Episode 46 - Dave Southern on driving legal BD with client-based collaboration

It’s well documented that better client-based collaboration can boost legal business development results and build stronger, lasting relationships between law firms and their clients.

What isn’t as clear is how firms can go about creating the initiatives and processes required to implement that closer collaboration.

Ed Lovatt had the pleasure of welcoming Dave Southern, who has a notable career with positions at Baker McKenzie, Baker Hostetler and most recently at Boston based Choate, Hall & Stewart, to the CMO Series to learn how greater client collaboration can lead to BD success.

In this episode Ed and Dave discuss:

• Dave’s 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 acquistions 
• 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