Shows
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
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 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
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 Leader’s Podcast Episode 87: “Authentic Leadership: The Power of Purpose and Genuine Connection in Leading Others” with Justin PortazIn this episode of the Market Leader’s Podcast, Justin Portaz, Chief Marketing and Business Development Officer at Jenner & Block LLP discusses authentic leadership and its influence on firm culture.
Tune in to hear about:
- The impact of authentic leadership style
- Why genuine human connections are becoming increasingly important in an ever-accelerating digitized economy
- The increasingly blurred lines between personal lives and work lives
- The impact and influence generated through empowering one’s team, employees, and more
2023-12-0524 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
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 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
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
Market Leaders PodcastMarket Leaders Podcast Episode 75: “Sage Insights for Uncertain Times,” a RetrospectiveIn times of uncertainty, the value of wisdom can't be overstated. In this special retrospective episode of the Market Leaders podcast, we reflect on the valuable insights shared by our recent guests that are particularly relevant for navigating the current market and economic challenges that may lie ahead. Join us as we explore Steve Martini and Larry Braun's perspectives on building relationships, Colin Keefe's essential guidance on rate structuring, and Eva Wisnik's recruitment ideology.
2023-03-0820 min
Market Leaders PodcastMarket Leaders Podcast Episode 74: “An Entrepreneurial Approach to Firm Growth” with Marianne TalbotMarianne Talbot’s career and personal life have been characterized by versatility and excellence. Marianne, now serving as Chief Marketing and Business Development Officer at Bailey & Glasser LLP, has donned numerous hats, including that of a trial attorney, business development expert, executive coach, diversity and inclusion strategist, author, and mother. In today's turbulent talent pool, it is a rare occurrence to find someone who excels in multiple areas, but Marianne is a jack of all trades and a master of all. In today’s episode, tune in to hear David and Marianne discuss:
Her unique mantra of growth thro...
2023-03-0222 min
Market Leaders PodcastMarket Leaders Podcast Episode 73: “Cultivating a BD Mindset with Associates” with Katie MunroeMarket leaders are skilled at finding opportunity in the places most people overlook. In this week's episode of the Market Leaders Podcast, Katie Munroe, Chief Marketing Officer at Zuckerman Spaeder LLP, describes how she championed an expansion of the firm's business development efforts to include partners and associates. Katie astutely recognized how bringing associates into the fold earlier on would better prepare them for future partnership responsibilities. And that in today's highly competitive legal market, it is everybody's responsibility, not just the partners, to stretch the reach of the firm. Tune in to hear Katie elaborate on:
Her...
2023-02-1519 min
Market Leaders PodcastMarket Leaders Podcast Episode 72: “Making an Impact in the Short-Term” with Maggie GardenWe place a lot of stock in strong beginnings: the first 100 days of a presidency, the first 10 minutes of a film, the first impression we form when meeting a new person. A strong beginning sets expectations, and solidifies our faith in someone's competence and capabilities.
In this episode of the Market Leaders Podcast, Maggie Garden, Director of Business Development at Shipman & Goodwin LLP, discusses how she's positively impacted Shipman's BD culture just 3 months after stepping into her new role. Tune in to hear Maggie discuss:
Some of the needs she identified when first landing at ShipmanShipman’s...
2023-01-3119 min
Market Leaders PodcastMarket Leaders Podcast Episode 71: “Differentiating the Firm in a Crowded Market” with Sadie BaronThe traditional approach to law firm marketing lacks malleability and imagination. In other words, it leaves no room for teams to react to a fast paced and ever changing market. Being slow to market and slow to pivot are not an option in today's competitive economy. Sadie Baron, CMO at Reed Smith has recognized this, and true to her innovative spirit, helped her firm adapt. Reed Smith implements “diagonals,” creating dynamic, multi-skilled teams who are free of day jobs, operate independently of hierarchy, and can respond to client needs on an aggressive timeline. Tune in to hear Sadie disclose some...
