Business Development and Marketing Subcommittee Podcast
In this podcast series for senior marketing and business development professionals in law firms, we dive into the strategies, trends and innovations shaping the future of legal services. Each episode brings practical insights and fresh perspectives to help you stay ahead in a rapidly changing market.
Episode one: John Matson
In the first episode, we’re joined by John Matson from Arthur Cox, one of Ireland’s top law firms. John has years of experience working with major clients and navigating the challenges of building trust and delivering value. Hosted by Elisabeth Houtman (Member, IBA Law Firm Management Committee), we talk about client relationship management, key account strategies, and how lawyers can strengthen their connections with clients.
Listen here
Episode two: Martijn Lesterhuis
In the second episode, we dive into one of the hottest topics in the industry: artificial intelligence. We ask how AI will impact marketing, business development and client relationships, and we consider the role that BD and marketing professionals will play in this transformation. Hosted by Elisabeth Houtman (Member, IBA Law Firm Management Committee), we are joined by Martijn Lesterhuis from Saga Legal, who has been at the forefront of advising firms on growth and innovation.
Listen here
Episode three: Alan Keep
In the third episode, we talk about marketing and brand positioning, two critical elements for any law firm looking to stand out in a competitive market. Hosted by Elisabeth Houtman (Member, IBA Law Firm Management Committee) we are joined by Alan Keep from Bowmans, a leading African law firm known for its strong brand and client-focused approach.
Listen here
Episode four: Nadège Nguyen
In the fourth episode, we dive into one of the most critical topics for any law firm: client relationships and experience. What do clients really value beyond legal expertise? How do firms ensure consistency and adapt to evolving needs? Hosted by Elisabeth Houtman (Member, IBA Law Firm Management Committee), we are joined by Nadège Nguyen, a partner at the French law firm Gide and a current officer of the IBA Law Firm Management Committee.
Listen here
Episode five: Christina Bruun Geertsen
In the fifth episode, we’re diving into innovation and technology, two forces transforming the legal industry. Hosted by Elisabeth Houtman (Member, IBA Law Firm Management Committee), we are joined by Christina Bruun Geertsen, Managing Partner at Kromann Reumert, one of Denmark’s leading law firms. Christina has been at the forefront of driving change and embracing technology to enhance client engagement and operational efficiency.
Listen here
Episode six: Jennifer Owen
In the sixth episode, Jennifer Owen, Senior Business Development Manager at Macfarlanes, shares her perspective on the changing role of BD and the increasing focus on creating measurable impact across the firm. Interviewed by Daniela Amaral (Member, IBA Law Firm Management Committee), she discusses the importance of taking a proactive approach, fostering collaboration, and embedding client development into the firm’s culture.
Listen here
Episode seven: Inês Sequeira Mendes
In the seventh episode, Daniela Amaral (Member, IBA Law Firm Management Committee) speaks with Inês Sequeira Mendes, Managing Partner at Abreu Advogados in Portugal, about the role of technology in client engagement and how firms can continue strengthening collaboration between BD and legal teams. Inês shares how innovation and leadership intersect in today’s legal market.
Listen here
Episode eight: Elisabeth Houtman
In the eighth episode, Daniela Amaral (Member, IBA Law Firm Management Committee) speaks with Elisabeth (Els) Houtman, Head of Marketing and Business Development at Houthoff, a leading full service Dutch law firm. We discuss what it takes to run an efficient and strategically focused BD team, the importance of clearly defined roles between lawyers and BD professionals, and why successful innovation often starts with beta testing and small scale experimentation.
Listen here
Episode nine: Magdalena Flynn
In the ninth episode, Daniela Amaral (Member, IBA Law Firm Management Committee) sits down with Magdalena Flynn of Steptoe, who shares her experiences of developing trusted connections across jurisdictions, cultures and markets. Drawing on her international career, Magda discusses the importance of authenticity, consistency and collaboration, and highlights the often-underestimated role of business development in creating and sustaining global networks.
Listen here