Nexl

In the recent webinar, we explored the essential differences between a **Business Case, a Value Case, and an Investment Case**—and why firms increasingly need all three to make smart, aligned decisions. In this follow-up “deminar,” we go even deeper and show you **exactly how a Value Case gets built inside a real firm** using the data and workflows already living in Nexl.

This session centers around a practical, high-impact question many firms face:

**“Should we build a Key Client Program?”**

Using **Nexl Workspaces**, firm-wide relationship data, and the principles of **CARD** and the **Four Rs**, we’ll walk step-by-step through how a firm can:

*   Identify strategic alignment and stakeholder priorities
*   Map and measure client relationships
*   Surface cross-serving potential and whitespace opportunities
*   Evaluate operational readiness and resource implications
*   Build a data-supported narrative that leadership can actually say yes to

We’ll also demonstrate how stakeholder interviews and qualitative inputs combine with Nexl’s quantitative insights to create a **true Value Case**—one that goes beyond financial projections and articulates the **real organizational value** the initiative provides.

Whether your firm is considering a Key Client Program or evaluating another strategic initiative, you’ll walk away with a replicable framework for turning Nexl data into a compelling, decision-ready Value Case.


Build Your Firm’s Value Case: A Practical Deep Dive Using Nexl Data

Many BD and Marketing professionals find themselves pitching ideas long before they have the tools, influence or budget to move them forward. Whether it is new tech, a client programme, a marketing campaign or a fresh approach to data, it often comes down to one thing. Can you make a strong enough case for it?

This session looks at how to build that case in a way that partners listen to. We will ask whether we should still call it a business case or if a value case is a better way to frame the conversation. We will talk about how to show the return for the firm, how to position the idea, and how to structure a narrative that cuts through. The panel brings together a seasoned BDM professional, a law firm partner and a consultant to share what works, what doesn’t and how to get ideas signed off in real life.


Building the Business Case: Turning BD & Marketing Ideas Into Firm-Backed Initiatives

Traditional CRM systems force firms to choose between complexity and rigidity. On one side, there’s the world of endless configuration -- where every field, workflow, or permission requires a technical admin. On the other, there are inflexible, “it just is” systems that can’t evolve with your needs.

 

**Nexl sits beautifully in the middle.**

 

In this demo session, we’ll show how Nexl’s **Workspaces and Apps** let business users—not technical teams—capture, organize, and evolve their data in real time. You’ll see how firms can **get up and running in weeks** (not months) and **continue to configure and adapt** as their needs evolve—without ever “configuring themselves into a corner.”

We’ll walk through:

*   How Nexl enables fast deployment with zero technical friction
*   What Workspaces and Apps mean for real-time flexibility and collaboration
*   How lawyers and business teams can build and adapt solutions without coding
*   Practical examples of replacing spreadsheets and disconnected tools with Nexl
*   Why this approach helps firms innovate faster while staying secure and compliant

This isn’t just a demo—it’s a look at how law firms can **move from configuration chaos to continuous innovation**.


The Smarter Middle Ground: Fast, Flexible, and Configurable Martech for Law Firms

Law firms are investing more than ever in marketing technology—but not every tool delivers meaningful impact. This session explores how leading firms evaluate, implement, and integrate Martech to drive adoption, ROI, and stronger client experiences.

Join us for a candid, story-driven discussion on what “getting Martech right” really means—covering lessons learned, practical examples, and what’s next for firms evolving their Martech stack.

**What You’ll Learn**

*   What success looks like before and after implementing new tools
*   How to ensure real adoption among lawyers and business teams
*   Ways Martech can directly improve client service and competitiveness
*   Key metrics for measuring value beyond simple usage numbers
*   Common pitfalls and lessons from firms that have been there before
*   How leadership balances innovation with operational impact
*   Strategies for securing buy-in across the firm
*   How client expectations shape Martech strategies


Evaluating and Vetting the Martech Stack for Law Firms

**How do we bring AI into our workflows in a way that actually delivers value (without losing the human touch)?**

Artificial intelligence is everywhere—but how do we separate meaningful innovation from noise? This candid, peer-to-peer conversation will explore the realities of using AI tools in business development and beyond.

We’ll dive into:

*   **What’s working (and what’s not):** Practical experiences with AI in day-to-day workflows.
*   **Hype vs. reality:** Are these tools delivering real value, or just shiny distractions?
*   **Focus and outcomes:** How to balance innovation with productivity.
*   **The human factor:** Keeping relationships authentic while leveraging automation.
*   **Strategic foresight:** What “long term” means in AI, and how to de-risk decisions when resources are limited.

Join us for an honest discussion that goes beyond buzzwords—where peers share how they’re making AI work in practice, without losing the human touch that drives real business relationships.


AI in Legal BD: Hype, Hope, and the Human Element

In today’s competitive legal and professional services market, the difference between winning and losing new work often comes down to how well you leverage intelligence—early and often.

