Episode 198 - Gemma Francis of Gemma Francis Consulting on The Lessons In-House BD Teams Need to Hear

Business development is something every law firm talks about, but far fewer truly embed it into the day-to-day habits of their lawyers. 

On the latest episode on the CMO Series Podcast, we sit down with Gemma Francis, a legal BD consultant who spent years working in-house before stepping out on her own. Gemma now works closely with law firms and lawyers to rethink business development approaches, focusing on mindset, practical habits, and bringing associates into the process much earlier.

In today’s episode, Gemma offers a fresh perspective on the common misconceptions lawyers have about BD, the barriers that firms face, and the simple steps that BD and marketing teams can take to create real momentum.

Gemma also explores:

• The moment she realised there was room for improvement in BD
• What she wishes she’d known during her former in-house career
• The benefits of involving early associates in BD 
• How to overcome internal blockers stopping BD momentum
• Key priorities for driving BD traction