused on your inner circle and your outer circle - you won’t hesitate to reach out or make the calls. Now is the time to matur...2020-11-3038 min
Market Leaders PodcastMarket Leaders Podcast Episode 60: "The Keys to a Successful Lateral Integration" with Anand DavidJoin David Ackert as he interviews Anand David, Global Head of Lateral Partner Recruitment & Integration at Hogan Lovells, in this episode of the Market Leaders Podcast. Tune in to learn:
• The relationship between talent acquisition and your strategic plan • How clients can improve diversity at law firms • How to define (and contextualize) the metrics of lateral integration • How culture drives integration success2020-10-2719 min
Market Leaders PodcastMarket Leaders Podcast Episode 59: "Bolstering Business Development Culture & Revenue at Law Firms" with Mandy HicksJoin David Ackert as he interviews Mandy Hicks, Director of Marketing and Communication at English, Lucas, Priest & Owsley, in this episode of the Market Leaders Podcast.
Tune in to hear them discuss: • How Mandy Hicks used PipelinePlus training and tracking software to shift mindsets and increase revenue at her firm • How she secured buy-in from practice group leaders • How to use role-modeling to inspire teamwork among lawyers • An effective approach to benchmarking, scoring, and advancing the firm’s strategic plan2020-09-1620 min
Market Leaders PodcastMarket Leaders Podcast Episode 58: "Innovations in Legal Technology" with Joe PatriceJoin Join David Ackert as he interviews Joe Patrice, Senior Editor at Above the Law., in this episode of the Market Leaders Podcast.
Tune in to hear them discuss: • Why lawyers have been slow to adopt technology • The technologies that are gaining traction at law firms • The latest legal innovations, as well as new additions to classic products2020-08-1212 min
Market Leaders PodcastMarket Leaders Podcast Episode 57: "Connect the Dots Between Marketing & Business Development" with Vikki SicilianJoin David Ackert as he interviews Vikki Sicilian, Director, Business Development and Communications at Loeb & Loeb, in this episode of the Market Leaders Podcast.
Tune in to hear them discuss: • How to build out your marketing strategy according to relevant client needs • Why fear of missing an important client opportunity often leads to an unfocused marketing approach • How to feed marketing into business development pursuits more seamlessly • How to clarify and prioritize business development goals while leading a multidisciplinary team2020-06-1818 min
Gyroscopio 69Gyroscópio 69 - Zabriskie Point Jack SantiagoGyroscópio 69 - Programa 101 - 31/05/2020AberturaRogério Sganzerla - InspiraçãoBloco 1Gyroscopio 69 - Programa 100Agradecimentos: Del Wendell, Wladimir de Paula, Andréia Putini, Genecy Souza, Solange Brandão, Victorio Angelo, ex-Rádio Globo do Rio e Rádio TupiDel Sobre GyroscopioVictorio Angelo, ex-Rádio Globo do Rio e Rádio Tupi Sobre Gyroscopio 100Del Carol(Zabriskie Point)Zabriskie Point é um filme de Michelangelo Antonioni lançado em 1970 que mostra o mov...2020-06-012h 44
Market Leaders PodcastMarket Leaders Podcast Episode 56: "Restructuring & Redefining the Business Development Function" with Mark HoweJoin David Ackert as he interviews Mark Howe, Director of Client Relations at Thompson Dorfman Sweatman, in this episode of the Market Leaders Podcast. Tune in to hear them discuss: • The key ingredients of business development success in external-facing roles • How to break down silos and evolve your firm culture • The specific challenges faced by regional firms vs. larger firms2020-05-2915 min
Above the Law - Thinking Like a LawyerWhy Business Development Is Every Lawyer's ProblemJoe speaks with David Ackert, host of The Market Leaders Podcast about the role of business development in the legal profession. Lawyers may not love the hustle, but it's the basis of a service industry and lawyers at every level have a role to play in building their future opportunities. And it's not just a challenge for attorneys -- firms need to build a culture that maximizes respect for attorney business development too.2020-05-2727 min
Freeman Means Business' Wonder Women in Business PodcastWonder Women in Business Ally, David AckertDavid Ackert is the President of Ackert Inc. and business development mentor to thousands of high achievers in the professional services sector. Over the past two decades, David has developed and implemented revenue acceleration programs for hundreds of firms around the globe, many hailing from the top of the Am Law list and the Big Four. Widely recognized as a pioneer in business development innovation, David is the founder of the PipelinePlus suite of software products, which have won the Legal Marketing Association’s “Your Honor Award” in the US and Canada and are featured among NLJ’s “Technologies on the Ris...2020-05-1335 min
Market Leaders PodcastMarket Leaders Podcast 55: "Emotional Intelligence and Client Service" with Rich BrackenJoin David Ackert as he interviews Rich Bracken, Director of Business Development at Fredrikson & Byron, in this episode of the Market Leaders Podcast. Tune in to hear them discuss: • What emotional intelligence actually means, and how understanding it builds resilience in the face of uncertainty • How learned behaviors within law firms can impact cross-selling, and lead to overlooked client needs • How to get over long-standing anxieties and identify triggers that impact your mental health • How remote work is changing and redefining opportunities for leadership2020-05-0718 min
Market Leaders PodcastMarket Leaders Podcast Episode 54: "The Leadership Opportunity in Law Firms" with Nora ShearerStrong leadership is more important than ever as firms transition to remote work and endeavor to navigate our changing environment. Join David Ackert as he interviews Nora Shearer, CMO of Shearman & Sterling, in this episode of the Market Leaders Podcast.
