In this episode of Leaders with Ambition, host Nicky Acuna Ocana sits down with Kelly MacKinnon, Chief Marketing and Business Development Officer at Gibson Dunn.
Kelly shares her remarkable journey from Olympic hockey hopeful to leading marketing and business development at one of the world’s top law firms.
She discusses the lessons learned from elite sport, the importance of intentional career moves, and how she’s built a reputation for positivity, authenticity, and team leadership in the legal sector
Chapters00:00 Introduction to Kelly McKinnon's Journey02:28 From Sports to Marketing: Kelly's Unique Path09:15 Finding Home in Legal Marketing11:37 Transitioning from Management to Leadership18:15 The Importance of Networking and Mentorship21:39 Investing in Yourself: The Role of Coaching24:20 Building a Strong Team26:51 Coping with Burnout and Imposter Syndrome31:09 Personal Qualities for Success35:09 Encouraging Continuous Learning36:43 Lessons from the Big Four40:42 Current Challenges in Law Firms44:38 Words of Wisdom for Success
In this episode of the Leaders with Ambition podcast, host Nicky Acuna Ocana interviews Jules Stott, a seasoned marketing and business development professional. Jules shares her journey from a working-class background in Wales to becoming a partner at AlixPartners.
The conversation explores themes of resilience, career pivots, the importance of networking, and the evolution of leadership. Jules emphasises the significance of mentorship, setting goals, and the challenges faced in the current business landscape, including the impact of AI.
#She concludes with words of wisdom for those starting their careers, encouraging them to focus on their own paths and not compare themselves to others.
Chapters
00:00 Introduction to Jules Stott's Journey
01:55 Early Life and Resilience
04:22 Career Beginnings and Marketing Transition
07:27 Growth in Marketing and Business Acumen
10:01 Pivoting into Legal Marketing
13:27 Navigating the Law Firm Landscape
15:36 Consultancy and Career Reflections
17:47 Setting Goals and Achieving Success
20:05 Building Networks and Relationships
24:12 The Importance of Mentorship and Sponsorship
28:03 Leadership Evolution and Team Dynamics
33:40 Overcoming Self-Doubt and Imposter Syndrome
39:49 Legacy and Impact in the Industry
44:56 Current Challenges and Future Opportunities
47:34 Words of Wisdom for Future Generations
In this episode of Leaders with Ambition, host Nicky Acuna Ocana sits down with Adam Grainger, Chief Operating Officer at Baker Tilly International.
Adam shares his inspiring career journey, starting out as a trainee auditor and evolving through leadership roles that have spanned continents. A defining chapter was his international secondment to the US, where he built skills and confidence that shaped the rest of his career.
From mentorship and networking to the challenges of technology and change management, Adam offers practical insights on what it takes to thrive as a leader in professional services today. He also highlights the importance of creating psychologically safe workplaces and staying open to growth and new opportunities.
Chapters
00:00 Introduction to Adam Grainger's Journey
01:42 Career Beginnings and Early Experiences
07:09 Defining Moments and Career Decisions
15:58 The Impact of International Experience
21:26 Transitioning Back to the UK and New Roles
26:57 Embracing Change and Learning
32:47 The Importance of In-Person Connections
35:47 Building and Investing in Networks
46:21 Challenges Facing COOs Today
48:18 Words of Wisdom for Future Leaders
In this episode of Leaders with Ambition, host Nicky Acuna Ocana sits down with Emily Rogers, Chief Marketing and Business Development Officer at Norton Rose Fulbright.
Emily shares her inspiring career journey from growing up in New York, to pivoting from chemical engineering to communication design, to leading marketing at one of the world’s most respected law firms.
Along the way, she reveals insights on leadership, team culture, personal branding, and the importance of wellness and community in professional success.
