The Passle Podcast - CMO Series
Business:Marketing
In this episode of the podcast we caught up with Barbara Koenen-Geerdink, Global Head of BD & Marketing at Ince, and author of 'Beyond Billable Hours: Your guide to career success in professional services firms' to ask her how individuals in Business Development and Marketing roles can support fee earners in their BD activities.
Barbara talks about the importance of strategy and planning and making sure that each individual activity, be it an event, conference, sponsorship etc aligns with the overall strategy of the firm. Part of this is helping fee earners to understand the return on investment of their efforts.
Barbara also gives some insight on how to do this at scale discussing the importance of ownership from individual sector BD leads and empowering the fee earner who "have some fantastic ideas" to action them.
To close, Barbara explained that you don't need to re-invent the wheel, you can focus on what you are doing well as a firm and try to do that better. Often there are opportunities right in front of you - low hanging fruits - and this is a good place to focus efforts.
Episode 141 - Brad Vynalek & Jennifer Rupkey of Quarles on Harmonizing Firm Leadership and BD
Episode 140 - Brenton Anderson of Dentons on Value Led BD, the Biggest Missed Opportunity for Professional Services?
CMO Series Podcast LIVE - Erin Stone Dimry on Positioning Your Firm as the Go-To Choice
Episode 139 - Gina Connell of B P Collins on How to Bring Your Firm on the AI Journey
Episode 138 - Vicky Hanks of Blake Morgan on Building an Effective Employee Brand
CMO Series REPRESENTS - Empathy in Action: Kristen Gibbons Feden’s Journey to Justice
Episode 137 - Deborah Farone on Why BD Coaching is Essential for Women
Episode 136 - Sheenika Gandhi of Greenberg Glusker on Reimagining Associate Training For BD Success
Episode 135 - Vicky Cunningham of Efficio Consulting on Aligning Content with the Client Journey
Episode 134 - Matt Dixon of DCM Insights on What It Takes To Be A Rainmaker in Today’s Market
CMO Series REPRESENTS - Inspiring Inclusion: Creating a Culture of Action and Accountability
CMO Series REPRESENTS - Inspiring Inclusion: Promoting a Culture of Recognition from the Top
Episode 133 - Susanne Pugsley on What it Takes to Become a Marketing & BD Consultant
Episode 132 - Hugo Peña of Gonzalez Calvillo on The formalisation of Law Firm Business Development
Episode 131 - Noni Garratt-Wall of Charles Russell Speechlys on The Art Of A Law Firm Rebrand
Episode 130 - Deborah Fleming of Walker Morris on Bringing a Winning Bid Strategy to Legal BD
Episode 129 - Allan Schoenberg of Vinson & Elkins on Culture, Connection and the Evolving Role of Legal Comms
Episode 128 - Melodie Tilley of FordHarrison on Creating A Culture Of Human Connection In Legal Marketing
CMO Series REPRESENTS - Terra Davis of Knobbe Martens on Fostering Psychological Safety, Inclusion and Belonging
Episode 127 - Karen Snell of Kennedys on Modernising & Globalising a BD function
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