Market Leaders Podcast

PipelinePlus
  • 5.0 (2)
  • Business
  • Updated Biweekly

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

  1. Jul 15

    Episode 100 - Integration Is a Philosophy: Rethinking the CMBDO Role

    Join Hannah Smith in this episode of The Market Leaders Podcast as she welcomes Bree Metherall, Chief Marketing & Business Development Officer at Stoel Rives, for a conversation on the evolving CMBDO role and what true integration between marketing and business development really looks like. Bree shares why integration is more than an organizational structure. It's a leadership philosophy. Together, Hannah and Bree explore how curiosity, collaboration, and a shared understanding of business objectives create stronger teams, better client outcomes, and more strategic decision-making across the firm. Tune in to discover why the future of the CMBDO role depends less on organizational charts and more on creating a culture where collaboration, strategic thinking, and commercial understanding drive firm growth.

  2. Jun 18

    Episode 99 - Before the Offer Letter: Designing for Lateral Success with Jessica Grayson

    Join Hannah Smith in this episode of the Market Leaders Podcast as she welcomes Jessica Grayson, Chief Growth Officer at Stradley Ronon, for a discussion on the evolving role of lateral hiring in law firm growth. Jessica shares why successful lateral acquisitions begin long before a partner joins the firm and how firms can create a stronger foundation for long-term success. She discusses the importance of strategic planning, candidate experience, and setting clear expectations throughout the recruiting and integration process. The conversation also explores the role of culture, collaboration, and accountability in helping laterals thrive. Hannah and Jessica examine what firms should be looking for beyond a portable book of business and how thoughtful integration can unlock greater value for both the lateral and the firm. Tune in to learn how leading firms are approaching lateral growth, creating meaningful connections, and building environments where new partners can succeed.

  3. 11/13/2025

    The Short List: Authentic Relationships, Real Growth, and the Journey Behind the Book

    In this special episode of the Market Leaders Podcast, Jackie Kappas interviews David Ackert—author of The Short List and co-founder and CEO of PipelinePlus—for an honest conversation about authenticity, connection, and the real work behind business development. David shares why The Short List resonates so widely and explains how focusing on the people who matter most can transform both career growth and personal fulfillment. Jackie and David dig into imposter syndrome, rejection, and the pressure professionals feel to perform, and why leaning into genuine, meaningful relationships is the antidote. The episode also opens a window into David’s personal world: the influence of his wife and business partner, Rebecca; his journey as a former actor and how it shaped his resilience; and the profound impact of his decade-long role as a Big Brother mentor. The conversation ultimately reinforces a simple truth: when we lead with purpose, authenticity, and human connection, we build careers and communities that truly matter.

  4. 09/25/2024

    Episode 97: Breaking Down Silos: Achieving Cohesion in Law Firms with Guest Kate Stoddard

    In this episode of the Market Leaders Podcast, host David Ackert sits down with Kate Stoddard, Chief Marketing Officer at Kelley Drye, to explore the pervasive issue of siloing within law firms and how to overcome it. Drawing on her 15 years of experience at Kelley Drye, Kate shares insights into the firm's business development strategy and the innovative approaches they've taken to foster cohesion and enhance client service.  Kate delves into the challenges posed by siloing, describing law firms as "archipelagos"—a collection of individual practices operating independently rather than as a cohesive unit. She discusses the importance of collaboration, training, and leadership in breaking down these silos, providing practical examples from Kelley Drye's marketing department and firm-wide initiatives.  Listeners will gain valuable perspectives on transforming law firm culture and enhancing client relationships through teamwork and collaboration. Kate offers advice for firms struggling with cohesion, emphasizing the need for leadership commitment, clear expectations, and continuous communication.

  5. 09/18/2024

    Episode 96: Cultivating Client Trust: The Intersection of Law, Sales, and Business Development with Guest Sian Story

    In this episode of the Market Leaders Podcast, host David Ackert interviews Sian Story, General Counsel at Vendavo, about her unique career journey. Sian shares how she started in tax law in the UK and eventually moved to Silicon Valley, where she worked at Osborne Clarke advising U.S. companies on European law. Unlike most in-house counsel, she took on a dual role that combined legal work with business development, giving her valuable experience in building client relationships and understanding the business development process from both sides of the table.  Sian discusses the importance of personalized client relationship-building for successful business development in the legal industry. Rather than relying on generic networking events or impersonal email blasts, she highlights how creating meaningful one-on-one connections through tailored events, coffee meetings, and informal conversations can foster trust with clients. These bespoke approaches allow lawyers to understand and solve specific client pain points, which ultimately leads to stronger, long-term relationships.  Throughout the conversation, Sian touches on the evolving role of sales in legal practice and the increasing impact of AI on the industry. She argues that law firms must embrace the sales process and train junior lawyers early in their careers to develop lasting client networks. As AI and alternative legal service providers continue to change the landscape, Sian emphasizes that building authentic, trusted relationships will remain a key differentiator for lawyers in the future.