Join us for an interactive demo where we’ll show **how to manage a full pitch inside one intelligent workspace**, from the first client conversation to final proposal. You’ll see how to:

*   **Surface relevant experience and relationships instantly** with **AI-powered client intelligence**, so you can highlight wins and connections in real time—*even in the very first meeting*.
*   **Identify and involve the right lawyers or team members** early, using AI to spot who has the best client relationships and relevant expertise.
*   **Run and track every step of the pitch process** with built-in task management and live intelligence updates that keep your team aligned and proactive.

This session will demonstrate how **AI-powered client intelligence brings experience forward**, helping you connect the right people, tell the strongest story, and **win the work you should—before competitors even start drafting proposals**.


Winning the Right Work: How AI Turns Client Data into Pitching Power

In today’s competitive legal market, law firms must navigate significant disruption from AI technology and evolving client expectations. Winning premium mandates requires more than exceptional legal talent—it demands systematic enablement and integrated business development practices. 

Join Lynn Tellefsen Stehle and a distinguished panel of leading legal industry growth experts: Deborah Farone, author, consultant and former CMO of Cravath and Debevoise; Gillian Ward, Chief Marketing & Business Development Officer at Reed Smith; and Amanda Loesch, Chief Marketing Officer at Day Pitney. 

This panel will discuss what sustainable growth operations in the AI age looks like and how firms can enable effective client and business development participation, including: 

*   Clarifying the distinction between marketing and business development operations — and why it matters now. 
*   Helping lawyers move beyond top-of-funnel marketing to consistently engage in client development and BD. 
*   Using systems, data, and AI to enable lawyers to deliver stronger, more seamless client and prospect experiences. 
*   Strategies and tactics for delivering the BD experience clients expect. 
*   Practical BD takeaways from the panelists that you can bring back and apply immediately. 

Register for this essential conversation on transforming law firm business development from reactive, intermittent efforts into proactive, systematic processes that drive mutual growth for attorneys and clients alike. 


Pitching to Win: Enabling Lawyers and BD Teams for Growth

Join us for an exclusive Nexl "deminar" where we unpack how law firms can strategically transform major events—like the upcoming IBA Annual Conference in Toronto—into powerful engines for growth.

Using real-world insights from our team’s recent success at the IBA Regional Conference in Lima, we’ll show you a step-by-step playbook for converting conference participation into measurable business development outcomes.

### **What You’ll Learn:**

*   **Strategic Preparation:**
*   Discover how to align your team and set clear goals using Nexl Workspaces and relationship intelligence before the event even begins.
*   **Event Execution:**
*   Learn how we orchestrated a high-impact side event that attracted the right audience and maximized our presence at the conference.
*   **Opportunity Capture & Follow-Up:**
*   See how we tracked every lead, sustained momentum, and turned conversations into actionable opportunities.
*   **Post-Event Strategy:**
*   Find out how we evaluated outcomes and adjusted go-to-market plans using real-time event insights.

### **Bonus for Attendees:**

Be the first to access Nexl’s brand-new **IBA Toronto Conference Template**, designed to help you prepare and execute your conference strategy with ease and confidence.


From Lima to Toronto: Turning Conferences into Growth Opportunities

The IBA Annual Conference is one of the most important global events in the legal calendar. With thousands of lawyers and law firm leaders descending on Toronto this year, the opportunity to connect, collaborate and grow your international practice has never been greater.

But with opportunity comes complexity. Planning your firm’s attendance, setting meetings, hosting events, attending sessions, and making sure you see the right people (and that they actually show up) takes more than just booking a flight.

Join us for a practical panel discussion hosted by Nexl, where legal marketing and business development professionals share their experience and tips to help you make the most of IBA 2025. Whether it’s your first IBA or you’ve been attending for years, this session will help you:

*   Approach the week with a clear plan 
*   Maximize your firm’s visibility 
*   Ensure ROI on your time and investment 

In today’s competitive legal market, attending a major conference like the **IBA Annual Conference** isn’t just about showing up—it’s about executing a coordinated strategy that turns every conversation into a step toward client growth. 

Panelists will share proven, actionable frameworks grounded in real‑world experiences. Whether you’re looking to deepen existing relationships, win new business, or harness technology to scale your efforts, you’ll leave with a clear roadmap for transforming event participation into measurable outcomes. 


How Leading Firms Prepare for IBA: Strategies for Relationship-Driven Growth

Join us for an insightful and practical webinar exploring how law firms can leverage Nexl to transform client feedback into actionable intelligence. In this session, we’ll dive into the innovative ways Nexl empowers firms to enhance client satisfaction, track sentiment over time, and proactively manage client relationships.

