In this episode of Shortlisted, we sit down with Joel Barolsky, one of Australia’s leading advisors to professional services firms, to unpack the massive strategic shifts reshaping the market. Joel explains why so many firms are operating defensively, how AI is creating both fog and opportunity, and why fast‑growing challenger firms are disrupting the traditional hierarchy. He breaks down the weakening power of incumbency, the surge in partner mobility, and why leaders must co‑create the future with clients rather than assume loyalty. Joel also shares the single strategic priority he believes every Managing Partner must focus on over the next five years as the industry enters its most pivotal period in decades.

Credits: Music by Grand_Project from Pixabay


Produced by Kwame Slusher Audio

Defence or Offence – The Big Q facing professional services

In this episode of Shortlisted, we sit down with William Peake, Global Managing Partner of Harneys, to explore what it really means to lead out loud.

William shares how bad management shaped his leadership style, why emotional intelligence will outpace technical brilliance in the age of AI, and what the service sector can teach lawyers about communication and managing expectations. He explains how he’s used LinkedIn to amplify Harneys’ global growth—from Dubai to Asia—build brand awareness, attract top talent, and spark honest conversations about bullying, culture, and accountability.

Credits: Music by Grand_Project from Pixabay

Produced by Kwame Slusher Audio

Leading Out Loud: Authenticity, Visibility and Firm Growth

In this episode of Shortlisted, we revisit a recent webinar exploring how AI is moving from experimentation to real, defined roles within Marketing and BD teams in Professional Services. The discussion looks at what this shift means in practice and how firms can prepare for the next wave of intelligent tools that will reshape the way work gets done.

We welcome back Founder Lee Curtis, who joins us from London to introduce a world first: Leonard, the first Legal AI Agent built specifically for Marketing and BD in law firms and Professional Services. Designed to sit confidently within organisational structures, Leonard is created to take on genuine responsibilities, work to KPIs, and contribute directly to ROI.

In the webinar, Lee walks us through Leonard’s capabilities and demonstrates how AI Agents will influence the shape and design of in-house teams. Together, we explore practical use cases, emerging opportunities, and the strategic considerations leaders should be thinking about now, from role design to change readiness.

If you enjoyed this episode, then you might be interested in listening to the first episode [https://zencastr.com/z/QHF77tyO], where Lee Curtis shares his journey of co-founding Legal Engine [https://zencastr.com/z/QHF77tyO]. 

Seldon Rosser [http://seldonrosser.com/]is a global executive search firm specialising in placing senior leaders in Business Development, Marketing, and Communications across professional services.

Credits: Music by Grand_Project [https://pixabay.com/users/grand_project-19033897/?utm_source=link-attribution&utm_medium=referral&utm_campaign=music&utm_content=329277] from Pixabay [https://pixabay.com/music/?utm_source=link-attribution&utm_medium=referral&utm_campaign=music&utm_content=329277]

Produced by Kwame Slusher Audio

Bonus Episode:  AI on the Org Chart: Introducing Leonard, the first legal AI Agent 

In this episode of Shortlisted, Dr Heidi Gardner and David Harvey explore how professional services firms can use collaboration and sector strategy to drive real growth. Drawing on their research and hands-on experience, they reveal what makes a sector-led approach succeed and how firms can avoid turning it into a branding exercise.

They unpack the cultural shifts that enable smart collaboration, the practical steps BD and marketing teams can take to turn strategy into daily behaviour, and how leaders can judge whether investment in sector programs will deliver meaningful returns. Heidi and David also discuss the leadership styles, governance structures, and partner engagement required to build momentum and overcome internal resistance.

Credits: Music by Grand_Project from Pixabay

Produced by Kwame Slusher Audio

Sector Strategy & Collaboration in Professional Services 

AI is moving beyond experimentation in Professional Services and is now beginning to take up real, defined roles within Marketing & BD teams. In this on-demand webinar, we explore what that shift means in practice, and how firms can prepare for the next wave of intelligent tools.

In a world first, the session introduces Leonard, the first Legal AI Agent designed specifically for Marketing & BD in Law Firms and Professional Services. Developed to sit confidently within organisational structures, Leonard is built to take on genuine responsibilities, work to KPIs, and contribute directly to ROI.

Founder Lee Curtis, joining us from London, walks us through Leonard’s capabilities and demonstrates, how AI Agents will change the shape of in-house teams. The conversation covers practical use cases, emerging opportunities, and the strategic considerations firms should be thinking about now from role design to change readiness.

You can watch the full discussion below, including a live demonstration of Leonard in action.

Webinar: AI on the Org Chart - Introducing Leonard, the first Legal AI Agent

In this episode of Shortlisted, BD coach James Bacon shares his insights on how coaching can positively drive business growth and elevate personal and group BD strategies. He shares tools and tips for delivering high-impact coaching sessions.

Together, they unpack how to build trust with seasoned professionals, the frameworks that drive meaningful coaching, and how to turn data, technology, and AI into coaching allies. James also reveals how leaders can embed a coaching mindset into their culture and reignite motivation when teams lose momentum.

If you’re a leader or business developer looking to sharpen your coaching skills and inspire performance, this episode delivers practical wisdom and powerful takeaways.

