Resources to help scale your business

We're live at LMA! Join Jason Noble as he sits down with Lane Powell Business Development Manager, Kirstin Rojo as they discuss the conference, marketing and BD pressure points at Lane Powell, and Kirstin answers which tasks she would like to eliminate from her workflow — for good.

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.

On the latest episode of The Pursuit Desk podcast, Chief of Product Strategy, Jason Noble, sits down with former Partner and Leader of Innovation Initiatives for Gowling WLG, Mark Tamminga.

Mark was significantly involved in Gowling’s innovation initiatives for over twenty years, from the days of early document assembly, DOS and SQL challenges until his role as an innovation leader became more formalized in 2008.

In this recent episode of The Pursuit Desk, Mark and Jason have a wide conversation about how Gowling sought to surface the experience and expertise of the firm’s 4,000+ professionals post-merger, not only to be able to sell the firm’s expertise better, but to expose relationships that would substantially improve firm culture.

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.

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.

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.

Kalisha provides a diverse background with her experience with both large conglomerate firms and small to mid size firms. This experience allows her to bring a unique perspective, one that will be discussed in depth in this episode. She has focused on bringing big firm processes and perspectives into the mid-market.

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.

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 Oeler has been working in big law for over 16 years, specifically in development where he has worked on projects such as intranet extranet systems, legal review systems, matter management and experience systems, and everything in between.

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

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.

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.

This week’s episode of The Pursuit Desk features Ginevra Saylor, the National Director of Innovation and Knowledge Programs at Gowling WLG, who joins Jason Noble to discuss the ways that legal knowledge management has evolved.

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.

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.

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.

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.

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.

This podcast features Jason Noble, Founder and Chief of Product Strategy at ikaun, and Jason Kennedy, Intelligence Solutions Manager for Holland & Knight in Nashville. In this episode, they delve into Kennedy's background transitioning from the vendor side to in-house roles within law firms, particularly focusing on legal marketing.

Kennedy shares insights into the evolving landscape of data-driven decision-making within legal marketing departments and the challenges and opportunities associated with it. He discusses his upcoming role at Holland & Knight, where he will be leading the data team to build an ecosystem for querying data and generating actionable insights for various stakeholders within the firm.

Throughout the conversation, they explore the importance of understanding firm goals, building relationships, and leveraging technology to streamline processes and enhance decision-making.

New Episode! Mastering the Legal Panel Process with Richard Crabb

In an industry where innovation often faces resistance, law firm leaders are starting to recognize the undeniable impact of data-driven decision making. This week on The Pursuit Desk, we’re thrilled to welcome former Head of Commercial Management at HSBC, Richard Crabb, to explore how data and efficiency are shaping the future of law firms.

In this episode, Richard and Chief of Product Strategy, Jason Noble discuss:

• The growing role of data: Why law firms need to prioritize data to stay competitive—and how it’s transforming the way clients choose their legal partners.
• Driving Innovation and Efficiency: Learn the strategies firms are using to increase operational efficiency while boosting client satisfaction.
• Collaboration That Matters: Hear how top firms are fostering closer partnerships with clients and using collaboration as a powerful tool for growth.
• Overcoming Cultural Resistance: How firms can navigate internal challenges and foster a data-driven culture from the inside out.

In this episode of The Pursuit Desk, Jason Noble sits down with Mike Mellor, CEO and Founder of 742advisors, to discuss the challenges law firms face in their pitch and proposal processes. Mike highlights how firms lose up to $450K annually due to inefficiencies, and why integrating data and proactive systems is crucial for long-term success. Tune in to learn how to navigate change, improve business development, and align strategies with your firm's culture.

The legal industry has long debated the value of client panels—do they truly guarantee work, or is there a bigger game at play?

In the latest episode of The Pursuit Desk, new Chief Revenue Officer, Mark Bilson, joins Jason Noble to break down the realities of legal procurement, panel arrangements, and what law firms must do to stay competitive.