You’ll discover how firms can:

*   **Capture Client Feedback Seamlessly**: Learn how to integrate post-matter surveys and in-person reviews directly into Nexl, using customizable forms tailored to each matter or event.
*   **Centralize and Visualize Client Sentiment**: Explore how Nexl’s Client Hub and account-level data views allow for historical tracking of Net Promoter Scores (NPS) and qualitative insights, offering a complete picture of client health.
*   **Take Meaningful Action with AI**: See how Nexl’s evolving AI infrastructure can analyze unstructured feedback, surface key themes, perform sentiment analysis, and generate next steps — helping firms move from insight to impact.
*   **Drive Strategic Client Engagement**: Understand how client feedback can trigger workflows, identify at-risk accounts, and inform strategic decisions within client service teams.

Whether you're struggling with scattered feedback channels or seeking ways to better act on client sentiment, this session will equip you with the tools and frameworks to evolve your feedback process.


From Client Service to Client Experience: How to Win with Client Experience in Legal

The legal industry is evolving—and so are client expectations. Today, delivering legal expertise isn’t enough. Law firms are under growing pressure to create a **client experience** that’s proactive, personalized, and aligned with the standards set by other industries.

But what does “client experience” actually mean in legal services? And how can firms begin to embed it into every stage of the client journey?

Join us for a **live panel discussion** exploring how modern firms are rethinking client experience—not as a buzzword, but as a strategic pillar for long-term growth and loyalty.

**What we’ll explore:**

*   What “client experience” means in a legal context—and how it’s different from traditional client service
*   Why it’s becoming a top priority for law firms today
*   The mindset and cultural shifts required to put clients at the center of your strategy
*   Real-world examples of firms delivering standout client experiences
*   Who should be responsible for client experience—and how to break silos
*   The trends shaping the future of client experience in legal services

Let’s move beyond client service—and start delivering real, lasting experiences.


From Service to Strategy: Redefining Client Experience in Law Firms

Join us for a dynamic and insightful session where we explore how law firms can strategically transform their referral management processes using Nexl's platform. In this 25-minute demo, Andrew Hutchinson will walk through a data-driven, relationship-centric approach to managing referral networks that goes far beyond tracking names on a spreadsheet.

### **What You’ll Learn:**

*   How to leverage apps and workspaces to build robust referral tracking systems that deliver insights, not just data.
*   Discover how to evaluate and enhance the give-and-take of your referral relationships—not just by quantity, but by profitability, engagement, and matter complexity.
*   Learn how to identify untapped potential in your referral networks, using relationship data to build deeper, more valuable connections with the right partners.
*   We’ll showcase ways to categorize referral firms by value, practice area fit, and seasonal contribution trends.
*   Preview a workspace template for referral growth—complete with key relationship goals, marketing campaigns, and engagement metrics to guide your team’s outreach.


Turning Referrals Into Revenue: Workspaces & ERM in Practice

This panel brings together long-time law firm leaders and legal technologists from Nexl to share a state of the market discussion on how law firms are responding to a rapidly changing legal services landscape.

Drawing on experience gained both inside law firms and through ongoing work with firms around the world, the panel will offer market observations shaped by what’s being reported, discussed, and experienced in real time. The conversation will explore how firms are navigating increased competition, consolidation, evolving talent expectations, and rising demands on marketing and business development teams.

Designed for senior marketing and BD leaders, this session provides perspective and context to help firms lead more effectively in today’s market.


Legal Market Observations: A State of the Market Discussion

**The Old Rainmaker Model Is Holding Law Firms Back**

New research across 200+ professional services firms reveals why law firms that reduce rainmaker dependency grow **42% faster**—and how lawyers can lead the shift.

Law firms have never been more profitable—or more exposed.

AI is commoditizing routine work. Clients are expertise-shopping. Lateral hires are failing at alarming rates. And yet most firms still rely on a handful of individual rainmakers to drive growth.

The result?

*   Inconsistent client experiences
*   Fragile succession planning
*   Burned-out partners
*   Growth that walks out the door

The data is clear: **individual heroics don’t scale.**

### What the Research Reveals

Based on a global benchmark study of 235 business development leaders across 202 professional services firms, *Rethinking Rainmakers* uncovers a stark truth :

*   Firms with low rainmaker dependency achieve **12.5% annual growth vs. 8.8%**
*   Client churn drops by **60%**
*   Lateral hire success more than doubles
*   Service penetration nearly triples

Yet fewer than **1 in 10 law firms** have made the shift.

### What You’ll Learn in This Webinar

In this high-level, practical session, James and Ben will break down:

*   The **four BD culture archetypes** and how they determine growth outcomes
*   The **five operational gaps** quietly trapping most law firms in rainmaker dependence
*   Why pipeline discipline—not talent—is the biggest untapped growth lever
*   How top firms align **systems, data, and incentives** to multiply lawyer impact
*   How individual lawyers can **champion change**, even without formal authority

This is not theory. It’s a playbook grounded in real data.

Designed for partners, senior associates, BD leaders, and firm leadership, this session delivers a clear diagnosis of your current BD model and 3–5 concrete actions you can implement in the next 90 days to drive sustainable, scalable growth.

**The choice is simple:**

Invest in business development culture—or watch the performance gap widen.

👉 **Register now and start the year with a smarter growth strategy.**
