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.