Tune in to learn:
• How parenting influenced her perspective on leadership • Balancing home life and work life in a business context • How to find a mentor or sponsor early on in your career • How remote work is changing and redefining opportunities for leadership2020-04-1418 min
Market Leaders PodcastMarket Leaders Podcast Episode 53: "Protecting Yourself Against the Coronavirus" with Dr. Kelly BenderWhat precautions should you be taking to protect yourself against the novel coronavirus? Join David Ackert as he interviews Dr. Kelly Bender, ND, in this episode of the Market Leaders Podcast.
Tune in to learn: — How the coronavirus travels, and just how much "social distancing" is required — The science behind washing your hands for 20 seconds — How to keep your immune system healthy in a time of crisis2020-03-1715 min
Market Leaders PodcastMarket Leaders Podcast Episode 52: "Managing Communications During the Coronavirus Crisis" with Stefanie Marrone“This is going to get worse before it gets better.”
With the novel coronavirus dominating the news, how should law firms respond in the face of crisis? Join David Ackert as he interviews Stefanie Marrone, communications and business development consultant, in this episode of the Market Leaders Podcast. Tune in to hear them discuss: • How firms should be communicating with their clients to reassure them • How firms can implement crisis management teams and best practices to ensure continuous service • How to reassure employees and ensure that the COVID-19 disruption to business is minimized2020-03-0512 min
Dave's DugoutEpisode 74: The Putt Heard Around the World!Intro:
0:55 Breaking News!
3:30 Babe Ruth
5:00 NHL Winter Classic
7:00 PLL Waterdogs
11:15 The Putt. HE DID IT!!
NFL 15:30
Drew Brees, Christian McCaffrey and Playoffs
NBA 32:45
Flexed, MSG and Vince Carter
CFB 35:15
Bowl Games
CBB 41:30
Weisman, Anthony, Langford, Howard, Powell, Allen Fieldhouse, Roy Williams and Gonzaga.
#DDtop14
Outro 1:05:45
Don Larson and David Stern2020-01-071h 11
Market Leaders PodcastMarket Leaders Podcast Episode 47: "Best Practices in Lateral Integration" with Jennifer QueenJoin David Ackert as he interviews Jennifer Queen, Chief Talent Officer of Bracewell LLP, in this episode of the Market Leaders Podcast. Tune in to hear them discuss: - Jennifer's holistic approach to smooth lateral integration - Strategies for maximizing the business development benefits from laterals' books - How to reconcile mismatched expectations between the firm and the incoming lateral2019-05-2822 min
Market Leaders PodcastMarket Leaders Podcast Episode 46: "Promoting the Marketing Department to the Lawyers" with Michael BlachlyJoin David Ackert as he interviews Michael Blachly, Chief Marketing Officer of Gray Reed & McGraw, in this episode of the Market Leaders Podcast. Tune in to hear them discuss: - How to internally market the marketing department by demonstrating the services you offer to the lawyers. - How marketers can use the concept of ROO - Return on Objective - to demonstrate their department's value. - Where Michael gets inspiration for new ideas and innovation in his role.2019-05-2226 min
Market Leaders PodcastMarket Leaders Podcast Episode 45: "Understanding the Lawyer Personality" with Dr. Larry RichardJoin David Ackert as he interviews Dr. Larry Richard, Founder and Principal Consultant of LawyerBrain LLC, in this episode of the Market Leaders Podcast. Tune in to hear them discuss: - Larry's research on lawyer personality types, and how lawyers tend to have extreme personality traits that are standard deviations away from the norm. - How professionals can develop their resilience, an important quality for leadership and business development. - How law firms can improve lawyers' willingness and capacity for innovation, despite a tendency toward skepticism.2019-05-0642 min