2023-01-2028 min
Market Leaders PodcastMarket Leaders Podcast Episode 70: “How to Successfully Interview for Future Rainmakers & Business Developers” with Eva WisnikOver the past 26 years, Eva Wisnik, Founder of Wisnik Career Enterprises, Inc., has trained Partners at 88 law firms on how to interview legal talent. The art of assessing talent and selling top candidates on the firm are crucial skills in today’s competitive job market. Tune in to hear Eva share her thoughts on:
Outlining and executing goals for the partner interview process. The biggest mistakes interviewers make in ALL types of interviews.Why lateral partners fail, and common warning signs to be on the lookout for.Eva’s recommended best practices to land the talent pool’s preemine...
2022-12-1227 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 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) firm
2022-01-1816 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
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 reopen
2021-04-2116 min
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 inclusion
2021-02-2623 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 conventions
2021-01-2712 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 management
2020-12-0919 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 success
2020-10-2719 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 plan
2020-09-1620 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 products
2020-08-1212 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 team
2020-06-1818 min
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 firms
2020-05-2915 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 leadership
2020-05-0718 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 leadership
2020-04-1418 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 crisis
2020-03-1715 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 minimized
2020-03-0512 min
Market Leaders PodcastMarket Leaders Podcast Episode 51: "How to Navigate Legal Procurement" with Brian ColucciTune in to hear them discuss: *How firms can ascertain the degree to which procurement will play a part in client negotiations *How technology and data play key roles in navigating a win/win arrangement *How to better navigate relationships with legal operations professionals *How to frame procurement as an ally rather than an obstacle to winning new work
2020-01-0819 min
Market Leaders PodcastMarket Leaders Podcast Episode 50: "From Revenue Enablement to Revenue Generation" with Lara QuieTune in to hear them discuss: How to build thought leadership in new areas of law such as Fintech How an external facing BD position can fuel law firm growth How to position yourself internally as a contributor to revenue growth
2020-01-0810 min
Market Leaders PodcastMarket Leaders Podcast 49: "Building a Practice by Referral" with David FullmerTune in to hear them discuss: Networking strategies to generate referrals and drive new business How to utilize social media to engage with the marketplace Playing to your strengths to achieve your business development goals
2019-07-1719 min
Market Leaders PodcastMarket Leaders Podcast Episode 48: "How to Improve Engagement in Practice Planning" with Deborah FaroneTune in to hear them discuss:
Deborah's strategies for improving engagement in practice planning
How technology has impacted the way we approach and execute our business plans
Important steps you can take to be a successful marketer for your firm in a rapidly changing landscape
2019-06-2018 min
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 lateral
2019-05-2822 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 members
2019-02-2218 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 reporting
2019-02-0716 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 resources
2019-01-3123 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 change
2019-01-1416 min
Market Leaders PodcastMarket Leaders Podcast Episode 37: "Why Innovation is Overhyped at Law Firms" with Kathryn WhitakerJoin David Ackert as he interviews Kathryn Whitaker, Director of Client Relations at Burr & Forman on this episode of the Market Leaders Podcast.
Tune in to hear them discuss: – How the legal industry’s approach to innovation is often counter-productive to progress – How data-driven decisions are becoming a greater imperative at the law firm – Kathryn’s four-step approach to optimizing firm initiatives – How to manage practical innovation
2019-01-0716 min
Market Leaders PodcastMarket Leaders Podcast Episode 36: "Thought Leadership Tactics for Client Growth" with Chris NewmanJoin David Ackert as he interviews Chris Newman, Director of Practice & Industry Business Development at McDermott, Will & Emery LLP on this episode of the Market Leaders Podcast.
Tune in to hear them discuss: – McDermott's strategy for tracking new opportunities from inception to close – The firm's use of thought leadership to uncover client needs – How to use the "challenger sale" methodology to create deeper client conversations
2018-12-1815 min
Market Leaders PodcastMarket Leaders Podcast Episode 35: "Removing Cultural Barriers with Agile Teams" with Dave SouthernJoin David Ackert as he interviews Dave Southern, Chief Marketing Officer at BakerHostetler on this episode of the Market Leaders Podcast.