In this episode, Mark and Jason discuss:

🔹 The 60% Surprise: Why more than half of legal work is awarded off-panel—and what that means for law firms.
🔹 Are Panels Even Worth It? Some firms intentionally avoid panel participation. Mark explains why.
🔹 The Power of Expertise: How firms can better showcase their capabilities to win business—panel or not.
🔹 The Future of Legal Procurement: What law firms must do to stay ahead in an industry where relationships and AI-driven insights matter more than ever.

Recorded live at the 2025 LMA Annual Conference, this episode features Jason Noble in conversation with Roy Sexton, Chief Marketing Officer of Vedder Price. Known for his charisma and candor, Roy shares why storytelling and narrative memory are the secret weapons of effective legal marketing.

He reflects on his first few months at Vedder Price, how he’s building on a strong foundation to drive innovation, and why vulnerability and humor are essential leadership tools. From attorney engagement to brand transformation, Roy’s insights are as thoughtful as they are entertaining. A must-listen for anyone navigating the evolving role of marketing in law firms.

In legal marketing, tech is no longer just a support function—it’s the engine driving personalization, growth, and smarter strategy.

In the latest episode of The Pursuit Desk, Jason Noble sits down with Kelly Sweeney, Senior Manager of Marketing Technology, for a wide-ranging conversation on the evolution of legal martech, the rise of AI, and why clean data still rules.

Kelly shares her journey from early days as a data steward to leading major CRM and DealCloud implementations—and the mindset shift it takes to move from back-office tech to strategic enabler.

You'll hear Kelly and Jason discuss:

• Why marketing data is the "fast fashion" of BD—and how to make it sustainable
• The challenge of information hoarding in law firms (and how to beat it)
• The real power of AI: crafting client-ready narratives, not just dashboards
• How to align marketing tech with BD goals (and lawyer trust)

What if your most powerful business development strategy wasn’t another pitch—but a conversation?

In this new episode of The Pursuit Desk, recorded live at the 2025 LMA Annual Conference, Jason Noble sits down with Debra Filippin, Head of Marketing and Business Development for Asia Pacific at HFW, to talk about the power of listening—and how law firms can turn feedback into lasting relationships.

Debra shares her path from studying law in Japan to leading client programs across global law firms. More importantly, she breaks down the blueprint behind her firm’s high-touch, face-to-face client listening program, including:

• Why clients do want to give feedback (and how to get them talking)
• How to prepare for and follow up on feedback to build trust, not just data
• The role of panels, pricing, and practice focus in deepening engagement
• Why value—not volume—is what matters in a relationship

If you’ve ever struggled to get honest client input, align internal teams, or prove the ROI of relationship management, this episode is for you.

In this episode of The Pursuit Desk, Jason Noble chats with Carling Futvoye, Senior Proposal and Experience Manager at Stinson LLP, about what makes proposals truly stand out—and what still gets in the way.

Carling shares how a thoughtful go/no-go process helps her team stay focused, how her creative writing background informs her approach to RFP responses, and why storytelling isn’t fluff—it’s what wins. She also talks candidly about collaborating with attorneys, tracking wins and losses (hello, spreadsheets), and the role AI plays in saving time without sacrificing accuracy.

Whether you're wrangling panel RFPs, navigating attorney preferences, or trying to inject more humanity into your executive summaries, this episode is packed with practical insight and a few good laughs.

In this episode of The Pursuit Desk, Jason Noble sits down with Rick Harris, CEO of the Association of Proposal Management Professionals (APMP), to explore what truly makes a winning proposal. Rick shares timeless best practices—from the importance of executive summaries and compliance matrices to building authentic client relationships—and explains why proposals should never be cookie-cutter.

The conversation also dives into the role of AI in streamlining proposal processes, balancing efficiency with authenticity, and what the future holds for business development professionals. As Rick prepares to transition from APMP leadership to launch his own venture, he reflects on lessons learned and offers practical insights for anyone looking to stand out and win more work.

In this episode of The Pursuit Desk, Jason Noble, Co-Founder & Chief Product Strategy Officer at ikaun, sits down with Jordan Weinstein, VP of Data & Growth at Persuit.