Credits: Music by Grand_Project [https://pixabay.com/users/grand_project-19033897/?utm_source=link-attribution&utm_medium=referral&utm_campaign=music&utm_content=329277] from Pixabay [https://pixabay.com/music/?utm_source=link-attribution&utm_medium=referral&utm_campaign=music&utm_content=329277]

Produced by Kwame Slusher Audio

BD Coaching that drives revenue growth - James Bacon 

In this episode, Emma Zadow—Non-Executive Director at WT Partnership, Morrison Low Holdings, and Barnardos Australia, and Chair at Law Partners Personal Injury and Nexia Sydney—shares how boards can fuel firm growth and how leaders can better engage them. With two decades in professional services, from leading BD at Corrs Chambers Westgarth to scaling and exiting The Fold Legal as CEO, Emma delivers sharp, practical insights shaped by experience on every side of the table.

Seldon Rosser [http://seldonrosser.com/]is a global executive search firm specialising in placing senior leaders in Business Development, Marketing, and Communications across professional services.

Credits: Music by Grand_Project [https://pixabay.com/users/grand_project-19033897/?utm_source=link-attribution&utm_medium=referral&utm_campaign=music&utm_content=329277] from Pixabay [https://pixabay.com/music/?utm_source=link-attribution&utm_medium=referral&utm_campaign=music&utm_content=329277]

Produced by Kwame Slusher Audio

Building Professional Services Businesses from the Boardroom - Emma Zadow 

In this episode, we sit down with Abdul Malik Anwar Deen, Managing Director of CT Group Singapore, to explore what it truly means to lead business development from the front.

Malik has been instrumental in launching and growing CT Group’s presence across Southeast Asia, bringing together strategic foresight, entrepreneurial drive, and deep regional expertise. His professional journey is a unique one: previously a Partner at a leading Singapore law firm (where he made history as the first non-lawyer in the country to be awarded equity partnership), Malik also held senior roles in the energy and trade sectors with both the Singapore and New Zealand governments. He currently serves on the Strategic Advisory Board of the International Fraud Group (IFG).

Across our conversation, Malik shares practical and actionable insights for professional services leaders, including:

 * How to navigate market expansion and decide when to scale, hire, or pivot.
 * The importance of tailoring BD strategies to different markets and industries.
 * Building credibility in new markets where your brand is not yet established.
 * His “go-to” strategies for client relationship building stand the test of time.
 * The blind spots professional services leaders often face in BD.
 * Future-facing advice on what the next generation of managing partners, MDs, and CEOs will need to do differently to succeed.

A must-listen for leaders looking to sharpen their business development edge and grow their presence in Asia and beyond.

Seldon Rosser [http://seldonrosser.com/]is a global executive search firm specialising in placing senior leaders in Business Development, Marketing, and Communications across professional services.

Credits: Music by Grand_Project [https://pixabay.com/users/grand_project-19033897/?utm_source=link-attribution&utm_medium=referral&utm_campaign=music&utm_content=329277] from Pixabay [https://pixabay.com/music/?utm_source=link-attribution&utm_medium=referral&utm_campaign=music&utm_content=329277]

Produced by Kwame Slusher Audio

Growth in New Markets  and Regions - Abdul Malik Anwar Deen

In this episode, Graham Seldon & Katie Rosser speak with Lee Curtis, a legal BD and sales expert turned tech entrepreneur, who is transforming how marketing and business development (BD) teams operate using AI.

Lee shares his journey of co-founding Legal Engine, an AI-powered platform designed specifically for the legal industry. We dive into the creation of Leonard, their first AI team member, capable of turning spoken insights into CRM entries, directory content, and BD assets without losing nuance or context.

This episode explores the intersection of AI and professional services, and what the future holds for BD, marketing, and tech adoption across the sector.

Key Topics:

 * The evolution from legal BD to legal tech entrepreneurship
 * How AI agents can streamline heavy BD & marketing tasks
 * The story behind Legal Engine and its first AI team member, Leonard
 * What this innovation means for law firms and professional services

Listen to how Lee is reshaping the way firms work with AI—without losing the human touch.

Related Links: 

 * Whitepaper - Your new colleague is a machine [https://legalengine.co.uk/white-paper] 
 * Passle report - US & UK Cross-Selling & AI in Legal Marketing Survey 2025 [https://home.passle.net/library/cross-selling-ai-in-legal-marketing-report-2025/]

Seldon Rosser [http://seldonrosser.com/]is a global executive search firm specialising in placing senior leaders in Business Development, Marketing, and Communications across professional services. 

Credits: Music by Grand_Project [https://pixabay.com/users/grand_project-19033897/?utm_source=link-attribution&utm_medium=referral&utm_campaign=music&utm_content=329277] from Pixabay [https://pixabay.com/music/?utm_source=link-attribution&utm_medium=referral&utm_campaign=music&utm_content=329277]

Produced by Kwame Slusher Audio

AI Agents and Business Development - Lee Curtis

Graham Seldon (@seldonrosser) · Zencastr

Graham Seldon (@seldonrosser)

Shortlisted is the official podcast from Seldon Rosser, a leading executive search firm connecting professional services firms with top leadership talent in Business Development, Sales, Marketing, and Communications. Hosted by Graham Seldon and Katie Rosser, each episode features candid conversations with industry leaders driving growth and innovation.

We dive into the strategies behind high-performing, market-leading firms—covering leadership, talent management, client development, marketing, communications, and emerging technologies like AI. Whether you're a CEO, Managing Partner, CMO, or part of the C-suite in law, consulting, engineering, or accounting, Shortlisted delivers actionable insights and inspiring stories to help you lead with impact.

Shortlisted - Conversations on building professional services firms