The Lawyer's Edge

Saish Setty is the General Counsel at Parallaxes Capital, an emerging alternative asset manager focused on TRAs (Tax Receivable Agreements) and esoteric assets. As a senior member of the company's deal team, he spearheads the development of TRA strategies, a complex alternative asset class. Parallaxes has deployed more than $250 million across its various funds.

After graduating with a BA in economics from Princeton, Saish earned his JD from Harvard Law School. Before joining Parallaxes, Saish was an Associate at Paul, Weiss, Rifkind, Wharton & Garrison LLP and began his legal career in the restructuring and finance department at Wachtell, Lipton, Rosen & Katz.

As an authority in the legal industry, he has been featured in Fitch Solutions' LevFin Insights, the Reorg Radio podcast, and Forbes. Saish has spoken at events and conferences, including ones sponsored by the Practicing Law Institute and the CFA Society's High Yield Bond Master Class. Having transitioned from corporate law to a growing startup, he can instruct junior associates on making the shift.

Some lawyers are content in their roles at private practices, whereas others want to make a more significant impact. These driven professionals are often attracted to startups, where they can contribute to long-term growth. However, transitioning from BigLaw to business is not a hasty decision, as substantial career changes can be a difficult adjustment. Before trading your law firm duties for a fast-growing startup, what should you consider?

With more impact comes additional responsibility, which Saish Setty experienced firsthand after moving from BigLaw to an emerging alternative asset startup. You may be required to lead pivotal decisions for growth and innovation, undertaking projects in new disciplines without prior experience. Before making the shift, Saish says to uncover the origin of your interest in the legal business. This helps you identify potential doubts and adjust your mindset to prepare appropriately. If your drive is authentic, acquire skills, experience, and knowledge in sales by joining client pitches and attending networking events.

Tune in to this episode of The Lawyer's Edge Podcast as Elise Holtzman sits down with Saish Setty, Parallaxes Capital's General Counsel, to talk about transitioning from BigLaw to the startup space. Saish addresses the functional and cultural differences between business and BigLaw, how a background as a private practice lawyer translates to a general counsel role, and investors' interest in TRAs.

Megan Senese is the Co-founder and Principal of stage, a woman-owned business development and marketing firm focused on generating relationships, revenue, and growth for lawyers and law firms. With over 16 years of marketing and business development experience, she has instituted client teams and launched industry programs at three AM Law 100 firms.

As a certified Smart Collaborator and accredited partner to administer the Garden & Co. Smart Collaboration Accelerator, Megan coaches lawyers on internal and external networking, client and industry development, and targeting. Her strengths include developing and implementing co-selling initiatives by connecting lawyers and facilitating discussions and bespoke client initiatives.

Megan wrote a Bloomberg Law article and three Law360 articles and has spoken and presented at various industry events, including the New York Local Group's Marketing with Empathy Workshop. With a unique marketing and business development approach, she helps lawyers give clients what they truly desire.

In law school, lawyers are taught to maintain a strict level of professionalism and avoid revealing too much of their personal lives. However, the pandemic initiated a radical shift in how attorneys interact with each other and their clients, emphasizing authentic conversations rather than exclusive business relationships. How can you adjust your marketing approach to meet client needs effectively?

Legal marketer and business development veteran Megan Senese promotes empathetic marketing for mutually beneficial relationships. She defines this as actively listening to clients' pain points to connect with them and build rapport. This may involve sharing elements of your personal life and checking in on clients to foster trust and encourage honesty. Altering your marketing strategies requires facilitating a culture that inspires inclusivity, authenticity, and client feedback, which you can use to develop and refine your messaging.

On today's episode of The Lawyer's Edge Podcast, Elise Holtzman invites Megan Senese, the Co-founder and Principal of stage, to chat about marketing with empathy to uncover client needs. Megan shares how perceptions of professionalism have evolved, how to market with authenticity, and her motivation for founding stage.