Market Leaders PodcastMarket Leaders Podcast Episode 44: "The Evolution of the Empowered Legal Marketer" with Ezra CrawfordJoin David Ackert as he interviews Ezra Crawford, Senior Director of Practice Group Business Development and Management at Crowell & Morning, in this episode of the Market Leaders Podcast. Tune in to hear them discuss: - How the LMA Professional Advocacy Working Group focuses on raising the stature and profile of marketing and business development professionals within the industry, with lawyers, and with law firm leaders. - What marketers can do to showcase the value they bring to the table, as well as earn a strategic seat at that table. - How two activities, practicing what you preach and getting...2019-04-2923 min
Market Leaders PodcastMarket Leaders Podcast Episode 43: "Design Thinking in Legal Marketing" with Molly PorterJoin David Ackert as he interviews Molly Porter, Director of Marketing at Seyfarth in this episode of the Market Leaders Podcast. Tune in to hear them discuss: - How Molly applies Design Thinking concepts to better connect to her firm's prospects and clients. - Why tapping into your client and competitive intelligence data will help you identify and streamline your Design Thinking-based campaigns. - How to showcase the value of content marketing and draw a line from creative projects to ROI.2019-04-2818 min
Market Leaders PodcastMarket Leaders Podcast Episode 42: "Reframing Innovation for More Buy-in" with Erin Meszaros & Anusia GillespieJoin David Ackert as he interviews Erin Meszaros, Chief Business Development and Client Service Officer at Eversheds Sutherland, and Anusia Gillespie, Director of Innovation at Eversheds Sutherland in this episode of the Market Leaders Podcast. Tune in to hear them discuss: - How Erin and Anusia created a completely new Director of Innovation role, cultivated buy-in and overcame internal challenges around the new function at the firm - Day-to-day operations that a Director of Innovation handles as well as skills needed for such a role - How Anusia spearheaded a new definition of the innovation concept at Eversheds...2019-04-2823 min
Market Leaders PodcastMarket Leaders Podcast Episode 41: "Growing Leaders in your Marketing Dept." with Trish Lilley & Kevin IredellJoin David Ackert as he interviews Trish Lilley and Kevin Iredell of Stroock & Stroock & Lavan on this episode of the Market Leaders Podcast.
Tune in to hear them discuss: – Key leadership skills that legal marketing and business development leaders need to foster amongst their team – Specific strategies that increase the credibility and trust factor of the marketing team in the firm – How to handle failures effectively, and how to apply healthy criticism and praise to your team members2019-02-2218 min
Market Leaders PodcastMarket Leaders Podcast Episode 40: "Fostering an ROI Culture" with Jennifer Griffin ScottonJoin David Ackert as he interviews Jennifer Griffin Scotton, Director of Marketing & Business Development at Brooks Pierce on this episode of the Market Leaders Podcast.
Tune in to hear them discuss: – How Brooks Pierce helps attorneys measure their individual business development ROIs by providing individual BD spending funds – How these individual funds encourage collaboration and accountability amongst the lawyers – The impact of separating BD and marketing spends to improve marketing department agility – Brooks Pierce's approach to maintaining BD momentum at the practice area level through goal-based reporting2019-02-0716 min
Market Leaders PodcastMarket Leaders Podcast Episode 39: "Reverse-Engineering Your Strategic Plan" with Tim CorcoranJoin David Ackert as he interviews Tim Corcoran, Principal of Corcoran Consulting Group on this episode of the Market Leaders Podcast.
Tune in to hear them discuss: – Tim's methodology that unites firm strategy with data-driven decision-making – How law firms can reverse-engineer their business development approach to aid the strategic planning process – How to leverage data to identify the optimal investment of the firm's BD resources2019-01-3123 min
Market Leaders PodcastMarket Leaders Podcast Episode 38: "Using Competitive Intelligence To Drive Change" with Marcie ShunkJoin David Ackert as he interviews Marcie Borgal Shunk, President and Founder of the Tilt Institute on this episode of the Market Leaders Podcast.
