Episode 2 - CMO Series Laterals & Mergers: Dave Southern of Mayer Brown on Making Lateral Acquisitions Pay Off Through Client Collaboration

It's well documented that better client-based collaboration can boost business development results and build stronger, long lasting relationships between law firms and their clients. What isn't as clear is how firms can turn that collaboration into a real payoff when it comes to lateral hiring.

Today on the CMO Series: Laterals & Mergers, we are revisiting an episode with Dave Southern, former Chief Marketing & Business Development Officer at Choate, Hall & Stewart LLP, now Director of Communications at Mayer Brown, to discuss how greater client collaboration can make lateral hiring pay off.

In this episode Dave discusses:

• His career journey so far and how his experiences have influenced his philosophy on client collaboration
• Why closer client collaboration is so important
• How to improve the results of lateral hiring
• How to apply this process to all clients of the firm and examples of how this has worked
• How this approach fits within the overall go-to-market strategy of the firm
• Advice for legal marketing and BD professionals looking to improve their client collaboration