About this episode

The episode discusses how law firms can effectively turn collaboration into measurable revenue growth with insights from experts Heidi Gardner and Ivan Matviak.

Every law firm claims to prioritise collaboration, yet very few have figured out how to turn it into real, measurable revenue growth. Today on the CMO Series: Laterals & Mergers, host Connor Kinnear, Chief Marketing and Business Development Officer at Passle, is joined by two of the world's leading experts on smarter collaboration in professional services, Heidi Gardner, Distinguished Fellow at Harvard Law School and bestselling author, and Ivan Matviak, Co-founder of Gardner & Co. and CEO of Smarter Collaboration International. Together they unpack what the data really says about collaboration and lateral integration, and what CMOs and BD leaders can actually do to turn it into a genuine growth driver. In this episode Heidi and Ivan discuss: The single most important research finding every law firm leader needs to hear about collaboration and growth What an outsider's view from banking, consulting and consumer businesses reveals about blind spots in legal BD Why top firms are shifting from hiring for books of business to hiring for talent, and what that means for recruiting Where firms typically get stuck turning anecdotal knowledge about growth opportunities into action…

People in this episode

Host: Connor Kinnear

Guests: Heidi Gardner, Ivan Matviak

Topics covered

• collaboration
• law firms
• revenue growth
• lateral integration
• business development
• recruiting

Keywords

• collaboration
• law firms
• revenue
• business development
• lateral hires
• growth opportunities
• recruiting

Mentioned in this episode

Organizations: Harvard Law School, Gardner & Co., Smarter Collaboration International

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• Episode 5 - CMO Series Laterals & Mergers: Kathryn Whitaker of Burr & Forman on Turning Lateral Moments Into Momentum · August 20, 2026 · 20 min
• Episode 4 - CMO Series Laterals & Mergers: Craig Budner of Budner Performance Group on Unlocking Law Firm Growth Through Laterals · August 13, 2026 · 18 min
• Episode 3 - CMO Series Laterals & Mergers: Adam Severson of Baker Donelson on The Marketing Playbook for Laterals And Mergers · August 12, 2026 · 25 min
• Episode 2 - CMO Series Laterals & Mergers: Dave Southern of Mayer Brown on Making Lateral Acquisitions Pay Off Through Client Collaboration · August 6, 2026 · 16 min
• Episode 1 - CMO Series Laterals & Mergers: Will Brewster on The Communications Lens on A Law Firm Merger · August 5, 2026 · 17 min

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