Chapters
00:00 Introduction to Emily Rogers
02:00 Career Path and Early Experiences
04:28 Growth and Opportunities in Marketing
05:33 The Importance of Internal Sponsors
06:44 Transitioning from Managing to Leading
07:48 Building Diverse and Effective Teams
10:01 Navigating Mergers and Change
11:15 Creative Team Engagement Strategies
13:35 Remote Work Dynamics and Flexibility
15:09 Achieving the Chief Title
16:08 Time Management and Work-Life Balance
17:53 Navigating Imposter Syndrome and Team Wellness
18:46 Commitment to Community and Employee Wellness Initiatives
22:00 The Importance of Networking in Marketing and Business Development
23:48 Building Personal Brands in the Legal Industry
26:51 Challenges Facing CMOs in Law Firms
28:49 Career Highlights and Innovative Retreats
32:29 Words of Wisdom for Future Generations
When it comes to embracing opportunities – even those that are a stretch – authenticity is Williams’ superpower, as our guest explains to Host Nicky Acuna Ocana on this episode of Leaders With Ambition.His personal brand from the earliest days has been all about “yes” – an openness that moved him from Partner at a small law firm to a series of executive roles at the international insurer AIG and ultimately back to legal services, where today he serves as Global Head of Pricing, Legal Project Management, and Reporting at the powerhouse firm Hogan Lovells.Terry’s sustained advancement maps directly to his commitment to keeping it real throughout the journey – even while acquiring totally new, often challenging, skill sets.Discover how this native of New England, with no ties to international law or business, built a powerful global network - and what sets his leadership style apart.Says Terry: “If you have opportunities, take advantage of them. Take that next step up and your horizon line is a little further – a little higher – and you can see more things than you saw before.”As this dynamic executive traces his career path, you’ll uncover the key elements that propelled him from first-generation college graduate to respected mentor and global corporate success.Chapters00:00 Introduction to Terry's Journey02:08 Early Influences and Career Aspirations06:23 Navigating Law School and Early Career10:28 The Importance of Mentorship12:23 Transitioning from Law Firm to Corporate14:58 Embracing New Opportunities18:51 Leadership and Team Dynamics23:33 Feedback and Psychological Safety30:03 The Role of Networking in Career Growth35:32 Challenges in the Legal Industry41:19 Reflections on Career Highlights and Wisdom
In his early days at university, our guest on this episode of Leaders With Ambition believed that accounting was all about maths.
But what Matt Meadows quickly came to learn is that in fact accounting is equally about communication.
By expanding his scope of understanding and commitment to client engagement Matt paved the way to a highly successful long-term career at Moore Kingston Smith, where today he is managing partner.
His interest never waned over 28 years because opportunities to stretch just kept coming.“We wanted to be a corporate finance boutique and that’s what we created,” says our guest, “and it certainly enabled me to constantly be learning new skills and meeting new clients.”
Find out how Matt’s leadership style combines his broad audit and corporate finance expertise with a very human-centric focus on networking and family life.
Moore Kingston Smith places special emphasis on providing in-house mentoring as well as a clear path forward for aspiring team members with a desire to grow and advance their careers.
It’s a workplace culture adapting to new technologies, taking on challenges within the professional services sector and retaining top talent.
Find out how and why!
Chapters 00:00
Introduction to Matt Meadows' Journey 01:53
Navigating Early Career Decisions 07:05
Transitioning into Corporate Finance 12:30
The Path to Partnership 19:30
Managing Partner Responsibilities and Leadership 23:09 Adapting to Change and Growth in the Firm 23:27 Navigating Partnership Changes 26:52
Growth and Integration Challenges 29:06
The Importance of Continuous Learning 31:52
Mentoring and Coaching in Career Development 35:39 Networking and Building Relationships 40:01
Challenges Facing Managing Partners 43:45
Leveraging Technology for Client Interaction 44.45
Vanessa Torres “got it” early on. She understood that the business of law is all about providing tools to enhance the practice of law. As Chief Marketing & Business Development Officer at Lowenstein Sandler, our guest on this episode of Leaders With Ambition defines how smart marketing and sales engagement deliver results for law firms and their clients alike.
Vanessa also shares with Host Nicky Acuna Ocana reflections on having a strong, supportive Puerto Rican mom and an upbringing in predominantly white Indiana that prepared her well for a career in corporate spaces.
Learn how an authentic, collaborative approach is central to the way Vanessa and her team engage with each other and how it benefits the lawyers and clients they serve.
“I try to foster open dialogue with everyone I work with – not just my direct reports but everyone on my team and across the firm,” she says, “because people should be able to use their voice, be vulnerable and say they need help.”
