EPISODE · May 13, 2026 · 35 MIN
1.4 Robin van Keeken: The Outbound BD Role
from The Legal Growth Table · host Barbara Koenen-Geerdink and Andrew Hutchinson
Barbara and Andrew are joined by Robin van Keeken, Senior Business Development Manager at Buren, a mid-size international law firm in the Netherlands. Seven years ago Robin pitched his firm on an idea that still feels unusual in the legal sector: an outbound business development role. Buren gave it a go, and in his own words, "we have proven that outbound for business development can work."Robin talks openly about why sales in a law firm is not a dirty word but a conversation, why pipeline is always a joint effort across partnership, marketing and business development, and why he would rather listen than pitch. He shares the story of a Rotterdam CFO who mentioned in passing that his company was "also doing some work in China," and the acquisition that followed two months later from a single moment of real listening. He walks us through the International Legal Counseling Community Buren is now building, and leaves us with a line about client experience in the legal industry that every firm should hear: the CMO of a major bank whose last contact with his law firm was the invoice.
What this episode covers
Barbara and Andrew are joined by Robin van Keeken, Senior Business Development Manager at Buren, a mid-size international law firm in the Netherlands. Seven years ago Robin pitched his firm on an idea that still feels unusual in the legal sector: an outbound business development role. Buren gave it a go, and in his own words, "we have proven that outbound for business development can work."Robin talks openly about why sales in a law firm is not a dirty word but a conversation, why pipeline is always a joint effort across partnership, marketing and business development, and why he would rather listen than pitch. He shares the story of a Rotterdam CFO who mentioned in passing that his company was "also doing some work in China," and the acquisition that followed two months later from a single moment of real listening. He walks us through the International Legal Counseling Community Buren is now building, and leaves us with a line about client experience in the legal industry that every firm should hear: the CMO of a major bank whose last contact with his law firm was the invoice.
NOW PLAYING
1.4 Robin van Keeken: The Outbound BD Role
No transcript for this episode yet
Similar Episodes
Mar 26, 2026 ·1m
Mar 19, 2026 ·34m
Feb 18, 2026 ·11m
Feb 11, 2026 ·45m