Kait LeDonne is a Personal Branding Expert and Keynote Speaker at Brandwise Media, where she helps companies and consultants scale their businesses by creating clear brand messaging, a refined image, and high-value packages to attract ideal clients. As a chief brand officer, she works with professionals to launch best-selling books, speaking careers, and high-ticket training businesses.

Kait is the author of The Attraction Magnet and is regularly featured in national and international publications as a commentator on celebrity and corporate brands. After leaving her corporate job to gain freedom and pursue a passion for personal branding, she became burned-out from constantly marketing herself through hours of networking events, writing countless proposals, and speaking for free.

Once she identified her ideal audience, honed her personal brand position and niche, and created a system to build a community of like-minded individuals, Kait recognized the value of personal branding. Since discovering her "why" for building a personal brand, Kait has been teaching other professionals how to launch, grow, and monetize their unique brands online through courses and training programs.

Some lawyers are apprehensive about personal branding, believing it's an insincere publicity stunt that diverts them from providing clients with quality services. This is because personal branding is often mistaken for lifestyle branding, where influencers monetize themselves and their businesses. How can you build an authentic personal brand connecting you to your target audience?

As a personal branding champion, Kait LeDonne maintains that this form of thought leadership denotes an audience's feelings when interacting with your company. Influencing these opinions requires fostering a sense of belonging by identifying a core problem and the emotions associated with this issue to build confidence and trust. Kait cites the three essential principles of personal branding that lawyers should consider. Your personal brand should focus on your audience rather than yourself. These brands exist to help your clients, so sharing personal anecdotes rather than positioning yourself as an expert is crucial. To minimize confusion, Kait advises niching down by focusing on a single audience, problem, and platform.

In today's episode of The Lawyer's Edge Podcast, Elise Holtzman chats with Kait LeDonne, the Personal Branding Expert behind Brandwise Media, about why and how lawyers should build a personal brand. Kait addresses maintaining client confidentiality when creating a personal brand, how to share personal stories on LinkedIn, and the difference between personal and professional branding.

Jacqueline Newman is the Managing Partner of Berkman Bottger Newman & Schein, LLP, one of the largest matrimonial law firms in New York. In her practice, she focuses on litigation, collaborative law, and mediation, specializing in complex high-net-worth marital cases and negotiating prenuptial agreements.

Jacqueline is the author of The New Rules of Divorce and has appeared as an expert commentator on television and radio shows. She has also been quoted in publications, including NBC News, ABC News, the New York Times, and Woman's Day. As an adjunct law professor, Jacqueline teaches divorce processes at Cardozo School of Law and has taught family law practice, collaborative family law, and matrimonial law at other reputable institutions.

In 2019, she was selected as a family and matrimonial attorney serving high-net-worth clients in New York by Chambers and Partners, a respected international lawyer research company. Jacqueline was also named in the New York-Metro Super Lawyers Top 50 Women Attorneys, Best Lawyers in America, and Super Lawyers' Top 100 Lawyers in New York City. With a substantial career honing her strengths and a reputation for ethical standards, Jacqueline has reached the pinnacle of happiness and success.

In a traditional law firm setting, many lawyers focus so much on practicing law and serving clients that business growth may take a back seat. But with client demands evolving and junior attorneys wanting more growth opportunities, attorneys must market and develop their firms. How can you balance these competing roles while fostering your strengths and aiming for success?

After joining a law firm as a partner, esteemed attorney Jacqueline Newman recognized an opportunity to build and grow the business using strategic infrastructure and marketing techniques. Rather than outsourcing business development representatives, Jacqueline recommends building credibility gradually by emphasizing your talents and participating in public speaking opportunities. This allows you to advance your strengths and promote your firm as a reputable company.

Join Elise Holtzman in this episode of The Lawyer's Edge Podcast as she speaks with Jacqueline Newman, the Managing Partner of Berkman Bottger Newman & Schein, LLP, about nurturing your strengths to achieve a successful and rewarding career. Jacqueline explains how personal recognition impacts client acquisition and firm growth, how she balances multiple roles, and why attorneys should nurture associates' strengths.

