The Lawyer's Edge

Katie Schwarting is a real estate lawyer and partner at Seyfarth Shaw LLP in Charlotte, North Carolina. Her practice focuses on commercial mortgage-backed securities such as conduit and single asset, single borrower and Freddie Mac securitizations, and collateralized loan obligations. She works with servicers and special servicers on legal issues regarding asset management, compliance, default strategies, audit, and regulatory and disclosure requirements.

Away from the office, Katie serves on the board of trustees for the Charlotte Museum of History as vice chair. She's also a member of the Mortgage Bankers Association Commercial Board of Governors and serves on the advisory board for Duke University Alumni Giving. Recently, she was honored alongside a small group of private practice lawyers as a top rainmaker by the Minority Corporate Counsel Association (MCCA).

WHAT'S COVERED IN THIS EPISODE ABOUT HABITS OF A SUCCESSFUL RAINMAKER

Building and maintaining a large client base as a team leader and successful rainmaker requires more than just great legal work. It demands a willingness to learn, adapt, and implement business development strategies—some of which might look very different from what worked in the past.

In this episode of The Lawyer's Edge podcast, Elise Holtzman interviews Katie Schwarting, a real estate lawyer and partner at Seyfarth Shaw, about the not-so-obvious habits that helped her grow and sustain a thriving book of business. Katie shares how she got started with networking to land her first client, how she takes the pressure off potential clients, and how she balances growth with retention—ensuring she doesn't lose existing clients while bringing in new ones. Plus, she reveals what it takes to build a powerhouse team and why leadership plays a critical role in rainmaking.

2:20 – Why Katie prioritized business development while growing her legal practice 4:13 – How becoming a rainmaker opened doors to leadership, management, and firm-wide impact 9:44 – The role of listening in Katie's approach to business development 11:33 – How to maximize conferences and networking opportunities to attract new clients 18:14 – The one thing Katie never does when meeting a potential client—and why it reflects an abundant mindset 22:02 – What it takes to build a book of business as a team, rather than as a solo effort 26:26 – How to strike a balance between attracting new clients and nurturing long-term relationships 33:10 – The unique challenges and opportunities of being a rainmaker as a woman and/or person of color 38:19 – Why intentionality is the key to long-term success in business development

Katie Schwarting (Seyfarth Shaw) | LinkedIn

Seyfarth Shaw LLP | LinkedIn | Facebook | Instagram | Twitter/X | YouTube

"How to Get the Most ROI From Your Next Conference"

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The Lawyer's Edge

Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession.

Early Bird Registration is now underway for our 2025 Ignite cohorts. If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.

Making partner at your firm is a significant milestone, but successfully transitioning from associate or counsel to partner isn't automatic. It requires a mindset shift, strategic planning, and the development of new skills to ensure long-term success.

In this episode of The Lawyer's Edge podcast, Elise Holtzman shares six actionable tips to help you navigate this pivotal career transition. She discusses how to embrace your new leadership role, manage the responsibilities of partnership, and position yourself for success. Whether you've recently been promoted, are preparing for the next step, or are simply curious about what partnership entails, this episode offers valuable insights you won't want to miss.

3:27 – Why understanding your compensation structure is crucial after making partner

5:31 – The fundamental shift in your role as a partner—and how to prepare for it

7:40 – A critical step to take immediately to set yourself up for success

10:50 – The essential mindset shift from service provider to business owner

14:52 – How to manage new time commitments and proactively master time management

19:47 – Why understanding your firm's revenue model is vital for your long-term success

22:26 – How to develop leadership and business development skills to excel in your new role

Smart Collaboration: How Professionals and Their Firms Succeed by Breaking Down Silos by Dr. Heidi Gardner

Smart Collaboration | How Law Firms Can Increase Revenues, Grow Client Loyalty, and Improve Diversity

How to Cultivate a Business Development Mindset

3 Essential Pillars of Business Development For Lawyers

Get Connected with The Coaching Team at [email protected]

The Lawyer's Edge

Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession.

Early Bird Registration is now underway for our 2025 Ignite cohorts. If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.

Molly Kremer is a certified life coach and former Biglaw litigator. As a high-achieving lawyer for 16 years, she made mistakes in how she approached billing her time which resulted in unintended and unsatisfactory outcomes. When she pursued her life coaching certification in 2021, she started understanding the real reasons behind her unhelpful billing practices and retrained herself to bill more consistently and contemporaneously.

Now as a billing coach, Molly helps attorneys go from stressfully struggling with their billing (and hating the process) to finally solving all of their unhelpful billing habits. Through her proven models and strategies, her clients effortlessly keep track of their hours and earn more money while reducing stress and anxiety.

WHAT'S COVERED IN THIS EPISODE ABOUT HOW TO STOP LOSING BILLABLE TIME!

It's the end of the month, and you haven't billed your time. You can't remember which case or client you worked on and for how long, and you are feeling all kinds of anxious and perhaps even working overtime to make up for untracked time.

For many lawyers, this isn't a hypothetical scenario, it's a recurring nightmare. The billing struggle is real, but that doesn't mean you're stuck in this cycle forever.

