Q&A with Lucinda Orr, Partner at Enyo Law
Reflecting on your journey to partnership, did you always know you wanted to become a partner? How would you describe your progression?
In my first interview for Skadden, at the end of my pupillage at the Commercial Bar, when I was asked what “my ambitions were”, I was stopped halfway through my waffling answer by the interviewing Partner – who said: “The answer is simple – Partner”.
At that moment, I knew he was right. I did want to be a Partner (even though I had not even started yet!).
My progression thereafter was steady as opposed to stellar, probably because I was not very pushy about it – expecting my good works to be observed and noted, as opposed to shouting about them… Luckily, it was noticed in the end!
How did you know you were ready to become a partner?
I knew I was ready to become a Partner when I was regularly securing my own clients and running my own cases. Nominally, there needed to be a Partner attached to a matter, but often they did nothing at all, and I was taking all the strategic decisions and dealing with the clients directly.
How has your approach to leadership developed as you have worked your way up the legal profession?
Even as a very junior associate will manage legal assistants or document review teams. As you progress up the legal profession, you need good managers below you, managing the teams below them etc., and so trust is absolutely key.
My approach to leadership has, therefore, also had to adapt to be less hands-on and micro-managing – you simply cannot be over all the details when you have multiple large cases on your hands. Instead, you have to make sure that you are giving clear directions and instructions so that the team can run elements of the case, as needed, but with oversight and guidance – but without hand-holding.
It is also important to appreciate what exactly you are asking people to do and be grateful for their commitment. Litigation is very much a team effort, and every link in the chain needs to be pulling in the same direction. A really good leader, I believe, is always making sure all the links in the chain are secure and happy workers.
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?
Clients can come from literally anywhere. I have had client referrals from former colleagues, former opposition solicitors, barristers, spouses of friends, friends of friends, people I sat next to at dinners, people who have found me online from articles I wrote…
I suppose the takeaway is to always be charming, credible and memorable. There are tons of good lawyers out there – find a specialism and own it.
What have you found the biggest challenge of becoming a partner and how have you tackled it?
Clients who refuse to take your advice.
It is extremely frustrating and I use all my powers of persuasion to bring them around – but in the end, if they want to pursue a certain strategy, even if it is suicidal for the case – your job is to ameliorate as much as possible. In some ways, it makes you an even better lawyer as you are being handicapped by your own client! It is like fighting with one arm tight behind your back – you need to be even more inventive!!
Back yourself. Exude confidence (as opposed to arrogance!). This is your time. AND if it is not your time, it will be your time soon.
What strategies/activities have been most effective for you in building your client base?
The activities that have been most effective for building my client base are getting out there – you need to be seen in person and in print. You need to attend drinks parties on cold winter evenings; you need to get up early and go to networking breakfasts; you need to go to seminars and conferences – and even better – get a speaking slot at one!
What are your thoughts on effective business development and how has your relationship/attitude to BD evolved during your career?
Initially, I would dread drinks parties in particular… People don’t believe me – but I promise I am naturally quite shy… I now love them – a room full of interesting new people to meet!! Listen to people, but also be memorable too (for the right reasons!) and follow up on LinkedIn/email afterwards.
I recall a female Partner when I was much younger saying you needed something to stand you out from the crowd – her thing was an elaborate auburn chignon – I think mine might be my stupendous jewellery collection (move aside, Brenda).
Do you have a personal BD plan?
I know I could do better at having a BD plan. There are people who schedule to meet up with people / check in with them in 3 to 4 months, but mine is more organic. I think – “oh I have not caught up with that person in so long”, and then I email or phone.
I do plan out the conferences I am going to attend during the year though. You do have to invest in attendance over multiple years to really reap the rewards of some of the bigger gatherings.
Is there a winning ratio of managing existing relationships vs targeting new clients do you think?
Keep up with people regularly – be it existing relationships or people you have only just met – breakfasts, lunches, dinners, coffees. Everyone needs sustenance, after all!
Even a Zoom chat is better than nothing.
Are there any particular resources or tools you have found helpful in building your practice?
The International Bar Association Annual Conference has not only brought me lifelong friendships; and travel to interesting places I would likely have never gone to otherwise (like Seoul); but also great referrals on fascinating international cases.
Is there anything you wish you’d known earlier or done sooner before you started on the path to partnership?
I probably could have been more focused on getting Partnership quicker and planned a roadmap earlier.
If you had to give associates looking to progress in the next 12 months one piece of advice, what would it be?
Back yourself. Exude confidence (as opposed to arrogance!). This is your time. AND if it is not your time, it will be your time soon.
If you are passionate about your job and love what you do, that will frankly always shine through…
Best of luck!!!
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Lucinda OrrLucinda is a partner and a practising barrister at disputes boutique Enyo Law. She specialises in commercial disputes and fraud and is ranked by Chambers & Partners, The Legal 500 and Who’s Who Legal as a leading individual. She sits on the Management Committee of the Bar Council of England and Wales. |
