Podcasts about client development

Heather Polinsky is an environmental consulting professional with over 20 years of experience. She started as a civilian project manager for the US Army Environmental Command. She found herself in consulting not too long ago and has had a wonderful career trajectory that's taken her from Project Management through Program Management and Client Development. She is now a leader of leaders in Operations. In this episode of the Lead to Soar Podcast, Heather reflects on some of the ways mentors have helped her most, the best career advice she's ever received, and how she has developed The Missing 33% (business strategic and financial acumen) throughout her career. Heather was recently appointed as the Chief Operating Officer of Arcadis North America, with a staff of ~6,000 professionals.Learn more about Arcadis by visiting Arcadis.com Notable Quotes from Heather Polinsky:On advice for professionals growing in leadership: "Really make sure that you're willing to ask questions, and the second part is - trust your team... We're all at the table because of something we offer that's unique... and if you've built a good team, it's designed that way. So use it!""You have to understand what your picture looks like and be happy with your picture. Don't spend your days comparing yourself to other people, families, or pictures. Because they might not be the same, but it's OK...""My message is: go for it now. If you think you'll be ready in a year, you're probably ready now." Hosted on Acast. See acast.com/privacy for more information.

In our second special episode to mark International Women's Day 2025, we catch up with inspiring women who are paving the way in professional services marketing and business development. They share their top tips for firms looking to accelerate action and promote equality within their organizations. Our incredible guests discuss the importance of transparent paths to promotion, the significant impact of leading by example, and why creating a safe space for authenticity is crucial to fostering equality in the industry. A big thanks to all of our guests for their generous contributions to this important conversation: Amelia Calloway, Director of Marketing and Business Development, Morris Manning & Martin Amanda Lindley, Director of Business Development, Thompson Coburn Ashley Horne, Chief Marketing and Business Development Officer, Womble Bond Dickinson, US Bonnelle Martin, Associate Director - Marketing and Brand, Baker Botts Heather Reid, Chief Business Development & Marketing Officer, Miles & Stockbridge Kim Lansdown, Director of Strategy and Marketing, Fladgate Kelby Luther, Chief Business Development and Marketing Officer, Allen Matkins Michelle Powell, Sr. Manager of Marketing and Business Development, Axinn Rachel Watson, Director of Business Development, Client Development and Campaigns, Akin Gump Strauss Hauer & Feld  Savannah Kirk, Public Relations and Communications Coordinator, Jones Walker Stefanie Nastou, Chief Marketing Officer, AMS

The world of business development and marketing in law firms is constantly changing as professionals work to adapt to new challenges, integrate technology, and redefine the ways to meet client needs.  Today on the CMO Series Podcast, James Barclay is joined by Joe Palermo, Chief Operating Officer at Crowell & Moring, and Greg Fleischmann, Director of Client Development at WilmerHale, to discuss the major shifts that are shaping the legal marketing profession for the next few years. Joe, Greg and James cover:  The last 5 years in legal marketing and the biggest shift within the profession How the role of marketing is changing in law firms The challenges and opportunities of taking on more client-facing roles  How the role of CMO will potentially evolve in law firms in the next few years The key skills necessary for CMOs to thrive in 2025 and beyond How integrating AI tools can enhance client services and operational efficiency in legal marketing Advice for law firm leaders looking to adapt and equip their marketing and BD functions in the future

Robert Scott is the Co-Founder of Monjur.  As a co-founder of Monjur, a cloud-based, AI powered legal solution providing contracts-as-service solutions for the IT industry, Robert leverages his expertise in technology and law to create innovative and efficient solutions for clients. As a managing partner of Scott & Scott, LLP, a leading law and technology services firm, he has over 27 years of experience in handling complex and high-stakes cases involving software disputes, brand protection, IT transactions, and federal court litigation.  Monjur is a cutting-edge platform that automates the drafting, review, and management of legal contracts, saving time and money for IT professionals and businesses. Connect with Robert on LinkedIn: https://www.linkedin.com/in/robertjscott/ Visit Monjur: https://monjur.com/ On This Episode, We Discuss…The Shift from Traditional Legal Service Models to Subscription-based SolutionsAI-powered Contracts-as-a-ServiceHow Intellectual Property Can be MonetizedThe importance of Client Development

In this episode of "The Free Lawyer," the host Gary Miles, a seasoned attorney with 45 years of experience, welcomes Katherine Wilson and EJ Stern, experts in law firm marketing and business development. They discuss their innovative venture offering fractional Chief Marketing Officer (CMO) services tailored for small to mid-sized law firms. Katherine and EJ highlight the benefits of this model, which provides high-level marketing expertise without the financial burden of a full-time executive. They share insights on branding, leveraging digital platforms, and the importance of authentic client engagement, offering practical tips for law firms to enhance their marketing efforts. Katherine enjoys helping clients exceed their goals and empowering attorneys and marketing professionals with the tools they need to succeed. Katherine has led large cross-function projects and teams in many market-facing initiatives, including multiple firm rebrands and brand identity platforms, website and digital development, multi-channel marketing campaigns, marketing and business development strategic plans, and thought leadership campaigns. She has significant experience leading marketing and business development functions, designing efficient department processes, managing vendor relationships and budgets, and leading large cross-firm initiatives that intersect with executive leadership and firm administrative departments. EJ advises law firms and lawyers on how to effectively expand their business and generate greater revenue. She is recognized for her ability to quickly assess challenges and develop and implement solutions. EJ has nearly 20 years of experience leading strategy, business development, marketing, and lateral integration for the legal industry. As a business development coach, she is adept at helping lawyers cultivate, retain, and grow their client base. EJ served as US Head of Client Development for Clyde & Co and Associate Director – Business Development Coaching for Troutman Pepper (f/k/a Troutman Sanders). She previously held marketing positions at Steptoe & Johnson and Proskauer Rose, as well. Defining Fractional Law Firm CMO (00:04:03)Benefits of Fractional CMO for Firms (00:05:37)Access to Diverse Skill Sets (00:08:19)Challenges in Law Firm Marketing (00:10:27)Common Mistakes in Law Firm Marketing (00:11:27)Customizing Marketing Strategies (00:13:35)Indicators for Needing a Fractional CMO (00:16:07)Approach to Branding for Law Firms (00:18:46)Building a Brand Foundation (00:19:41)Purposeful Branding (00:20:23)Meaningful Branding (00:20:35)Business Development Coaching (00:21:14)Understanding Client Needs (00:21:29)Building Authentic Relationships (00:22:18)Long-Term Business Development (00:22:46)Client-Centric Approach (00:23:27)Active Listening Skills (00:24:21)Current Trends in Legal Marketing (00:26:05)Leveraging Social Media (00:26:17)Authenticity in Marketing (00:30:13)Vulnerability in Professional Sharing (00:30:57)Investing in Fractional Marketing Services (00:33:12)Balancing Law Practice and Business Growth (00:36:40)Focusing on Existing Clients (00:38:23)Diverse Expertise in Marketing Services (00:38:51) Would you like to learn more about Breaking Free or order your copy? https://www.garymiles.net/break-free  Would you like to schedule a complimentary discovery call? You can do so here: https://calendly.com/garymiles-successcoach/one-one-discovery-call

Law Firm & Aviation Market DisruptionI'm thrilled to share the latest episode of our podcast, featuring an incredible conversation with Sandy Michelman, the chairman and co-founder of Michelman & Robinson, a law firm with offices in Los Angeles, New York, and London. Sandy is also the chairman of FlyHouse, an innovative private aviation company. This episode is packed with insights that are sure to spark your curiosity and provide valuable takeaways for your business journey.Key Takeaways from My Conversation with Sandy Michelman:The Journey to Success:Sandy's path from a traditional law firm to founding Michelman & Robinson.The pivotal moment when he decided to start his own firm, driven by a desire to align client interests with legal services.Innovative Training Methods:How Michelman & Robinson inverts the traditional pyramid of training for lawyers.The firm's unique programs like Michelman & Robinson University, TAP (Trial Advocacy Program), and CAP (Corporate Advocacy Program).Transparent Billing Practices:The firm's approach to billing based on skill level rather than seniority.How this model ensures clients receive fair value and fosters a culture of continuous improvement.Client Development and Marketing:Insights from the Client Development Program (CDP) inspired by Sandy's time at Harvard Business School.Strategies for lawyers to secure repeat business and effectively communicate their value to clients.Firm Culture and Work-Life Balance:The importance of a strong firm culture over financial metrics.Sandy's unique perspective on dividing life into thirds: work, family, and community.Leadership During Crisis:How Sandy led his firm through the COVID-19 pandemic with transparency and support.Wellness initiatives like individualized coaching, Fitbits, yoga mats, and Kindles to maintain morale and productivity.Private Aviation Insights:Debunking the myths around the cost of private aviation.The innovative "Friend Share" feature that makes private flights more accessible and affordable.Entrepreneurial Advice:Establishing a strong value set for your business.Focusing on solving real problems rather than just making money.The importance of adaptability and having fun in the entrepreneurial journey.Why You Should Listen:This episode is a goldmine for anyone involved in investment groups or growth-stage businesses. Sandy's journey and insights offer a fresh perspective on leadership, innovation, and client-centric practices. Whether you're looking to refine your business strategies or gain inspiration from a seasoned entrepreneur, this conversation is not to be missed.Tune In Now!Don't miss out on this engaging and informative episode. Click here to listen now and gain valuable insights that could transform your business approach.Stay curious and keep growing!P.S. Feel free to reach out with your thoughts or questions. I'd love to hear from you!Send us a textConnect with Kip on LinkedInhttps://www.linkedin.com/in/kipknippel/Watch Bite-Sized Clips on YouTubehttps://www.youtube.com/@capitalistculture/shorts

