Monica Malcotti shows in Copenhagen how AI is transforming legal Business Development

Copenhagen, 4 October 2026. BLP, a full-service law firm with a strong presence across Central America and more than 150 lawyers, took part in High Tide, the International Bar Association gathering specifically aimed at Business Development and Marketing professionals in the legal sector.

High Tide is an initiative linked to the IBA Law Firm Management Committee and its Business Development and Marketing Subcommittee. Held around the Annual Conference, it brings together international law firm marketing, business development and management professionals to discuss trends, technology, client relationships and new approaches to growth in the legal market.

Against this backdrop, Monica Malcotti, Business Development Director at BLP, presented The Connective Tissue, Supercharged, a session focused on real-life applications of artificial intelligence in law firm business development.

Malcotti began with a reality familiar to multi-jurisdictional firms: partners across different practice areas and countries bring different perspectives on clients, markets and opportunities. That diversity is a competitive advantage, but it also generates an enormous volume of information that needs to be organised and connected before it becomes genuinely useful.

"We never lacked information. We had too much of it, and no one had the time to align it," she said.

At BLP, which operates with more than 30 partners across eight countries, Business Development plays precisely that connective role across markets, practices, clients and internal knowledge. According to Malcotti, processes that previously could take months can now be completed in a matter of hours with the support of artificial intelligence tools.

The central idea of her presentation was clear: AI gathers; the team decides.

From that premise, Malcotti shared concrete examples of how her team has incorporated AI into its day-to-day work, comparing previous processes with new workflows and illustrating the difference between simply accumulating information and turning that information into useful intelligence for the firm.

Attendees were also given a series of prompts that they could adapt to their own organisations.

Another key focus of the presentation was the use of AI agents.