Deborah Glatter is a legal management and training consultant and certified culture coach helping law firms align their values and behaviors with their business objectives. After practicing law for a decade, she joined the Law Society of Ontario's Department of Education, where she designed courses and licensing examinations for the Bar Admission Course. Deborah then joined a national law firm as a partner, where she was responsible for the professional development and management of its lawyers.

As an Accredited Provider of Professionalism Content, Deborah co-designed a graduate diploma for lawyers in Legal Services Management for Queen's Law School. She is regularly invited to speak to bar and management associations, conferences, and firm retreats about topics, including legal workforces in transition, navigating new working arrangements, and best practices for virtual meetings.

With specialties in legal skills training and designing human capital management systems, Deborah focuses on competencies and skills inventories and performance management and development systems. Her expertise in these areas equips her to instruct firms on facilitating transformational performance reviews.

Traditional performance reviews were developed during World War I and II when the US military implemented a system to promote and dismiss soldiers. However, this review structure is ineffective for knowledge-based professionals like lawyers who rely on professional development opportunities to advance their careers. How can law firms create a functional infrastructure that nurtures progress and reduces the discomfort of critical reviews?

The next generation of attorneys are bright, ambitious, and motivated individuals, so culture coach and legal management consultant Deborah Glatter maintains that attracting and retaining them requires transitioning from an evaluative performance review system to a developmental coaching session. Rather than identifying lawyers' shortcomings, Deborah advises setting three to five incremental goals and communicating skills expectations and partnership criteria. Yet sometimes performance reviews are necessary, so collaborating to identify problems and develop solutions is crucial.

Tune in to this episode of The Lawyer's Edge Podcast as Elise Holtzman hosts Deborah Glatter, a legal management consultant, to discuss how to transition from uncomfortable performance reviews to transformational development sessions. Deborah explains the importance of infrastructure for law firms, how lawyers should respond to criticism during performance reviews, and how to structure a high-performing law firm.

Scott Mason is a Keynote Speaker and Coach at My Freedom Rocks, where he helps individuals and teams magnetize and monetize professional freedom. After graduating from Columbia Law School, he worked for more than 25 years as an attorney and C-suite executive with numerous government and nonprofit organizations before growing and scaling a small manufacturing company.

As an executive and leadership coach, Scott helps frustrated attorneys level up their leadership, find a new purpose, and envision and achieve their goals. As a public speaker, he has given speeches and panel presentations before international audiences, and his insights have appeared in book compilations, online magazines, television, and podcasts. Scott sits on the board of the New York City National Speakers' Association.

Using the lessons of Greek mythology, Scott provides lawyers who feel stagnant in their careers with a system that obliterates toxic myths to ignite their inner charisma. By reframing challenges and removing internal barriers in their professional lives, he helps attorneys uncover the best versions of themselves to attract new opportunities.

Many lawyers reject traditional work cultures and feel a sense of dissatisfaction and frustration associated with their careers. In response, some have transitioned from partners into leadership roles to find a greater purpose. Still, attorneys can be apprehensive about making major personal and professional transformations. How can you dispel deeply embedded societal myths to envision and attain your objectives? By employing the powerful lessons and imagery of Greek Mythology, of course!

As a passionate student of Greek mythology, executive coach Scott Mason identifies five toxic myths governing professionals' lives: the tragic origin, social, ritual, apocalyptic, and underworld myths. Lawyers are plagued by the ritual myth in which they fear change, the social myth allowing family and friends to govern their decisions, and the apocalyptic myth that promotes risk aversion. Eliminating these beliefs involves cultivating the highest version of yourself, maximizing your impact, and making meaningful changes in the world through charisma. Scott advises identifying a mythological figure that aligns with your vision to facilitate the journey to self-transformation.

In today's episode of The Lawyer's Edge Podcast, join Elise Holtzman as she welcomes Scott Mason, the Keynote Speaker and Coach at My Freedom Rocks, who shares the secrets to dislodging toxic myths to uncover your true self. Scott explains the role of avatars and the Oracle in attorneys' lives, the value of charisma, and the difference between an Olympian and a hero.