In this special episode, we're joined by a group of incredible leaders from the legal marketing industry who reflect on the mentors and pivotal figures that have influenced their careers.  They share their experiences, offering valuable insights on how embracing bold innovation and building respect and understanding are key to shaping the future of legal marketing. Featured Guests:  John Eix - Director of Business Development and Marketing, Crowe Dunlevy Amanda Schneider - Chief Marketing and Business Development Officer, Epstein Becker Green William McLaughlin - Director of Marketing, McNees Wallace & Nurick Maura Brandt - Crowell & Moring, Chief Marketing Officer Erika Galarneau - Marketing and Business Development Manager, Cades Schutte Azeema Batchelor - Director of Business Development, Wiley Rein Kim Kaine - Marketing & Business Development Manager, Hawley Troxell Despina Kartson - Chief Marketing Officer, Baker Hostetler Lora Wegman- Marketing and Communications Director, Thompson Coburn Norm Rubenstein - Managing Director of Client Development, O'Melveny & Myers Cynthia Voth - Chief Client Officer, Miller Nash Jillian Kanter McKenna - Director of Marketing and Business Development, Verrill Law Suzette Bradbury - Director of Practice Group Marketing, Cozen O'Connor Tune in to this Thanksgiving special for an inspiring conversation filled with lessons on the power of innovation, kindness, and mentorship in legal marketing.

What's your client development return on investment? Do you know all the ways to measure your ROI? It's important to know so that you don't waste time, energy or money on things that aren't working well (or well enough for what you're putting into it). Listen to today's installment of the podcast to learn how to measure your client development ROI and maximize your business development efforts. *** LAST CHANCE TO APPLY TO ELEVATE BUSINESS DEVELOPMENT MASTERMIND Apply here: https://www.coursecorrectioncoaching.com/business-development-mastermind/ The post #172: Client Development Return On Investment (Do You Know Yours?) appeared first on Life & Law Podcast.

Professionals face a critical decision when contemplating a career move: how to align their choices with long-term goals, personal growth and organizational culture. The risk of mistiming a career change or choosing the wrong path can lead to significant challenges, making it essential to carefully assess both timing and firm culture before making a move. In this episode of the LMA Podcast, Julie Amos (Jackson Lewis) guides an engaging discussion between Ben Curle (Ambition) and Emily Flowers (Jenner & Block) about the importance of proactive strategies for positioning oneself for growth and success. Speakers: Julie Amos, Director of Pursuits and Client Development, Jackson Lewis Ben Curle, Associate Director, Ambition Emily Flowers, Director of Strategic and Communications, Jenner & Block Series Description: The LMA Podcast focuses on hot topics in legal marketing and business development with conversations driven by industry professionals.

Building Your Clientele with the Action MethodIn this episode of Business Breakfast and Bedhead, Dawn Bradley discusses the key factors in building your clientele using her ACTION method. She elaborates on the importance of acknowledging your current situation, having compassion for yourself, tackling problems head-on, getting inspired, staying optimistic, and navigating outcomes. Dawn emphasizes the necessity of taking messy, immediate, and imperfect action to achieve success. She also shares details about her upcoming Client Magnet Live Workshop, designed to help participants fill their schedules with quality clients. Join Dawn for an insightful session on creating magnetism in your business and building a client base confidently.00:00 Introduction and Welcome00:47 Importance of Building Clientele01:29 The Action Method Explained02:20 Creating a Safe Space02:43 Addressing Clientele Challenges04:16 Promoting the Client Magnet Live Container05:12 Deep Dive into the Action Method08:37 Overcoming Insecurities and Building Confidence14:06 Final Thoughts and Encouragement24:47 Invitation to Join the Client Magnet Workshop29:16 Closing Remarks and Podcast PromotionFollow me: Instagram: www.instagram.com/dawnbradleyYoutube: www.youtube.com/dawnbradleyFor more info on RYB, Retreats etc -: www.dawnbradley.com

Are your team members missing out on sales opportunities? Do you know their conversion ratios and how to help them close more treatments and procedures? Do you have a system in place to track your team's performance and coach them to success? If not, it might be time to consider a lead management tool!Tune in to this episode of Shorr Solutions: The Podcast, where our host and practice management expert, Jay Shorr, teams up with our Director of Client Development, Ana Suarez, and Client Success Manager, Cristian Devoz, to discuss how to effectively utilize a lead management tool. You'll discover why having a lead management tool is essential, what features to look for, best practices for using it, how to avoid common mistakes, and much more!Schedule your free 30-minute consult with our expert, Jay Shorr, here. To sign up for our Conversion Cascade online course, click here. Don't forget to enter code PODCAST at checkout for 20% OFF!   Connect with us: Website: https://shorrsolutions.com/ Instagram: https://www.instagram.com/shorrsolutions Facebook: https://www.facebook.com/shorrsolutions LinkedIn: https://www.linkedin.com/company/shorrsolutions YouTube: https://www.youtube.com/user/TheBestMBS1/featured 

On the newest episode of Closing the Books, a podcast by IC System, IC System's Bart Shea, VP of Client Development shares his personal journey in the industry, his passion for the HFMA, and his debt collection industry insights with host Gabrielle Bejarano.The two discuss...1) Shea's journey in the collections industry2) Why participation in the HFMA is so important3) Where Shea sees debt recovery going in 2023 and beyond“It's near and dear to my heart with making sure that our industry is up to speed on the changes in healthcare, whether that be from a compliance standpoint or just an actionable standpoint...but I think that the HFMA is truly one of the good vehicles that us as service providers...can actually have really good conversations with prospects that attend HFMA shows,” said Shea. Shea, VP of Client Development at IC System, has been with the company for over two years as the VP of Client Development. He holds over two decades of experience in healthcare receivables management and previously spent time as the VP of Client Development - West for MedAssist and the National Director of Client Development for RevSolve, Inc. He is a HFMA Certified Revenue Cycle Representative (CRCR) and current President of the HFMA Arizona Chapter.IC System has over 85 years of experience in medical and dental debt collection, rent recovery and other business collections. For more information, visit https://www.icsystem.com/.

To get a taste of the discussions that were happening at the 2024 Food Safety Summit, we spoke face-to-face with Mitzi Baum, CEO of Stop Foodborne Illness and Conrad Choiniere, Ph.D., Deputy Director for Regulatory Affairs (acting) at the U.S. Food and Drug Administration's (FDA's) Center for Food Safety and Applied Nutrition; Matt Taylor, Global Senior Manager of Food Consulting and Technical Solutions at NSF; Lori Dodson, Senior Advisor at the Maryland Cannabis Administration and Kathy Knutson, Ph.D., PCQI, Founder of Kathy Knutson Food Safety Consulting LLC; William Erdely, Head of Client Development at Körber Supply Chain Consulting; Larry Keener, CFS, PA, President and CEO of International Product Safety Consultants Inc. and Elizabeth (Liz) Presnell, J.D., Food Industry Consultant and Lawyer at Food Industry Counsel LLC; and Scott Jones, Director of North American Sales at Meritech. In this episode of Food Safety Matters, we speak with: Mitzi and Dr. Choiniere [3:26] about the joint Alliance to Stop Foodborne Illness/FDA webinar series on food safety culture that produced 11 webinars, the final of which was presented live from the Summit Matt [14:56] about significant current events in food safety Dr. Knutson and Lori [35:53] about food safety regulation for cannabis-infused edibles and beverages William Erdely [55:33] about adapting to changes in food traceability requirements to enhance food safety Larry and Liz [1:22:11] about threats to food safety associated with legacy facilities and equipment, and how these hazards can be addressed Scott Jones [1:40:11] about the use of automation to create a culture of hand hygiene compliance in the food sector. News and Resources: The Alliance to Stop Foodborne Illness/FDA Webinar Series FSS 2024 Town Hall with FDA, CDC, USDA, and AFDO FSS '24: Regulatory, Industry Experts Share Best Practices Around FSMA 204 and Traceability EffortsThe 26th Annual Food Safety Summit Attracts 3,400 Food Safety Professionals In Person and Virtually, a 26 Percent Increase From the 2023 Event Sponsored by: NSF Körber Supply Chain Consulting Meritech We Want to Hear from You! Please send us your questions and suggestions to podcast@food-safety.com  

The Rich Zeoli Show- Hour 4: 6:05pm- On Thursday, the U.S. Supreme Court heard oral argument in Trump v. United States—a case which will determine the extent of presidential immunity. In one notable exchange with Justice Department Counsel Michael Dreeben, Justice Brett Kavanaugh asked if, hypothetically, former President Barack Obama could be prosecuted for his administration's use of drone strikes against U.S. citizens in foreign countries. Justice Clarence Thomas also questioned if previous presidents, like John F. Kennedy who authorized Operation Mongoose which resulted in Cuban civilians being killed, could be criminally prosecuted after leaving office. 6:10pm- Charlie Savage and Alan Feuer of The New York Times write of oral argument in Trump v. United States: “Although Mr. Trump's claim of near-absolute immunity was seen as a long shot intended primarily to slow the proceedings, several members of the Republican-appointed majority seemed to indicate that some immunity was needed… Chief Justice John G. Roberts Jr. criticized an appeals court ruling rejecting immunity for Mr. Trump, saying he was concerned that it ‘did not get into a focused consideration of what acts we are talking about or what documents are talking about.'” You can read their full takeaway here: https://www.nytimes.com/live/2024/04/25/us/trump-immunity-supreme-court/supreme-court-trump-immunity-takeaways?smid=url-share 6:30pm- A.J. Rice & Drew Allen join The Rich Zeoli Show to chat about current events and politics. Rice is the CEO of Publius PR and the Author of “The Woking Dead: How Society's Vogue Virus Destroys Our Culture.” And Allen is the VP of Client Development at Publius PR and Author of “America's Last Stand: Will You Vote to Save Or Destroy America in 2024?” 6:50pm- Rich wraps up the show!

