Episode 195 - Alexis Gray on BD Enablement That Helps Lawyers Win

Firms cannot afford to fall at the final hurdle. BD must work alongside fee earners to equip them with greater confidence to win and grow client relationships themselves.

On this latest episode of the Passle CMO Series Podcast, Charles Cousins is joined by Alexis Gray, who has held senior marketing and BD leadership roles at PwC, Grant Thornton, Bond Dickinson and The Berkeley Partnership, as well as spending a decade running a successful marketing and BD consultancy. Alexis joins us to share her experiences on what real BD enablement for fee earners looks like and why so many firms still get it wrong.

Alexis discusses where firms assume skills instead of building them, what really helps fee earners have better client conversations, and how to make BD programs stick without relying on the same few rainmakers.

Alexis and Charles also dive into:

• Her critical realization that fee earner enablement drives growth
• Where firms wrongly assume BD capability
• Reframing BD from sales to client nurturing 
• Why partner sponsorship makes initiatives stick
• Embedding BD through systems and incentives
• Practical advice for successful fee earner enablement