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Market Leaders Podcast

PipelinePlus delivers industry-leading business development solutions and expert training to service professionals and their firms.


Market Leaders Podcast Episode 79: “Recruiting, Developing and Retaining an Effective Team” with Lisa Vicine
In this episode of the Market Leaders Podcast, David Ackert, with guest Lisa Vicine, Chief Marketing Officer at Arnall, Golden, Gregory LLP, unpack the keys to recruiting, developing and retaining an effective marketing and business development team. Tune in to hear about: How Lisa rebuilt the foundation of her marketing and business development department at AGGThe ways she protects, engages, and empowers her department to enable their growth.How she worked to align the services and the talent at her firm with where their attorneys need the most support, and how this realignment has impacted the lawyers’ books of business at AGG.
29:38 5/24/23
Market Leaders Podcast Episode 78: “Setting New Partners Up for Success” with Amanda Bruno & Debra Hare
A rising tide raises all boats. In this episode of the Market Leaders Podcast, David Ackert, with guests Morgan Lewis' Chief Business Development Officer Amanda Bruno and Director of Business Development Coaching and Training Debra Hare, unpack how this sentiment is at the core of the firm’s BD ethos. They explore how the firm's collaborative culture is a key contributor to its success in preparing rising partners, retaining laterals, providing business development coaching and training, delivering premium client service, and more. Tune in to hear about: How Morgan Lewis sets new partners up for successHow contribution is a core pillar of the culture at Morgan LewisMorgan Lewis’ Rising Partner ProgramThe importance of accountability and assistance to move the business plan alongFinding synergies and mining collaboration opportunities from business plans
31:05 4/17/23
Market Leaders Podcast Episode 77: “A Fresh Approach to Lateral Partner Recruiting” with Scott Love
In this episode, David Ackert chats with Scott Love, President of The Attorney Search Group and a leading authority in legal recruiting, about three critical firm growth strategies: encouraging lawyers to expand their books of business through their referral network, through prospecting, and through lateral recruiting. Scott shares his expertise on how firms can overcome impediments to progress by building trust with clients, making people feel safe, prioritizing sincerity and authenticity, ensuring their efforts are regular and consistent, and always keeping the best interests of their clients top of mind. David and Scott also discuss the inherently challenging social experience of integrating new team members, and the importance of overcoming our natural tendencies towards distrust. Tune in to hear Scott share his perspective on: The three key ways firms can growThe importance of referrals in establishing safety and trust Direct vs. inbound prospectingStriking a balance between being business minded and relationship minded How firms can leverage lateral recruiting effectivelyThe necessity of a strong integration process, and how it can become a key selling point for a law firm
22:22 3/30/23
Market Leaders Podcast Episode 76: “A Go-to-Market Strategy by Industry” with Mike Mellor
Join David Ackert in this episode of the Market Leaders podcast as he speaks with Mike Mellor, the Chief Marketing and Business Development Officer at Pryor Cashman LLP. Mike's extensive experience in professional services marketing informs his insights on the importance of industry-focused go-to-market strategies, client-centric language, and tactical execution involving market analysis and creative alliances. Discover how Mike's firm leverages data to plan engaging events and webinars, earns partners' trust through data-driven decision-making, and how Mike's obsession with data trends fuels real-time marketing improvements. Tune in to hear Mike share his thoughts on: The historical “practice group” structure and why it’s problematicHow a go-to-market (GTM) strategy can benefit both the attorneys and the clientsHow to tactically execute a GTMAnalyzing for ROI and monitoring KPIsTips for avoiding analysis paralysis
14:50 3/15/23
Market Leaders Podcast Episode 75: “Sage Insights for Uncertain Times,” a Retrospective
In times of uncertainty, the value of wisdom can't be overstated. In this special retrospective episode of the Market Leaders podcast, we reflect on the valuable insights shared by our recent guests that are particularly relevant for navigating the current market and economic challenges that may lie ahead. Join us as we explore Steve Martini and Larry Braun's perspectives on building relationships, Colin Keefe's essential guidance on rate structuring, and Eva Wisnik's recruitment ideology.