John Hinson is the Editorial Director at Spotlight Branding, which offers content marketing for financial and law firms. In his role, he oversees the company's marketing strategy, including lead generation, content creation, and production. John creates content for Spotlight Insider by writing blogs, hosting The Law Firm Marketing Minute and Center Stage podcasts, managing social media platforms, and producing videos.

As a legal content marketer and editorial expert, John has nearly 10 years of experience helping solo and other small firms build their businesses through content. He focuses on helping law firms leverage referral marketing to attract ideal clients. John also builds his personal brand as an independent author of memoirs and historical nonfiction.

With a wealth of experience as a creative marketing professional, John knows how to employ referral marketing with specialized content to generate business for attorneys and law firms.

The legal industry is recognizing the growing need for content marketing to acquire new clients. However, many law firms are unsure of the content forms they should create, and as a result, they often resort to traditional billboard marketing strategies. With so much engaging content in the market, how can attorneys stand out and stay top of mind with their clients?

As a legal content marketing expert, John Hinson emphasizes the benefits of referral marketing. Yet most law firms don't maximize their referrals effectively. A study conducted by Texas Tech found that 80% of law firms are willing to refer other businesses, but only 30% take the initiative. John recommends doubling your referrals by writing blog posts with relevant, evergreen information addressing common questions and issues. You can elevate this top-of-mind awareness by creating niche content and customizing your messaging to your precise audience. This can also be accomplished through email newsletters that deliver value and inspire action.

In today's episode of The Lawyer's Edge Podcast, Elise Holtzman sits down with John Hinson, the Editorial Director at Spotlight Branding, to discuss referral marketing strategies to build your law firm. John talks about the problem of competing for search engine rankings, refining the traditional marketing funnel, and how to build an email list.

Steve Fretzin is the President of Fretzin, Inc., where he provides legal business development services for attorneys. With over 20 years of coaching experience, Steve works with lawyers in all practice areas, ranging from startups to attorneys at large firms amassing over $6 million in billable hours annually. As a best-selling author and the host of the Be That Lawyer podcast, he has been featured in the Chicago Tribune and Entrepreneur.com and has appeared on NBC News and WGN Radio.

Steve has authored four books on legal business development and written articles for the Attorney at Law magazine, the National Law Review, the American Bar Association, and the Illinois State Bar Association. Focusing exclusively on advancing lawyers' business development skills, he offers two programs: an MBA-level coaching and training session on business development and a peer advisory roundtable for experienced attorneys looking to further their success.

Steve collaborates directly with lawyers to create custom plans that deliver tangible results based on their specific business goals. His methods help attorneys develop a more successful law practice, and he shows them how to turn contacts into clients.

Most lawyers aren't well-versed in the art of sales, which can hinder their firms' growth potential. They join associations to develop connections but can become uncomfortable when faced with soliciting clients and partnerships. How can you obtain the most value from these opportunities and acquire new clients to grow your practice?

Although not a practicing attorney, Steve Fretzin has spent his entire career coaching attorneys on networking, client acquisition, and business development. He encourages lawyers to shift their approach and target their ideal audience. This includes engaging with prospective clients, referral sources, and circles of influence to build trust and likeability. But true business growth occurs when you convert associates and friends into clients. Steve suggests listening to and understanding your prospects' needs and demonstrating authority to establish relationships.

Join Elise Holtzman in this episode of The Lawyer's Edge Podcast as she interviews Steve Fretzin, the President of Fretzin, Inc., about turning friends into law firm clients. Steve shares the most recent business development trends in the legal industry, how to influence buying decisions, and how to avoid discomfort when asking clients for referrals.

Matthew Connor is the Founder and CEO of CyberLynx, which offers cybersecurity and premium IT services to protect growing businesses from ransomware. Formerly Your IT Department, CyberLynx helps businesses become more efficient and profitable by utilizing precise technology effectively. Matthew began his professional programming career at age 12 while working as a coder for his father's company.

