Welcome to Beyond The Suit, the podcast that aims to push the current boundaries and conventional thoughts of those working in the legal industry to look beyond the suit.    Brought to you by Fintelligent, with your host Zac Green. In each episode, we dive deep into the legal world by speaking with professionals from all levels and backgrounds, opening new doors for insightful conversations.   In this instalment, Zac is joined by Mark Machray, Director of Growth and Development at Keystone Law. From exploring how his career moved from being a lawyer to heading up recruitment and growing a culture-focused team within Keystone Law, he shares insights into building a book of business and advice for work-life balance.   Also exploring changes in the legal industry, including remote working and the potential impacts of AI, Mark gives honest and insightful advice to anyone working within the legal sector looking to take their next step. Not to be missed.   Timestamped Guide    00:43 - Introduction to Mark 01:01 - Mark’s role at Keystone Law 09:24 - Getting involved in the legal field 14:44 - How having a book of business can help you? 18:58 - Differences between Mark’s early career and his current role 24:32 - Sales techniques are more important now 30:06 - Building culture to encourage collegiality and collaboration 41:04 - The definition of a good work-life balance 46:16 - The demand for flexible working and autonomy 51:20 - Culture is not about the size of the firm   Connect with your host, Zac Green on LinkedIn. Find our guest, Mark Machray on LinkedIn.   Thanks for listening to Beyond The Suit brought to you by Fintelligent  This is a Loaded Hype production.