– How today's law firms can leverage competitive intelligence to make better-informed business decisions – Marcie's approach to CI that includes both internal and external metrics and intelligence – An overview of cutting-edge tools that firms can use to obtain and oversee competitive intelligence – The role of law firm leaders in shepherding data-driven change2019-01-1416 min
Market Leaders PodcastMarket Leaders Podcast Episode 31: "Helping Lawyers See the Bigger Picture" with Paul LiptonJoin David Ackert as he interviews Paul Lipton, Director of Professionalism, Career and Skill Development at Rumberger, Kirk and Caldwell in this episode of the Market Leaders Podcast.
Tune in to hear David and Paul discuss: – How Paul's innovative role in counseling Rumberger's lawyers helps them create a satisfying and balanced career – Paul's methodology that leverages a lawyer's unique skills and passions to help them differentiate, build their professional reputation and grow their practice – How firm cultures can instill lawyers with a sense of honor that drives their careers forward2018-07-3013 min
Market Leaders PodcastMarket Leaders Podcast Episode 22: "Improving Lawyer Engagement in Business Development" with Jason MillerJoin David Ackert as he interviews Jason Miller, Director of Marketing & Business Development at Ryan, Swanson & Cleveland in this episode of the Market Leaders Podcast.
Tune in to hear David and Jason discuss: – Jason's innovative approach to business development training sessions that includes small-group breakouts to encourage lawyer participation, and gamification or quizzes to keep things fun and effective – Tips for setting up lawyers for success by keeping their business plans focused, attainable and reasonable – How involving consultant and firm leadership in learning sessions can greatly improve engagement – His method of institutionalizing infomation gained from training sessions to then...2018-01-2311 min
Market Leaders PodcastMarket Leaders Podcast Episode 21: "An Industry-Focused Approach to BD" with Lindsey McReynoldsJoin David Ackert as he interviews Lindsey McReynolds, Chief Client Relations Officer at Schwabe, Williamson & Wyatt in this episode of the Market Leaders Podcast.
Tune in to hear David and Lindsey discuss: - How Schwabe radically reconfigured their firm structure to serve 6 specific industries instead of dividing attorneys into traditional practice groups - Lindsey's unique approaches to business development that ensure that Schwabe's attorneys are focused, expertly educated and targeted on key prospects in target industries - How her internal pipeline management meetings help keep her teams accountable and focused on their BD objectives - How she...2017-12-1312 min
Market Leaders PodcastMarket Leaders Podcast Episode 20: "Effective Business Development Planning" with Rachel SilvermanJoin David Ackert as he interviews Rachel Silverman, Director of Business Development at Goodwin Procter LLP in this episode of the Market Leaders Podcast.
Tune in to hear David and Rachel discuss:
- How to structure your individual attorneys' business development plans so that they are relevant, actionable and aligned with firm goals - Rachel's methodology for crafting BD plans around an attorney's personal interests and passions - How often to review business development plans with your attorneys based on their seniority in the firm - How Goodwin uses technology to support execution of strategic...2017-12-0119 min
Market Leaders PodcastMarket Leaders Podcast Episode 19: "Harnessing Firm Growth through Technology" with Cyndy McCulloughJoin David Ackert as he interviews Cynthia McCollough, Director of Marketing & Business Development at Buckley Sandler LLP in this episode of the Market Leaders Podcast.
Tune in to hear David and Cyndy discuss:
- How Cyndy has established infrastructure to support a 400% growth in attorney headcount - Why open-source technology is a key strategy in her response to marketplace demands - How she inspires innovation from her team - How encouraging attorneys to use social media has opened new avenues for business opportunities2017-11-1618 min
Market Leaders PodcastMarket Leaders Podcast Episode 18: "Institutionalizing Great Client Service" with Paul BolusJoin David Ackert as he interviews Paul Bolus, Partner at Bradley Arant Boult Cummings in this episode of the Market Leaders Podcast.
Tune in to hear David and Paul discuss: - Why Paul emphasizes client service as the key differentiator between law firms in the long run - Bradley's firmwide client service best practices guide that goes beyond the concept of simply providing good legal work - How client service interviews can unearth valuable undiscussed needs or issues between clients and your firm - How to encourage your lawyers to adopt a service-conscious mindset that nurtures meaningful...2017-11-1318 min
Market Leaders PodcastMarket Leaders Podcast Episode 17: "How Technology Drives Legal Services" with Paul WardJoin David Ackert as he interviews Paul Ward, Client Innovation Officer at Holland & Hart LLP in this episode of the Market Leaders Podcast.
