Join 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 promotion, highlighting the importance of crafting a unique voice that resonates with your target audience and builds trust. Then they discuss the role of data-driven marketing in making informed strategic decisions. Adrian will share insights on leveraging large datasets to gain a competitive edge and convert prospects into loyal clients. If you're ready to advance your business development efforts, join us for this insightful conversation. Listen, Subscribe, Like, & Comment to receive business development tips and insights from market leaders.

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 the importance of framing pushback as a collaborative conversation to improve outcomes rather than opposing ideas. Moreover, they delve into the increasingly blurred lines between personal and work lives and the significance of forging genuine human connections in a digitized economy. The conversation also covers strategies for training and developing junior professionals to handle such interactions effectively, including encouraging observation, modeling, and feedback. Tune in to learn about the power of saying “No” to create space for “Yes” in client interactions, the why behind actions, and the consistent delivery of excellent service. Discover how to empower teams and employees through authentic leadership and gracefully navigate the complexities of legal business development. Listen, Subscribe, Like, & Comment below to gain valuable insights into navigating constructive pushback in legal business development and fostering a culture of collaboration and creativity from our PipelinePlus community.

In 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 legal marketers to adapt to changing dynamics and embrace new perspectives to continue driving growth and innovation in the industry. John also touches upon: - The evolving roles of Chief Marketing Officers, with many transitioning to Chief Strategy roles. - Increased recognition of marketing talents, resulting in more marketers sitting at decision-making tables. - A shift towards results-driven marketing and ROI-driven strategies. - The impact of technological advancements on modernizing marketing practices. - Challenges and opportunities in education and networking, particularly due to the pandemic’s shift to remote interactions. - Advice for professionals looking to get involved in LMA, encouraging proactive engagement and leveraging networking opportunities within the legal marketing community. Tune in for these insights and more from John Byrne on this episode of The Market Leaders Podcast.

In 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 Sadler. 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 power of collaborative leadership and streamlining operations. Tune in for these highlights and more from our conversation with Kevin Iredell.

In 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 challenges and building unity in a diverse community - The importance of data and accountability in organizational management - The art of risk-taking in leadership - And more

Market Leader’s Podcast Episode 87: “Authentic Leadership: The Power of Purpose and Genuine Connection in Leading Others” with Justin Portaz In 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

In 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 - Strategic similarities between the two industries and common tactics that Diane has successfully implemented at each - Industry/firm perspectives on the practice of business development, as well as the tracking and reporting on progress - Tips to successfully leveraging personal networks and the shared networks of those around you - Advice for marketers looking at transitioning from one industry to another - And more

In 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 person How to stay top of mind in an ever-accelerating age of information Intelligently leveraging LinkedIn to remain connected and relevant to your buyers And so many more insights and methods to assist in optimizing business development efforts

In 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 mindset Client partnerships How to use and not use AI and much more.

This edition of the Market Leaders Podcast features Koree Khongphand-Buckman, Chief Marketing and Business Development Officer at Foley & Lardner. She joins host, David Ackert, for a conversation on data-driven marketing and business development strategies in the legal industry.

In 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 regions • Particular challenges of DEI initiatives associated with the Brazilian market • How international firms address DEI • Vivian’s exposure to DEI, the ensuing impact on her perspective and career • Criticisms commonly faced by law firms for DEI/social justice initiatives and prioritization (or lack thereof), and the fairness of those criticisms • The future of DEI in Legal and more

In 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 client experience. They also talk about the practical aspects of implementing client experience initiatives, such as consistent communication, transparency, and acknowledging and acting on client feedback. Mark highlights the significance of understanding the audience and tailoring the client experience accordingly. The conversation concludes with a discussion on the importance of honesty, transparency, and accountability in maintaining strong client relationships.

In this episode of the Market Leaders Podcast, David Ackert, with guest 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 the client journey, dissecting it into a 5 segment cycle and emphasizing the role of engineering a signature experience that can be consistently replicated to drive firm differentiation. Discover the transformative power of active listening and feedback gathering as David and Mitch discuss their significance in optimizing the client experience over time. Learn how leveraging these insights can lead to continuous re-engineering, resulting in remarkable outcomes for professional service firms. Tune in to this episode to gain exclusive access to Mitch’s wealth of knowledge, where he shares: - Insider perspectives on Client Experience (CX) in professional services firms - A comparative analysis of client experience vs. client service In-depth exploration of the complete client journey through a 5 segment cycle - The paramount importance of active listening and feedback utilization to continually enhance and re-engineer the client experience, yielding optimal outcomes

In 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 AGG - The 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 impacted the lawyers’ books of business at AGG.