20:11 3/8/23
Market Leaders Podcast Episode 74: “An Entrepreneurial Approach to Firm Growth” with Marianne Talbot
Marianne Talbot’s career and personal life have been characterized by versatility and excellence. Marianne, now serving as Chief Marketing and Business Development Officer at Bailey & Glasser LLP, has donned numerous hats, including that of a trial attorney, business development expert, executive coach, diversity and inclusion strategist, author, and mother. In today's turbulent talent pool, it is a rare occurrence to find someone who excels in multiple areas, but Marianne is a jack of all trades and a master of all. In today’s episode, tune in to hear David and Marianne discuss: Her unique mantra of growth through diversity, firm culture, and passionThe importance of a pivot and hustle-oriented mindsetThe GALA approach to business development Marianne was also kind enough to create a unique planning resource for our listeners, that can be accessed at the link below:   
22:36 3/2/23
Market Leaders Podcast Episode 73: “Cultivating a BD Mindset with Associates” with Katie Munroe
Market leaders are skilled at finding opportunity in the places most people overlook. In this week's episode of the Market Leaders Podcast, Katie Munroe, Chief Marketing Officer at Zuckerman Spaeder LLP, describes how she championed an expansion of the firm's business development efforts to include partners and associates. Katie astutely recognized how bringing associates into the fold earlier on would better prepare them for future partnership responsibilities. And that in today's highly competitive legal market, it is everybody's responsibility, not just the partners, to stretch the reach of the firm. Tune in to hear Katie elaborate on: Her philosophy on how to mold BD behaviors to prepare associates for partnershipHow her team has systematized the BD processThe unique way she's brought levity to BD for associatesZuckerman Spaeder's training commitmentHow she helps associates inventory their networks and use LinkedIn more effectively
19:22 2/15/23
Market Leaders Podcast Episode 72: “Making an Impact in the Short-Term” with Maggie Garden
We place a lot of stock in strong beginnings: the first 100 days of a presidency, the first 10 minutes of a film, the first impression we form when meeting a new person. A strong beginning sets expectations, and solidifies our faith in someone's competence and capabilities. In this episode of the Market Leaders Podcast, Maggie Garden, Director of Business Development at Shipman & Goodwin LLP, discusses how she's positively impacted Shipman's BD culture just 3 months after stepping into her new role. Tune in to hear Maggie discuss: Some of the needs she identified when first landing at ShipmanShipman’s structured approach and use of technology to operationalize BDHow the BD team proactively breaks down silos between practice groupsThe learning services initiative and LinkedIn training she spearheaded to help close the BD skills gap among lawyersHow the firm integrates education into thought leadership with its client podcast seriesMaggie's philosophy of bringing humanity back to business
19:17 1/31/23
Market Leaders Podcast Episode 71: “Differentiating the Firm in a Crowded Market” with Sadie Baron
The traditional approach to law firm marketing lacks malleability and imagination. In other words, it leaves no room for teams to react to a fast paced and ever changing market. Being slow to market and slow to pivot are not an option in today's competitive economy. Sadie Baron, CMO at Reed Smith has recognized this, and true to her innovative spirit, helped her firm adapt. Reed Smith implements “diagonals,” creating dynamic, multi-skilled teams who are free of day jobs, operate independently of hierarchy, and can respond to client needs on an aggressive timeline. Tune in to hear Sadie disclose some of her top differentiators, including: Building a purpose-led brandFostering a diverse, equitable, and inclusive culture, with respect to race, gender, ethnicity, and ideationEmbracing the philosophy of Agile Marketing, inspired by tech startups
28:34 1/20/23
Market Leaders Podcast Episode 70: “How to Successfully Interview for Future Rainmakers & Business Developers” with Eva Wisnik
Over the past 26 years, Eva Wisnik, Founder of Wisnik Career Enterprises, Inc., has trained Partners at 88 law firms on how to interview legal talent. The art of assessing talent and selling top candidates on the firm are crucial skills in today’s competitive job market. Tune in to hear Eva share her thoughts on: Outlining and executing goals for the partner interview process. The biggest mistakes interviewers make in ALL types of interviews.Why lateral partners fail, and common warning signs to be on the lookout for.Eva’s recommended best practices to land the talent pool’s preeminent lateral partners.The red and green flags Eva looks for in an interview, having interviewed over 2500 marketing/BD professionals since 2002. For more information on the topics discussed in this episode, visit Eva's website at
27:50 12/12/22
Market Leaders Podcast Episode 69: "Rate Strategies that Maximize Client Value” with Colin Keefe
In this episode, David Ackert, Founder & CEO at Ackert Inc. speaks with Colin Keefe, a Partner and Chair of the Mergers and Acquisitions Practice Group at mid sized law firm Fitzpatrick Lentz & Bubba, P.C. (FLB). Tune in to this episode to discover: How FLB positions its services to be appropriate for mom and pop businesses and Fortune 500 companies alike. How the firm has grown to become more than a local, regional firm, while still remaining true to its roots in the Lehigh valley.How FLB created a unique system to determine and justify billing rate adjustments that draws inspiration from a traditional manufacturing company's business model.How the firm has been able to effectively attract and retain talent, given its smaller size and the ongoing legal talent war.What Colin anticipates for the firm in 2023.