In this episode of The Lawyer's Edge podcast, Elise Holtzman speaks with Molly Kremer, a former Biglaw litigator turned life and billing coach, about how to capture and count more of your billable time, so you can increase your earnings, reclaim your time, and build confidence in your practice. Molly shares why so many attorneys develop unhelpful billing habits, the most common struggles lawyers face, and how shifting your approach to billing can impact both your productivity and your peace of mind. She also offers practical strategies to help you get off the billing struggle bus for good.

2:18 – What inspired Molly to transition from litigator to billing coach for attorneys

6:24 – The most common billing struggles lawyers face—and why they persist

12:12 – How Molly helps attorneys uncover hidden reasons behind their billing challenges and create lasting change

16:02 – The role of mindset and self-discipline in achieving billing success

22:40 – The long-term benefits Molly has seen in attorneys who have transformed their billing habits

25:32 – A simple but crucial reminder from Molly that every lawyer needs to hear

Molly Kremer | LinkedIn | Instagram | Facebook

Get Connected with The Coaching Team at [email protected]

The Lawyer's Edge

Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession.

Early Bird Registration is now underway for our 2025 Ignite cohorts. If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.

Priyanka Timblo is a partner at Holwell Shuster & Goldberg, a New York-based litigation boutique. Her practice focuses on trials and high-stakes commercial litigation and arbitration, primarily antitrust and breach of contract. She represents several large companies in antitrust trials and arbitration, such as the payment card network Visa and the video game developer and digital distributor company Valve.

As a first-generation lawyer, Priyanka spent much of her childhood growing up in Goa, India. She also spent part of her childhood in Canada and has won numerous accolades for her work, including Bloomberg Law's 40 Under 40 list and Benchmark Litigation's Future Star Recognition.

Women have made great strides in the legal profession, but few are found in high-stakes trial practice. Priyanka Timblo is often the only female trial lawyer in the courtroom for her cases — and almost always the only lawyer of color.

In this episode of The Lawyer's Edge podcast, Elise Holtzman talks with Priyanka Timblo, partner at Holwell Shuster & Goldberg, about her journey from outsider to partner in a prestigious law firm. Priyanka shares how opportunity and preparation have shaped her career, the critical role of teamwork in trial law, and the challenges and impact of being a woman and person of color in the courtroom.

2:08 – How Priyanka's unique background and upbringing influenced her career

7:06 – What attracted Priyanka to trial law and how she knew it was her calling

10:14 – How Priyanka created opportunities for herself and got her big break at Holwell Shuster & Goldberg

13:35 – A crucial skill for trial lawyers that sets them apart from others

15:44 – The value of teamwork in trial law and why it feels like preparing for battle

19:20 – Developing leadership skills to guide trial teams effectively

23:10 – Navigating the challenges of being a trial lawyer as a woman and person of color

26:17 – The importance of external visibility for lawyers beyond the courtroom

28:44 – Why part of a trial lawyer's job is to put everyone at ease in the courtroom and appear confident

Holwell Shuster & Goldberg LLP | Priyanka Timblo

Get Connected with The Coaching Team at [email protected]

The Lawyer's Edge

Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession.

Early Bird Registration is now underway for our 2025 Ignite cohorts. If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.

Amanda Sexton is the founder and CEO of FocusWorks Marketing. Her agency uses the power of digital marketing to grow law firms through content that converts. For 15 years, she has shaped brand development, created award-winning content, and helped service providers like law firms create successful marketing campaigns.

Amanda is also president of New Jersey Legal Industry Providers and a director at large for the Legal Marketing Association's northeast regional board. In addition, she speaks frequently for industry conferences such as the ABA TechShow and the Legal Marketing Association's National Conference.

Like any business, law firms have unique marketing needs. Yet, law degrees rarely come with a focus on marketing education. Combine this with the fast-changing nature of digital marketing and the countless investment options available, and it's easy to see why many legal professionals feel overwhelmed.

The result? Noise. In an industry where the focus is often squarely on serving clients, it's challenging for lawyers and legal organizations to cut through the clutter and craft content that resonates with the clients they want to serve.

In this episode of The Lawyer's Edge podcast, Elise Holtzman talks with Amanda Sexton, founder of FocusWorks Marketing, about how lawyers and their firms can overcome the overwhelm and develop content that attracts ideal clients. Amanda shares insights on what to consider before making marketing decisions, key metrics to track success, strategies for creating content that converts, and much more.

2:36 – The meaning behind Amanda's tagline "Content that converts," its relevance for law firms, and why digital marketing can feel overwhelming for lawyers

6:32 – The array of marketing expertise available and how to navigate it

8:55 – Essential considerations for deciding where to allocate your firm's marketing resources

11:03 – Establishing a marketing budget, critical numbers to monitor, and ongoing challenges in marketing

15:07 – Effective content strategies for law firms and a major missed opportunity many firms overlook

18:10 – Discovering what sets your firm apart and leveraging LinkedIn effectively

21:45 – Identifying what prospective clients need to hear to take the next step

25:07 – How law firms can support their marketing teams to achieve broader organizational goals

31:04 – Metrics to regularly review for evaluating marketing effectiveness

35:08 – Examples of evaluating and adjusting marketing strategies based on results

36:40 – A simple but impactful idea that could improve your marketing outcomes by up to 60%

38:23 – Amanda's fundamental advice for creating content that converts: balancing professionalism with authenticity

FocusWorks Marketing | LinkedIn | Instagram | Facebook

Legal Marketing Association | Northeast Region

Get Connected with The Coaching Team at [email protected]

The Lawyer's Edge

Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession.

