The Pursuit Desk
What separates the highest performing professional services business development teams from rest? What strategies, tactics, systems, and technology tools are they using to grow their firm? Join us as we follow Jason Noble in his search for answers to these questions and more. You'll hear exclusive interviews with the world's leading business development and marketing experts. Each episode is packed with actionable advice that will help you run your own growth initiatives, no matter the size or specialty of your business.
7: Building Great Business Development Leaders with Ian Farmer
September 3, 2020 • 33 MIN
This week’s episode of The Pursuit Desk features Ian Farmer, a notable “rainmaker” and sales coaching with over 30 years of experience changing salespeople’s lives one deal at a time. He focuses on helping then improve their sales pitch and sales process. Ian sits down with Jason to discuss how to build great business development leaders.
6: The Evolution of Legal Knowledge Management with Ginevra Saylor
September 2, 2020 • 37 MIN
This week’s episode of The Pursuit Desk features Ginevra Saylor, the National Director of Innovation and Knowledge Programs at Gowling WLG. She joins Jason Noble to discuss the ways that legal knowledge management has evolved.
5: Drive Growth and Efficiency Using Firm Experience with Clinton Gary
July 27, 2020 • 53 MIN
This week’s episode of The Pursuit Desk features Clinton Gary, Chief Strategy and Business Development Officer and Burr & Forman LLP joins Jason Noble to discuss leveraging a firm's experience to drive growth and firm efficiencies. Clinton started in a traditional business consulting role at Arthur Anderson before moving to work in legal professional services. His role has always been based around information and being able to answer questions when professionals need to know what they have done and their previous experiences.
4: The Biggest Opportunities in Legal Tech with Conan Hines
June 23, 2020 • 31 MIN
Conan Hines is a legal technology expert with a demonstrated history of positively impacting the practice of law with many BigLaw and A2J experience. As Senior Legal Technology Advisor, Conan works closely with the lawyers at Clifford Chance to help them implement the latest technology. Through new technology, they have been able to improve efficiency, client satisfaction, and associate work-life balance. Conan emphasizes the importance of purchasing legal tech and listening to client's and attorney's needs to develop the right solution. Conan also serves as a Senior Technology Advisor for ICAAD, a non-profit organization that uses evidence-based approaches to combat discrimination and promote human rights. Connect with Conan and Clifford Chance.
3: Building a Customer Proposal System with Chris Spann
June 16, 2020 • 23 MIN
Chris Spann is a Senior Marketing Manager, brand expert, and content contributor at Perks. Perks is a leading incentive and loyalty marketing company that provides services and software to help our clients engage with their indirect channel and ensure channel partner and customer effectiveness. With a listing on the salesforce appexchange and a global user base exceeding 5 million users, Perks│Channel takes the guesswork out of channel incentives and loyalty programs. Connect with Chris and Perks.
2: Improving RFP Responses with Samuel Sroka, J.D., Proposal Manager
June 3, 2020 • 26 MIN
Sam is a recipient of 2019 LMANext Fellowship for the New York City Chapter and former Executive Articles Editor of the New York International Law Review. He is a marketing and business development professional with a legal background, including four years in private practice. Sam works closely with attorney teams and individuals in articulately and creatively illustrating practice experience, tailoring pitches and proposals to prospective clients, providing strategic practice development support to attorneys and practice groups, as well as contribute on a substantive basis to firm newsletters. With more than 900 lawyers across 16 offices, Seyfarth Shaw LLP provides advisory, litigation, and transactional legal services to clients worldwide. Learn more about Sam and Seyfarth Shaw LLP.
1: Enhancing the Sales System with Mike Scariano, VP of Sales
May 20, 2020 • 24 MIN
Mike Scariano is the VP of Sales at Neudesic, responsible for managing a $100M sales budget for all Neudesic Offices throughout the US. He brings over 17 years of experience in the Microsoft System Integrator Partner Channel. Prior to joining Neudesic in April 2008, Mike was a Geographic Vice President for Capgemini. Mike has a proven track record of success in exceeding sales goals, growing client relationships and expanding the skills of his sales team.