The Legal BD Corner
Stagione 1
di Nexl
In this episode of The Legal BD Corner, host Ed Lovatt sits down with Rohit Seth, Director of Marketing at Cox & Palmer, to unpack the real meaning of personal branding for lawyers—and why it’s about much more than flashy self-promotion. Together, they explore: ✨ What a personal brand really is—and why it’s your “emotional signature” 👥 How lawyers at every stage, from associates to seasoned partners, can stand out 📌 The three pillars of a memorable brand: clarity, consistency, and connection 💬 Why storytelling beats resumes and how LinkedIn can become a digital handshake 🚫 The biggest brand-killers lawyers should avoid—from ghosting to trying to be everything to everyone Rohit shares powerful examples of lawyers who built reputations not just on expertise, but on how they made clients feel—whether as “the calm in the storm,” “the fixer,” or the one who truly listens. This episode is packed with practical tips and fresh perspectives for lawyers, BD professionals, and law firm leaders who want to turn credibility into opportunity and make their personal brand a true driver of career growth.
In this episode of The Legal BD Corner, host Ed Lovatt sits down with Suzanne Donnels, former Chief BD & Marketing Officer at Davies and now founder of her own consultancy, to explore how law firms can move beyond “gut feel” and use data and AI to make succession planning a true driver of client confidence and growth. Together, they discuss: 🧩 Why succession isn’t just about “who’s next”—but about building trust long before transitions happen 📊 How to harness CRM, billing, matter management, and client feedback data to spot risks and opportunities 🤖 The role of AI in mapping relationship chemistry, personality fit, and future-proofing key accounts ⚖️ The political and cultural challenges inside firms—and how CMOs can lead with evidence, not just intuition 🌱 Why succession planning doubles as talent development and can even reduce associate attrition Suzanne shares candid insights from her years in leadership and her new consulting practice, showing how firms can replace random acts of BD with intentional, data-informed strategies that protect client trust and build stronger benches for the future. This conversation is packed with practical takeaways for CMOs, BD leaders, and firm partners who want to turn succession planning from a scramble into a strategic advantage.
Business development is no longer optional for tomorrow’s lawyers—it’s essential. In this episode, Paul Grabowski shares: ✅ Why BD should be part of every law student’s toolkit ✅ How legal education can bridge the gap between theory and practice ✅ The impact of AI and client expectations on new lawyers ✅ Tips for building client-focused skills from day one With more than two decades of experience, Paul offers practical advice for future legal leaders navigating a changing industry.
In this episode of The Legal BD Corner, host Ed Lovatt sits down with Joanna Beckett, a seasoned legal consultant and coach with over two decades of experience helping firms embed sustainable BD habits, to explore how technology is reshaping business development coaching. Together, they dive into: Why static business plans fall short—and how to replace them with dynamic, connected dashboards How CRM has evolved from “contact database” to strategic growth engine The role of AI bots and automation in extending coaching impact without losing the human touch Practical tools (from monday.com to C-Vent) that scale accountability across teams What it really takes to shift law firm culture from reactive to growth-focused Joanna shares candid insights from her work at Sheppard Mullin, showing how tech isn’t about replacing human connection—it’s about multiplying it. From embedding coaching into firm culture to building her “dream BD ecosystem,” she paints a picture of what the future of business development looks like when people and technology work hand-in-hand. This episode is packed with strategies for BD professionals, firm leaders, and coaches who want to drive accountability, strengthen culture, and make growth a repeatable habit.
What does it really mean to deliver excellence in legal business development—and how do you make it a sustainable, team-wide habit rather than a fleeting aspiration? In this energizing episode of The Legal BD Corner, host Ed Lovatt is joined by business development leader Sierra Nicholson. Known for her strategic insight and people-first ethos, Sierra dives deep into the practical—and honest—realities of aiming high in the high-pressure world of professional services. Together, they explore: 💡 Defining excellence: Why it’s about being your best self, not beating the competition 🤝 Building a culture of excellence: Creating teams where asking for (and learning from) help is a strength 🔄 The role of feedback: Strategies for giving and receiving constructive criticism, and why celebrating wins matters just as much ⏳ Sustaining high standards: Why breaks, boundaries, and self-forgiveness are essential for consistency 🦸 Ambassadorship: Recognizing that every team member shapes the firm’s reputation 🛠 Adapting to change: How technology and shifting expectations keep the “goalposts” (but not the standards) in motion 🚦Making hard decisions: Approaching underperformance with clarity, compassion, and the right tools Sierra also shares her personal mantra from her father—make a good product and take care of people—and how it guides her through challenging days. Her advice on striving for excellence is packed with wisdom for individuals and teams alike, from offering real-time feedback to embracing teamwork as the cornerstone of success. If you want practical, actionable takeaways for sustaining high performance without burning out—and making a lasting impact on your clients and colleagues—this episode is for you. 👉 Tune in now to discover how being your best, every day, can redefine excellence for yourself and your team.
