Conversations Where Business Development Meets Real-World Strategy
The Market Leaders PodcastJoin David Ackert, Founder of PipelinePlus, as he uncovers actionable insights from top performers in professional services. Each episode delivers concrete lessons you can apply immediately—whether you're growing a firm or advancing your career.
Find a Specific Episode
Subscribe on Your Favorite Platform:Ep.97 - Breaking Down Silos: Achieving Cohesion in Law Firms with Guest Kate Stoddard
David Ackert sits down with Kate Stoddard, Chief Marketing Officer at Kelley Drye & Warren, to explore the pervasive issue of siloing within law firms and how to overcome it. Drawing on her 15 years of experience at Kelley Drye & Warren, Kate shares insights into the firm’s business development strategy and the innovative approaches they’ve taken to foster cohesion and enhance client service.
Ep.96 - Cultivating Client Trust: The Intersection of Law, Sales, and BD with Guest Sian Story
David Ackert interviews Sian Story, General Counsel at Vendavo, about her unique career journey. Sian shares how she started in tax law in the UK and eventually moved to Silicon Valley, where she worked at Osborne Clarke advising U.S. companies on European law. Unlike most in-house counsel, she took on a dual role that combined legal work with business development, giving her valuable experience in building client relationships and understanding the business development process from both sides of the table.
Ep.95 - Navigating the Legal Landscape: The Big Four vs. Traditional Law Firms with Guest Chris Pullen
David Ackert interviews Guest Chris Pullen, Head of Business Development at Kennedys. Chris shares his extensive experience spanning over thirty years in law, including a significant period at Ernst & Young. They discuss the perceived encroachment of the Big Four accounting firms into the legal market and explore why this hasn’t materialized as expected.
Ep.94 - Exploring the Perils of Optics-Driven DEI Initiatives with Guest Mira Dewji
David Ackert and guest Mira Dewji, Chief Inclusion and Diversity Officer at Seyfarth, have an insightful discussion about Mira’s journey from being an associate lawyer to becoming a leader in diversity and inclusion (DEI). Together, they explore the importance of moving beyond optics-driven DEI initiatives toward creating genuine, inclusive workplace cultures.
Ep.93 - Building High-Performance Teams: Strategies for Success with Guest Courtney Beauzile
David Ackert engages in an insightful conversation with Courtney Beauzile, the head of Marketing, Business Development, and Communications at Robins Kaplan. Courtney shares her journey from sales to legal marketing, detailing her extensive experience in team building. At Robins Kaplan, she has undertaken a comprehensive listening tour to align her team with the firm’s strategic goals, focusing on strengths, growth areas, and motivation.
Ep.92 - Leveraging Thought Leadership and Data-Driven Strategies in BD with guest Adrian Lürssen
David Ackert explores business development in the digital age with guest Adrian Lürssen. Adrian is Co-Founder and VP Strategic Development at JD Supra, a leading online publishing and targeted content distributor, empowering professionals to showcase their expertise, gain media attention, and establish authority in their respective fields.
Ep.91 - Navigating Constructive Pushback: Strategies for Legal Business Development with Robin Davidson and Matt Plavnick
David Ackert welcomes special guests Robin D. Davidson, Head of Business Development and Communications at Boies Schiller, and Matt Plavnick, Director of Client Development at Wheeler Trigg O’Donnell. They engage in a conversation centered around the concept of “constructive pushback” in legal business development and its challenges.
Ep.90 - Generations, Innovation, and Results: The Future of Legal Marketing with John Byrne
David Ackert welcomes special guests Robin D. Davidson, Head of Business Development and Communications at Boies Schiller, and Matt Plavnick, Director of Client Development at Wheeler Trigg O’Donnell. They engage in a conversation centered around the concept of “constructive pushback” in legal business development and its challenges.
Ep.89 - Thriving in 2024: Leading Legal featuring Legal Marketing Association President Kevin Iredell
David Ackert chats with Kevin Iredell, the new 2024 Legal Marketing Association President and Chief Marketing and Business Development Officer at Lowenstein Sandler. They delve into Kevin’s game plan as LMA President, his sharp business approach at his firm, and strategies for post-pandemic growth.
