In September, Robyn Addis, 9Sail’s Chief Revenue Officer (CRO), and Nexl’s CRO, Andrew Hutchinson, sat down to discuss how law firms can drive growth in 2026 and beyond by integrating data, breaking down silos between marketing and business development, making strategic technology investments, and adapting to evolving client acquisition trends.

Key Takeaways:

1. Data-Driven Revenue Operations: Law firms should prioritize integrating and leveraging both internal and external data (e.g., finance, marketing, HR, client engagement) to inform business development and revenue strategies. Centralizing data enables better decision-making and helps identify growth opportunities.
2. Breaking Down Silos: The biggest hurdle to effective revenue operations is the siloed nature of marketing, business development, and other departments. Fostering cross-functional collaboration and information sharing is essential for building a successful revenue operations blueprint.
3. Strategic Technology Investment: Firms should not invest in technology for its own sake. Instead, they need a clear vision of how technology supports their long-term growth and strategic objectives. Technology should enable marketing and BD teams to be more strategic partners, not just operational doers.
4. Evolving Client Acquisition and Competition: Client acquisition costs are rising, and buyer behavior is shifting toward more research and digital validation. Mid-market and smaller firms that embrace data and technology can gain market share from top-tier firms by providing better client experiences and leveraging targeted, data-driven strategies.

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