Jim Ries
As you go through this edition, one theme stands out clearly: in a world where content is easier than ever to produce, what truly matters is not volume, but value.
Across the articles in this issue, we see how quickly our profession is evolving. AI has lowered the barrier to creating polished communication, but it has also raised expectations. As Feliza Bahamonde Wormull reminds us, producing content is no longer the challenge – earning attention and trust is. That shift puts business development and marketing exactly where they belong: at the heart of strategy.
Another important message running through this edition is the growing gap between insight and action. Melissa Marshall highlights that collecting client feedback is now common practice, but acting on it is still where many firms fall short. Those that move quickly, close the loop, and embed feedback into daily client relationships are the ones that will stand out.
We also see a clear shift in how firms position themselves. Diane Walsh explains the move toward outcome-based marketing, where clients care less about what we offer and more about the results we deliver. This is a powerful reminder that expertise alone is no longer a differentiator – it is expected. What matters is how clearly we can demonstrate impact.
At the same time, several contributions highlight something that technology cannot replace human connection. Whether it is Raf Uzar’s focus on authentic communication, Joni Trulock’s formula of visibility plus trust, or Sukriti Mehta’s perspective on becoming a true strategic partner, the message is consistent. Trust is still built through relationships, judgment, and genuine understanding.
There are also practical lessons throughout. From making conferences more intentional (Maggie Tomasek), to improving cross-selling by aligning incentives and client experience (Mauricio Ramos), to strengthening personal brands through consistent and authentic engagement. These are reminders that small, deliberate actions still drive meaningful growth.
Finally, a number of articles challenge us to think differently about visibility itself. In areas like M&A and investment banking, credibility is built long before the first call and often measured at the wrong moment. What matters is not just being seen today, but being remembered when it truly counts.
If there is one takeaway from this issue, it is this: the firms that succeed will be the ones that combine clarity, consistency, and purpose with a genuine focus on client needs. Technology can support us, but it cannot replace thoughtful strategy or meaningful relationships.
As always, thank you for being part of the GGI community and for contributing your ideas, energy, and expertise. This newsletter reflects the strength of that collaboration.
Wishing you continued success,
Jim RiesResponsible Editor & Global Chair of the GGI Business Development & Marketing (BDM) Practice Group (PG)
As Director of Business Development, Jim Ries drives revenue growth for Offit Kurman by helping business leaders and families of wealth address some their most difficult challenges. He also identifies and develops strategic partnerships and market opportunities. Jim has access to a deep network of attorneys in every practice area, and he is able to connect his clients to the right attorney who can resolve their legal disputes and protect their assets. Jim is a master networker, and his high-level connections call him for solutions when they don't know who to call. Let Jim be your Google. Contact Jim.
DisclaimerThe information provided in this newsletter came from reliable sources and was prepared from data assumed to be correct; however, prior to making it the basis of a decision, it must be verified. Ratings and assessments reflect the personal opinion of the respective author only. We neither accept liability for, nor are we able to guarantee, the content. This publication is for GGI internal use only and intended solely and exclusively for GGI members.
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