In Episode 3 of the LSSO Podcast, Scott Love talks with Bob Beach, Senior Director, GrowthTech Evangelist at Litera, and Jody Glidden, founder and CEO of Postilize, about how law firms can proactively identify business opportunities in the age of AI. They explore how relationship intelligence, client engagement data, and emerging business signals can help firms recognize potential client needs earlier and turn those insights into meaningful conversations.
The discussion looks at how firms can reduce manual research, bring relevant intelligence into lawyers’ existing workflows, and approach business development as an extension of client service. Bob and Jody also share why practice leaders and managing partners need to be involved alongside marketing and business development teams.
Scott, Bob, and Jody explore how firms can move beyond understanding “who knows whom” to developing a more complete picture of their clients and relationships. Bob discusses connecting relationship activity with marketing engagement, event attendance, and the work a firm has already performed. Jody explains how AI-supported monitoring can help surface business developments that may signal a legal need.
Together, they describe a shift from storing information to using it more proactively, helping lawyers understand when to reach out, whom to contact, and why the conversation may matter.
The conversation examines how earlier intelligence can change a firm’s approach to winning work. Jody describes three potential advantages: getting included in opportunities the firm might otherwise miss, building relationships before a competitive process begins, and recognizing needs before a formal RFP develops.
The guests also share examples involving litigation-related monitoring and broader client engagement data. Throughout the discussion, they emphasize helping lawyers spend less time searching for information and more time having useful client conversations.
Explore these topics further at Litera’s upcoming webinar, “Relationship Capital: Turning Contacts Into a Firm-Wide Asset.” The session continues the conversation about bringing relationship intelligence, AI, and growth technology together to support law firm business development.
Wednesday, October 28, 2026
Noon–1 p.m. Eastern
Bob Beach is Senior Director, GrowthTech Evangelist at Litera, where he focuses on helping law firms modernize how they manage relationships, develop business, and deliver client value. He works with law firm leaders to explore how client expectations, data, relationship intelligence, and AI are reshaping growth in professional services.
Jody Glidden is founder and CEO of Postilize, an AI-powered business development platform for professional services firms, and previously founded Introhive. His work focuses on using relationship intelligence and AI automation to address challenges such as missing relationship data, manual processes, and inconsistent client engagement.
Read the full transcript of this conversation between Scott Love, Bob Beach, and Jody Glidden: