1.1 Chris Newman: Building a Sales-Engine in Law Firms

Barbara and Andrew are joined by Chris Newman, who has led sales enablement at McDermott and Mintz, amongst others. This conversation is packed with the kind of hard-won thinking you rarely hear so openly shared. Chris walks through how he built pipeline management, ideal client profiles, white space analysis, and a dedicated new logo targeting team, and how he launched a digital products function that rethought what BD value looks like inside a law firm. If you work in legal BD, you will come away with new ideas on sales culture, teaching lawyers the science behind business development, and using AI as a thought partner. The Legal Growth Table at its best: real energy, no filler, and plenty to take back to your desk. One to listen to twice.