Episode 205 - Helen Griffiths of Fladgate on Delivering a BD Plan That Works in Practice

Building a BD function that actually drives revenue, not just activity, is something many law firms talk about but few get right.

On today's episode of the CMO Series Podcast, Will Eke is joined by Helen Griffiths, Head of Business Development at Fladgate, who brings a genuinely distinctive perspective to the role, having spent her career across litigation funding, global law firms and a leading commercial barristers' chambers. Since joining Fladgate in 2024, Helen has overhauled the firm's approach to BD, introducing a more structured, targeted model built around clear ownership and measurable results.

Helen and Will discuss:

• How a career spanning small agile businesses to large global firms shaped her approach to stepping into the Fladgate role
• What she found when she arrived, and the four priorities she set from day one
• How she brought both the BD team and fee earners on the journey, and where the resistance actually came from
• How the firm is measuring what's working and what it has stopped doing
• What's on the technology roadmap, including a CRM transformation in progress
• Her one piece of advice for BD leaders trying to build a plan that sticks