Tune in to hear them discuss: – BakerHostetler's client-centric approach to content-based marketing strategy – How to use multi-functional teams and "tribal" leadership to accelerate marketing initiatives – How agile teams can widen skill-sets, introduce variety and encourage cross-departmental collaboration
2018-12-0716 min
Market Leaders PodcastMarket Leaders Podcast Episode 34: "Using Business Intelligence to Innovate" with Iris JonesJoin David Ackert as he interviews Iris Jones, Chief Business Development & Marketing Officer at McNees, Wallace & Nurick on this episode of the Market Leaders Podcast.
Tune in to hear them discuss: – How Iris' award-winning summer associate program equips associates with competitive intelligence to drive new strategic approaches to business development initiatives – Her use of visual business development metrics dashboards to keep the firm aligned on BD objectives
2018-10-1821 min
Market Leaders PodcastMarket Leaders Podcast Episode 33: "A Service-Centric Approach to Business Development" with Alitia FacconeJoin David Ackert as he interviews Alitia Faccone, Director of Business Development at Jackson Lewis on this episode of the Market Leaders Podcast.
Tune in to hear them discuss:
– Alitia's unique career transition from an e-discovery lawyer to a career in legal business development – Jackson Lewis's 20 industry teams that seek to create internal coalitions for better client service – How the firm used their client feedback initiative to fuel a revision of their client service standards – The firm's attorney training program that approaches business development from the viewpoint of the client
2018-09-0716 min
Market Leaders PodcastMarket Leaders Podcast Episode 32: "Helping Lawyers Understand the BD Process" with Barbara MalinJoin David Ackert as he interviews Barbara Malin, Chief Business Development & Marketing Officer at Jackson Walker.
Tune in to hear them discuss: – Barbara's unique perspective as a trial lawyer-turned-CBDMO and how it influences her approach – Jackson Walker's unique position in the market and how they use it to differentiate – How Jackson Walker generates referrals through involvement in a law firm network
2018-08-0719 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 forward
2018-07-3013 min
Market Leaders PodcastMarket Leaders Podcast Episode 30: "A Model for Dynamic Business Development Culture" with Jennifer MirJoin David Ackert as he interviews Jennifer Mir, Director of Practice Development at Munger, Tolles & Olson.
Tune in to hear them discuss: – Munger U: the firm's internal attorney education program that encourages proactive business development and equips Munger's lawyers with a BD "toolbox" for developing their practices – The firm's approach that models business development ROI on a qualitative basis – How Munger's dynamic firm culture opens the doors to business development innovation
2018-07-1720 min
Market Leaders PodcastMarket Leaders Podcast Episode 29: "Aligning BD To The Firm's Strategic Plan" with Emily WoloschukJoin David Ackert as he interviews Emily Woloschuk, Director of Marketing & Business Development at Lightfoot, Franklin and White.
Tune in to hear them discuss: – How Emily has set up processes and a framework to encourage a BD-centric culture at Lightfoot, Franklin and White – Her strategic plan that includes client feedback as a primary component of their cross-selling initiative – Lightfoot's BD-centric culture and how their agile approach to initiatives aids progress
2018-06-0814 min
Market Leaders PodcastMarket Leaders Podcast Episode 28: "Using Gamification to Fuel BD Activity" with Lisa SimonJoin David Ackert as he interviews Lisa Simon, Chief Marketing and Business Development Officer at Lewis Roca Rothgerber Christie.
Tune in to hear them discuss: – Lisa's approaches to structuring a program that encourages the growth of her lawyers' business development mindsets – Her gamification initiative that drives healthy peer-to-peer competition between attorneys and new business – Her approach to using CS3 to create "sticky" client relationships at Lewis Roca
2018-06-0316 min
Market Leaders PodcastMarket Leaders Podcast Episode 27: "Expanding Relationships With High Potential Clients" with Gillian BrennanJoin David Ackert as he interviews Gillian Brennan, Director of Client Relations of Dorsey & Whitney LLP.