The Rich Zeoli Show- Full Episode (04/25/2024): 3:05pm- On Thursday, the U.S. Supreme Court heard oral argument in Trump v. United States—a case which will determine the extent of presidential immunity. In one notable exchange with Justice Department Counsel Michael Dreeben, Justice Brett Kavanaugh asked if, hypothetically, former President Barack Obama could be prosecuted for his administration's use of drone strikes against U.S. citizens in foreign countries. Justice Clarence Thomas also questioned if previous presidents, like John F. Kennedy who authorized Operation Mongoose which resulted in Cuban civilians being killed, could be criminally prosecuted after leaving office. 3:30pm- During oral argument in Trump v. United States, Supreme Court Justice Sonia Sotomayor asked Donald Trump's attorney D. John Sauer if the president could, under Sauer's argument, “assassinate” a political rival with complete immunity? 3:40pm- Robert Bork Jr.—President of the Antitrust Education Project & President of the Bork Communication Group—joins The Rich Zeoli Show to breakdown what he heard during oral argument in the Supreme Court case Trump v. United States, which will determine the extent of presidential immunity. His assessment is that Donald Trump's attorney D. John Sauer “got the better of the argument today.” Plus, Bork discusses the Federal Trade Commission and Chair Lina Khan invalidating tens-of-millions of employment contracts. You can learn more about the Antitrust Education Project here: https://www.antitrusteducationproject.org/about-aep/ 4:05pm- Charlie Savage and Alan Feuer of The New York Times write of oral argument in Trump v. United States: “Although Mr. Trump's claim of near-absolute immunity was seen as a long shot intended primarily to slow the proceedings, several members of the Republican-appointed majority seemed to indicate that some immunity was needed… Chief Justice John G. Roberts Jr. criticized an appeals court ruling rejecting immunity for Mr. Trump, saying he was concerned that it ‘did not get into a focused consideration of what acts we are talking about or what documents are talking about.'” You can read their full takeaway here: https://www.nytimes.com/live/2024/04/25/us/trump-immunity-supreme-court/supreme-court-trump-immunity-takeaways?smid=url-share 4:20pm- Listeners call-in and react to the arguments presented by Trump's legal team and the Department of Justice in Trump v. United States. 4:40pm- During oral argument in Trump v. United States, Justice Samuel Alito asked Justice Department Counselor Michael Dreeben if presidential immunity is limited by the court, could presidents prosecute their political rivals once those rivals leave office? And, if so, wouldn't that quickly become a threat to the maintenance of a stable democracy? 5:05pm- On Thursday, the U.S. Supreme Court heard oral argument in Trump v. United States—a case which will determine the extent of presidential immunity. At one point, Justice Samuel Alito questioned whether former President Franklin Delano Roosevelt could have been, hypothetically, prosecuted for his decision to intern Japanese-American citizens—depriving them of their inherent, constitutionally protected rights—during World War II. In another notable moment, Justice Brett Kavanaugh asked Justice Department Counsel Michael Dreeben if former President Barack Obama could be prosecuted for his administration's use of drone strikes against U.S. citizens in foreign countries. 5:30pm- While briefly appearing on television, a New York City construction worker made clear he isn't a huge fan of President Joe Biden… 5:35pm- Jack Tomasello—of Tomasello Winery in Hammonton, New Jersey—joins The Rich Zeoli Show to discuss the 2024 Down & Derby Wine Fest on May 4th at Veterans Island on Cooper River Park from 2pm to 7pm! “Sample delicious wines from South Jersey's leading wine producers while immersing yourself in Derby themed fashion and festivities at The Fourth Annual Down And Derby Wine Festival presented by the Camden County Board of Commissioners and Visit South Jersey. Enjoy a great day with music, food, games and of course, some of the best wines from our South Jersey Wineries.” For tickets and information visit: https://visitsouthjersey.com/event/2024-down-derby-wine-festival/ 6:05pm- On Thursday, the U.S. Supreme Court heard oral argument in Trump v. United States—a case which will determine the extent of presidential immunity. In one notable exchange with Justice Department Counsel Michael Dreeben, Justice Brett Kavanaugh asked if, hypothetically, former President Barack Obama could be prosecuted for his administration's use of drone strikes against U.S. citizens in foreign countries. Justice Clarence Thomas also questioned if previous presidents, like John F. Kennedy who authorized Operation Mongoose which resulted in Cuban civilians being killed, could be criminally prosecuted after leaving office. 6:10pm- Charlie Savage and Alan Feuer of The New York Times write of oral argument in Trump v. United States: “Although Mr. Trump's claim of near-absolute immunity was seen as a long shot intended primarily to slow the proceedings, several members of the Republican-appointed majority seemed to indicate that some immunity was needed… Chief Justice John G. Roberts Jr. criticized an appeals court ruling rejecting immunity for Mr. Trump, saying he was concerned that it ‘did not get into a focused consideration of what acts we are talking about or what documents are talking about.'” You can read their full takeaway here: https://www.nytimes.com/live/2024/04/25/us/trump-immunity-supreme-court/supreme-court-trump-immunity-takeaways?smid=url-share 6:30pm- A.J. Rice & Drew Allen join The Rich Zeoli Show to chat about current events and politics. Rice is the CEO of Publius PR and the Author of “The Woking Dead: How Society's Vogue Virus Destroys Our Culture.” And Allen is the VP of Client Development at Publius PR and Author of “America's Last Stand: Will You Vote to Save Or Destroy America in 2024?” 6:50pm- Rich wraps up the show!

Max Mohr, Director of Client Development at Gig Strategic, joined Kyle Miller live on The Kyle Miller Show! The Kyle Miller Show airs live Thursday from 2:15 pm – 3 pm on The I Love CVille Network. Watch and listen to The Kyle Miller Show on Facebook, Instagram, Twitter, LinkedIn, iTunes, Apple Podcast, YouTube, Spotify, Fountain, Amazon Music, Audible and iLoveCVille.com.

Join David Ackert in this episode of the Market Leader's Podcast as he welcomes special guests Robin D. Davidson, Head of Business Development and Communications at Boies Schiller, and Matt Plavnick, Director of Client Development at Wheeler Trigg O'Donnell. They engage in a conversation centered around the concept of "constructive pushback" in legal business development and the challenges it presents. David explores Robin and Matt's experiences with past leaders and how their leadership styles have shaped their approach to navigating constructive pushback in the legal industry. They discuss the critical components essential to authentic leadership, emphasizing the importance of framing pushback as a collaborative conversation to improve outcomes rather than opposing ideas. Moreover, they delve into the increasingly blurred lines between personal and work lives and the significance of forging genuine human connections in a digitized economy. The conversation also covers strategies for training and developing junior professionals to handle such interactions effectively, including encouraging observation, modeling, and feedback. Tune in to learn about the power of saying “No” to create space for “Yes” in client interactions, the why behind actions, and the consistent delivery of excellent service. Discover how to empower teams and employees through authentic leadership and gracefully navigate the complexities of legal business development. Listen, Subscribe, Like, & Comment below to gain valuable insights into navigating constructive pushback in legal business development and fostering a culture of collaboration and creativity from our PipelinePlus community.

GUEST 1 OVERVIEW: Drew Thomas Allen, author of "America's Last Stand: Will You Vote to Save or Destroy America in 2024," serves as the Vice President of Client Development at Publius PR, a premiere communications firm. At Publius PR, Allen has worked as a publicist for many prominent figures in politics, including Peter Navarro, Dr. Naomi Wolf, Dr. Ben Carson, Alan Dershowitz, and Kari Lake, among others.  In addition to running PR campaigns for some of the most recognizable names in politics, Allen is a widely published columnist and the host of the popular Drew Allen Show podcast. He is also an in-demand political analyst, having made appearances on Newsmax, GB News, and various radio stations across the country. GUEST 2 OVERVIEW: David Kurten is leader of the Heritage Party, a former London Mayor candidate, and outspoken critic of the attack on family, culture, & religion.

To celebrate Women's History Month and International Women's Day 2024,  we invite you to join us as we talk with marketing and business development leaders from the world's best law and professional services firms.  This special episode of CMO Series REPRESENTS shines a light on leaders as they share their personal stories, best practices and the inspirational people who have influenced their career journeys and inspired inclusion in their firms. Join us for part one of this special series, as we uncover the transformative power of recognition and role modelling in fostering a culture of diversity and inclusion. First up, we speak with Deborah Fleming, Marketing and Business Development Director at Walker Morris, Alison Reynolds, Digital Marketing Director at Vinson & Elkins, Julie McConnell, Associate Director of Business Development for Global Industry Groups at White & Case, Liz Gooch, Chief Business Development & Marketing Officer at McDermott Will & Emery, Vicky Hanks, Head of Marketing at Blake Morgan, Lisa Azzuolo, Chief Marketing Officer, Bennett Jones, Evette Pottinger, Head of Marketing at AA Thornton, Sheenika Gandhi, Chief Marketing Officer at Greenberg Glusker, Gemma Vaites, Director of Business Development and Marketing at Capsticks, Karen Snell, Chief Business Development & Marketing Officer at Kennedys, Naomi Butson, Corporate Communications Manager at Marks & Clerk, Vicky Elliott, Group Head of BD &  Marketing at Memery Crystal and Rosenblatt Law Firms, Deborah Farone, CEO of Farone Advisors, Jean-Marie Campbell, Head of Client Development at Baker McKenzie, Cynthia Howard, Chief Marketing Officer at Greenspoon Marder and Lora Wegman, Marketing Director at Thompson Coburn.    