21:28 11/17/22
Market Leaders Podcast Episode 68: "How to Effectively Establish and Nurture Referral Partnerships" with Steve Martini & Lawrence Braun
Imagine being friends with someone for years, and referring millions of dollars back and forth between each other’s businesses. In this episode Steve Martini (MST, CPA | Partner at Withum) and Larry Braun (Partner at Sheppard Mullin) talk with David Ackert about their referral partner relationship and share how they’ve done just that. Tune in to learn the importance of building connections, how to build a professional network and nurture it well, and how to leverage referral partnerships to build your book of business.
23:46 5/19/22
Market Leader's Podcast Episode 67: "A Process for Optimizing Profitability" with Kip Guthrie
In this episode, Kip Guthrie (Senior Advisor, Ackert) talks with David Ackert (Founder & CEO, Ackert) about the current talent war and how to optimize firm profitability. Tune in to this episode to discover: - How firms often compete against themselves in their day-to-day processes - The importance of market intelligence in making business decisions - The role client feedback plays in setting profitable rates and fees - How to be a more forward-thinking (and forward-looking) firm
16:13 1/18/22
Market Leaders Podcast Episode 66: "Weatherproof Strategic Planning" with Timothy Corcoran
There are some seasons when strategic planning is critical, and others when it’s just nice to have. In this episode, Timothy Corcoran (Principal, Corcoran Consulting Group, LLC) talks with David Ackert about shifts in strategic planning, the components and tactical implementation of a firm’s strategic plan; and using a strategic plan to differentiate your firm in the months and years to come.
35:29 12/6/21
Market Leaders Podcast Episode 65: "Listening, Learning and Applying Lessons" with Kathryn Whitaker
Many of us wish to see changes in the management and improvement of our community, but only a courageous few decide to take matters into their own hands by running for office. In this episode, Kathryn Whitaker, Chief Marketing Officer at Burr & Forman, talks with David Ackert about the interesting and inspiring career journey she has embarked on over the past few years. Tune in to hear Kathryn discuss her 2020 campaign for the South Carolina State Senate, and the lessons and learnings she gleaned from her experience.
21:52 9/3/21
Market Leaders Podcast Episode 64: "Transitioning from Virtual Communities" with Liz Sobe
Over the past year, many have formed virtual communities to maintain their connections (and their sanity). In this episode, Liz Cerasuolo Sobe (Director of Strategic Growth, Goulston & Storrs) talks with David Ackert about the role communities play in our business development and our mental health. Tune in to hear them discuss: • How to maintain spontaneous connections in online interactions • How institutions can support employee-driven communities • How online communities can transition to in-person interactions as we reopen
16:35 4/21/21
Market Leaders Podcast Episode 63: "Beyond the Optics of Diversity" with Gia Altreche
Join David Ackert as he interviews Gia Altreche, Director of Business Development & Marketing at Newmeyer Dillion, in this episode of the Market Leaders Podcast. Tune in to hear them discuss: • How to position DEI (Diversity Equity & Inclusion) initiatives within your firm to affect meaningful change • How institutions can provide systemic support to BIPOC lawyers and other professionals • The importance of continual self-education as part of individual approaches to inclusion
23:19 2/26/21
Market Leaders Podcast Episode 62: "Establishing Efficiency and Innovation Standards" with Kelly Harbour
Join David Ackert as he interviews Kelly Harbour, Director of Client Relations and Innovation at Goulston & Storrs, in this episode of the Market Leaders Podcast. Tune in to hear them discuss: • How she overhauled the data and tracking systems at Goulston to institute the SALI system, and how that translated to speed and flexibility in addressing new matters • How establishing clear standards improves matter management for both lawyers and clients • The ongoing developments of the SALI system, and how it’s shaping industry conventions
12:24 1/27/21
Market Leaders Podcast Episode 61: "Integrating Talent Strategy with Business Development" with Brittaney Schmidt
Join David Ackert as he interviews Brittaney Schmidt, Chief Talent Officer at Vorys, Sater, Seymour and Pease, in this episode of the Market Leaders Podcast. Tune in to hear them discuss: • Her journey from chief marketing and development officer to chief talent officer • Tips for managing stress and uncertainty during the pandemic • Her framework for holistic business development training across the cohorts at her firm • How she applies external client development principles to talent management
19:05 12/9/20
Market Leaders Podcast Episode 60: "The Keys to a Successful Lateral Integration" with Anand David
Join David Ackert as he interviews Anand David, Global Head of Lateral Partner Recruitment & Integration at Hogan Lovells, in this episode of the Market Leaders Podcast. Tune in to learn: • The relationship between talent acquisition and your strategic plan • How clients can improve diversity at law firms • How to define (and contextualize) the metrics of lateral integration • How culture drives integration success
19:58 10/27/20
Market Leaders Podcast Episode 59: "Bolstering Business Development Culture & Revenue at Law Firms" with Mandy Hicks