What does it take to make the leap from a high-performing manager role to leading an entire department through unprecedented times? In this episode of The Legal BD Corner, I’m joined by Valerie Lyons, Chief Marketing and Business Development Officer at Weber Gallagher. Valerie shares her journey of stepping into a leadership role right as the pandemic hit. We explore how she adapted to a fully virtual environment, strategically built and evolved her team, and implemented firm-wide alignment around a single strategic vision. We dive into: The mindset shift from manager to leader The power of aligning marketing with firm-wide strategic goals Leveraging AI to streamline operations and increase BD impact How collaboration and resource-sharing across departments became her secret weapon Why human connection is still the most critical growth driver — even in an AI-first world Whether you're an aspiring leader or navigating change in your firm, this is a must-listen conversation packed with insights, candor, and actionable takeaways. 👉 Tune in to learn how Valerie is future-proofing BD in the legal world.
In this episode of The Legal BD Corner, Nexl’s Senior Account Director Jason Broomfield sits down with long-time legal industry expert and coach Dave Harvey to explore one of the biggest challenges in law firm business development: empowering partners to become confident rainmakers. Whether it’s navigating introversion, coaching overwhelmed new partners, or supporting the firm’s next generation of business leaders, this episode is packed with strategic insights, including: 🔹 How BD professionals can identify and prioritize coaching opportunities 🔹 Why focusing on the “coalition of the willing” yields stronger results 🔹 Practical ways to support partners beyond cocktail parties and networking 🔹 Using firm resources to unlock low-hanging BD wins 🔹 Building long-term confidence through consistent action 🔹 And yes — how being the “Ringo Starr” of the BD band can drive real momentum 🥁 From frameworks to field-tested advice, this is essential listening for anyone working at the intersection of legal practice and business growth.
In this episode of The Legal BD Corner, host Ed Lovatt sits down with Patrick Wildes, Director of Business Development at Weil, Gotshal & Manges, for an honest conversation about how BD professionals can balance the demands of the day-to-day job with the bigger picture of building a meaningful, sustainable career. Together, they explore: ⚖️ The difference between “the job” (your day-to-day execution) and “the career” (your long-term why) 🚀 How to pursue career opportunities without losing sight of foundational responsibilities 🤝 Building and leading teams that are both career-minded and highly reliable 🌱 Why saying “yes” to opportunities is key—but only once your day-to-day is locked down 👥 How mentors, managers, and firm culture can either accelerate or stall career growth Patrick shares candid stories from his own career—including managing rapid firm growth, learning from different BD philosophies across firms, and balancing professional ambition with life outside of work (including becoming a father of three). Whether you’re just starting out or eyeing a senior role, this episode offers practical advice and encouragement to help you not just do the job—but build a career you can be proud of.
In this episode of The Legal BD Corner, Nexl’s Jason Broomfield sits down with Ryan MacDougall, Chief Marketing & Business Development Officer at Wolf Greenfield, to explore how law firms can turn client experience into a true competitive advantage. Ryan shares how an IP boutique can consistently compete with AmLaw 50 firms not through pricing or scale, but by out-servicing and out-listening the competition. From authentic relationship-building to actionable client feedback, this discussion unpacks what it really takes to create loyalty and differentiation that last. In this episode, you’ll learn: How service has become the ultimate differentiator in a market full of top-tier legal talent. Why listening programs and client feedback drive firmwide improvement and retention. How to scale personalization across hundreds of lawyers without losing the human touch. Why boutique firms can “punch above their weight” by thinking smarter, not spending bigger. How AI can support and enhance client connection, rather than replace it.
Lateral hiring remains one of the most significant levers for growth in law firms — but success doesn’t just come from making the right hire. It’s what happens after the move that truly matters. In this episode of The Legal BD Corner, we explore: ✅ How BD and marketing leaders can drive successful lateral integration ✅ The role of structured onboarding in delivering long-term ROI ✅ Balancing business case and cultural fit ✅ What effective integration looks like at the 3, 6, and 12-month marks ✅ Key red flags when integrations start to stall Mitch Sterling brings nearly two decades of experience helping lawyers grow and retain client relationships. His insights offer a blueprint for firms looking to elevate their lateral hire strategy.