Dan fills in for Gary Jeff tonight and is joined by VP of Client Development for Publius PR Drew Allen and takes your calls regarding the latest in news and politics. Tune in!

What You Need to Know is fighting the Permanent State must be our top issue. A quick view of the election field reminds us that many candidates, consultants, and pollsters just don't get it. Even many right-wing voters don't fully understand that we can't just continue business as usual and hope for incremental changes. Our way of life itself is threatened from the permanent government within our own borders. We must make electoral decisions with that priority in mind.  Drew Thomas Allen, VP of Client Development at Publius National Post and author of America's Last Stand, joins Ed to discuss the gravity of the situation in America going into the 2024 election. Drew discusses the importance of overcoming the media's propaganda and remind the American people of the failures of Biden's presidency as we approach the election. John Schlafly, co-author of the Schlafly Report, joins Ed to discuss this week's column, ‘Only Trump Can Unite Our Vast Country', as well as recent happenings in lawfare. With the Iowa Caucus right around the corner, John thinks that Trump will sweep and the other candidates will pick up the crumbs. John points out to Ed how Jack Smith has no ground for his prosecution and does not have proper grounds to prosecute someone on behalf of the United States because he was not appointed by the President. Wrap Up: The big question before the courts right now is how far criminal liability goes for the President. Is it different? President Trump clarified the heart of the matter, stating that you can't start criminalizing the actions of the President because the entire system will break down… but if you can, Biden should start facing charges too.See omnystudio.com/listener for privacy information.

Ken interviews three experts in Retail store staffing for the inaugural Tech Talk podcast episode.Sharonda Weatherspoon is the SVP, Head of Retail Transformation, Client Development, and Operations, as well as the Co-Chair of North America's Diversity and Inclusion ERG. She has spent over 24 years at Ralph Lauren, surviving my tenure, and moving up through the ranks, starting as a General Manager, and in her most recent role, as SVP of retail stores from North America. Sharonda has always worked directly with the stores and fully understands the frontline experience where her focus has been to create the best customer experience and the appropriate staff to support it.Ron Thurston is the founder of OSSY, a platform that aggregates store employee talent from sales associate to leadership roles, enabling retailers and brands to easily access Aussie's labor pool. Ron is also the author of the Amazon bestseller, Retail Pride, championing joy and success in the service industry. Ron's book draws on his experience and store leadership roles with Intermix, San Laurent, Tory Burch, Apple, West Elm, and Gap. Ron also hosts a podcast, Retail in America.Mike Myers is the co-founder and CEO of Reflex and has spent the last decade building early stage companies as both a founder and an early stage venture. Reflex works with some of the top brands in retail today and helps brands leverage a flexible labor model to drive store performance. Retailers use Reflex to connect with experienced on-demand retail store associates and to flex their labor models to support the real time needs of the business.Key Takeaways from this episode are:1.    Evolution of Retail Staffing Post-COVID: The post-COVID environment has significantly changed the landscape of retail staffing. Retailers have had to adapt rapidly to evolving business models, leading to challenges in finding and retaining talent. Competing for local talent, dealing with the gig economy, upskilling rapidly, and identifying the right candidate profiles have become significant hurdles.2.    Shift Towards On-Demand Flexible Talent: The emergence of platforms like Reflex has transformed the staffing model. They facilitate connecting retailers with on-demand, experienced retail talent, allowing for real-time staffing adjustments based on business needs rather than fixed hiring plans.3.    Tech-Driven Recruitment Solutions: Reflex, as a tech platform, streamlines the staffing process. It provides a platform for retailers to access a pool of vetted workers for various roles, from back of house to front of house, offering flexibility in scheduling and facilitating worker-retailer feedback through ratings and reviews.4.    Challenges and Benefits of Adopting New Staffing Models: Trust remains a significant obstacle for retailers adopting flexible staffing solutions like Reflex. However, the platform's benefits, including reducing turnover costs, addressing immediate staffing needs, and potential cost savings in comparison to traditional hiring and retention methods, make a compelling case for its adoption.5.    Changing the Perception of Retail Jobs: The introduction of platforms like Ossy seeks to redefine the hiring process, especially for the retail workforce. It aims to replace traditional resumes with dynamic digital profiles, utilizing AI-driven algorithms to match candidates with suitable retail roles, focusing on soft skills, empathy, and curiosity, ultimately changing how individuals perceive and access retail job opportunities.6.    Industry Insights through Trade Shows and Networking: Sharonda gains industry knowledge and stays updated by attending trade shows like NRF. and various others. Networking through LinkedIn and connections with individuals like Ron and Mike allows her to stay informed about innovative solutions.7.    Innovative Solutions in Staffing: Both Ossy and Reflex offer platforms that provide accessible solutions through mobile applications and digital platforms, simplifying the staffing process compared to traditional methods like phone calls or emails. These platforms offer an automated and convenient way to connect available staff to positions.8.    Integration of AI: Both Ossy and Reflex are integrating AI into their platforms. Ossy aims to replace the traditional resume with a more interactive and multimedia-based platform for job seekers, while Reflex employs AI in the background to enhance the operational experience for workers and retailers without overtly marketing it as an AI platform.9.    Marketing Challenges and Strategies: Both platforms face marketing challenges in a crowded space. They are using strategies like word-of-mouth referrals, industry events (such as Shop Talk and NRF), and social media channels like TikTok and Instagram for worker acquisition. They also emphasize thought leadership, sharing insights, and building a presence within the retail industry.10. Funding and Business Challenges: Ossy is self-funded with an intention to create a new category, while Reflex has raised $12 million in funding and is focused on delivering for retail partners, launching new markets, and scaling worker experiences. Building the right tech infrastructure and understanding the time investment required has been a significant challenge for both platforms.

Join us as we celebrate this Thanksgiving season with our wonderful CMO Series community.  We're lucky to be joined by some of the world's top Marketing and Business Development leaders in the legal industry. From the mentors and leadership to peers, networks, and loved ones, we hear about all the influential people who have supported our guests on their career journeys as they share their gratitude on this very special episode.   Thank you to all of our illustrious guests for coming on board: Alison Swenton Arjoon, Chief Marketing and Business Development Officer at Fragomen, Alison Janzen, Director of Marketing and Business Development at Torkin Manes, Andrew Laver, Chief Marketing and Business Development Officer at Porzio, Bromberg & Newman, Courtney Beauzile, Head of Marketing, Business Development and Communications at Robins Kaplan, Courtney Carter, Director of Diversity, Equity, and Inclusion at Jenner & Block, Dawn Longfield, Chief Marketing Officer at Davis+Gilbert, Emily McKeown, Business Development Director at Godfrey & Khan, Emily Rogers, Chief Marketing and Business Development Officer at Norton Rose Fulbright, Erica Roman, Chief Marketing and Business Development Officer at Cole Schotz, Jay Linder, Director of Communications at Cadwalader, Wickersham & Taft, JeanMarie Campbell, Head of Client Development for North America at Baker McKenzie, Jessica Grayson, Director of Practice Management & Lateral Growth at Stradley Ronon, John Eix, Director of Marketing and Business Development at Crowe & Dunlevy, Julie Chodos, Chief Marketing and Business Development Officer at Axinn, Justin Portaz, Chief Marketing and Business Development Officer at Jenner & Block, Maggie Watkins, Founder of Maggie T. Watkins Consulting, Terra Davis, Chief Diversity & Talent Development Officer at Knobbe Martens, Tom Helm, Chief Marketing Officer at Smith Gambrell Russell, and Trish Lilley, Chief Marketing Officer at Thompson Coburn. From all of us here at Passle, have a very happy Thanksgiving!  

On today's show, Drew Allen discusses his book and the political state of the USA. GUEST OVERVIEW: Drew is the author of "America's Last Stand: Will You Vote to Save or Destroy America in 2024," and he also serves as the VP of Client Development at 'Publius PR.' Additionally, he is the host of 'The Drew Allen Podcast' and a political analyst. Find more at https://www.drewallen.substack.com    

What You Need to Know is RFK Jr.'s polling shows a return to independence. RFK's independent presidential campaign netted 22% in a recent Quinnipiac poll, which isn't so much an endorsement of his policies and positions as it is a rebuke of the party-first mentality of our hyper partisan system! Let us all take the lesson and return to a pro-Constitution, America First set of positions. Party loyalty cannot be our driving force! Liberty comes first.  Drew Allen, VP of Client Development at Publius National Post and author of America's Last Stand, joins Ed to discuss the importance of proper communication of political issues. Drew and Ed also talk about the momentous situation going on in the United States and what is at stake in the 2024 election. Steve Goreham, speaker, author of Green Breakdown, and director of the Climate Science Coalition of America, joins Ed to discuss the false hope of net-zero carbon emissions by 2050. We are going to see green energy shocks, and people will demand cheaper energy that can actually provide for our needs. The ongoing Artificial Intelligence revolution will also be a major wrench in the works for net-zero advocates. What You Need to Do is form a study group! Get serious about being educated and preparing We the People (in your spheres of influence) to be effective grassroots activists.See omnystudio.com/listener for privacy information.

