Build in a routine to make BD work as important as your client work

In this episode, Rob Patterson of Parkins Lane and Paul Evans of Toro Digital are joined by Alistair Marshall, Director at Professional Services Business Development. We discuss: Whether you’re an experienced practitioner or a lawyer starting out, how do you define your target market?  As a starti…

Playing the long game to win a bid or tender

In this episode, Rob Patterson of Parkins Lane and Paul Evans of Toro Digital are joined by Amy Burton-Bradley, Consulting Director at Julian Midwinter. We discuss: Should you always say ‘yes’ to a RFP/RFT? Amy outlines the key factors that need to be considered before engaging resources to develo…

The Australian legal tech market and how it’s enabling efficiencies for in-house legal teams

In this episode, Rob Patterson of Parkins Lane and Paul Evans of Toro Digital are joined by Jodie Baker, Founder and CEO of Xakia Technologies. We discuss: How legal technology is enabling better process flow and greater efficiencies, especially for in-house counsel to manage workflow. How Xakia c…

How to cut through and have your media release picked up by a journalist

In this episode, Rob Patterson of Parkins Lane and Paul Evans of Toro Digital are joined by Ping Chew, Founder of Ping Publicity.   We discuss: Why it’s important to apply Ping’s “so what?” “who cares?” test to remain objective when writing a media release. The benefits of researching the topic/s…

The rise of contract lawyering: making it work for both lawyers and law firms

In this episode, Rob Patterson of Parkins Lane and Paul Evans of Toro Digital are joined by Katherine Thomas, CEO of Free Range Lawyers. We discuss: What is contract lawyering and how Free Range Lawyers is matching the supply (lawyer) and demand (law firm) markets.  External factors that have give…

Can a client relationship be ‘downloaded’ into a CRM?

In this episode, Rob Patterson of Parkins Lane and Paul Evans of Toro Digital are joined by Steve Tyndall, Director and Founder of Client Sense & NextLegal. We discuss: How, for three fundamental reasons, CRMs are not designed for lawyers: Human nature: lawyers are not salespeople driven by KPIs a…

How to conduct a successful client feedback program for your law firm.

In this episode, Rob Patterson of Parkins Lane and Paul Evans of Toro Digital are joined by Sue-Ella Prodonovich, Principal of Prodonovich Advisory. We discuss: How legal marketing and business development teams can best approach their partners about conducting client listening in their firm. Sue-…

BD’s role in building relationships with clients and forging partnerships with member organisations

In this episode, Rob Patterson of Parkins Lane and Paul Evans of Toro Digital are joined by Adriana Giometti,  Chief Marketing & Corporate Relations Officer at Holman Webb. We discuss: Business Development professionals can add value to client relationships by providing a more holistic perspective…

Deconstructing the legal industry, a discussion of the new entrants, substitutes and the growth of in-house counsel with Pier D'Angelo of Allens

In this episode, Rob Patterson of Parkins Lane and Paul Evans of Toro Digital chat with Pier D’Angelo, Chief Strategy Officer of Allens. We discuss: The advantages of law firms creating a specific role that focuses on strategy and its execution. The Big 4 accounting firms entering the legal market…

Bringing business model innovation to a global law firm with Carolyn Aldous of Peerpoint

In this episode, Rob Patterson of Parkins Lane and Paul Evans of Toro Digital are joined by Carolyn Aldous, Managing Director and Co-head of Peerpoint. We discuss: How Peerpoint came to be and how Allen & Overy encourages innovation  Looking outside the industry to develop platform business models…