In 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 discusses the importance of collaboration, training, and leadership in breaking down these silos, providing practical examples from Kelley Drye's marketing department and firm-wide initiatives.

Listeners will gain valuable perspectives on transforming law firm culture and enhancing client relationships through teamwork and collaboration. Kate offers advice for firms struggling with cohesion, emphasizing the need for leadership commitment, clear expectations, and continuous communication.

In 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 of personalized client relationship-building for successful business development in the legal industry. Rather than relying on generic networking events or impersonal email blasts, she highlights how creating meaningful one-on-one connections through tailored events, coffee meetings, and informal conversations can foster trust with clients. These bespoke approaches allow lawyers to understand and solve specific client pain points, which ultimately leads to stronger, long-term relationships.

Throughout the conversation, Sian touches on the evolving role of sales in legal practice and the increasing impact of AI on the industry. She argues that law firms must embrace the sales process and train junior lawyers early in their careers to develop lasting client networks. As AI and alternative legal service providers continue to change the landscape, Sian emphasizes that building authentic, trusted relationships will remain a key differentiator for lawyers in the future.

In 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 jurisdictions and the ability to handle significant litigation. They explore deeply the cultural differences between the two types of firms, particularly in client relationship management and the focus on margins.

Chris also provides valuable lessons that law firms can learn from the big four, emphasizing the importance of systematic processes and future-focused strategies. Tune in for an insightful discussion on the evolving dynamics between law firms and the big four.

In 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 emphasizes that effective DEI work requires contributions from everyone in the organization, not just those from underrepresented groups. This includes practical measures like performance evaluation criteria, job descriptions, and recognition of diversity efforts.

She also discusses the concept of the "diversity tax". She explores ways to mitigate it, such as clear performance evaluation questions, term limits for committee roles, and creditable hours for DEI contributions. Mira highlights the need for inclusive leadership, which involves being open to different perspectives, having uncomfortable conversations, and balancing both the moral and business cases for DEI.

The episode concludes with Mira offering advice to law firm leaders on addressing DEI challenges, particularly for mid-sized firms without client mandates. She encourages moving away from simplistic narratives and developing practical skills to foster long-term inclusion and diversity in the workplace.

In 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 operations in integrating technology and data to drive strategic decisions. The discussion highlights the evolving needs in legal marketing, stressing the significance of data literacy and technological integration.

Courtney also shares innovative strategies for filling skill gaps, including hiring temporary staff to assess fit before making permanent offers. She underscores the value of professional development, advocating for regular training and management development programs to prepare team members for leadership roles.

Listeners will gain valuable insights into effective team building, the importance of continuous professional development, and innovative staffing solutions. Courtney’s practical advice and forward-thinking approach provide a blueprint for leaders looking to enhance their teams' capabilities and performance.

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.

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.