Chapters
00:00 Introduction to Vanessa Torres
01:39 Vanessa's Journey to New York City
04:16 Transitioning from Law to Marketing
12:07 The Importance of Mentorship and Networking
17:32 Understanding the Business of Law
19:57 Exploring Professional Services at BDO
22:47 Innovative Marketing Strategies in Law Firms
25:30 Overcoming Imposter Syndrome
28:06 Career Path and Growth in Marketing
30:45 Navigating Career Transitions
34:00 Leadership and Team Dynamics
36:42 Building Authentic Relationships
40:14 Paying It Forward: Mentorship and Growth
42:16 Challenges Facing CMOs in Law Firms
45:21 Words of Wisdom for Future Generations
Stephanie believes bringing our true selves to work is the only way to go. Why? Find out on this episode of Leaders With Ambition, which highlights her highly successful professional corporate journey and key lessons learned along the way. Host Nicky Acuna Ocana invites Stephanie to share how she found her footing as an Insolvency Professional and why she prioritises psychological safety, for herself as well as her teams.Stephanie reflects on her leadership style, a series of pivotal mentors and an ongoing commitment to learning amidst changing industry standards and demands. Learn how Stephanie promotes employee satisfaction (as well as retention) within a high-stress environment along with what’s on the horizon for the insolvency & restructuring sector as a whole. Above all, advises our guest: “Be your authentic self because you’re not going to do yourself any favours in the long run trying to fit into something that doesn’t feel right.”Chapters00:00 Introduction to Stephanie Larrivee01:52 Early Career and Choices04:20 Growing Up in New Zealand06:36 Transitioning into Restructuring09:20 Experience in Tax and Recovery Enforcement11:43 Moving to London and Adapting14:40 Becoming an Appointment Taker17:34 Current Role and Future Aspirations18:38 Mentoring and Sponsorship in the Industry21:16 Embracing Authenticity in Professional Growth22:42 Fostering Diversity and Inclusion in the Workplace24:22 Building a Positive Team Culture25:50 The Importance of Networking and Relationship Building28:02 Navigating Industry Challenges and Changes32:40 Continuous Learning and Professional Development35:57 Leadership Development and Mentorship39:26 Words of Wisdom for Future Generations
Our guest on this episode of Leaders With Ambition has made his name by deploying data-driven business development strategies within the evolving realm of professional services.Matt Dixon, co-founder of DCM Insights, shares with host Nicky Acuna Ocana the leading-edge, frameworks revolutionising BD practices within firm cultures that can tend to be resistant.“Partners don’t really like (sales) and find it unseemly,” says Matt, “but the market is very competitive and you are likely to lose out to another partner or firm out there fighting for opportunities.”Chapters
00:00 Introduction to Matt Dixon and DCM Insights01:54 Matt's Career Journey and Transition to Research07:59 The Rise of the Activator Program11:51 Changing Client Loyalty in Professional Services15:41 The Impact of AI on Professional Services19:45 The Importance of Continuous Learning and Mentorship24:04 Transitioning from Management to Leadership29:19 The Journey of Writing and Publishing Books30:06 The Power of Research and Publishing33:03 The Importance of Adding Value35:38 Transforming Professional Services with Activator39:44 Authenticity in Client Relationships43:18 The Rise of Activator in Law Firms47:15 Memorable Moments in Research and Business Building49:16 Staying Motivated and Inspired52:55 Future Directions for DCM Insights56:57 Words of Wisdom for the Future
It’s no surprise that our guest on this episode of Leaders With Ambition has thrived as an executive coach. Steve Rowan brings a truly unique mix of professional bona fides, personal learnings and spot-on intuition.
A highly successful former Chief Financial Officer, Steve shares with Host Nicky Acuna Ocana his journey through a broad range of professional services jobs, including high-stakes stints helping legal firms manage fast-paced mergers as well as reorganization and expansion.
You’ll find out why this seasoned mentor, a Senior Advisor at LHH’s International Centre for Executive Options (ICEO), believes that the healthiest workplace cultures provide the heftiest bottom line results – not to mention sustained employee satisfaction and retention.
Steve also lets us in on why Impostor Syndrome isn’t all bad and how intentional work-life choices equate to long-term career success.
“I think the world of work now is way harder and less forgiving than when I started,” says our guest. “It's really important now for people to be pretty focused on their career and goals as early as possible.” Don’t miss a rare window into this expert’s recommended strategic first steps!
