Passle CMO Series Podcast

Hear from the world’s best Professional Services Marketing & Business Development Leaders.New episodes released every Tuesday.

Passle CMO Series Podcast is a business podcast hosted by Passle, with 100 episodes on record and a Required Pod Score of 80.

Passle hosts Passle CMO Series Podcast, a business show with 100 episodes published.

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  Episode #310

  Episode 209 - Eileen Kinney-Mallin on How to Drive Lawyer Adoption of Your CRM

  Sep 24, 202623 min

  A CRM implementation can involve a huge investment of time, money and resources, but making sure lawyers actually use a new CRM is another challenge entirely. On today's episode of the CMO Series Podcast, Charles Cousins is joined by Eileen Kinney-Mallin, who has first-hand experience leading a global CRM implementation within a law firm. Eileen shares what it takes to drive genuine lawyer adoption, her own experience taking a CRM project from selection through to launch, and how building adoption into the process from day one made all the difference. She also highlights her career journey and how she came to realise the significance of implementing a CRM, and how involving lawyers and other stakeholders early on shaped both the technology and its eventual success. Charles and Eileen dive into: Her career journey and how she came to realise the significance of implementing a CRM The distinction between implementing technology and driving real transformation Why adoption needs to start at the very beginning of a CRM project, not at launch How involving lawyers and other stakeholders early on shapes both the technology and its success Using tangible use cases, like relationship scoring, to show lawyers what's in it for them How firms should measure genuine adoption and success once a CRM is live

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  Episode #309

  Episode 2 - CMO Series Laterals & Mergers: 2 Good 1 Bad with Craig Budner from Budner Performance Group

  Sep 16, 20266 min

  Last week you heard from Grasford Smith, a Litigation Partner and Co-Chair of the lateral integration programme at Akerman, to hear his insights on two good things that have worked for the programme and one thing that he and his Co-Chair would avoid doing again. This week we’re bringing you another exciting episode of 2 Good 1 Bad. Connor Kinnear sits down with Craig Budner, CEO of Budner Performance Group and former Global Strategic Growth Partner at K&L Gates, who had a front‑row view of a major law firm merger, guiding Hughes and Luce through integration and seeing firsthand how firms grow through both merger and lateral expansion. With Craig’s 25+ years of experience, he shares the importance of connecting lateral integration with business development, holding laterals accountable through both leading and lagging indicators, and the costly lesson of skipping due diligence during a period of urgent hiring.

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  Episode #308

  Episode 1 - CMO Series Laterals & Mergers: 2 Good 1 Bad with Grasford Smith from Akerman

  Sep 10, 20265 min

  Only last month we launched CMO Series: Laterals & Mergers, a podcast dedicated entirely to how law firm marketers and BD leaders navigate the complexities of lateral recruitment and firm mergers. This month we present to you the short form podcast of Laterals & Mergers: 2 Good 1 Bad. We bring on leaders from law and professional services firms to talk about the two good things they have done to drive successful lateral integration or merger, and one bad thing that they or the firm would not do again. To kick us off, Connor Kinnear was joined by Grasford Smith, a Litigation Partner and Co-Chair of the lateral integration programme at Akerman, a role he's held for the past four years alongside a fellow partner in the firm's New York office. Grasford shares insights including welcome videos that go beyond the CV, a structured, stakeholder-mapped onboarding checklist, and the risk of assuming a good programme stays good.

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  Episode #307

  Episode 7 - CMO Series Laterals & Mergers: Heidi Gardner and Ivan Matviak on How Law Firms Can Turn Relationships into Revenue

  Sep 3, 202636 min

  Every law firm claims to prioritise collaboration, yet very few have figured out how to turn it into real, measurable revenue growth. Today on the CMO Series: Laterals & Mergers, host Connor Kinnear, Chief Marketing and Business Development Officer at Passle, is joined by two of the world's leading experts on smarter collaboration in professional services, Heidi Gardner, Distinguished Fellow at Harvard Law School and bestselling author, and Ivan Matviak, Co-founder of Gardner & Co. and CEO of Smarter Collaboration International. Together they unpack what the data really says about collaboration and lateral integration, and what CMOs and BD leaders can actually do to turn it into a genuine growth driver. In this episode Heidi and Ivan discuss: The single most important research finding every law firm leader needs to hear about collaboration and growth What an outsider's view from banking, consulting and consumer businesses reveals about blind spots in legal BD Why top firms are shifting from hiring for books of business to hiring for talent, and what that means for recruiting Where firms typically get stuck turning anecdotal knowledge about growth opportunities into action How the data quantifies the link between collaboration and revenue, and where the biggest missed opportunities are The early warning signs that a lateral hire is failing to integrate, and how much of that comes down to culture versus individual fit Their closing advice for CMOs and BD leaders building the case for a smarter collaboration initiative

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  Episode #306

  Episode 6 - CMO Series Laterals & Mergers: Mark Levin of Marshall Gerstein on The Lawyer Who Cracked the NFL's Hiring Code and Brought It Back to Big Law

  Aug 27, 202628 min

  Lateral hiring is currently at an all time high and the cost of getting it wrong runs into the billions, so why are firms still making critical hiring decisions without using the right tools to get it right. This week on CMO Series: Lateral and Mergers, we are pleased to share this brand new episode. Eugene McCormick is joined by Mark Levin, Chief Marketing and Business Development Officer at Marshall Gerstein, Chicago's largest IP boutique firm. Mark has spent his career studying what makes legal talent succeed or fail, and led him to run a psychometric assessment company working with NFL Combine teams and AmLaw 250 firms. Mark shares his journey into talent assessment and development, what the legal profession still gets wrong about lateral hiring, and why IP attorneys present a unique challenge for any BD leader. Mark and Eugene dive into: His journey from law into psychometric assessment, and what the NFL Combine taught him about predicting talent What the legal profession still gets wrong about lateral hiring Why the true cost of a bad lateral hire runs so much deeper than the recruiting fee Why IP attorneys present a unique challenge for any BD leader What it actually takes to build a business development culture that sticks The tools firms need, but rarely use, when making high stakes hiring decisions

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