Business development is something every law firm talks about, but far fewer truly embed it into the day-to-day habits of their lawyers.

On the latest episode on the CMO Series Podcast, we sit down with Gemma Francis, a legal BD consultant who spent years working in-house before stepping out on her own. Gemma now works closely with law firms and lawyers to rethink business development approaches, focusing on mindset, practical habits, and bringing associates into the process much earlier.

In today’s episode, Gemma offers a fresh perspective on the common misconceptions lawyers have about BD, the barriers that firms face, and the simple steps that BD and marketing teams can take to create real momentum.

Gemma also explores:

• The moment she realised there was room for improvement in BD
• What she wishes she’d known during her former in-house career
• The benefits of involving early associates in BD
• How to overcome internal blockers stopping BD momentum
• Key priorities for driving BD traction

High-performing teams are the difference between steady progress and real growth in professional services marketing and BD. Performance doesn’t happen by accident, it’s built, shaped and led.

In the latest CMO Series Podcast, Will Eke is joined by Tricia Weener, Global Chief Marketing and Business Development Officer at Linklaters, who has built a career spanning entrepreneurial ventures, scale-ups and global organisations. That breadth gives her a sharp perspective on what “high performance” actually means, and how differently it shows up depending on the environment.

In this episode, we unpack what it really takes to build a high-performing team inside a global law firm and the lessons Tricia brings from outside the industry.

Tricia also shares:

• The perspectives she’s gained during her industry-agnostic career journey
• How high performance shows up in different contexts
• The importance of building high-performing teams on strong foundations
• Using the power of the “three Cs” to shape team culture
• Practical advice for others to build sustainable high-performing teams

Client experience is fast becoming a key driver of long-term growth for law firms that want to deliver real value, build lasting client relationships and stand out in the market.

On today’s new episode of the CMO Series Podcast, Charles Cousins joins Vanessa Crocetto, who recently became Butzel’s first Chief Experience Officer, after more than a decade leading the marketing and business development department. Vanessa now focuses on how clients experience the firm day to day, reflecting the firm’s commitment to driving exceptional client service and sustainable growth as a mid-sized firm.

Vanessa and Charles discuss where client experience meets marketing and BD, how culture shows up in those moments, and the work she is doing to turn client insight into action.

She also dives into:

• How her career journey has shaped her client approach
• What a client-centered culture looks like in practice
• Transitioning from a CMO to a CXO
• Current client experience initiatives at Butzel
• Practical advice for others moving into client experience leadership