We’re all familiar with the career admonition to pay it forward, but our guest on this episode of Leaders With Ambition is also all about paying it back. William Washington III, Global Chief Financial Officer at Baker McKenzie, shares with Host Nicky Acuna Ocana how he surmounted transgenerational trauma to build an exemplary life.His tireless work ethic is the underpinning for consistent achievement as a non-traditional student, a Black man in white-dominated corporate spaces and as a mentor to those who, as he once did, are yearning for support.William highlights lessons learned about the power of vulnerability and inclusion as well as milestones that have shaped both his personal ethic and singular upward trajectory. He reflects on the drivers behind a deep hunger for excellence and the fierce effort to match.Learn about the importance of developing healthy habits – from sleep hygiene to targeted reading materials – and the transformational impact coaching can have when you’re ready to make a professional quantum leap.Today William oversees all finances for Baker McKenzie, including $3.5 billion of annual revenue across 46 countries. “It’s really about finding that opportunity,” says our Washington, D.C.-based guest. “Was I lucky? Was it serendipity? Was it a spiritual force? I think it’s all of that. But the key takeaway is to never give up – and look for that opportunity.”Chapters00:00 Introduction to William Washington III02:20 The Journey to CFO: Overcoming Challenges07:27 Finding Opportunities and Perseverance11:45 Intentionality in Career Development15:28 The Impact of Executive Coaching20:47 Leadership Through Authenticity and Vulnerability22:34 Paying It Forward: Mentorship and Community Engagement26:36 Giving Back: A Lifelong Commitment29:55 Prioritizing Time: The Key to Balance30:11 Career Growth: Embracing New Opportunities34:38 Leadership: Empowering Teams for Success37:39 Education: The Path to Opportunity42:02 Diversity and Inclusion: Building Stronger Workplaces46:30 Navigating Challenges: The Role of a Global CFO48:50 Words of Wisdom: Giving 110% in Every Role
Matthew Gardner’s enviable career trajectory has been fuelled by equal parts openness and hard work, a combination that aligns with Ambition’s overall ethic of excellence. As the international staffing and recruitment firm’s Managing Director for the US, UK and Europe, he brings to this episode of Leaders with Ambition a unique insider’s perspective on the legal and professional services industries.Matt shares with Host Nicky Acuna Ocana the true north values that propelled him from his initial role as a trainee fresh out of university to the highest reaches of global management. He highlights lessons learned from key mentors who helped him navigate as a brand new recruiter facing a historically challenging job market and reflects on a career-defining early managerial stint in Singapore.You’ll hear about the priority Matt places on fostering a diverse, inclusive workplace environment and what it is about the recruitment space that has kept him engaged. “We’ve grown up with people through their careers – seen them get married, have children,” says Matt, who started at Ambition 16 years ago. “To be part of that is incredibly rewarding and we’re in a privileged position to be able to make positive impacts.”In looking ahead, Matt sees seismic change (both market shifts and tech innovation) in the legal and professional services space as well as equally tremendous opportunity for growth. He also shares words of wisdom for aspiring leaders, including advice about the importance of seeking out first-rate colleagues and taking control of our careers – successes and failures alike.“The best feedback generally is the worst feedback, the most confronting, the feedback that makes you feel most uncomfortable in the moment,” says our guest. “But if you work through that and don’t put barriers up …you’ll grow.”Chapters00:00 Introduction to Matthew Gardner's Journey01:25 Early Life and Career Aspirations06:22 Discovering Recruitment and Career Path13:32 Building Relationships in Recruitment19:33 Navigating Early Career Challenges22:26 International Experience in Singapore30:01 Returning to the UK and New Challenges37:19 Achieving Directorship and Future Goals39:51 Adapting to the Pandemic and Leadership Response41:46 Navigating Challenges During COVID-1952:36 Embracing Flexibility and Support in the Workplace01:04:09 Transitioning from Management to Leadership01:11:48 Current Challenges in Professional Services01:18:01 Words of Wisdom for Career Growth
Heather Vadgama- Chief Marketing Officer at Walkers
When our guest on this episode of Leaders With Ambition was starting out, marketing and business development were relatively new to the world of legal services. Today Heather Vadgama, Chief Marketing Officer at Walkers, takes pride in the fact that it’s a discipline studied at university.
As she shares with Host Nicky Acuna Ocana, Heather’s understanding of the profession has advanced along with her confidence in an evolving global skill set that showcases her resilience.
Additionally, as a board member with the Legal Marketing Association, this C-suite leader is focused on helping junior colleagues begin building robust networks to ensure ongoing growth and opportunity.
You’ll learn why Heather believes giving team members a sense of safety – including permission to fail – is critically important to effective leadership and how a stint in the world of Big 4 consulting pushed her to do what she does best: take on challenges and navigate unfamiliar situations.