Tune in to hear David and Paul discuss:
- Paul’s unique viewpoint of having worked in as an innovator both the tech industry and legal marketing - How “finding a targeted audience” is key to rolling out training initiatives like Practice Boomers - His department’s methodology of “incubating" new ideas to facilitate a successful rollout across Holland & Hart - How you can combine productization with marketing metrics to model ROI of marketi...2017-11-0422 min
Market Leaders PodcastMarket Leaders Podcast Episode 15: "How to Set the Pace as a New BD Director" with Morgan RibieroJoin David Ackert as he interviews Morgan Ribeiro, Chief Business Development Officer at Waller Lansden Dortch and Davis LLP in this episode of the Market Leaders Podcast.
Tune in to hear David and Morgan discuss:
- How Morgan's diverse background outside the legal industry in PR, Sales and Client Services have influenced her approach to legal business development - Her suggestions to newly-minted marketing and BD directors on how to effectively onboard yourself into a new firm and director-level role through a structured approach - Morgan's relationship-centered approach that can accelerate your ability to promote...2017-11-0415 min
Market Leaders PodcastMarket Leaders Podcast Episode 16: "Accelerating Law Practice with Legal Process Outsourcing" with Karen KatzJoin David Ackert as he interviews Karen Katz, Senior Director of Business Development at Mindcrest in the latest episode of the Market Leaders Podcast.
Tune in to hear David and Karen discuss:
- How Mindcrest's process-driven approach, incorporating KPIs, data analysis and technology enhances how law firms perform high-volume, detail-oriented legal work - How advances in process-driven approaches, automation and AI can free up attorney time and help law firms be more efficient, effective and profitable - Karen’s views on how globalization, legal outsourcing, AI, new technology and changing regulations on the legal industry ar...2017-11-0414 min
Market Leaders PodcastMarket Leaders Podcast Episode 14: "Productization and BD Coaching to Advance the Firm" with Linda FlemingJoin David Ackert as he interviews Linda Fleming, Director of Marketing and Business Development at Garvey Schubert Barer.
In this episode of the Market Leaders Podcast, David and Linda discuss:
- How Linda leverages her marketing resources to provide a unique value-add that helps clients in fast-moving industries - Her 24-month business development training program and how she measures its success - How to help your lawyers find their individual practice niches and “watering holes” where they can effectively develop business that is relevant to their interests - The crucial role that external coaching plays in l...2017-11-0416 min
Market Leaders PodcastMarket Leaders Podcast Episode 13: "Taking the Chance out of Lateral Integration" with Amy FowlerJoin David Ackert as he interviews Amy Fowler, Chief Marketing & Business Development Officer at Mintz Levin. In this episode of the Market Leaders Podcast, David and Amy discuss:
- Mintz's state-of-the-art lateral integration program that onboards new hires with a success rate of over 75% - Amy's approaches to mentoring her team to effectively utilize their personal strengths - Her unique engagement of Business Development Managers as coaches and mentors to lateral hires - Her team's use of external research data that focuses their business development efforts2017-11-0420 min
Market Leaders PodcastMarket Leaders Podcast Episode 12: "Extending Marketing's Reach Across the Firm" with Jill WeberJoin David Ackert as he interviews Jill Weber, who is Chief Marketing & Business Development Officer at Stinson Leonard Street and 2017 President of the Legal Marketing Association. In this episode of the Market Leaders Podcast, David and Jill discuss:
- How Jill built a business development training program at Stinson that has been running for more than 12 years - Her key approaches to fostering cross-departmental collaboration that unites her firm's marketing and BD efforts - How she led an initiative to craft more compelling attorney bios that better connected her attorneys with new clients - Her method to...2017-11-0415 min
Market Leaders PodcastMarket Leaders Podcast Episode 11: "Mentoring a Marketing Department to Success" with Trish LilleyJoin David Ackert as he interviews Trish Lilley, Chief Marketing & Business Development Officer at Fox Rothschild LLP, in this episode of the Market Leaders Podcast. Tune in to hear David and Trish discuss:
- How Trish handled the implementation of a completely new Business Development training program at her firm - How she laterally integrated large groups of new lawyers into the fabric of the firm's culture - Her collaborative approaches to internal training and education of marketing and business development staff - How she successfully promotes a culture of shared learning and cross-functionality between her firm's...2017-11-0317 min