The Rich Zeoli Show- Full Episode (11/10/2023): 3:05pm- November 7th proved to be yet another disappointing election day for Republicans across the country. In Kentucky, Andy Beshear (D) won reelection in his gubernatorial campaign. Republicans in Virginia lost control of the state House—meaning that Democrats now control both chambers of the Virginia legislature. Meanwhile, Ohioans voted in favor of establishing abortion as a state constitutional right. Locally, Republicans in Pennsylvania and New Jersey struggled—with Judge Dan McCaffery defeating Judge Carolyn Carluccio to win a seat on Pennsylvania's Supreme Court. How can Republicans change course moving forward? Removing Ronna Romney McDaniel from her position as Republican Party Chairwoman, reaching out to younger voters via TikTok, and expanding the conservative vote by embracing mail-in ballots and taking advantage of early voting. 3:10pm- Jersey Freedom, a political organization, spent tens-of-thousands of dollars backing third party candidates in hopes of diluting the Republican vote in New Jersey's November 7th election. The ad campaign even included endorsements for candidates that have withdrawn from their races. In response, New Jersey Republican Party sued—alleging that the organization has violated campaign finance reporting laws by shielding donor information. Last week, “Superior Court Judge Michael Blee said that Jersey Freedom may make no further expenditures in New Jersey, but acknowledged that with Election Day just five days away, his decision might be too late to matter,” according to a report from David Wildstein of The New Jersey Globe. How many votes did these candidates receive? And what was the impact on the final election results? You can read more here: https://newjerseyglobe.com/legislature/n-j-judge-freezes-bank-account-of-dark-money-group-backing-fake-candidate-bars-them-from-further-voter-communications/ 3:15pm- Congressman Jeff Van Drew (R-NJ) is urging the United States government to create an expedited, lawful pathway toward refuge for people of Jewish faith who are being persecuted globally in the aftermath of the October 7th Hamas-led terror attacks on Israeli citizens. In a statement, Rep. Van Drew explained: “The Biden administration must step up and offer refuge to Jews across the world who fear for their lives and require immediate temporary relocation by providing expedited entry into the United States. Our nation has always stood as a beacon of hope to those who are persecuted, and we must stand strong on our foundational principles by providing unwavering support for Jewish communities across the world.” You can read his full statement here: https://vandrew.house.gov/news/documentsingle.aspx?DocumentID=594 3:30pm- According to a report from The New York Times, “F.B.I. agents seized Mayor Eric Adams's electronic devices early this week in what appeared to be a dramatic escalation of a federal corruption investigation into whether his 2021 campaign conspired with the Turkish government and others to funnel money into its coffers… The agents approached the mayor on the street and asked his security detail to step away, one of the people said. They climbed into his S.U.V. with him and, pursuant to a court-authorized warrant, took his devices.” You can read the full report from William K. Rashbaum, Dana Rubinstein, and Michael Rothfeld here: https://www.nytimes.com/2023/11/10/nyregion/adams-fbi-investigation-phones.html?searchResultPosition=1 3:45pm- Ryan Manion—Author of the book, “The Knock at the Door: Three Gold Star Families Bonded by Grief and Purpose”— joins The Rich Zeoli Show to discuss Veterans Day and her work serving as the Chief Executive Officer of the Travis Manion Foundation. Learn more about the Travis Manion Foundation here: https://www.travismanion.org 4:05pm- U.S. Army Veteran Jim Webb joins The Rich Zeoli Show to discuss his fascinating life—seeing the Hindenburg fly over West Philadelphia in 1937, living through World War II, building Piasecki Helicopters, and serving as a member of the United States Army in The Korean War. 4:30pm- Dr. Victoria Coates— Former Deputy National Security Advisor & the Vice President of the Davis Institute for National Security and Foreign Policy at The Heritage Foundation—joins The Rich Zeoli Show to discuss the over one-thousand officials in the U.S. Agency for International Development (USAID) signing an open letter calling for President Joe Biden to force Israel into a ceasefire with Hamas. Will President Biden remain strong and continue to support Israel? During the conversation, Dr. Coates reveals that hate for Israel has become so systemic on elite college campuses that she was forced to travel with armed security while speaking at Princeton University last week. Dr. Coates is the author of “David's Sling: A History of Democracy in Ten Works of Art.” You can find her book here: https://www.amazon.com/Davids-Sling-History-Democracy-Works/dp/1594037213 5:05pm- Dr. Wilfred Reilly—Professor of Political Science at Kentucky State University & Author of “Lies My Liberal Teacher Told Me”—joins The Rich Zeoli Show to discuss Disney's newest superhero movie, “The Marvels,” which is being called the worst film in the Marvel Cinematic Universe. Plus, there is a new attempt to cancel YouTuber Mr. Beast…for building 100 wells across Africa providing an estimated half-million people with clean water? How is that offensive to anyone? You can pre-order Dr. Reilly's upcoming book here: https://www.amazon.com/Lies-My-Liberal-Teacher-Told/dp/0063265974 5:40pm- Earlier this week, Douglas Murray sat down for a long-form interview with Tucker Carlson in a video posted to X. Libby Emmons of The Post Millennial writes, “Twitter user Douglass Mackey [has been] sentenced to 7 months in prison after being found guilty of election interference for making memes disparaging Hillary Clinton.” She notes, “[t]here was no evidence to suggest that any voter attempted to cast their ballot via text in response to Mackey's meme.” How could any court criminally punish satirical speech on social media? Could the U.S. Supreme Court ultimately end up hearing this freedom of speech case? You can read more here: https://thepostmillennial.com/breaking-twitter-user-douglass-mackey-sentenced-to-7-months-in-prison-after-being-found-guilty-of-election-interference-for-making-memes-disparaging-hillary-clinton?utm_campaign=64483 5:45pm- Kelly Garrity of Politico writes that the Minnesota Supreme Court “dismissed a lawsuit that would bar [Donald] Trump from the primary ballot under a provision of the 14th Amendment that bars people from holding public office if they “engaged in insurrection or rebellion.'” However, Garrity warns that the “court did not explicitly address whether Trump's role in the activities surrounding the events of Jan. 6, 2021, disqualified him” from being placed on a general election ballot. You can read the full article here: https://www.politico.com/news/2023/11/08/minnesota-supreme-court-trump-ballot-00126210 6:05pm- According to a report from The New York Times, “F.B.I. agents seized Mayor Eric Adams's electronic devices early this week in what appeared to be a dramatic escalation of a federal corruption investigation into whether his 2021 campaign conspired with the Turkish government and others to funnel money into its coffers… The agents approached the mayor on the street and asked his security detail to step away, one of the people said. They climbed into his S.U.V. with him and, pursuant to a court-authorized warrant, took his devices.” You can read the full report from William K. Rashbaum, Dana Rubinstein, and Michael Rothfeld here: https://www.nytimes.com/2023/11/10/nyregion/adams-fbi-investigation-phones.html?searchResultPosition=1 6:35pm- Drew Thomas Allen— Vice President of Client Development at Publius PR—joins The Rich Zeoli Show to discuss his new book, “America's Last Stand: Will You Vote to Save Or Destroy America in 2024?” You learn more about the book here: https://www.amazon.com/Americas-Last-Stand-Destroy-America/dp/B0CLV2P3M6

The Rich Zeoli Show- Hour 4: According to a report from The New York Times, “F.B.I. agents seized Mayor Eric Adams's electronic devices early this week in what appeared to be a dramatic escalation of a federal corruption investigation into whether his 2021 campaign conspired with the Turkish government and others to funnel money into its coffers… The agents approached the mayor on the street and asked his security detail to step away, one of the people said. They climbed into his S.U.V. with him and, pursuant to a court-authorized warrant, took his devices.” You can read the full report from William K. Rashbaum, Dana Rubinstein, and Michael Rothfeld here: https://www.nytimes.com/2023/11/10/nyregion/adams-fbi-investigation-phones.html?searchResultPosition=1 Drew Thomas Allen— Vice President of Client Development at Publius PR—joins The Rich Zeoli Show to discuss his new book, “America's Last Stand: Will You Vote to Save Or Destroy America in 2024?” You learn more about the book here: https://www.amazon.com/Americas-Last-Stand-Destroy-America/dp/B0CLV2P3M6

Want to grow your law practice but have trouble figuring out what to do and how to fit it into the limited time you have? Learn my 5-part business development framework to improve your client development ROI and grow your business in a sustainable way that's actually enjoyable. *** APPLY FOR ELEVATE ATTORNEY BUSINESS GROWTH MASTERMIND: https://www.coursecorrectioncoaching.com/business-development-mastermind/ *** GET SHOW NOTES & LINKS: https://www.lifeandlawpodcast.com/podcast/grow-your-law-practice/ The post #125: Increase Your Client Development ROI (By 30%+) appeared first on Life & Law Podcast.

The General Counsel Conference East has long been the premier forum for general counsel to learn, network and evolve in their roles.  This year's conference is being held in Brooklyn, New York and Legal Speak is there.  In this episode, Law.com's Zack Needles speaks with Matt Wheatley, the Vice President of Client Development at Priori.