“Deep down I think I feel most comfortable … when I’m in an environment that is uncertain,” says Heather. “I think it’s some sort of drive to get through it and succeed. That’s really what I enjoy!”
Chapters
00:00 Introduction to Heather's Journey
02:14 Cultural Curiosity and Early Experiences
05:57 Transitioning into Legal Marketing
10:52 The Importance of Mentorship and Networking
13:37 Career Growth and Opportunities in London
17:11 Expanding Horizons at Simmons and Simmons
18:05 The Big Four Experience at KPMG
21:17 Adapting to Change During the Pandemic
24:59 Stepping into the CMO Role at Walkers
28:57 Building a Strong Team Culture
32:34 Current Challenges for CMOs
40:27 Words of Wisdom for Future Generations
Clear communication. Transparency. Collaboration. Permission to fail. As we learn on this episode of Leaders With Ambition, these cornerstones for a healthy workplace culture were knit into Opus Business Advisory Group from its inception.Managing Partner Jo Rolls shares with us career highlights along the way to co-founding a firm that is setting an industry standard for business insolvency and restructuring. Opus has developed a unique formula over more than a decade – one that translates today into 14 offices across the UK advising a broad range of clients on how to turn financial stress towards the best possible outcomes.Host Nicky Acuna Ocana invites Jo to reflect on how she has managed a pioneering career while raising a family and why creating – and sustaining – a strong network is key, both personally and professionally. You’ll find out about current professional challenges, the importance of lifelong curiosity and one of the hardest – but best – things an effective manager can do.(Hint: Leadership is about hiring the right people – and then letting them demonstrate their competencies!) Says our guest, above all else, be brave: “Everything we do is a learning experience, which is fantastic. It leads us to grow, change, pivot, do what we need to do.”Chapters00:00 Introduction to Jo Rawls and Her Journey01:47 Career Path: From Fashion to Finance06:31 Balancing Work and Family Life10:10 The Importance of Networking11:21 Opus Business Advisory Group: Mission and Values14:26 Learning from Mistakes16:00 Building a Strong Company Culture18:59 The Challenges of Starting Opus22:47 Expanding Horizons: Work in Qatar24:51 Succession Planning and Future Growth26:52 Networking Strategies for Success29:45 The Power of Networking and Connections32:53 The Importance of Allyship in Career Growth36:09 Navigating Career Paths and Opportunities41:00 Challenges in the Professional Landscape47:58 The Role of AI in the Future of Work
Our guest on this episode of Leaders With Ambition exemplifies an intuitive, adaptable managerial style that brings out the best in her teams.
A multi-faceted leader, Melisa Rojas brings ongoing curiosity and openness to her role as Global Head of Practices & Markets at Simmons & Simmons.
Armed with both law and master’s degrees, this native Peruvian launched a London-based career that quickly uncovered her natural gifts for marketing and business development.
As for the inevitable professional challenges Melisa has faced along the way? She shares with Host Nicky Acuna Ocana a personal strategy that includes being bold, positive – and stowing any twinges of Impostor Syndrome in an imaginary drawer.
This self-professed “glass half full” executive brings out the best in her global team by staying attuned to diverse cultures and communicating effectively across multiple time zones while keeping remote workers connected to one another.
It’s a formula that embraces Melisa’s native ability to form strong relationships as well as a deliberate commitment to mentorship for ongoing career development.
Learn how Melisa developed her unique leadership style and why she believes that fostering human relations – including empathy and openness – is key to building healthy corporate cultures. This episode also offers insights into time management, the importance of networking and what it means to be brave. “It’s good to get outside your comfort zone and give things a try,” says our guest. “It may work or may not. But you need to find out.”
If you enjoyed this discussion, please click here to find previous episodes of Leaders with Ambition.
Chapters
00:00 Introduction to Melissa Rojas
01:30 Melissa's Journey from Peru to London
04:42 Transitioning from Law to Marketing and BD
10:49 Embracing Multiculturalism in Career
15:58 Taking on New Challenges at Simmons
20:36 Adapting Leadership in a Global Context
25:30 Continuous Growth in Leadership
26:29 The Essence of Leadership
29:06 Navigating Imposter Syndrome
31:31 The Importance of Mentorship
34:16 Networking: Building Connections
37:36 The Role of Family Influence
40:15 Embracing AI in the Workplace
43:55 Words of Wisdom for Career Growth
When it comes to mastering the art of human resources, our guest on this episode of Leaders With Ambition invests above all in communication – and one facet in particular.
