In the latest episode of the CMO Series Podcast, Charles Cousins is joined by Patrick Johnson, Chief Business Development & Marketing Officer at Honigman, to explore the importance of culture and client-centric storytelling in pitches. After a month in the role and previous experience spanning multiple See more +
In the latest episode of the CMO Series Podcast, Charles Cousins is joined by Patrick Johnson, Chief Business Development & Marketing Officer at Honigman, to explore the importance of culture and client-centric storytelling in pitches. After a month in the role and previous experience spanning multiple law firms and time at McKinsey, Patrick offers a sharp perspective on why pitching and winning work is still treated as a process problem, rather than a strategic one.
They discuss what law firms are getting wrong, what best practice really looks like, and how Honigman is approaching pitching with a curious mindset from day one.
Patrick shares:
– His impressive career journey and how pitching became central to business strategy
– The importance of winning partner buy-in to change how firms pitch
– The importance of culture and process before advancing technology
– Reasons why law firms struggle to effectively win work
– Actionable steps for leaders to introduce new ways of working
A transcript of this episode is available: https://blog.passle.net/post/102mee9/cmo-series-ep191-patrick-johnson-of-honigman-on-rethinking-how-law-firms-pitch See less –
