Rainmakers: EP7 - Laurie Burlingame of Morse on Redefining Value, Relationships, and the Reality of Rainmaking

Building that long-term leverage can be difficult with short bursts of visibility. You need to consistently show up, make yourself known, and build relationships before you need them.

In today’s CMO Series Rainmakers episode, we are joined by Laurie Burlingame, a Corporate Partner at Morse, who shares her grounded view on what rainmaking really looks like in this current legal market as proactive networking becomes more crucial than ever.

With a background that spans science, an MBA in finance and accounting, and nearly two decades in Big Law during the explosive growth of Boston’s life sciences sector, Laurie has built her practice at the intersection of technical complexity, capital, and client trust. She shares her hard-earned advice on the importance of valued relationships, having a clear understanding of shifting client expectations, and why thought leadership is a non-negotiable for leaders.

Alex and Laurie discuss:

• Her scientific approach to client problem-solving
• The effect of AI on shifting client expectations
• How to maintain momentum and stay top of mind with clients
• The importance of cross-selling to build trust internally
• Structural differences between Big Law and smaller firms
• Effective networking advice to build long-term relationships