Market Leaders Podcast

Join David Ackert as he interviews Barbara Malin, Chief Business Development & Marketing Officer at Jackson Walker. Tune in to hear them discuss: – Barbara's unique perspective as a trial lawyer-turned-CBDMO and how it influences her approach – Jackson Walker's unique position in the market and how they use it to differentiate – How Jackson Walker generates referrals through involvement in a law firm network

Join David Ackert as he interviews Paul Lipton, Director of Professionalism, Career and Skill Development at Rumberger, Kirk and Caldwell in this episode of the Market Leaders Podcast. Tune in to hear David and Paul discuss: – How Paul's innovative role in counseling Rumberger's lawyers helps them create a satisfying and balanced career – Paul's methodology that leverages a lawyer's unique skills and passions to help them differentiate, build their professional reputation and grow their practice – How firm cultures can instill lawyers with a sense of honor that drives their careers forward

Join David Ackert as he interviews Jennifer Mir, Director of Practice Development at Munger, Tolles & Olson. Tune in to hear them discuss: – Munger U: the firm's internal attorney education program that encourages proactive business development and equips Munger's lawyers with a BD "toolbox" for developing their practices – The firm's approach that models business development ROI on a qualitative basis – How Munger's dynamic firm culture opens the doors to business development innovation

Join David Ackert as he interviews Emily Woloschuk, Director of Marketing & Business Development at Lightfoot, Franklin and White. Tune in to hear them discuss: – How Emily has set up processes and a framework to encourage a BD-centric culture at Lightfoot, Franklin and White – Her strategic plan that includes client feedback as a primary component of their cross-selling initiative – Lightfoot's BD-centric culture and how their agile approach to initiatives aids progress

Join David Ackert as he interviews Lisa Simon, Chief Marketing and Business Development Officer at Lewis Roca Rothgerber Christie. Tune in to hear them discuss: – Lisa's approaches to structuring a program that encourages the growth of her lawyers' business development mindsets – Her gamification initiative that drives healthy peer-to-peer competition between attorneys and new business – Her approach to using CS3 to create "sticky" client relationships at Lewis Roca

Join David Ackert as he interviews Gillian Brennan, Director of Client Relations of Dorsey & Whitney LLP. Tune in to hear them discuss: – How Gillian conducts simple, yet productive strategic meetings with her key client teams – Her guidelines to create BD targets without overwhelming your attorneys – How Dorsey uses Practice Boomers to teach top-level BD themes and guide mentorship

Join David Ackert as he interviews Stefanie Marrone, Director of Business Development and Marketing at Tarter, Krinsky and Drogin LLP. Tune in to hear them discuss: – How Stefanie used her experience from big law to build a strong marketing and BD program at her mid-size firm – Her simple, manageable pipeline-based business development approach at Tarter, Krinsky and Drogin – Practical approaches for conducting a meaningful coaching session with limited bandwidth

Join David Ackert as he interviews Jacqueline Madarang, Senior Marketing Technology Manager at Bradley. Tune in to hear them discuss: – Jacqueline's track record of success with award-winning technology rollouts at Bradley – How she has driven trackable revenue directly through attorney blogging – Her observations on upcoming trends and tools in legal marketing technology – Recommendations and best practices for today's legal marketing managers

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 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 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

Join David Ackert as he interviews Paul Ward, Client Innovation Officer at Holland & Hart LLP in this episode of the Market Leaders Podcast. Tune in to hear David and Paul discuss: - Paul’s unique viewpoint of having worked in as an innovator both the tech industry and legal marketing - How “finding a targeted audience” is key to rolling out training initiatives like Practice Boomers - His department’s methodology of “incubating" new ideas to facilitate a successful rollout across Holland & Hart - How you can combine productization with marketing metrics to model ROI of marketing & BD efforts - How to effectively onboard the newest technologies that complement and augment your lawyers’ practices

Join David Ackert as he interviews Karen Katz, Senior Director of Business Development at Mindcrest in the latest episode of the Market Leaders Podcast. Tune in to hear David and Karen discuss: - How Mindcrest's process-driven approach, incorporating KPIs, data analysis and technology enhances how law firms perform high-volume, detail-oriented legal work - How advances in process-driven approaches, automation and AI can free up attorney time and help law firms be more efficient, effective and profitable - Karen’s views on how globalization, legal outsourcing, AI, new technology and changing regulations on the legal industry are changing the role of the law firm in business

Join David Ackert as he interviews Morgan Ribeiro, Chief Business Development Officer at Waller Lansden Dortch and Davis LLP in this episode of the Market Leaders Podcast. Tune in to hear David and Morgan discuss: - How Morgan's diverse background outside the legal industry in PR, Sales and Client Services have influenced her approach to legal business development - Her suggestions to newly-minted marketing and BD directors on how to effectively onboard yourself into a new firm and director-level role through a structured approach - Morgan's relationship-centered approach that can accelerate your ability to promote and expand new initiatives throughout the firm - How a focus on improving internal processes and communication can bolster the effectiveness of your firm's external business development efforts

Join David Ackert as he interviews Linda Fleming, Director of Marketing and Business Development at Garvey Schubert Barer. In this episode of the Market Leaders Podcast, David and Linda discuss: - How Linda leverages her marketing resources to provide a unique value-add that helps clients in fast-moving industries - Her 24-month business development training program and how she measures its success - How to help your lawyers find their individual practice niches and “watering holes” where they can effectively develop business that is relevant to their interests - The crucial role that external coaching plays in lawyer business development training - Linda’s practical approaches for tracking ROI on BD initiatives

Join David Ackert as he interviews Amy Fowler, Chief Marketing & Business Development Officer at Mintz Levin. In this episode of the Market Leaders Podcast, David and Amy discuss: - Mintz's state-of-the-art lateral integration program that onboards new hires with a success rate of over 75% - Amy's approaches to mentoring her team to effectively utilize their personal strengths - Her unique engagement of Business Development Managers as coaches and mentors to lateral hires - Her team's use of external research data that focuses their business development efforts