  6. 08/22/2024

    Episode 95: Navigating the legal landscape: The Big Four vs. Traditional law firms with Guest Chris Pullen

    In this episode of the Market Leaders Podcast, host David Ackert interviews Guest Chris Pullen, Head of Business Development at Kennedys. Chris shares his extensive experience spanning over thirty years in law, including a significant period at Ernst & Young. They discuss the perceived encroachment of the big four accounting firms into the legal market and explore why this hasn't materialized as expected.   Chris highlights the advantages the big four hold, such as their global scale and strong sales culture, and contrasts them with the inherent strengths of traditional law firms, including depth in major jurisdictions and the ability to handle significant litigation. They explore deeply the cultural differences between the two types of firms, particularly in client relationship management and the focus on margins.  Chris also provides valuable lessons that law firms can learn from the big four, emphasizing the importance of systematic processes and future-focused strategies. Tune in for an insightful discussion on the evolving dynamics between law firms and the big four.

  7. 07/19/2024

    Episode 94: "Exploring the Perils of Optics-Driven DEI Initiatives" with Guest Mira Dewji

    In this episode of the Market Leaders Podcast, host David Ackert and guest Mira Dewji, Chief Inclusion and Diversity Officer at Seyfarth, have an insightful discussion about Mira’s journey from being an associate lawyer to becoming a leader in diversity and inclusion (DEI). Together, they explore the importance of moving beyond optics-driven DEI initiatives toward creating genuine, inclusive workplace cultures.  Mira and David delve into the significance of fostering environments where individuals can bring their whole selves to work, the impact of stakeholder-driven DEI efforts, and the challenges of balancing short-term and long-term DEI strategies. Mira emphasizes that effective DEI work requires contributions from everyone in the organization, not just those from underrepresented groups. This includes practical measures like performance evaluation criteria, job descriptions, and recognition of diversity efforts.  She also discusses the concept of the "diversity tax". She explores ways to mitigate it, such as clear performance evaluation questions, term limits for committee roles, and creditable hours for DEI contributions. Mira highlights the need for inclusive leadership, which involves being open to different perspectives, having uncomfortable conversations, and balancing both the moral and business cases for DEI.  The episode concludes with Mira offering advice to law firm leaders on addressing DEI challenges, particularly for mid-sized firms without client mandates. She encourages moving away from simplistic narratives and developing practical skills to foster long-term inclusion and diversity in the workplace.

  8. 06/17/2024

    Episode 93: "Building High-Performance Teams: Strategies for Success" with guest Courtney Beauzile

    In this episode of the Market Leader’s Podcast, host David Ackert engages in an insightful conversation with Courtney Beauzile, the head of Marketing, business development, and communications at Robins Kaplan. Courtney shares her journey from sales to legal marketing, detailing her extensive experience in team building. At Robins Kaplan, she has undertaken a comprehensive listening tour to align her team with the firm’s strategic goals, focusing on strengths, growth areas, and motivation.    Courtney outlines her four-pillar structure for a high-performing department: digital marketing, communications, business development, and operations. She emphasizes the importance of operations in integrating technology and data to drive strategic decisions. The discussion highlights the evolving needs in legal marketing, stressing the significance of data literacy and technological integration.    Courtney also shares innovative strategies for filling skill gaps, including hiring temporary staff to assess fit before making permanent offers. She underscores the value of professional development, advocating for regular training and management development programs to prepare team members for leadership roles.  Listeners will gain valuable insights into effective team building, the importance of continuous professional development, and innovative staffing solutions. Courtney’s practical advice and forward-thinking approach provide a blueprint for leaders looking to enhance their teams' capabilities and performance.

See All (101)

Ratings & Reviews

5
out of 5
2 Ratings

About

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

Information

  • Creator
    PipelinePlus
  • Years Active
    2024 - 2026
  • Episodes
    101
  • Rating
    Clean
  • Copyright
    © All rights reserved
  • Show Website
    Market Leaders Podcast