At LMA 2026 in New Orleans, Sandra Claudio made the case for something every BD team knows but rarely says out loud: not every RFP is worth your time — and chasing the wrong ones can actually hurt you. 🎧 Sandra is Director of BD at Ice Miller, where a team of two manages RFPs for the entire firm — responding to around 200 a year, not counting early-stage pitches. Their process is disciplined: every opportunity goes through a go/no-go evaluation before a single word gets written.The full episode covers Sandra's entire career — from events coordinator to BD leader across four major firms — plus her take on cross-selling, lateral integration, and why authenticity was the LMA 2026 theme that actually resonated.

Tracy is Head of Marketing & BD at Kraft Kennedy — a firm that helps law firms navigate their most complex technology implementations. She's watched firms fall behind on technology decisions and then scramble to recover. She's also applying that same urgency to her own marketing function. In the latest episode of The Pursuit Desk, Jason and Tracy cover how AI is changing proposal workflows at law firms and why the executive summary is still the most important page in any pitch. At ikaun, we see the gap Tracy describes widen every year. Teams that invest in centralized experience, AI-powered proposal generation, and integrated data infrastructure now aren't just more efficient — they're positioned to win more work than the firms still catching up.

In legal marketing, most leaders inherit a department. Andrew Laver built one — and he did it with a very specific philosophy. In the latest episode of The Pursuit Desk, ikaun's Jason Noble sits down with Andrew Laver, Chief Marketing and Business Development Officer at Porzio, Bromberg & Newman, for a candid conversation about what it really takes to run marketing and BD at a growing regional firm. Andrew joined Porzio as the firm's first CMBO and built a six-person team from the ground up — designed intentionally, with overlapping skills, and a relentless focus on BD outcomesover marketing optics.

In this episode of The Pursuit Desk, Jason Noble, Co-Founder & Chief Product Strategy Officer at ikaun, sits down with Jordan Weinstein, VP of Data & Growth at Persuit. Together, they unpack what the data reveals about winning more RFPs, why the lowest price isn’t always the deciding factor, and how strategies and speed can change outcomes. They also explore the mounting pressure on the billable hour, the rise of AFAs, and how technology is reshaping the future of legal business development.

In this episode of The Pursuit Desk, Jason Noble sits down with Rick Harris, CEO of the Association of Proposal Management Professionals (APMP), to explore what truly makes a winning proposal. Rick shares timeless best practices—from the importance of executive summaries and compliance matrices to building authentic client relationships—and explains why proposals should never be cookie-cutter. The conversation also dives into the role of AI in streamlining proposal processes, balancing efficiency with authenticity, and what the future holds for business development professionals. As Rick prepares to transition from APMP leadership to launch his own venture, he reflects on lessons learned and offers practical insights for anyone looking to stand out and win more work.

On this episode of The Pursuit Desk, Jason Noble chats with Carling Futvoye, Senior Proposal and Experience Manager at Stinson LLP, about what makes proposals truly stand out—and what still gets in the way.Carling shares how a thoughtful go/no-go process helps her team stay focused, how her creative writing background informs her approach to RFP responses, and why storytelling isn’t fluff—it’s what wins. She also talks candidly about collaborating with attorneys, tracking wins and losses (hello, spreadsheets), and the role AI plays in saving time without sacrificing accuracy.Whether you're wrangling panel RFPs, navigating attorney preferences, or trying to inject more humanity into your executive summaries, this episode is packed with practical insight and a few good laughs.

What do aerospace, modeling, and legal marketing have incommon? Gabriela Cervantes.In the newest episode of The Pursuit Desk, JasonNoble sits down with Gabriela, Marketing Manager at Snell & Wilmer, for a compelling conversation on career pivots, cross-industry insights, and the human side of business development.Gabriela shares her journey from aerospace and defensemanufacturing to the legal world—and how her unique background fuels a people-first approach to everything from RFPs to award submissions.

What if your most powerful business development strategywasn’t another pitch—but a conversation?In this new episode of The Pursuit Desk, recorded live at the 2025 LMA Annual Conference, Jason Noble sits down with Debra Filippin, Head of Marketing and Business Development for Asia Pacific at HFW, to talk about the power of listening—and how law firms can turn feedback into lasting relationships.If you’ve ever struggled to get honest client input, aligninternal teams, or prove the ROI of relationship management, this episode is for you.

In legal marketing, tech is no longer just a support function—it’s the engine driving personalization, growth, and smarter strategy. In the latest episode of The Pursuit Desk, Jason Noble sits down with Kelly Sweeney, Senior Manager of Marketing Technology, for a wide-ranging conversation on the evolution of legal martech, the rise of AI, and why clean data still rules.Kelly shares her journey from early days as a data steward to leading major CRM and DealCloud implementations—and the mindset shift it takes to move from back-office tech tostrategic enabler.

Recorded live at the 2025 LMA Annual Conference, this episode features Jason Noble in conversation with Roy Sexton, Chief Marketing Officer of Vedder Price. Known for his charisma and candor, Roy shares why storytelling and narrative memory are the secret weapons of effective legal marketing. He reflects on his first few months at Vedder Price, how he’s building on a strong foundation to drive innovation, and why vulnerability and humor are essential leadership tools. From attorney engagement to brand transformation, Roy’s insights are as thoughtful as they are entertaining. A must-listen for anyone navigating the evolving role of marketing in law firms.