Patrick Forquer
speaker
1,518 appearances
2 recordings
2 series
first heard May 2026
last heard 11 May
Patrick Forquer’s voice in public audio — every appearance, attributed to the second.
Trend
recordings per month · last 12 monthsRecordings per month over the last 12 months — 2 in all, peaking in May 2026 with 2.
Appearances
Like selling to a law firm, there's a lot of personalities.
Stakeholder management is very different from firm to firm.
So there's innovation teams, there's knowledge management, but there's also partners and the degree to which partners want to lean in and get involved.
And then there's AI committees and there's all these subcommittees and all these different things.
It's very intricate, the decision-making processes.
And one client of a firm might have an outsized voice at the table for or against you, as an example.
You have to be very mindful of that.
That sort of map is very complex.
The one thing that remains true is that the longer you let a lead sit, the worse the conversion rate is, right?
And so we just try to optimize for the highest intent signal with the fastest response time.
And so we automate a lot of that, you know, from like sending out the calendar invite for the initial call on the right system with the right person.
We just try and be as fast and as accurate as possible at that.
I don't think we have any like...
And if you miss something or something gets dropped and this happens to everyone, then your chances of converting that go way down.
And that remains true.
And I don't think we have any big insights on that.
For us, it's a couple of things.
Going back to the pilot example, one thing that we've learned is, you know, we've had some firms who, you know, say, oh, we have this really onerous InfoSec process.
So we want to do a pilot, but we don't want to go through InfoSec.
So we're just going to do it on like test documents, you know.
Showing 241–260 of 1,518 · page 13 of 76
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