Episode 35 - David Bruns of Farella, Braun + Martel on the process of getting to the legal BD win

Success in legal Business Development sometimes happens by accident, but the days when firms could get by without an effective BD strategy are long gone.

Someone who is pushing the envelope when it comes to developing legal BD best practice is David Bruns, Director of Client Services at Farella, Braun + Martel. Alistair Bone is lucky to be joined by David on this episode of the CMO Series podcast to hear his insights on how to get to the legal BD win.

David discusses his approach to BD and the importance of understanding and celebrating the little wins throughout the journey.

Tune in as Ali and David explore: 

• What it means to get a win in terms of BD
• How David’s approach and philosophy around BD has evolved throughout his career
• Why a process for BD is so important for lawyers
• What a typical BD process looks like 
• Where to turn to for best practice on how to build a BD plan, how to adapt that best practice to fit the needs of the firm
• How to guide your team along the stages of the BD plan
• The BD successes that showcase why having a process is critical for a firm
• Why BD as a function has grown in influence throughout the legal industry
• Advice for those reassessing their own BD approach