Building a Business Development Culture and Strategy

What does it take to develop and sustain a culture that values marketing, business development, and client care as shared responsibilities across the firm? Drawing on decades of experience advising law firm leaders, chief marketing officers, and partners, Building a Business Development Culture and Strategy provides senior management and practice leaders with actionable strategies for integrating business development into their organization's fabric.

Through practical frameworks, candid interviews with firm chairs and CMOs, and real-world examples, the book shows how to empower professionals at every level to contribute to the firm's brand and growth. Not only does it demystify how a strong marketing culture is built – from leadership vision and governance to talent development, systems, and incentives – it helps readers understand how to do this in the context of complex, partnership-based environments.

Now more than ever, firms are recognizing that isolated efforts, such as one-off trainings, CRM implementations, or inspirational retreats, won't transform behaviors. What's needed is a holistic approach driven from the top. This book fills that gap by offering managing partners, COOs, CMOs, and practice leaders a blueprint for building marketing cultures that align with firm strategy, reward collaboration, and sustain client loyalty.