IBA Annual Conference Paris 2023

29 Oct - 3 Nov 2023

Room 251, Level 2

Session information

Business development superpowers and how to harness them - Part 1
Room 251, Level 2


Law Firm Management Committee (Lead)


Part 1 - Data-driven business development (moderator - Katherine Hutchinson)

“It is a capital mistake to theorize before one has data. Insensibly one begins to twist facts to suit theories, instead of theories to suit facts.”
― Sir Arthur Conan Doyle, Sherlock Holmes.

Law firms have access to more data (referrals, contact information, opportunities, activities etc.) than ever before. However, most fail to harness that information and use it to further their business development strategy.  In a session focused on data-driven business development, our panel will share best practices on collecting, assessing, and using information from a variety of sources to drive better business development practices. 

  • What information can you capture? What information should you capture? 
  • Using data to build better client relationships
  • How do lawyers cut through the noise to focus on the relevant information?
  • Why partnering with experts will save you time and money (spoiler alert – you already know them!)

Part 2 of this session will take place 1430 - 1545 and will focus on social media.

Session / Workshop Chair(s)

Katherine Hutchinson Bennett Jones LLP, Toronto, Ontario, Canada; Vice Chair, Law Firm Management - Business Development and Marketing Subcommittee


Charlotte Ford Charles Russell Speechlys , London, England
Brian Gribben Arendt & Medernach, Luxembourg City, Luxembourg
Katherine Howbrook MD Communications, London, England
Eve Starks Thomson Reuters, London, England