Episode 146 - Ralph Allen of Kelley Drye & Warren on Driving Profitability: The Intersection of Operations & BD

Fresh from the COO panel at CMO Series Live in New York, Ralph Allen, Chief Operating Officer of Kelley Drye & Warren, joins the CMO Series Podcast to share his insights on strategically aligning law firm operations with business development to drive profitability.

In this episode, Ralph sits down with Ed Lovatt to delve into the crucial intersection of operations and business development. They discuss strategic decision-making, navigating market competition, fostering client relationships, and leveraging technology. Ralph also shares strategies for firms to effectively grow their top-line revenue while enhancing bottom-line results.

Ralph and Ed cover: 

• Ralph’s role as COO and how he works with functions including BD and marketing
• How business development is a tool for expanding and capturing new business in the legal industry
• How to identify which areas to invest in and which to phase out and the key factors in making these decisions
• The operational changes necessary when a firm focuses on premium practice areas
• Effective approaches to leveraging existing client relationships to expand into new practice areas
• How firms can adapt their BD and operational strategies to stay ahead and the opportunities to drive top-line growth
• Advice for business development professionals when it comes to driving profitability and what they should be thinking about