Richard Dickson, HR director at James Cowper Kreston, emphasizes to Host Nicky Acuna Ocana, the importance of teaching teams how to listen – truly absorb – the needs and experiences of those around them.
It bridges gaps (especially intergenerationally) and promotes healthy workplace environments in which everyone feels they have a voice and valid lived experience.
You’ll also learn from Richard which tools have proved most critical as he has navigated a career full of change and challenge across multiple sectors – and helped others to do the same.
He shares the ups and downs of managing through the pandemic (a focus on health and wellbeing proved key) as well as some of the personal highlights from a long, very robust career.
Effectively managing people, our guest says, comes down to staying human-centred and prioritising the common desires, differences and growth that we as individuals all share.
Find out how mentorship from fellow leaders, a talent for leveraging processes and a passion for cultivating the best in others have formed the heart of an illustrious career.
Says Richard: “Having a culture of being friendly and treating everyone with respect goes a long way.”
It may seem like a long way from a doctorate in zoology to a high-profile role in global business development, but we learn on this episode of Leaders With Ambition exactly why that path has made abundant sense for one dynamic executive.
Daisy Williamson, Head of BD for the M&A and Corporate practice at Freshfields, shares her unconventional path into corporate marketing and lessons learned along the way – some of them from the world of primates! This is a woman who has clear priorities and executes on them, whether in building effective teams or promoting equity in the workplace.
Daisy brings a bedrock belief that colleagues perform best when given the benefit of respect and autonomy from the outset. And if a career stretch triggers a bit of Imposter Syndrome, that’s okay, says Daisy. “To move forward, things have to feel a little uncomfortable sometimes and you don’t always do well. But you keep on trying, become more comfortable and grow into it.”
Learn about the tools this innovative leader brings to Freshfields and to her broader network across the sector.
You’ll also hear words of wisdom about fostering highly effective teams and the importance of staying personally open-minded, nimble and creative.
Our guest on this episode of Leaders With Ambition has experienced first-hand a shift away from narrow boxes (like male, corporate finance, central London) to a more holistic, humane approach to doing business – at every level. Luke Wilson, a partner at FRP Advisory, shares with Host Nicky Acuna Ocana a professional journey turbocharged by the powerful combination of hard work and vulnerability. He explains choices that have influenced his career trajectory, including decisions to embrace both sobriety and mentorship early on. You’ll find out how Luke pays forward his hard-earned wisdom and why understanding our human condition is key to long-term success, both for healthy workplace cultures and for the corporate bottom line. Learn about the importance of executive coaching and other forms of lifelong learning as we graduate through the corporate ranks and the role humility and self-awareness play in Luke’s partnership style. “Money is great, but that only takes me so far. What I do day to day nourishes me and makes me feel good,” says our guest. “Beyond giving good advice and generating new work and new business, which is really good fun, what else are we doing?” Key takeaways Starting out Why the practice of law’s failure to make his “heart sing” eventually sent Luke in a new hybrid direction that incorporated an engaging (if challenging) new business element. Key move What his early commitment to getting the basics and networking has done for Luke’s career progression as a knowledgeable, truly confident resource. The big shift How Luke’s clarity around what his role was (and where he needed to strive for excellence) at every step opened up opportunities organically. Teetering on the edge About challenging limits, and fear, through the hard work required to build towards a next level of competence and confidence. Inch by inch! Holding up a mirror Why Luke finds so much value in both having mentors (professional and personal) as well as paying it forward by sponsoring others in need of support. Being authentic How doing the right thing – even when no one is watching – is key to elevating ourselves and those around us, at work and at home. Equity, diversity & inclusion About the role of passion in driving FRP’s workplace culture and mobilization around cultivating genuine change, step by step, year over year. Alternative paths What apprenticeships offer people who lack high levels of education but possess clear potential, a willingness to work hard and go above and beyond. Transformational change How the decision to get sober changed Luke’s landscape, opening him up to embracing vulnerability and promoting workplace mental health generally. Corporate health Why a human-centred approach to professional services is so powerful in building trusted advisory relationships and sustained growth. So-called soft skills About the role of networking and human connection in building resilient business relationships and lead generation. Redefinition & transition What it takes to navigate from middle management into a partnership position, including changing relationships, collaboration and choosing each next right step. Industry challenges A learning curve for communication between older and younger generations; integrating evolving corporate styles; and staying culturally agile and supportive. Looking forward Why Luke intends to focus on long-term solutions, opportunities to diversify the business and grow whilst keeping the overall workplace culture healthy and integral. Words of wisdom (or comfort) You don’t need to be scared; you can believe in yourself, even when you feel less than fully capable; everyone has their own journey and path!
