The Rainmaking Podcast TRP 23: How to Develop an In-Person Feel to Your BD Efforts with Yolanda Cartusciello
In this episode of The Rainmaking Podcast, host Scott Love speaks with legal marketing strategist Yolanda Cartusciello about how professionals can build meaningful client relationships and adapt their business development efforts in a post-pandemic world. Drawing on her extensive experience leading marketing and BD functions at major firms like Debevoise and Cleary Gottlieb, Yolanda shares why active listening, empathy, and creative outreach matter more than ever in times of uncertainty.
Yolanda explains that the pandemic disrupted traditional rainmaking methods like in-person meetings and events, forcing professionals to rethink how they connect. Rather than relying on outdated tactics or pushing clients into uncomfortable formats like Zoom, she urges listeners to ask clients how they prefer to engage and offer support that meets them where they are. She emphasizes the importance of helping clients navigate their own shifting journeys and becoming a trusted guide by delivering timely, tailored insights—not just generic updates.
Yolanda also highlights the power of content marketing, client journey mapping, and relationship referrals, especially when combined with sincerity and a deep understanding of each client’s challenges. This episode is packed with practical strategies for growing your network, preserving loyalty, and delivering value in a world that’s still adjusting to a new normal.
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For more than 20 years, Yolanda Cartusciello has served in senior administrative leadership roles in major law firms, including Debevoise & Plimpton and Cleary Gottlieb. At both firms, she led the marketing teams, as well as profile enhancement strategies, comprehensive client interview programs, and practice and lateral partner rollouts. She has also developed business development and communications training and coaching programs for lawyers at all levels. Recently, Yolanda, together with her colleagues, has launched Solutions Delivered, a new cost-effective service to offer remote quality senior strategy and administration to solo practitioners and small to mid-sized firms.
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