BD Talks

In this month’s episode of BD Talks, Caitlin Roxburgh sits down with Eleanor Windsor, Director of Knowledge Management at Irwin Mitchell, to explore how a well-implemented knowledge management strategy can directly support and strengthen business development.  Eleanor navigates how to measure and capture tacit knowledge and how to balance this in light of AI prevalence in the professional services industry.

In this episode of BD Talks, Chris Pullen, Head of Business Development at Kennedys, joins our host, Caitlin Roxburgh, to discuss the role of Key Account Management (KAM) and its growing importance as a business development tool for professional firms. From exploring the role of personal and professional relationships in KAM to strategies for engaging risk averse partners, this episode is required listening for anyone leading Key Account programmes. 

Our latest episode of BD Talks sees Caitlin Roxburgh joined by both Rose Hall, Client Director, Strategic Projects in AI and Integration at HSF Kramer and Phil Tyler, Head of Digital Marketing at Lewis Silkin, discussing one of the most important topics for the industry: AI.  With insight on the value of AI collaboration, the human disconnect that could arise between firms and clients with increased AI use and the importance of upholding emotional intelligence, this conversation is a hugely instructive if you’re thinking about the pros and cons of AI at your firm.  Listen below to hear what this means for BD and marketing professionals. 

In this episode of BD Talks, Caitlin Roxburgh is joined by Charlotte Evans, a freelance Business Development & Marketing Consultant, with over 25 years of experience in the professional services sector. As those in professional services know, navigating bids and proposals is not a one-size-fits-all. Charlotte brings a fresh perspective and insight into how she generates and demonstrates ROI on proposals and nurtures the power of storytelling to win bids.

In this episode of BD Talks, Henry Maples, Partner at Murrells, joins Caitlin Roxburgh on BD Talks to explore what effective business development looks like for a specialist law firm. From building meaningful client relationships to concrete thought leadership, Henry offers a real-world perspective on the strategies that drive growth when you may not have the same resources as a larger firm. Discover how Henry’s approach to marketing and business development can reshape your own firm’s growth.

In this episode of BD Talks, Caitlin Roxburgh is joined by Deborah Farone, CEO of Farone Advisors LLC and former CMO at elite US law firms including Cravath, Swaine & Moore and Debevoise & Plimpton. Deborah explores the vital role BD skills play for ambitious lawyers, and how to develop them in a way that is authentic and unique to them, alongside sharing fascinating insights from her new book “Breaking Ground: How Successful Lawyers Build Thriving Practices”. Discover how Deborah’s innovative approach to business development can transform your strategy and learn how you can stand out in a competitive world. 

It’s our last BD Talks episode of 2025, so it’s great to have such an accomplished guest with us this month - Burges Salmon’s Chief Markets Officer, Amelia Stirling.Amelia has worked at some of the biggest firms across the professional services sector, as a consultant and head of department, to her current C-Suite position at one of the UK’s market-leading law firms.During this episode, Amelia explains her approach to marketing and business development within the professional services, from the importance of forging a robust personal brand to building teams that pursue bold ideas for their clients.You’ll also learn why Amelia thinks that ‘in-person’ activity remains vital for business development at professional services firms. Listen now and join us as we pick the brains of a real leader in the world of marketing and business development.

In this month’s episode of BD Talks, we spoke to the many-hatted Rachael Wheatley, a marketing and BD expert and Co-Director of Bluegreen Learning Ltd.During the conversation, Caitlin and Rachael discussed what valuable marketing is and how to measure marketing’s efficacy in an environment awash with trackable metrics.Learn how and why ‘volume’ and ‘ratio’ rule the roost when it comes to measuring the value of all your marketing efforts in this episode.

In this episode of BD Talks, Caitlin Roxburgh speaks with renewable energy solicitor and community energy advocate Sonya Bedford MBE about balancing credibility with personality, why lawyers shouldn't underutilise marketing, and how storytelling can help professional services cut through short attention spans.

In this month’s episode of BD Talks, Nicholas Barrows, Director of Marketing at Trowers & Hamlins, shares how deep sector expertise and a values-led approach are reshaping marketing and business development in professional services. Nicholas explores the shift towards client-centric strategies grounded in genuine market understanding and highlights the importance of consistency over uniformity when leading global teams. He discusses the role of diversity and inclusion as a business enabler, the nuances of personal branding for partners, and how technology — particularly AI — is opening new creative opportunities for BD professionals.