Business development in law is changing fast, and this episode is a practical look at what that means for partners, BD teams, and anyone responsible for growth in a law firm. I’m joined by Kim Wiegand and Charles Handley for a wide-ranging conversation on the future of legal business development, legal marketing and the skills firms will need to stay competitive as client expectations shift.

We talk about the real role of AI in law firms and why adoption in marketing and BD is still slower than the hype suggests, even though the pressure for efficiency is rising. Kim shares what she is seeing on the ground, including where technology can genuinely support strategy, and where firms risk missing the point by treating AI as a quick fix rather than a capability to build.

Charles brings the recruitment lens, including how BD roles in big law are moving from execution to strategic advisory, and why commercial acumen and coaching ability are now non-negotiable. We also explore the human side of growth, influencing partners, breaking down silos, and building client relationships that last, plus what both guests would tell their younger selves about careers in legal BD and leadership.

00:00 Introduction

02:05 BD Landscape Shifts

03:12 AI Reality Check

05:53 New BD Roles Emerging

08:11 From Execution to Advisor

12:19 Coaching Partners Mindset

15:43 Learning Beyond Law Firms

18:03 Investment Gaps and Catalysts

18:50 Partnership Model Pressure

21:18 Private Equity and Spinouts

23:01 Private Equity Readiness

24:38 BD as Capital Advisor

26:24 Macro Trends and Supply Chains

28:53 From Reactive to Predictive BD

31:06 Client Relationships and Defence

35:34 Upskilling for AI-First Teams

38:58 Career Advice and Closing

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