The Pursuit Desk

The Data Behind Winning RFPs—and Why Price Isn’t Everything with Jordan Weinstein

In this episode of The Pursuit Desk, Jason Noble, Co-Founder & Chief Product Strategy Officer at ikaun, sits down with Jordan Weinstein, VP of Data & Growth at Persuit. Together, they unpack what the data reveals about winning more RFPs, why the lowest price isn’t always the deciding factor, and how strategies and speed can change outcomes. They also explore the mounting pressure on the billable hour, the rise of AFAs, and how technology is reshaping the future of legal business development.

Winning Work: Proposal Best Practices and the Future of AI with Rick Harris

In this episode of The Pursuit Desk, Jason Noble sits down with Rick Harris, CEO of the Association of Proposal Management Professionals (APMP), to explore what truly makes a winning proposal. Rick shares timeless best practices—from the importance of executive summaries and compliance matrices to building authentic client relationships—and explains why proposals should never be cookie-cutter. The conversation also dives into the role of AI in streamlining proposal processes, balancing efficiency with authenticity, and what the future holds for business development professionals. As Rick prepares to transition from APMP leadership to launch his own venture, he reflects on lessons learned and offers practical insights for anyone looking to stand out and win more work.

From Go/No-Go to Gold: Carling Futvoye on Proposal Strategy, Storytelling, and Smart Use of AI

On this episode of The Pursuit Desk, Jason Noble chats with Carling Futvoye, Senior Proposal and Experience Manager at Stinson LLP, about what makes proposals truly stand out—and what still gets in the way. Carling shares how a thoughtful go/no-go process helps her team stay focused, how her creative writing background informs her approach to RFP responses, and why storytelling isn’t fluff—it’s what wins. She also talks candidly about collaborating with attorneys, tracking wins and losses (hello, spreadsheets), and the role AI plays in saving time without sacrificing accuracy. Whether you're wrangling panel RFPs, navigating attorney preferences, or trying to inject more humanity into your executive summaries, this episode is packed with practical insight and a few good laughs.

Marketing, Missiles, and Meaning: Gabriela Cervantes on Humanizing Legal BD

What do aerospace, modeling, and legal marketing have incommon? Gabriela Cervantes. In the newest episode of The Pursuit Desk, JasonNoble sits down with Gabriela, Marketing Manager at Snell & Wilmer, for a compelling conversation on career pivots, cross-industry insights, and the human side of business development. Gabriela shares her journey from aerospace and defensemanufacturing to the legal world—and how her unique background fuels a people-first approach to everything from RFPs to award submissions.

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

What if your most powerful business development strategywasn’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. If you’ve ever struggled to get honest client input, aligninternal teams, or prove the ROI of relationship management, this episode is for you.