Perceived resistance from clients and a strong focus on billable hours could explain why law firms have been slower to adopt client listening programs. Today, we'll explore the valuable lessons firms can take from a client's perspective to successfully implement client listening and enhance the overall experience. Will Eke is lucky to welcome JeanMarie Campbell, Regional CMO and Head of Client Development for North America at Baker McKenzie, to discuss her remarkable career journey and the pivotal moment she recognized the crucial role of client listening in law firms. JeanMarie uncovers how her experiences outside of legal influenced the client listening programs at Baker McKenzie, shedding light on the strategies employed to establish a culture of exceptional client service.  

Guiding you through the world of growth, performance marketing, and partner marketing.We sit down with growth and marketing leaders to share tests and lessons learned in business and in life.Host: Tye DeGrangeGuest: Tomas Saulsbury-HunterHype man & Announcer: John Potito

Digital tools have made it possible to work from anywhere. But offices are still the best places for collaboration and critical for attracting talent. So how are employers adapting?In today's episode, host Greg Bedalov meets with two workplace experts to discuss how modern workplaces are evolving to attract talent, spur collaboration, and accommodate hybrid work styles. From creative design solutions to the rise of “phygital” workplaces, Greg and his guests cover the topics and trends that matter to Chicagoland businesses.Guests:Julie Hokin Watts, Director of Client Development at Corporate ConceptsJosh Tremblay IIDA, Principal, Corporate & Commercial Interiors Practice at Wight & CompanyHost: Greg Bedalov, President and CEO of Choose DuPageDive Deeper:For great workplace design right here in DuPage, check out our Smartest, Sleekest & Healthiest Workplaces of 2022.Beyond office design, the workplace experience is shaped by the community around it. Learn how Chicagoland's creative approach to economic development is evolving communities across the region.Explore the Greater Chicagoland Economic Partnership, an innovative collaboration between the City of Chicago and DuPage, Cook, Kane, Kendall, McHenry, Lake, and Will Counties.A special thanks to College of DuPage for supporting today's episode. To keep up with what's happening in DuPage County and the Chicagoland region, follow Choose DuPage on social media or visit ChooseDuPage.com/Ready.

Top billers typically have one or more “cornerstone clients.”    These key accounts are ones you can build your business on because they use you exclusively and give you lots of repeat business. My special guest, Katherine Jerald, is someone who's mastered the art of client development.    Katherine is the founder of Elray Search, a firm that is committed to solving the biggest talent needs of middle-market clients in the aerospace, satellite, and defense firm. She's also a member of the Pinnacle Society.    What's fascinating about Katherine's story is that she's a second-generation recruiter. She remembers the first day her father opened a recruiting firm. She actually got to skip school at the age of 12 to help set up the office computers.    Katherine later rejoined her father's search firm, FPC Portland in 2015 as an executive recruiter, and opened an FPC office in Lake Oswego, Washington. During her tenure within the FPC franchise network, Katherine was the five-time winner of FPC's “Top Recruiter” Award.   In this episode, Katherine shares the skillset and mindset that enabled her to become a top producer and successful business owner. She reveals some killer strategies for winning and developing clients, plus how she transitioned from contingency to 100% engaged search.   Episode Outline and Highlights   [02:06] How Katherine's father influenced her career path as a recruiter and owner. [06:13] Was it easier or harder working in a family recruitment business? [11:30] Success factors to becoming a five-time top recruiter in the FPC network. (client-side development, grind, and hustle) [16:48] Strategies for identifying, breaking into, and caring for the correct accounts. [21:14] Pitching a relationship instead of a transaction in a recruitment call. [25:16] Katherine shares her process for developing client relationships. [32:12] How commitment plays a big part in Katherine's success. [33:24] Transitioning from being a top recruiter to launching her own firm - Katherine shares her story. [37:29] Discussion and thought process on engaged versus contingent search. [45:49] Creating your “irresistible offer” - most recruiters don't understand this! [49:55] Hiring and building your business - how Katherine started growing her team. [58:06] Katherine reveals her selling style.   How to Become a Top Recruiter: Hustle, Grind and Focus on Client Development   During her tenure at FPC, Katherine was the five-time winner of FPC's top recruiter award. What's her secret?   According to Katherine, “The baseline is you gotta hustle and you gotta grind. And most people do not want to work that hard.” But of course, that can't be all there is to it because I also have seen recruiters work really hard but still not get the same results that Katherine does.    She then revealed the differentiator: “I would say it's been really connecting and developing the client side.” Katherine is aware of the importance of client development.  She shared her strategies for finding the right account, landing that business, and caring for the relationship. This strategy leads to her getting referrals which leads to more businesses and clients.    Katherine also gave tips on how to pitch without being too salesy, how to establish relationships during a recruitment call instead of being purely transactional, and her process for developing those accounts.   Transitioning From Contingency to an Engaged Search   The most exciting part of Katherine's story is how she recently launched her own recruitment firm, Elray Search. They officially launched on April 1 of this year, and in their first quarter they've taken off like a rocket ship, which is fitting since they specialize in aerospace and defence.   One of the key shifts that Katherine made when she started on her own is that she hasn't accepted any contingent searches since their launch. How does she pitch this engaged search to her clients? Here's some of her verbiage:   “We ask for ten grand to kick things off.” “What you can expect from me is weekly update calls. We do a video chat, we'll record them so I can share them with my team as well.” “Hey, I'm gonna do your first interview for you. Just tell me what questions you want me to ask. You can watch it on video when you're on the airplane.” “If you're not happy with what we're doing after three weeks, I'll give you your ten grand back.”    Katherine added, “Guess how many have asked for it (the $10k deposit) back? Zero!”   Katherine also discussed how she started to build her team - having just hired their third member very recently, and how it helped her be free from the 360 model.   Pitching it the Right Way   I love Katherine's mindset when it comes to pitching: “So the whole like the premise is, nobody likes a hard sell anymore. And this is totally contradictory to what we, you know, how it was taught 20 years ago, where you're trying to say, ‘Hey, can I accept on your behalf?' That doesn't work anymore.”   For Katherine, it is all about attraction rather than promotion. By asking the right questions, she is able to nudge a candidate to start talking and building a relationship, which eventually leads to successful placements. Katherine added, “I tell them, ‘Hey, I'm never gonna try to talk you into something. At the end of the day, you're always gonna do what's best for you and your family, and everybody should understand that. And if they don't, they don't have the right intentions'.”   Katherine shared so many golden nuggets, but that little script was my absolute favourite. Could the same approach be effective for you and your recruiters?   Our Sponsors   This podcast is proudly sponsored by i-intro and Recruitment Entrepreneur.   i-intro® is an end-to-end retained recruitment platform. Their technology and methodology allow recruiters to differentiate themselves from the competition, win more retained business, bigger fees, and increase their billings. Their software combined with world-class training enables you to transition from transactional, contingency recruiter to consultative, retained recruiter. Instead of being perceived as a “me too” vendor, you'll be positioned as a “me only” solutions provider. Be sure to mention Mark Whitby or The Resilient Recruiter. Book your free, no-obligation consultation here: https://recruitmentcoach.com/retained Recruitment Entrepreneur is the world's leading Private Equity firm specializing in the international recruitment industry. If you've dreamed of starting, scaling, and selling your recruitment business, this is your chance. James Caan and his team at Recruitment Entrepreneur are actively seeking ambitious recruiters in who they can invest. They provide everything you need to grow a successful recruitment business including funding, financial expertise, coaching and mentoring, operational strategy, back-office support, marketing, and talent attraction solutions. Be sure to mention Mark Whitby or The Resilient Recruiter. Start a conversation here: https://recruitmentcoach.com/vc   Katherine Jerald Bio and Contact Info   Katherine is a second-generation recruiter. She remembered the first day her father opened a recruiting firm; she got to skip school at the age of 12 to set up office computers.  She received her bachelor's in business from the University of Oregon in 2004 and her MBA in finance from Washington State University in 2015.    She rejoined her father's search firm, FPC Portland, in 2015 as an executive recruiter and opened an FPC office in Lake Chelan, Washington. She specializes in defense, satellite, and aerospace technologies. During her tenure at FPC, she was the five-time winner of FPC's Top Recruiter award.    In 2022, Katherine launched Elray Search, LLC, a firm that is committed to solving the biggest talent needs of middle market clients in the aerospace, satellite, and defense firm.  Katherine is a member of the Pinnacle Society.    She was a 2022 Pinnacle Conference Speaker and a 2022 Whitman Partners Conference Speaker. She is also an active member of SSPI (Space & Satellite Professionals International) and Leading Ladies of Aerospace.    Katherine on LinkedIn Elray Search website link Elray Search on LinkedIn The Pinnacle Society website link   People and Resources Mentioned   Seven Ways to Get New Clients Fast Ebook $100M Offers: How To Make Offers So Good People Feel Stupid Saying No, by Alex Hormozi Crelate Jon Bartos on LinkedIn Josh Braun on LinkedIn Allan Fisher on LinkedIn Wes Ashworth on LinkedIn   Connect with Mark Whitby Get your FREE 30-minute strategy call Mark on LinkedIn Mark on Twitter: @MarkWhitby Mark on Facebook Mark on Instagram: @RecruitmentCoach Related Podcast You Might Enjoy TRR#166 How to Bill $1,000,000 For Ten Years Straight and Grow a Successful Team, with Allan Fisher TRR#132 How to Break Out of a Slump and Bill an Amazing $420k in 5 Months, with Wes Ashworth Subscribe to The Resilient Recruiter  

On this episode of Investors & Operators, Jordan sits down with BRIAN BANK, Strategy & Client Development, Investment Funds Group at Kirkland & Ellis LLP. Together, they discuss:The current fundraising environment is challenging. Why? How LPs (including family office, endowment, pension, etc.) functionMistakes GPs might make in fundraising Who to hire / how to build an effective team to fundraise ...and so much more.Brian Bank has more than 20 years of experience within the investment funds universe as both an institutional limited partner and as a placement agent. As an LP, Brian committed to funds across private equity, venture capital, debt, real estate, and credit strategies, served on numerous Limited Partner Advisory Committees (LPACs), executed and managed co-investments, sold assets in the secondary market, analyzed over 1,000 partnerships, attended several hundred annual meetings, and established a very deep and broad network across the private investment funds community.At Kirkland, Brian leverages his deep knowledge and relationships to provide clients strategic and tactical advice and perspectives on commercial and business issues related to fundraising, messaging, investor relations and market conditions.Prior to joining Kirkland, Brian headed US PE origination for First Avenue Partners, a UK-based independent placement agent. He has more than 17 years of experience advising private equity firms, including 15 years as a private funds limited partner and portfolio manager. Brian has managed LP commitments in more than 50 general partnerships and served on numerous Limited Partner Advisory Committees across private equity, real estate, venture capital, and energy, and has identified, diligenced and executed direct investments, co-investments, and secondary transactions.

