The importance of technology and innovation in modern law firms with Mark Tamminga (3)

Live from LMA 2025 with HFW’s Debra Filippin on Client Listening That Works

What if your most powerful business development strategy wasn’t another pitch—but a conversation?

In this new episode of The Pursuit Desk, recorded live at the 2025 LMA Annual Conference, Jason Noble sits down with Debra Filippin, Head of Marketing and Business Development for Asia Pacific at HFW, to talk about the power of listening—and how law firms can turn feedback into lasting relationships.

Debra shares her path from studying law in Japan to leading client programs across global law firms. More importantly, she breaks down the blueprint behind her firm’s high-touch, face-to-face client listening program, including:

  • Why clients do want to give feedback (and how to get them talking)
  • How to prepare for and follow up on feedback to build trust, not just data
  • The role of panels, pricing, and practice focus in deepening engagement
  • Why value—not volume—is what matters in a relationship

If you’ve ever struggled to get honest client input, align internal teams, or prove the ROI of relationship management, this episode is for you.