Passle CMO Series Podcast

Episode 132 - Hugo Peña of Gonzalez Calvillo on The formalisation of Law Firm Business Development

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Across the legal industry, firms are seeing the increasing need for a professional and high-performing business development function. 


Today on the CMO Series Podcast, Cam Dobinson is joined by Hugo Peña, Director of Business Development at Gonzalez Calvillo, to discuss the change he has witnessed throughout his career and what the formalization of legal BD means for firms and business development professionals.

Hugo and Cam discuss:

  • What "formalizing legal BD" means and why it is something that those in BD & marketing roles should be aware of
  • How this trend is playing out differently in Latin America and what can others learn from what is happening in the industry 
  • The ideal role and structure of BD teams in a modern firm and how they are organized
  • The distinction between marketing and BD as well as lawyers and BD
  • Key challenges or focus points that have arisen as part of the formalization of BD
  • Advice for aspiring BD leaders looking to formalize their BD approach 
    • ...more
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