Panel highlights with Sam Stamp, Nick Condon, Verity Jackson‑Grant, moderated by Owen Williams

The room came for tips and the panel delivered a roadmap. From agentic AI to websites that actually sell, the theme was simple: operationalise the future. Use AI and decide where it runs end‑to‑end, how you’ll price the outcomes, and what your BD team measures every Monday.

1) Agentic AI: from prompts to end‑to‑end work

Sam Stamp drew a line between classic LLM productivity (you type, it replies) and agentic workflows that execute entire processes. The near‑term reality: anyone can build simple automations; the value (and risk) arrives when you integrate with systems, security, and governance.

“Agents won’t just make you faster; they’ll take whole tasks off your plate. That creates abundance - so the question becomes: what should the agents do, and what should your people do?” — Sam

Strategy beats tooling. If capacity constraints disappear, your competitive edge becomes what you say no to. Don’t try to do the same with less; plan to do more with the same or get out‑paced by firms with 100× outreach and follow‑up capacity.

Juniors aren’t a casualty. Their value exchange changes. Shift development from repetitive ‘ladder’ work to judgment, context, and interaction. Make a conscious plan not to “pull up the ladder”—create new pathways where juniors learn by reviewing, prompting, and deciding.
 

2) Your website isn’t a brochure; it’s a growth engine

Nick Condon argued firms undervalue their digital estate. Treat the website as a data‑rich demand and intelligence platform, not a pretty shopfront.

Mindset: From “navigation trees” to answers and signals. Clients want conversational search that surfaces the right insights and the next action.

Data loop: Pipeline behaviour (topics read, sectors explored, journeys) into CRM/PRM so BD teams can act.

Personalisation: Build partner‑centric landing experiences that auto‑surface relevant cases, articles and credentials per visitor. Start with two partners, prove its use, and then scale.

Discoverability in the LLM era: If ChatGPT returns three sources and you’re not one of them, you’re invisible. Structure content so AI and search can crawl and quote you.

“If your own people can’t find it, your clients won’t either. Make the site answer questions—then make those answers measurable.” — Nick

3) Work‑winning moments: pricing, procurement, and people

Verity Jackson‑Grant focused on the sliding‑door moments that decide revenue:

1. AI & innovation in pursuits: Keep it simple, visible, and useful. Pick thin slices (horizon scans, status updates, Q&A helpers) that speed response and show method.
2. Procurement & pricing: M&BD sits in a privileged position to play devil’s‑advocate strategist - pressure‑test scope, assumptions, value, and risk. Bring historic data to shape price and narrate value.
3. Future skills: Core stays the same - communication, curiosity, dot‑connecting, layered with commerciality and tech fluency. The model is a team sport: lawyers + pricing + data + digital.

Monday‑morning moves

1. Pick one agent to ship in 30 days. Choose a repeatable workflow (e.g. event follow‑ups, credential pulls, client alert drafting). Define inputs, guardrails, and a human‑in‑the‑loop check.
2. Install conversational search on your site. Let visitors ask questions, that return curated answers from your content and capture the signal in CRM.
3. Create partner pages that sell. For two priority partners, auto‑pull latest matters, articles, and “talk to us about…” CTAs. Measure meetings created and time‑to‑first‑response.
4. Stand up PRM nudges. Set one buying signal (leadership change, new hire, funding round). Trigger suggested outreach with a drafted email and next best action.
5. Price one output. Publish a fixed‑fee SKU with scope, SLAs, and volume tiers. Pair it with a short case study and measurable service levels.
6. Protect the ladder. Redesign junior pathways: prompting guidelines, review checklists, decision playbooks, and shadowing on client calls.