As a 17-year US Army veteran, he served in the intelligence unit with a top-secret security clearance, applying his tech knowledge to enhance intelligence operations. Matthew is an author, speaker, and podcast host, lending his knowledge to help business leaders adopt cutting-edge technology. With a passion for technology, business, and cybersecurity, he understands how to protect law firms from various cyber attacks.

With AI a staple in the business landscape, cyber attacks have become more frequent and sophisticated. Hackers can write codes that bypass antivirus software, compromising law firm networks and data. Yet many law firms are behind in their cybersecurity efforts, still using antivirus and antimalware programs offering little to no protection against modern threats. How can you strengthen your cybersecurity measures to safeguard against breaches?

As a seasoned cybersecurity, intelligence, and technology professional advising law firms on security measures, Matthew Connor understands the obligation to protect their networks and client data. This requirement goes beyond updating operating systems and implementing firewalls. Eliminating security vulnerabilities involves integrating email encryption and data loss prevention software and enabling multi-factor authentication on numerous devices. Rather than attempting these efforts yourself, Matthew recommends partnering with IT providers who can verify your programs' security capabilities.

In today's episode of The Lawyer's Edge Podcast, Elise Holtzman chats with Matthew Connor, the Founder and CEO of CyberLynx, about how law firms can protect themselves against cyber attacks. Matthew addresses how evolving cyber attacks impact law firms' security, practical measures for preventing legal breaches, and how to source a reliable IT provider.

Sarah J. Jacobs, Esq. is the Co-founder of Jacobs Berger, LLC, a boutique law firm dedicated to helping families before, during, and after divorce. Through practical, goal-oriented advice, Jacobs Berger de-stresses the divorce process by encouraging families to weigh options and plan long-term solutions.

Sarah is certified by the Supreme Court of New Jersey as a matrimonial law attorney and qualified as a family law mediator. With nearly 20 years of experience practicing law throughout New Jersey, she concentrates on litigation involving child custody and relocation issues and the role of experts, evaluations, parent coordination, and mediation in family law matters. As a family law mediator and litigator, Sarah works with negotiation-minded clients in cooperative settings.

Sarah maintains the importance of family and preserving relationships during tumultuous times. This belief has allowed her to cultivate a mission-driven firm that provides a solutions-guided approach to all aspects of family law.

Jamie N. Berger, Esq. is the Co-founder of Jacobs Berger, LLC, which she manages with the goal of providing high-quality services customized for each client's unique needs. She practices exclusively in the area of family law, including divorce, mediation and arbitration, alimony, and marital settlement agreements.

As a member of the New Jersey State Bar Family Law Section, Jamie has extensive experience in the litigation of family and appellate court proceedings. Before entering private practice, she served as a law clerk for the Honorable Eugene A. Iadanza, J.S.C. in the Monmouth County Superior Court, Family Part.

With a strong belief in promoting healthy relationships between children and their parents or guardians, Jamie encourages her clients to look beyond hardships to focus on the future. By leveraging this perspective in her practice approach, she can grow and sustain a thriving, goal-oriented firm.

While law firms are businesses that strive to make a profit, lawyers also recognize the importance of serving clients with conviction and consideration for their individual situations. How can you grow your practice by positioning your law firm with a mission-driven, client-focused approach?

With a demonstrated history of helping clients navigate family law issues with less stress, Sarah Jacobs and Jamie Berger focus on alternative dispute resolution and mediation by connecting with clients to understand their end goals. By rebranding their firm with this service-based approach, the duo has developed specialized solutions for clients and an exclusive scaling method for their business. As an advocate for clients, it's crucial to acknowledge their needs and make them feel empowered to find the best solution.

In this episode of The Lawyer's Edge Podcast, Elise Holtzman chats with Sarah Jacobs and Jamie Berger, the Co-founders of Jacobs Berger, LLC, about how their mission to de-stress the divorce process has benefited their firm. Together, they discuss evolving marriage and divorce trends, how to reposition your law firm with a purpose, and how having a mission facilitates personal satisfaction.