The Pursuit Desk
By Jason Noble @ ikaun
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.
The Pursuit DeskJul 17, 2023
16. Leveraging Firm Experience to Better Win New Business with Katie Munroe
When Katie Munroe first arrived from Covington & Burlington in her new role as Chief Marketing Officer for Zuckerman Spaeder, her top priority was bringing in new business as well as expanding existing business by better understanding the firm’s clients and better positioning each lawyer for success.
The challenges she faced, however, are ones with which many firms struggle including the challenges of maintaining accurate records of lawyers’ experience, and how to improve efficiency and security when experience data is managed with Microsoft tools such as Excel.
Tune into this episode to learn about the detailed process discipline Katie brought to Zuckerman, how she measures success of those processes, and the tangible business benefits she is seeing flow through the firm by adopting ikaun’s experience management technology.
We also have some fun discussing the future of generative AI for legal marketers and her thoughts on how to proceed with caution.
15. The importance of technology and innovation in modern law firms with Mark Tamminga
Mark Tamminga, former partner at Gowling WLG, joins The Pursuit Desk to discuss the importance of technology and innovation in modern law firms, specifically the development of tools and processes to capture and utilize personnel expertise. Additionally, Jason and Mark discuss the importance of good user experience and interface design in software development is emphasized.
14: Creating your personal brand in the legal world with Lee Watts
In this week’s episode of The Pursuit Desk Lee Watts, Founder and CEO of Ashby and Co. Lee Watts joins Jason Noble to discuss the importance of developing branding and identity in the legal industry.
Lee is an innovator in the legal space who helps attorneys and high-achieving professionals develop strong personal brands, design brand clarity and messaging, and create a sustainable marketing strategy to rise above the noise and make an impact.
Her mission is to help law firms and individual attorneys at these law firms develop their brand and identity. She specializes in business development plans and coaching, personal branding and visibility, messaging and copywriting, DEI, client feedback, and Interviews.
13: Uncovering the business and technology side of Legal with Michael Warren
In this week’s episode of The Pursuit Desk Michael Warren, VP Client Development & Intake Practice at Wilson Allen, joins Jason Noble to discuss the business and technology side of the legal industry.
With years of experience in the legal industry, Michael is a notable consultant and well-known entrepreneur after starting his consulting firm, Stanton Allen, which later merged with Wilson Legal Solutions to become Wilson Allen.
Michael started his career in legal data, and has worked with smaller firms, global conglomerates, and everything in between. What he observed is that most firms have the same challenges with data.
12: How firms of different sizes approach similar challenges with Kalisha Crawford
Jason meets with Kalisha Crawford, Director Of Marketing & Business Development at Ropers Majeski. With her experience working with firms of different sizes, they discuss how she brings big firm processes and perspectives into the mid-sized market.
11: Elevate your Business Development Team with Heather Ritchie
In this week’s episode of The Pursuit Desk features Heather Ritchie, Chief Knowledge and Business Development Officer at Hicks Morley joins Jason Noble to discuss leveraging firm knowledge to improve operations and service delivery.
Heather Ritchie has decades of experience working in the legal industry, starting with her experience practicing law. After going back to school to study information studies, she became interested in database design and architecture.
10: How to Leverage your Firm’s Data with Jonathan Oeler
In this week’s episode of The Pursuit Desk features Jonathan Oeler, Senior Manager of IT and Development at Reed Smith joins Jason Noble to discuss solution development in legal applications and how it can help your marketing and business development teams.
Jon has been working in big law for 16-17 years all in development working on intranet extranet systems, legal review systems matter management and experience, and everything in between.
9: Optimizing Business Development and Marketing Workflows with Joshua Fireman
In this week’s episode of The Pursuit Desk features Joshua Fireman, founder and president of Fireman & Company, joins Jason Noble to discuss the activities that result in optimizing your bd and marketing workflows.
Joshua has over 20 years of experience in knowledge management in the legal space. Joshua has a background in legal with a law degree and practiced law with two of north Americas largest law firms before founding Fireman and Company
8: Tech and Artificial Intelligence in Law Firms with Shawn Hainsworth
We’re thrilled to welcome Shawn Hainsworth, a Senior Architect/Developer & Programmer at Cooley LLP. Shawn joins Jason Noble to discuss the technologies that are driving innovation in legal marketing.
Shawn has a very impressive background, spending over 27 years in Legal IT as a business analyst, programmer, and database designer. He has designed and implemented numerous applications, including Financial Business Intelligence Dashboards, a Deal/Case Tracking Marketing tool by practice area with Salesforce and Tableau integration, New Business Intake modules, Attorney Workload Assignments Management, Secure Partner Voting application, Preservation Holds and Ethical Screen Applications, Lateral/New Hire Conflicts Application, among others. Recently, Shawn is focused on Business Intelligence and Machine Learning.
7: Building Great Business Development Leaders with Ian Farmer
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
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
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
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.
3: Building a Customer Proposal System with Chris Spann
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.
2: Improving RFP Responses with Samuel Sroka, J.D., Proposal Manager
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.
1: Enhancing the Sales System with Mike Scariano, VP of Sales
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.