Episode 208 - Tamasin Manwaring of Linklaters on Putting Clients at the Centre of Legal Product BD

Moving beyond practice group silos and towards a one firm, one solution approach starting with what the client genuinely needs has never been more relevant for global firms.

On today's episode of the CMO Series Podcast, Will Eke is joined by Tamasin Manwaring, Global Director of Product Business Development at Linklaters, about what it takes to build a client first product strategy at global scale. Drawing on a career that spans EY, Freshfields and more than a decade leading global disputes BD at Hogan Lovells, she shares how Linklaters is putting product BD into practice.

Tamasin talks about her journey into product BD, what makes it distinctly different from traditional practice group BD, and how she's bringing partners along on a more collaborative, client first approach.

Tamasin and Will dive into:

• Her career journey and when product BD became a central focus
• What makes product BD different, and why firms are shifting towards it now
• How to map a product against real client needs
• Bringing partners aboard a collaborative, client first approach
• Building a one firm, one solution culture across 30 offices
• The key barriers to cross-selling and holding a team accountable
• Her one piece of advice for BD leaders going product led