Our guest’s anecdote about learning to “dress for success” as an aspiring executive will no doubt resonate with Leaders With Ambition listeners. Alex Liddle, who today is Sales Director for EMEA at PwC, explains how he learned early that presentation matters when it comes to establishing oneself as a serious player. But his stalwart commitment to sporting a suit and tie is just one of the multiple ingredients that explain Alex’s rise through the ranks. A native of Spain, he has also leveraged his inquisitive, extroverted nature and the relationship-building skills he cultivated as a young boarding school student in England. Alex shares with Host Nicky Acuna Ocana his professional highlights and challenges as well as words of wisdom Key Takeaways Starting out About the unique set of variables that brought a native of Spain to a UK boarding school, an unlikely college major and a successful and varied international sales career. Allied interests How professional services and legal services have enabled Alex to leverage both his operational and business development skill sets. No secret Why sales is coming out of the shadows to claim the significant contribution it makes to the overall bottom line at legal as well as professional services firms like PwC. Career transition How Alex navigated his move from oil and gas to professional services – with similarly bright casts of characters but very different organisational structures and protocols. Has the MBA paid off? What his advanced degree has done in terms of building Alex’s network, business vocabulary and ability to analyse operational, marketing and other related issues. Critical cornerstone How mentors have opened doors at every stage of Alex’s career, providing both growth and insights that have been key to his success. All boats rising Why Alex feels it’s so important to share his professional network, make introductions and connect others freely for the greater good of all concerned. Key elements About the trust and authentic interest that support successful sales relationships rooted in mutual connection and understanding. Key differentiators What it is about the range of disciplines and workplace culture that distinguish professional services from other sales environments. Reverse engineering About Alex’s formula for envisioning career goals and then very intentionally figuring out how to create the circumstances through which to achieve them. Always learning How Alex’s native curiosity fuels his approach to every meeting as a learning opportunity – a chance to invite something different as well as share what he knows. Where the challenges are About the ongoing struggle to harness tech, retain talent and fully integrate sales functions into professional services firms as a significant driver of revenue. Striking a balance Why it’s so important to get the right mix of flexible hybrid work with the face-to-face interactions so critical to building relationships, both for purposes of BD and for personal networking and growth. Career highlights Overcoming obstacles like getting an oil and gas firm he worked for off a prospective client’s blacklist; breaking down resistance to sales among partners at a law firm; bringing clients along despite multiple career moves; cultivating younger colleagues in their career development and promotion. Words of wisdom It’s easier to beg for forgiveness than ask for permission; When you go into a sales meeting, bring two ears and one mouth; Speed of response is a competitive advantage, so get there early and be the first!
For someone who once felt like a “fish out of water,” Tahisha Fugate, Senior Marketing & Business Development Manager at Axinn, Veltrop & Harkrider, has never been out of her depth over the course of an enviable career in legal marketing and business development.
On this episode of Leaders With Ambition, she shares with Host Nicky Acuna Ocana her many professional insights – from joining her first law firm to securing an MBA to paying forward the mentorship that helped make possible her successful trajectory.
Networking has been key, says Tahisha, in her growth and evolution as a marketing leader who constantly demonstrates that all-important value propositionYou’ll hear about why sustained commitment to diversity, equity and inclusion is a superpower for law firms as well as how the legal marketing space is being changed and challenged by new technologies.
Don’t miss Tahisha’s words of wisdom and the vision she brings to her leadership role at the Legal Marketing Association – an organisation to which this Washington, D.C.-based dynamo attributes much of her tremendous – and ongoing – success.
Chapters
00:00 Introduction to Tahisha Fugate and Legal Marketing
02:20 Tahisha's Journey: From Aspiring Lawyer to Legal Marketer
10:15 The Evolution of Legal Marketing and Business Development
18:27 The Importance of Mentorship and Community in Legal Marketing
22:27 Authenticity and Representation in Legal Spaces
28:11 Challenges and Changes in Legal Marketing Over Two Decades
35:45 Leadership and Coaching in Legal Marketing
40:59 Diversity, Equity, and Inclusion in Law Firms