Market Leaders Podcast

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 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 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 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