The Legal BD Corner

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 oneWith 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 dashboardsHow CRM has evolved from “contact database” to strategic growth engineThe role of AI bots and automation in extending coaching impact without losing the human touchPractical 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-focusedJoanna 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 toolsSierra 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.

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.

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 leaderThe power of aligning marketing with firm-wide strategic goalsLeveraging AI to streamline operations and increase BD impactHow collaboration and resource-sharing across departments became her secret weaponWhy human connection is still the most critical growth driver — even in an AI-first worldWhether 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 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.

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 growthPatrick 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.

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 stallMitch 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.

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 growthBrian’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.