Tune in to hear them discuss: – How Gillian conducts simple, yet productive strategic meetings with her key client teams – Her guidelines to create BD targets without overwhelming your attorneys – How Dorsey uses Practice Boomers to teach top-level BD themes and guide mentorship
2018-05-1615 min
Market Leaders PodcastMarket Leaders Podcast Episode 26: "Helping Lawyers Build a Successful Pipeline" with Stefanie MarroneJoin David Ackert as he interviews Stefanie Marrone, Director of Business Development and Marketing at Tarter, Krinsky and Drogin LLP.
Tune in to hear them discuss: – How Stefanie used her experience from big law to build a strong marketing and BD program at her mid-size firm – Her simple, manageable pipeline-based business development approach at Tarter, Krinsky and Drogin – Practical approaches for conducting a meaningful coaching session with limited bandwidth
2018-04-2316 min
Market Leaders PodcastMarket Leaders Podcast Episode 25: "Legal MarTech Trends & Tools" with Jacqueline MadarangJoin David Ackert as he interviews Jacqueline Madarang, Senior Marketing Technology Manager at Bradley.
Tune in to hear them discuss:
– Jacqueline's track record of success with award-winning technology rollouts at Bradley – How she has driven trackable revenue directly through attorney blogging – Her observations on upcoming trends and tools in legal marketing technology – Recommendations and best practices for today's legal marketing managers
2018-04-1813 min
Market Leaders PodcastMarket Leaders Podcast Episode 24: "Coaching Lawyers for BD Success" with Jenna SchiappacasseJoin David Ackert as he interviews Jenna Schiappacasse, Director of Marketing and Business Development at Rosenberg Martin Greenberg.
Tune in to hear them discuss: – Jenna's methodology for providing BD coaching to a focused group of lawyers – A walkthrough of how Jenna uses Practice Pipeline as a lawyer coaching tool at Rosenberg – Practical approaches for conducting a meaningful coaching session with limited bandwidth
2018-04-0619 min
Market Leaders PodcastMarket Leaders Podcast Episode 23: "Building a Better Marketing Team" with Dave BrunsJoin David Ackert as he interviews Dave Bruns, Director of Client Service at Farella Braun + Martel in this episode of the Market Leaders Podcast.
Tune in to hear them discuss: – Dave's approach to mentoring his marketing team in both formal and informal environments – Farella's "Pod Meetings" between groups of lawyers that sustain BD momentum and create accountability – His team-oriented approach that encourages collaboration and fosters cross-pollination of ideas at the firm – Dave's conceptual framework for tracking ROI on efforts made by both the marketing department and attorneys
2018-01-3016 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 opportunities
2017-11-1618 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 efforts
2017-11-0420 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 firm
2017-11-0315 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 generosity
2017-11-0315 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 firm
2017-11-0314 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 systems
2017-11-0317 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 lawyers
2017-11-0320 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
Market Leaders PodcastMarket Leaders Podcast Episode 2: "Collaborative Culture" with Kathleen FlynnJoin David Ackert as he interviews Kathleen Flynn, Chief Marketing Officer at Bryan Cave, in this episode of the Market Leaders Podcast. Bryan Cave's unique culture is one in which marketers and lawyers act as partners in their business development efforts. Tune in to hear David and Kathleen discuss:
• Bryan Cave's innovative approach to business development coaching. • Key mentorship practices that Kathleen uses with her team of marketers. • How marketers can keep business development top-of-mind for lawyers. • Inspiration marketers can derive from non-traditional sources, like The Big Four.
2017-10-3120 min
Market Leaders PodcastMarket Leaders Podcast Episode 1: "The Automation Opportunity" with Leah SchlossJoin David Ackert as he interviews Leah Schloss, Director of Marketing at Sullivan & Worcester, in this episode of the Market Leaders Podcast. Leah is one of the few legal marketers leading the innovation charge with marketing automation at her firm. Tune in to hear David and Leah discuss:
• How law firms can adopt marketing automation to improve business development results through smart lead generation • Valuable insights to be gleaned from non-legal marketing conferences • Career development advice for up-and-coming legal marketers, or those entering the industry • How content marketing can improve BD results without requiring lawyers to change their be...
2017-10-3118 min