Episode 204 - Rob Gijsen of CMS on Rethinking Client Strategy To Drive Real Revenue
About this episode
Rob Gijsen discusses rethinking client strategy to drive revenue in large law firms.
In most large law firms, a small handful of clients truly move the needle on revenue, yet BD efforts are still spread thinly across the board. In today’s episode of the CMO Series Podcast, Will Eke sits down with Rob Gijsen, Chief Marketing Officer at CMS, who has spent nearly three decades in senior BD and marketing roles at some of the world's largest firms. In the last year, Rob has driven the implementation of a new client and sector strategy to fundamentally change how CMS prioritises and manages its most important relationships. Rob shares the thinking behind it, what rolling out a strategy looks like at a firm of CMS’s scale, and what he’d advise other leaders thinking about doing the same. Rob and Will discuss: How Rob’s thinking about client strategy has evolved The need for a client categorisation framework Overcoming roadblocks and negative perceptions The quantitative results following the strategy Practical advice for others before implementation
More episodes of Passle CMO Series Podcast
- Episode 207 - Sarah High of Yetter Coleman on The Big Law Mindset: Reality Of Successfully Scaling A BD Function In A Boutique Firm
- Episode 206 - Jennifer Shankleton of Brennan Manna & Diamond LLC on How to Navigate an Ever-Evolving Role in Legal Marketing & Business Development
- Episode 205 - Helen Griffiths of Fladgate on Delivering a BD Plan That Works in Practice
- Episode 203 - Roanne Neuwirth on What Separates a Market Position from a Service List
- Episode 202 - Clare Quinn-Waters of Edwin Coe on Building a Growth Function from Scratch
- CMO Series Podcast Special: Unpacking the 2026 Cross-Selling & Collaboration Report with James Barclay
Explore listener stats, chart rankings, contacts and more on the Passle CMO Series Podcast podcast page.