Ep.88 - Building Community and Personal Growth: Reflections on the 2023 Presidency of the Legal Marketing Association with Roy Sexton
Join host David Ackert and special guest Roy Sexton, Director of Marketing at Clark Hill Law, for a conversation that looks back at the industry trends that defined 2023, Roy’s tenure as the President of the Legal Marketing Association, and where the legal marketing industry is heading in 2024 and beyond.
Ep.87 - Authentic Leadership: The Power of Purpose and Genuine Connection in Leading Others with Justin Portaz
In this episode of the Market Leader’s Podcast, Justin Portaz, Chief Marketing and Business Development Officer at Jenner & Block LLP discusses authentic leadership and its influence on firm culture.
Ep.86 - Exploring Business Development Synergies Across Industries” with Diane Paoletta
David Ackert welcomes special guest Diane Paoletta, Director of Marketing at Phillips Nizer. Diane has had a dynamic career, spearheading marketing and business development efforts at multiple professional services firms – from accounting to consulting to legal. David and Diane explore the similarities and differences in applying business development principles and tactics at professional services firms across different industries.
Ep.85 - Show Me You Know Me: How to Win Business through Human Connections in the Age of AI with Samantha McKenna
David Ackert welcomes special guest Samantha McKenna, founder of #samsales Consulting, for an insightful conversation centered around creating, leveraging, and maintaining relationships in a hyper-personalized way – by showing them that you truly know them.
Ep.84 - Change Agent: Establishing True Innovation Goals Within a Law Firm with Roberto Pont
Join David Ackert and special guest Roberto Pont, Chief Strategy and Operations Officer at McInnes Cooper, as they engage in an enlightening conversation regarding innovation within law firms, specifically the use of technology and financial forecasting models, the rise of AI, and how to overcome the challenges inherent to law firms – and in working with lawyers – that can emerge throughout the implementation of such initiatives.
Ep.83 - Data-Driven Marketing and Business Development in the Legal Industry with Koree Khongphand-Buckman
David Ackert sits down with Koree Khongphand-Buckman, Chief Marketing and Business Development Officer at Foley & Lardner LLP, to explore the world of data-driven marketing and business development in the legal industry. Together, they dive into the challenges law firms face when implementing a data-driven approach and how Foley & Lardner effectively utilizes data to target key sectors, share best practices, and enhance the overall client experience.
Ep.82 - Satisfying Diversity, Equity, and Inclusion (DEI) Requirements Across Diverse Markets with Vivian Coco
David Ackert invites Vivian Coco, Head of Marketing, Communications, and Client Relations at Licks Attorneys of Rio de Janeiro, Brazil, to discuss a variety of factors associated with satisfying DEI requirements across cultures, countries, and regions.
Ep.81 - Unleashing Excellence: Revolutionizing the Client Experience in Legal and Professional Services with Mark Hunter
David Ackert interviews Mark Hunter, Principal at Glen Maple Group, about the importance of client experience in professional services firms, particularly in the legal industry. Mark shares his background in CRM solutions and his current work with Glen Maple Group, which provides marketing and communication services to professional services firms on a fractional basis.
Ep.80 - Mastering Client Experience: Strategies for Success in Professional Services with Mitchell Reno
David Ackert joins guest Mitchell Reno, Principal Director of Client Experience at Rehmann, to shed light on the ever-evolving landscape of Client Experience in professional services firms. With over two decades of Sales, Marketing, and CX expertise at Rehmann, one of the top professional advisory firms in the US, Mitch shares invaluable insights into this critical domain.
Ep.79 - "Recruiting, Developing and Retaining an Effective Team" with Lisa Vicine
In this episode of the Market Leaders Podcast, David Ackert, with guest Lisa Vicine, Chief Marketing Officer at Arnall, Golden, Gregory LLP, unpack the keys to recruiting, developing and retaining an effective marketing and business development team.
Ep.78 - "Setting New Partners Up for Success" with Amanda Bruno & Debra Hare
A rising tide raises all boats. In this episode of the Market Leaders Podcast, David Ackert, with guests Morgan Lewis’ Chief Business Development Officer Amanda Bruno and Director of Business Development Coaching and Training Debra Hare, unpack how this sentiment is at the core of the firm’s BD ethos.