The Legal BD Corner
Season 1
by Nexl
What does it mean for business development professionals to truly practice what they preach? In this episode of The Legal BD Corner, host Ed Lovatt sits down with Brian Carrozza, Director of Client Development at Goulston & Storrs, who shares how living the advice he gives has shaped his career and his firm’s success. Tune in to discover: ✅ Why modeling BD behaviors-like responsiveness, preparation, and visibility-builds trust and credibility with attorneys ✅ Practical strategies for BD teams to demonstrate client knowledge and preparation, both internally and externally ✅ Tools and shortcuts for mastering new practice areas and supporting attorneys across the firm ✅ The importance of mentorship, curiosity, and continuous learning in BD roles ✅ How building and maintaining your own professional network empowers you to better advise lawyers and drive firm growth Brian’s candid insights and real-world examples offer a roadmap for BD professionals looking to lead by example and elevate their impact. 🎧 Available now wherever you get your podcasts.
If you're not actively gathering client feedback, you're missing a major business development opportunity. In this episode, Jason Broomfield and Mike Mellor explore how thoughtful feedback programs can give mid-size law firms an competitive advantage. They unpack common roadblocks, share tips for building partner buy-in, and highlight why real conversations—not just surveys—drive the most valuable insights. Whether you’re starting from scratch or refining your approach, this episode delivers practical advice to turn feedback into firm-wide impact. 🎧 Tune in now to learn how to build trust, act on feedback, and strengthen client relationships.
In this episode of The Legal BD Corner, host Jason Broomfield chats with Darryl Cross, Executive Sales Coach at Norton Rose Fulbright and author of Cultivating Excellence, about what law firms can learn from elite performers—NASA astronauts, Navy SEALs, and pro athletes. They discuss how law firms can apply high-performance training methods, build stronger BD teams, and shift from a volume-based to a strategic, results-driven approach.
Responding to Requests for Proposals (RFPs) can often feel like a mundane and administrative task, filled with standard responses and cookie-cutter submissions. In this episode of BD Corner, host Jason Broomfield, Senior Account Director at Nexl, sits down with Shannon Lombardo, Director of Business Development at Saul Ewing LLP, to explore how law firms can differentiate themselves in an increasingly competitive landscape. Shannon shares insights from her 15+ years in legal marketing, discussing the evolution of RFPs, the importance of personalization, and how visual storytelling can create a lasting impact. From incorporating client branding to leveraging creative design elements, Shannon walks through real-world examples of how her firm has won major pitches, including a standout case involving a campus map-inspired infographic that transformed the way clients engage with legal services. This conversation is packed with practical takeaways on how to craft compelling RFP responses, build trust with firm partners, and strategically qualify opportunities to maximize success. Whether you're a solo marketer or part of a large BD team, this episode provides actionable strategies to make your RFP submissions stand out—and ultimately win more business.
In this engaging episode of the Legal BD Corner, Jason Broomfield of Nexl is joined by Amelia Bashalany, Senior Director of Business Development at Foley Hoag, to explore the intricacies of targeting in legal business development. The discussion delves into the critical skills of targeting and qualifying, emphasizing their impact on efficient resource allocation and achieving business goals. Amelia shares her journey from early career lessons in event planning to her current strategic approach, leveraging tools like AI and data-driven insights to foster meaningful client relationships. Key highlights include actionable advice on implementing industry-focused strategies, cross-servicing opportunities, and navigating organizational dynamics to build collaborative and impactful business development initiatives. A must-listen for BD professionals seeking practical tips and inspiration for navigating the complexities of the legal industry.
In this episode of The Legal BD Corner, Jason Broomfield, Senior Account Director at Nexl, sits down with Jon Clemente, Director of Strategic Accounts at Mintz. Jason and Jon dive into the world of Key Account Management (KAM) in law firms; their value, implementation challenges, and strategies for success. Drawing from his experience scaling Mintz’s KAM program from a three-client pilot to a 20-client initiative, Jon highlights the importance of top-down support, identifying high-value relationships, and fostering cultural acceptance within firms. Gain practical insights into differentiating through client service, overcoming resistance to change, and navigating the evolving legal market. Whether firms have formal KAM programs or are exploring their principles, this conversation provides actionable advice for enhancing client satisfaction and driving long-term value.