Interview with Ashleigh Carr, Partner at Maurice Turnor Gardner

In this series, we speak to new partners about the realities of making the step up.

This week, we chatted with Ashleigh Carr, Partner in the Dispute Resolution team at Maurice Turnor Gardner (MTG), a top-tier London law firm for high net worth clients. Join us as we discuss Ashleigh’s journey to partnership and how BD has played a role in getting her there. 

Gemma: Reflecting on your journey to partnership, did you always know you wanted to become a partner? How would you describe your progression?

Ashleigh: I would say it was a slow burn at first, which gathered pace… 

When I was searching for a training contract in 2010, they felt like gold dust. As a newly qualified solicitor, the idea of being a partner felt like a remote possibility.

However, over the years that followed, I caught the bug for my career and grew in confidence. The more I applied myself to my work, the more I enjoyed the accomplishments that followed – satisfied clients, positive case outcomes and career progression. 

Eventually, the idea of partnership became irresistible – I couldn’t help but go for it. 

Gemma: How did you know you were ready to become a partner?

Ashleigh: I felt I had the raw ingredients and knew I would bust a gut to make a success of it if I got the chance. Basically, I was willing to throw myself in the deep end and trust that I could swim. 

Less than one year in, I am still circumspect about the size of the role and the challenges it will bring. But I can honestly say this is the happiest and most confident I have felt in my career to date. 

Gemma: At GFC we talk a lot about how being a successful lawyer is all about building relationships. Can you tell us how you built your client base?

Ashleigh: It started very small. I remember attending my first BD coffee as a junior solicitor, worrying about how much time I was spending away from my desk. My network has grown organically since, as one introduction has led to another and increasingly more exciting opportunities have presented themselves. With that, the referrals have followed.

Gemma: What strategies/activities have been most effective for you in building your client base?

Ashleigh: Admittedly, I took a scattergun approach for the first few years. I said ‘yes’ to everything, throwing myself at it all with a great deal of energy and enthusiasm. 

On reflection, I have built my foundation by attending industry events and following up with the people I enjoyed engaging with most. Over time, personal relationships have developed. That, for me, is the joy of BD.

One thing I have found surprisingly valuable is time spent on professional committees. I have enjoyed working with colleagues from other firms, meeting regularly and working together to achieve a common goal – that alone provides a great opportunity to grow meaningful connections (and skills!). 

Whilst public speaking is not for everyone, I have found it an effective platform for developing my profile. 

Gemma: What are your thoughts on effective business development and how has your relationship/attitude to BD evolved during the course of your career? 

Ashleigh: I have played to my strengths and focused on the things I enjoy. 

I have approached BD contacts as new friends as opposed to potential work referrers and tried to be reliable and generous with my time. I have prioritised connections that I gravitate towards and naturally built relationships over time. Some of those connections will produce referrals, many won’t. However, I have found that opportunities can come from the most unexpected places. I believe it is worth having strength and depth in your network and, crucially, finding a way to enjoy maintaining it.  

Gemma: Are there any particular resources or tools you have found helpful in building your practice?

Ashleigh: My most valuable ‘resource’ has been those of my colleagues who are willing to share their wisdom and support my efforts. Don’t forget to invest in your internal network!

Another thing which changed the path of my career at an early stage was being recognised in an industry listing. Whilst opportunities can be limited, they are out there and many firms will routinely nominate a handful of fee earners. Some external validation can be great for confidence and profile.

Gemma: Is there anything you wish you’d known earlier or done sooner before you started on the path to partnership?

Ashleigh: As a junior lawyer, I thought the job would get harder and the hours longer as I became more senior– that can make progression feel quite daunting. However, it has not been my experience. I have found it equally challenging and labour-intensive at each stage! But also, incredibly satisfying and thoroughly worthwhile. 

Gemma: If you had to give associates, looking to progress in the next 12 months, one piece of advice, what would it be? 

Ashleigh: Back yourself and find a senior sponsor who backs you too. Ask for honest conversations about where you perform well and the areas you need to work on.

Partnership is certainly a challenge, but you likely already have or can develop the skills you need to do it. Taking on the role and making a success of it will be hugely gratifying.