Liz H. Sobe, Director of Business Development at Robinson+Cole, joins Kristo Sween to step through the universal BD progression: Contact to Connection to Relationship to Client. Liz shares that “a contact lives in your CRM, but a connection lives in your awareness,” and uses her definition of AI, Authenticity and Intentionality, to guide attorneys along the path of building relationships and trust. As her mother used to say, trust is built in drops and lost in buckets. Liz’s “AI” moves firms from selling legal services to helping people who trust their attorneys solve problems when the timing is right.
What is The BD Catalyst?
A podcast for law firm business development and marketing changemakers.