A 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 success - How contribution is a core pillar of the culture at Morgan Lewis - Morgan Lewis’ Rising Partner Program - The importance of accountability and assistance to move the business plan along - Finding synergies and mining collaboration opportunities from business plans

In 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 experience of integrating new team members, and the importance of overcoming our natural tendencies towards distrust. Tune in to hear Scott share his perspective on: - The three key ways firms can grow - The importance of referrals in establishing safety and trust - Direct vs. inbound prospecting - Striking a balance between being business minded and relationship minded - How firms can leverage lateral recruiting effectively - The necessity of a strong integration process, and how it can become a key selling point for a law firm

Join 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” structure and why it’s problematic - How a go-to-market (GTM) strategy can benefit both the attorneys and the clients - How to tactically execute a GTM - Analyzing for ROI and monitoring KPIs - Tips for avoiding analysis paralysis

In 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.

Marianne 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 through diversity, firm culture, and passion * The importance of a pivot and hustle-oriented mindset * The GALA approach to business development Marianne was also kind enough to create a unique planning resource for our listeners, that can be accessed at the link below: https://pipelineplus.com/blog/market-leaders-podcast-episode-74-an-entrepreneurial-approach-to-firm-growth-with-marianne-talbot/#free-workbook

Market 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 philosophy on how to mold BD behaviors to prepare associates for partnership - How her team has systematized the BD process - The unique way she's brought levity to BD for associates - Zuckerman Spaeder's training commitment - How she helps associates inventory their networks and use LinkedIn more effectively

We 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 Shipman - Shipman’s structured approach and use of technology to operationalize BD - How the BD team proactively breaks down silos between practice groups - The learning services initiative and LinkedIn training she spearheaded to help close the BD skills gap among lawyers - How the firm integrates education into thought leadership with its client podcast series - Maggie's philosophy of bringing humanity back to business

The 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 of her top differentiators, including: Building a purpose-led brand Fostering a diverse, equitable, and inclusive culture, with respect to race, gender, ethnicity, and ideation Embracing the philosophy of Agile Marketing, inspired by tech startups

Over 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 preeminent lateral partners. - The red and green flags Eva looks for in an interview, having interviewed over 2500 marketing/BD professionals since 2002. For more information on the topics discussed in this episode, visit Eva's website at www.wisnik.com

In 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 draws inspiration from a traditional manufacturing company's business model. - How the firm has been able to effectively attract and retain talent, given its smaller size and the ongoing legal talent war. - What Colin anticipates for the firm in 2023.

Imagine 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.

In this episode, Kip Guthrie (Senior Advisor, Ackert) talks with David Ackert (Founder & CEO, Ackert) about how 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

There 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.

Many 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.

Over 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

Join 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

Join 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

Join 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

Join 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

Join 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

Join 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

Join 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

Join 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

Join 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

Strong 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

What 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

“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

Tune 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

Tune 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

Tune 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

Tune 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

Join 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

Join 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.

Join 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.

Join 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 closer to the money, will help marketers demonstrate their expertise and earn more recognition in their role.

Join 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.

Join 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 - Guidance for marketers looking to create a new framework for innovation at their own firm

Join 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

Join 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

Join 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

Join 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

Join 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

Join 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

Join 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

Join 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

Join 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

Join 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

Join 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

Join 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

Join 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

Join 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

Join 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

Join 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

Join 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

Join 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

Join 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

Join 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 benefit the rest of the firm

Join 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 gains crucial information through client service interviews that keep Schwabe notified of issues facing the firm's target industries

Join 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 business development initiatives

Join 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

Join 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 client relationships

Join 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 marketing & BD efforts - How to effectively onboard the newest technologies that complement and augment your lawyers’ practices

Join 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 are changing the role of the law firm in business

Join 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 and expand new initiatives throughout the firm - How a focus on improving internal processes and communication can bolster the effectiveness of your firm's external business development efforts

Join 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 lawyer business development training - Linda’s practical approaches for tracking ROI on BD initiatives

Join 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

Join 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 keep teams focused on a common goal by showing how their roles fit into the overall picture How she made attorney branding a key element of Stinson's legal business development

Join 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 attorneys and legal marketing and business development professionals - Her 5 tips for up-and-coming business development professionals to ensure a successful start when entering the challenging environment at a law firm

Join 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

Join 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 the legal industry and business

Join 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 a business development mindset among your lawyers - How legal marketing departments can raise their visibility and highlight their value to the firm

Join 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

Join 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

Join 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

Join 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

Join 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.

Join 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.

Join 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 behavior For more legal marketing and business development strategies, visit www.ackertinc.com.