Geoff has worked in the legal field and at law firms for over 20 years. Starting out in the military and then as a graphic designer, his roles morphed into business development where he ultimately became the Director of Client Development for one of the most well-known law firms in Georgia. Geoff shares what he has learned about marketing and business development – including what works and what doesn't. Geoff talks about the best use your firm's resources to attract new clients and how to get over the hurdles and fears of marketing. Geoff gives real life examples and talks about approaches to get lawyers and employees engaged. He explains “organically” making connections and not being salesly. Geoff talks about website development and how to look at internet and social media marketing. We talk about golf as business tool, making lists to indentify potential clients, lawyers as sellers/do'ers and coaching vs. collaborating. Geoff just launched Justified Client Development where he is partnering with law firm clients to help them become more successful in all aspects of revenue generation to include Alternative Fee Arrangements for Litigation, Building a Corporate Recoveries Practice, How to Create a Culture of Business Development, Training Marketing and Business Development Staff, Using Data to Make Business Development Decisions, How to Use Case Tracking Software to Win Business, How to Win Business Through CLE Presentations, Voice of the Client Panels, Building a Law Firm Sales Team, Building a Network in the Legal Industry, Maximizing Every Opportunity to Develop Business. He is working with law firms of all different sizes and practice areas and has implemented specific plans for each of his clients. Geoff is also a talented musician who spends his free time playing in bands. This includes being Bono in a U2 cover band. You can reach Geoff at Geoff@justifiedclientdevelopment.com. As always, this podcast is powered by the J. Stein Law Firm – a personal injury law firm in Atlanta, GA – www.jsteinlawfirm.com.

Introducing “The Ick” and Looking Forward to Season 3Stephanie kicks off Season 3 by introducing “The Ick,” her characterization of that malaise, unease or discomfort we feel around age 40 and then previewing some of the guests you'll meet this season.Guest BioStephanie McLaughlin was born and raised in Manchester, NH. She fled the little city for a bigger one 50 miles south and spent 12 years living, schooling, working, and socializing in Boston. Stephanie was trained as a journalist but found that her career path led her to public relations and, ultimately, marketing. The schooling was not wasted, though, as her illustrious professional career has been built on the tenets of storytelling she learned in college. Her illustrious drinking career was also built on tenets she learned in college, albeit different ones, and perfected while studying under a number of esteemed mentors.Stephanie is a study in extremes and didn't know until part-way through The 40 Drinks Project that she was (and maybe always had been) in search of equilibrium. She spent two decades partying and drinking like a rockstar, while at the same time graduating magna cum laude from Northeastern University and building a successful career at noteworthy and important institutions including The Boston Globe, the mayoral administration of Thomas M. Menino and Tufts Medical Center.She returned to New Hampshire after a dozen years in Boston and spent time as the Associate Publisher of Business NH Magazine, the statewide monthly business publication, and the Director of Client Development for a multi-state law firm before she opened her own marketing business in 2007. All the while, her social life was on fire: friends, parties, trips, adventures, brushes with celebrity, you name it.As she neared 40, her body wouldn't abide the same volume of alcohol and she wasn't finding the same fulfillment with her varied groups of friends and framily. She began The 40 Drinks Project on a lark, thinking that it would be an appropriately outrageous way to celebrate “the big four-oh.” She didn't know at the time that some of her most important life lessons would come wrapped in the ridiculous endeavor.Since completing the project, Stephanie has found an absurd level of happiness with the love of her life, Patrick. They live in Manchester, New Hampshire, with a rambunctious black cat who eats wildly inappropriate things – like pajamas and curling ribbon. These days, three glasses of wine is a wild night, and she prefers a healthy dinner at home and some TV or a movie with Patrick to carousing out and about.She's still working on equilibrium – a little more consciously now – but she's much closer than she's ever been before.Introducing “The Ick” and Looking Forward to Season 3What does a story about chasing her cat around a snowy, icy yard and spraining her ankle in the process have to do with the transition we experience sometime around age 40? You're going to have to listen to find out!SponsorThe Forty Drinks Podcast is produced and presented by Savoir Faire Marketing/CommunicationsDo you have the Ick? Download Stephanie's guide to the Ick to diagnose whether you or someone you love is suffering from the Ick. www.fortydrinks.com/ickListen, Rate & SubscribeApple Podcasts SpotifyGoogle...

I recently had a terrible client call in which he (a recruitment owner) lambasted contingency search since "so many clients were not serious". Ironically, he was also one of those clients, which I revealed during the call. Whether you do contingent or retained, you should carefully vet out the seriousness and commitment of the client to fill to the role versus sending you on a wild goose chase. Even for retained, you want to avoid this situation bc our game isn't to collect part of the fee... It's to get the whole enchilada. And you're not going to get anything if your client is just shootin' their shot and going on a fishing expedition on your boat. Do not let these clients get outta control. In this podcast, I share the sound bites and word tracks to use to gauge their seriousness for you to get paid. For q's and comments, email dandan@dgrecruit.com

On the newest episode of Closing the Books, a podcast by IC System, IC System's Bart Shea, VP of Client Development shares his personal journey in the industry, his passion for the HFMA, and his debt collection industry insights with host Gabrielle Bejarano.The two discuss...1) Shea's journey in the collections industry2) Why participation in the HFMA is so important3) Where Shea sees debt recovery going in 2023 and beyond“It's near and dear to my heart with making sure that our industry is up to speed on the changes in healthcare, whether that be from a compliance standpoint or just an actionable standpoint...but I think that the HFMA is truly one of the good vehicles that us as service providers...can actually have really good conversations with prospects that attend HFMA shows,” said Shea. Shea, VP of Client Development at IC System, has been with the company for over two years as the VP of Client Development. He holds over two decades of experience in healthcare receivables management and previously spent time as the VP of Client Development - West for MedAssist and the National Director of Client Development for RevSolve, Inc. He is a HFMA Certified Revenue Cycle Representative (CRCR) and current President of the HFMA Arizona Chapter.

Welcome to Everyday Business, Yeo & Yeo's podcast. We've had the privilege of advising Michigan businesses for 100 years, and we want to share our knowledge with you. Covering tax, accounting, technology, financial and advisory topics relevant to you and your business, Yeo & Yeo's podcast is hosted by industry and subject matter experts, where we go beyond the beans. On episode 27 of Everyday Business, host Peter Bender, leader of Yeo & Yeo Wealth Management, is joined by Kevin Dement, Principal, Client Development, Avantax Retirement Plan ServicesSM and Matthew Cash, financial planning consultant for Avantax Planning PartnersSM. Listen in as Pete, Kevin and Matt discuss SECURE 2.0 and how many provisions of the act can enhance retirement plans. Thank you for tuning in to Yeo & Yeo's Everyday Business podcast. Yeo & Yeo's podcast can be heard on Apple Podcasts, PodBean and, of course, our website. Please subscribe, rate and review. For more business insights, visit our Resource Center and subscribe to our eNewsletters. DISCLAIMER The information provided in this podcast is believed to be valid and accurate on the date it was first published. The views, information, or opinions expressed during the podcast reflect the views of the speakers. This podcast does not constitute tax, accounting, legal or other business advice or an advisor-client relationship. Before making any decision or taking action, consult with a professional regarding your specific circumstances. Investment advisory services are offered through Avantax Planning PartnersSM. Commission-based securities products are offered through Avantax Investment ServicesSM, Member FINRA, SIPC. Insurance services offered through licensed agents of Avantax Planning Partners. 3200 Olympus Blvd., Suite 100, Dallas, TX 75019. The Avantax entities are independent of and unrelated to Yeo & Yeo Wealth Management. Peter Bender is an Avantax registered representative. Not all Financial Professionals are licensed to offer all products or services. Financial planning and investment advisory services require separate licenses. Avantax affiliated advisors may only conduct business with residents of the states for which they are properly registered. Please note that not all of the investments and services mentioned are available in every state. This material is for informational purposes only. It is not intended as investment, tax or other advice or an offer or solicitation for the purchase or sale of any financial instrument. Indices are unmanaged, represent past performance, do not incur fees or expenses, and cannot be invested into directly. Past performance is no guarantee of future results. Consult with your financial, tax or other appropriate advisors on all matters pertaining to financial, accounting or tax obligations and requirements. Check the background of Pete Bender on FINRA's BrokerCheck.