Join David Ackert as he interviews Mandy Hicks, Director of Marketing and Communication at English, Lucas, Priest & Owsley, in this episode of the Market Leaders Podcast. Tune in to hear them discuss: • How Mandy Hicks used PipelinePlus training and tracking software to shift mindsets and increase revenue at her firm • How she secured buy-in from practice group leaders • How to use role-modeling to inspire teamwork among lawyers • An effective approach to benchmarking, scoring, and advancing the firm’s strategic plan
20:02 9/16/20
Market Leaders Podcast Episode 58: "Innovations in Legal Technology" with Joe Patrice
Join Join David Ackert as he interviews Joe Patrice, Senior Editor at Above the Law., in this episode of the Market Leaders Podcast. Tune in to hear them discuss: • Why lawyers have been slow to adopt technology • The technologies that are gaining traction at law firms • The latest legal innovations, as well as new additions to classic products
12:20 8/11/20
Market Leaders Podcast Episode 57: "Connect the Dots Between Marketing & Business Development" with Vikki Sicilian
Join David Ackert as he interviews Vikki Sicilian, Director, Business Development and Communications at Loeb & Loeb, in this episode of the Market Leaders Podcast. Tune in to hear them discuss: • How to build out your marketing strategy according to relevant client needs • Why fear of missing an important client opportunity often leads to an unfocused marketing approach • How to feed marketing into business development pursuits more seamlessly • How to clarify and prioritize business development goals while leading a multidisciplinary team
18:07 6/18/20
Market Leaders Podcast Episode 56: "Restructuring & Redefining the Business Development Function" with Mark Howe
Join David Ackert as he interviews Mark Howe, Director of Client Relations at Thompson Dorfman Sweatman, in this episode of the Market Leaders Podcast. Tune in to hear them discuss: • The key ingredients of business development success in external-facing roles • How to break down silos and evolve your firm culture • The specific challenges faced by regional firms vs. larger firms
15:03 5/29/20
Market Leaders Podcast 55: "Emotional Intelligence and Client Service" with Rich Bracken
Join David Ackert as he interviews Rich Bracken, Director of Business Development at Fredrikson & Byron, in this episode of the Market Leaders Podcast. Tune in to hear them discuss: • What emotional intelligence actually means, and how understanding it builds resilience in the face of uncertainty • How learned behaviors within law firms can impact cross-selling, and lead to overlooked client needs • How to get over long-standing anxieties and identify triggers that impact your mental health • How remote work is changing and redefining opportunities for leadership
18:09 5/6/20
Market Leaders Podcast Episode 54: "The Leadership Opportunity in Law Firms" with Nora Shearer
Strong leadership is more important than ever as firms transition to remote work and endeavor to navigate our changing environment. Join David Ackert as he interviews Nora Shearer, CMO of Shearman & Sterling, in this episode of the Market Leaders Podcast. Tune in to learn: • How parenting influenced her perspective on leadership • Balancing home life and work life in a business context • How to find a mentor or sponsor early on in your career • How remote work is changing and redefining opportunities for leadership
18:06 4/14/20
Market Leaders Podcast Episode 53: "Protecting Yourself Against the Coronavirus" with Dr. Kelly Bender
What precautions should you be taking to protect yourself against the novel coronavirus? Join David Ackert as he interviews Dr. Kelly Bender, ND, in this episode of the Market Leaders Podcast. Tune in to learn: — How the coronavirus travels, and just how much "social distancing" is required — The science behind washing your hands for 20 seconds — How to keep your immune system healthy in a time of crisis
15:11 3/17/20
Market Leaders Podcast Episode 52: "Managing Communications During the Coronavirus Crisis" with Stefanie Marrone
“This is going to get worse before it gets better.” With the novel coronavirus dominating the news, how should law firms respond in the face of crisis? Join David Ackert as he interviews Stefanie Marrone, communications and business development consultant, in this episode of the Market Leaders Podcast. Tune in to hear them discuss: • How firms should be communicating with their clients to reassure them • How firms can implement crisis management teams and best practices to ensure continuous service • How to reassure employees and ensure that the COVID-19 disruption to business is minimized
12:49 3/5/20
Market Leaders Podcast Episode 51: "How to Navigate Legal Procurement" with Brian Colucci
Tune in to hear them discuss: *How firms can ascertain the degree to which procurement will play a part in client negotiations *How technology and data play key roles in navigating a win/win arrangement *How to better navigate relationships with legal operations professionals *How to frame procurement as an ally rather than an obstacle to winning new work
19:36 1/7/20
Market Leaders Podcast Episode 50: "From Revenue Enablement to Revenue Generation" with Lara Quie
Tune in to hear them discuss: How to build thought leadership in new areas of law such as Fintech How an external facing BD position can fuel law firm growth How to position yourself internally as a contributor to revenue growth
10:17 1/7/20