Market Leaders PodcastMarket Leaders Podcast Episode 10: "Applying Process Improvement to Law Firm BD" with Brenda PlowmanJoin David Ackert as he interviews Brenda Plowman, Chief Marketing Officer at Fasken Martineau DuMoulin in this episode of the Market Leaders Podcast. Tune in to hear David and Brenda discuss:
- How Brenda uses the input from her entire Marketing and Business Development Team to shape firm-wide initiatives - Her approach to the "That's not my job" mentality towards business development that many professionals encounter - How she uses Hackathons for internal process improvement How her team fosters a growing entrepreneurial mindset at their firm2017-11-0315 min
Market Leaders PodcastMarket Leaders Podcast Episode 9: "Setting Women Up for Success in BD" with Erica YatesJoin David Ackert as he interviews Erica Yates, Firm-wide Director of Business Development at Burr and Forman LLP in this episode of the Market Leaders Podcast. Tune in to hear David and Erica discuss:
- How Erica approaches mentoring her team of Business Development professionals - How she customized Burr's Women in Business program to help the women in her firm obtain successful results from their Business Development initiatives - The differences she found between how women and men approach Business Development - How she finds inspiration and keeps herself up to date on emerging trends in...2017-11-0315 min
Market Leaders PodcastMarket Leaders Podcast Episode 8: "Introducing New Technology to a Law Firm" with Sheenika GandhiJoin David Ackert as he interviews Sheenika Gandhi, Director of Marketing and Business Development at Payne & Fears LLP, in this episode of the Market Leaders Podcast. Tune in to hear David and Sheenika discuss:
- How Sheenika created effective infrastructure and processes in the first 6 months of her role - How Sheenika utilizes Practice Pipeline at her firm to direct and manage her lawyers' BD efforts - Effective methods for onboarding your firm to a new technology platform, gaining buy-in among lawyers, and implementing a successful rollout at your firm - How to leverage technology to foster...2017-11-0314 min
Market Leaders PodcastMarket Leaders Podcast Episode 7: "Generosity and Authenticity in BD" with Jodi KovitzJoin David Ackert as he interviews Jodi Kovitz, CEO of AceTech Ontario, in this episode of the Market Leaders Podcast. Tune in to hear David and Jodi discuss:
- How Jodi's tenure as a BD executive at Osler informs her coaching strategies at AceTech Ontario - "Just Say Hello," a business development tool focused on authentic relationship building - Advice for crafting an elevator pitch that starts the flow of a conversation and builds rapport - Strategies for crafting your "Hub," or your inner circle of key business relationships, using generosity2017-11-0315 min
Market Leaders PodcastMarket Leaders Podcast Episode 6: "Running the Law Firm Like a Business" with Kerry PriceJoin David Ackert as he interviews Kerry Price, Chief Marketing & Business Development Officer at Bass Berry & Sims, in this episode of the Market Leaders Podcast. Tune in to hear David and Kerry discuss:
- Bass, Berry & Sims' unique corporate structure - How the firm empowers marketing and business development staff to partner with lawyers at the firm - Advice for up-and-coming legal marketers looking to make a business impact at their firm2017-11-0314 min
Market Leaders PodcastMarket Leaders Podcast Episode 5: "The Importance of Listening and Courage in BD" with Jeff BerardiJoin David Ackert as he interviews Jeff Berardi, Chief Marketing Officer at K&L Gates, in this episode of the Market Leaders Podcast. Tune in to hear David and Jeff discuss:
- How senior marketers can foster courage and listening skills within their team - How marketers can encourage business development engagement among lawyers by encouraging authenticity - How K&L Gates leverages bespoke technology to unify its teams and systems2017-11-0317 min
Market Leaders PodcastMarket Leaders Podcast Episode 4: "Driving Enthusiasm for Business Development" with Jim McGrewJoin David Ackert as he interviews Jim McGrew, Chief Client Services Officer at Ogletree Deakins, in this episode of the Market Leaders Podcast. Tune in to hear David and Jim discuss:
- How Ogletree centers its culture around delivering excellent client service - How firms can up-skill their professionals by encouraging cross-training and breaking down silos - How Ogletree fosters business development engagement among its lawyers2017-11-0320 min
Market Leaders PodcastMarket Leaders Podcast Episode 3: "Business Development and Firm Structure" with Cynthia VothJoin David Ackert as he interviews Cynthia Voth, Director of Business Development & Administration at Miller Nash Graham & Dunn, in this episode of the Market Leaders Podcast. Tune in to hear David and Cynthia discuss:
- Miller Nash Graham & Dunn's innovative approach to business development and technology. - How law firms can better synthesize the efforts of marketing, business development, and other internal departments. - Key mentorship practices that Cynthia uses with her team of up-and-coming law firm professionals.2017-11-0315 min