In this episode, we are joined by Dominic Foliano, Vice President of Client Development at VisiQuate, to discuss why credit and undistributed balances are typically viewed as an afterthought, how they segment the false positive credits from the true credits, what methods organizations can use to improve their credit balance performance and a lot more.This episode is sponsored by VisiQuate.

Law school teaches you how to think like a lawyer. Which is helpful but not enough. Join me for an honest conversation with JurisConsult Institute founder Molly Hough about what law school leaves out but shouldn't. Not only do we get into what's missing but also what should be done about it from an industry standpoint and what you can do to be a better all-around lawyer. *** GET THE CLIENT DEVELOPMENT BLUEPRINT https://www.coursecorrectioncoaching.com/client-development-blueprint/ *** Get show notes and links to recommended episodes: https://www.lifeandlawpodcast.com/podcast/what-law-school-leaves-out/ *** ENJOYING THE PODCAST? PLEASE RATE, REVIEW & FOLLOW Giving me a rating and review helps me support more people - like you - to become happily successful. And be sure to follow the podcast so you don't miss out.

How are you positioning yourself at work? Do you even know? And why does your positioning matter? Listen to today's episode to learn what positioning is, why it matters and the key to positioning (few people talk about). *** ACCESS THE CLIENT DEVELOPMENT BLUEPRINT https://www.coursecorrectioncoaching.com/client-development-blueprint/ *** Get show notes and links to recommended episodes: https://www.lifeandlawpodcast.com/podcast/how-are-you-positioning-yourself/ *** ENJOYING THE PODCAST? PLEASE RATE, REVIEW & FOLLOW Giving the show a review and rating helps me support more people - like you - to become happily successful. And be sure to follow the podcast so you don't miss out.

You're probably on LinkedIn. Perhaps you use it to connect with peers, clients and colleagues. And for occasional firm marketing posts. But are you maximizing it to your best advantage? If you're like most lawyers, the answer is "no". Join me and guest expert Stefanie Marrone for an enlightening conversation around how to utilize LinkedIn for relationship building, revenue generation and branding. *** ACCESS THE IMPROVE CLIENT DEVELOPMENT ROI WORKSHOP https://www.coursecorrectioncoaching.com/improve-client-development-roi/ *** Get show notes and links to recommended episodes: https://www.lifeandlawpodcast.com/podcast/linkedin-lawyer-marketing/ *** RATE, REVIEW & FOLLOW Please consider rating and reviewing the show! It helps me support more people - like you - become happily successful lawyers. And be sure to follow the podcast so you don't miss out.

Welcome to the Franchise Founders Podcast. We are on a mission to help aspiring entrepreneurs just like you take action through franchise ownership allowing you to obtain more financial freedom, time with family, and ultimately, a business that can run on its own without you.Dan Claps has co-founded several franchise development firms and currently runs Franchise Playbook. Christian Dadulak is a successful Franchise Consultant and runs his independent Franchise Consulting business, The Franchise Guys. Courtney Stillings is the Director of Client Development for Franchise Business Review, an immense resource for franchise buyers. Franchise Business Review empowers potential franchise buyers with franchise reviews, downloadable reports, top franchise lists, and industry insights—all in one convenient place! FBR surveys over 30,000 franchise owners from 300+ franchise brands to reveal the top franchises with the highest ratings in franchisee satisfaction, franchise culture, company performance and other key benchmarks. This data helps potential buyers narrow their search and make better-informed buying decisions. Tune in to learn from Courtney about how to use FBR as one more tool to help provide transparency in your franchise due diligence process. Franchise Founders is a huge supporter of the International Franchise Association (IFA). If you are a fan of franchising and have an interest in joining the franchise community, the IFA is a great place to start! Learn more here: https://www.franchise.org/about-us

Join Heather to learn the BIG lessons learned during 2022, including: ==> The need to continually check in with yourself. ==> Why simplicity is the key to success. ==> Why her mantra became "Do it anyway." ==> The supreme importance of networking (and how to network online). ==> How to rethink (and simplify) self-care. *** Schedule A Breakthrough Session: https://www.lifeandlawpodcast.com/free-call/ *** Get Show Notes & Links Here: https://www.lifeandlawpodcast.com/podcast/2022-life-lessons/ *** *** RATE, REVIEW & FOLLOW Please consider rating and reviewing the show! It helps me support more people - like you - become happily successful lawyers. And be sure to follow the podcast so you don't miss out.

You want to grow your business but there's a recession on the horizon, and you're worried about how that will impact your practice. Should you change your legal marketing strategies? Join me on the podcast to learn about the three essential marketing strategies for growing your business in any economy (and especially in a down economy). *** Get the Client Development Blueprint: https://www.coursecorrectioncoaching.com/client-development-blueprint/ *** For show notes and links, go to: https://www.lifeandlawpodcast.com/podcast/recession-proof-legal-marketing/

Let's be real: it's hard to devote time to business development. And there's no guaranty your business development efforts will pay off, making it even harder to devote the time. But ask yourself whether these things are true or whether they're just excuses your brain has devised to not spend the time on something that's challenging and outside of your comfort zone. Join me and guest expert Marianne Lee to get to the bottom of why business development always ends up last on your plate and how to overcome the most common business development challenges lawyers face. Your practice depends on it. *** Goal-Setting Workshop Registration: https://www.coursecorrectioncoaching.com/how-to-set-goals-workshop/ *** For show notes and links mentioned in today's podcast: https://www.lifeandlawpodcast.com/podcast/common-business-development-challenges/

What is cost segregation? Are there asset classes that have better depreciation than others? Cindy Blumenfeld, Director of Client Development at Engineered Tax Services shares her knowledge. You can read this entire episode here: bit.ly/3VzZIks What is cost segregation, and when should people get that study done? It's a study for depreciation of an investment property, not the primary residence that you live in, but any investment property, it could be commercial, it could be a house, or an office condo that you're doing significant leasehold improvements to. The IRS for some reason has commercial property being depreciated over 39 years, and residential, such as apartment buildings 27.5 years. That means that, let's say you spent $5 million to buy or build a building, not including land, land isn't depreciable, and your CPA takes that $5 million and divides it by 39 years, that's how much can write off every year, and that doesn't make a whole lot of sense, or give the owners a whole lot of benefit because none of the components in the building lasts 30 or 40 years. An alternate method, not only approved by the IRS, but preferred by the IRS is via an engineered cost segregation study. It's basically an engineering appraisal of the building for tax purposes. Is there a particular asset class that is more favorable for someone who needs that depreciation that year? When you turn that building upside down, and the more things that fall out of it the better, those are all the things that we're going to reclassify. Maybe there are more benefits in multifamily, or a retail store, or a manufacturing facility that has more different components inside it. I know self storage is a hot market right now, and depending on what the structures are made out of, if they're metal, or aluminum, as opposed to concrete, they can be depreciated over a 15 year life. We do a lot of restaurants, McDonald's, for example, and the franchisees don't own the shell of the building, which is a 39 year asset anyway, we can't accelerate it, but all the components inside the building we can. I had one McDonald's client that we did a portfolio of eight locations, he had acquired them about five or six years prior to us doing this study, and we were able to recapture all that missed depreciation, giving him back over a million dollars in cash. Are there any other tips for investors to take advantage of depreciation that is important for them to know? We didn't talk about energy yet, we also certify for 179D and the 45L energy certifications. This is for bigger commercial real estate, 45L is a tax credit, we've been talking about depreciations, which is tax deduction. If I got somebody a $500,000 tax deduction, they would have to times that by their tax rate, and that's their net cash benefit, whereas a tax credit is a dollar for dollar straight credit. The 45L had expired, they're reinstating it as of January 2023 and that's for large, low rise multifamily development, three stories and under, and that would go to the developer, a couple of $1,000 per door or dwelling for designing with the ultimate energy efficiency. That's where we come in, it has to be certified by an engineer. And the 179D has actually been out since 2006, and never got the front page recognition it was due, it was a temporary incentive, it was out for a few years, it expired for a few years. They reinstated it and made it retroactive, and it expired again for a few years, reinstated, made retroactive, it expired again. It was just going around like that for a while and now they finally made it permanent. Cindy Blumenfeld (954) 439-1671 --- Support this podcast: https://anchor.fm/best-commercial-retail-real-estate-investing-advice-ever/support

Today I'm interviewing Jolene Lum, client development, for Asia Sustainable Foods newly named NURASA. They are a wholly owned company of Temasek Holdings, for those who don't know, Temasek is one of the most well-known private holdings company that is known for its moonshot investing and is directly owned by the government of Singapore. Jolene is an entrepreneur at heart, extremely passionate about all things sustainability, very eloquent, and can explain things really easily. I really enjoyed our discussion discussing some of the interesting challenges going on with the current food tech space in Singapore. Jolene also has great insight into the farmer side of the industry. Singapore imports 90% of its food and the food they do grow is vegetables. Her first business was to connect these farmers to consumers for higher quality produce. I find her empathy with the farmers really enjoyable. We do this in a WeWork in downtown Singapore Shownotes: http://myfoodjobrocks.com/256Jolene

Chris sits down with his old college roommate and current 247 Sports Recruiting analysts Chris Singletary to discuss his career as an agent, NIL, why Rich Rodriguez failed at Michigan and the role recruiting services play in the College Athletics. #NCAA #NIL #CollegeFootball #IMG #CAA #Sports #Football #247Sports #CBS