Market Leaders Podcast

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