Getting hybrid right: Building winning client relationships for growth

Share on linkedin
Share on twitter
Share on email
Share on facebook

Join us as we discuss how business development in the legal sector is evolving and hear from thought leaders on how to win in a hybrid world.

Description summary

Learn from our esteemed panellists:

  • Zoe Conlin, Head of L&D and Sales Transformation – Hogan Lovells
  • Matthew Fuller, Head of BD, Americas & EMEA -White & Case
  • Nick Harknett, Partner – Youd Andrews
  • and Alison Nichol, Senior Facilitator, PCA Law

as we discuss the dos, don’ts, and maybes of leading client BD and sales conversations in a hybrid context.

In this short 60 min discussion, explore how to find the balance between commerciality, care & expertise in BD conversations.

Why attend?

  • Explore how different firms are approaching business development and sales in hybrid
  • Top tips on how to hold trusted advisor conversations
  • Seek advice from our panel of experts

Who should attend?

Legal sector leaders within business, transformation, HR,  Learning & Development professionals, BD and Sales professionals

When is it?

Wed, September 29, 2021

1:00 PM – 2:00 PM BST


Free, General Admission

Panelists Bios

Nick Harknett

Partner – Youd Andrews

Partner at Youd Andrews, which specialises in C level engagement helping sellers gain confidence to get bigger and better deals. Nick has held senior positions at Unipart International, Nissan & Yellow Pages, in addition to CEO of various digital media businesses. His work with YA has led him to become a trusted advisor in a number of organisations where he provides consultancy for senior sales & BD divisions.

Zoe Conlin

Head of L&D and Sales Transformation – Hogan Lovells

Based in Hong Kong, Zoe heads up the L&D function for Hogan Lovells across their 11 Asia-Pacific offices. Prior to that she ran a consultancy firm delivering experiential learning and executive coaching solutions; including sales mindset and executive presence. A certified Executive Coach, accredited in a range of psychometric profiling tools including Myers-Briggs Type Indicator®, Everything DiSC®, Clifton Strengths and Hogan Assessments (HPI, MVPI and HDS).

Matthew Fuller

Head of BD- Americas & EMEA.White & Case

A highly  experienced professional services marketer with over 30 years experience in major international law firms.  Matthew has held senior positions at Wilde Sapte, Allen & Overy. A regular speaker and commentator on the legal market, in 2017 he co-authored the book, Strategic Tendering for Professional Services; Win More. Lose Less (published by Kogan Page) which was awarded an award at the 2018 Business Book of the Year Awards.

Alison Nicol

Experiential Learning Specialist, Facilitator & Executive coach.

Alison is a former Lawyer (Allen & Overy, Baker & Mckenzie) with extensive experience in facilitation, forum theatre, roleplay, corporate improvisation and feedback. As a senior facilitator and professionally trained actor, Alison combines her corporate experience with her performance skills. She has worked internationally for the last 7 years on a wide range of programmes including: Business Development, Resilience and Personal Impact. Clients include: Allen & Overy, Baker & McKenzie, Hogan Lovells, Simmons & Simmons and White & Case.

This website uses cookies to ensure you get the best experience on our website. By continuing to browse on this website, you accept the use of cookies.