Early Bird Registration is now underway for our 2025 Ignite cohorts. If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.https://thelawyersedge.com/podcast/amanda-sexton-content-that-convertshttps://thelawyersedge.com/podcast/amanda-sexton-content-that-converts

Hieu Williams is a partner with Hirschfeld Kraemer, an employment law boutique she also helps manage in San Francisco. She regularly defends employers against claims of discrimination, harassment, wrongful termination, retaliation, breach of contract, and wage and hour class action violations. Her employment law experience includes representing organizations, executives, and supervisors from various industries such as healthcare, education, food and beverage, and non-profit organizations.

Hieu has successfully represented clients in state and federal court, as well as before numerous agencies such as the Equal Employment Opportunity Commission (EEOC) and the National Labor Relations Board (NLRB). In addition to being an experienced litigator, she provides advice and counseling to her clients, which includes drafting employee handbooks, policies and developing best practices, conducting harassment and management training sessions, and performing workplace investigations.

There's plenty of power in questioning—both yourself and others. Often, creating a successful path means piecing it together yourself, as many first-generation Americans like Hieu Williams know all too well. It all begins with the courage to ask.

In this episode of The Lawyer's Edge podcast, Elise Holtzman sits down with Hieu Williams, partner at Hirschfeld Kraemer, to discuss her remarkable journey from junior lawyer to partner, leader, and rainmaker. Hieu reflects on how her experience as a first-generation American has shaped her career, the transformative role of mentors and sponsors, her impactful participation in the Ignite Women's Business Development Accelerator, and how asking the right questions has propelled her growth.

2:10 – Hieu's background, its influence on her decisions, and why she chose employment law over other careers

6:40 – What drives Hieu to manage Hirschfeld Kraemer's San Francisco office while juggling other responsibilities

11:08 – How sponsors and mentors have been pivotal in Hieu's development as a lawyer and leader

13:41 – Why Hieu joined the Ignite Women's Business Development Accelerator and how it shaped her perspective

18:41 – How the program has transformed Hieu's approach to her career and leadership

23:24 – The value of asking questions throughout Hieu's journey and how her approach has evolved over time

Hirschfeld Kraemer

Hieu Williams on LinkedIn

Employment Law Alliance

Get Connected with The Coaching Team at [email protected]

The Lawyer's Edge

Many lawyers dismiss conferences as a drain on time and money. And frankly, they're right—unless you know how to make the most of them. With the right approach, conferences can transform from missed opportunities into a cornerstone of your business development strategy.

In this episode of The Lawyer's Edge podcast, Elise Holtzman shares actionable insights on how to unlock the full potential of industry conferences. She provides a clear, step-by-step roadmap for maximizing every phase of the event, ensuring your efforts yield measurable results. Discover how to turn conference attendance into a powerful tool for rainmaking and client attraction.

2:29 - Two primary reasons why conferences are worth attending from a business development perspective

5:46 - Some of the potential downsides to attending industry conferences and why it's worth looking at this issue

7:53 - Intentional questions to ask yourself before going to your next conference so you can wring every bit of value possible out of attending

13:32 - How to create a timeline and take action before the conference (and how most approach this incorrectly)

18:28 - The importance of setting aside time to recharge (especially if you're an introvert)

20:38 - Timeline creation and actions to consider taking during your next conference (including how to exit uncomfortable conversations gracefully)

23:03 - How to handle the aftermath of a conference and why people lose a tremendous amount of opportunity at this stage

26:14 - A consideration once you determine a conference is a good fit for you and a brief word about raising your profile at conferences

3 Essential Pillars of Business Development For Lawyers

Managing Partner Forum

John Remsen | Essential Characteristics of Effective Law Firm Leaders

Legal Marketing Association

Get Connected with The Coaching Team at [email protected]

The Lawyer's Edge

Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession.

Early Bird Registration is now underway for our 2025 Ignite cohorts. If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.

Ben Chiriboga left the law firm lawyer track at the young age of 30, choosing instead to set out on a journey to find his unique place in law. Eventually, he found it in legal tech, which led him to become a legal tech executive with Nexl.

Nexl is a legal tech company that helps law firms grow by uniting marketers, business development, and lawyers all on one platform. As its Chief Growth Officer, Ben helps the company grow and creates content about the changing nature of legal culture through his This Legal Life Newsletter.

Legal careers are shaped by a variety of factors: cultural influences, strategic timing, personal ambition, and the ability to recognize and seize emerging opportunities. These same elements can also lead to unexpected yet rewarding paths.

In this episode of The Lawyer's Edge podcast, host Elise Holtzman interviews Ben Chiriboga, Chief Growth Officer at Nexl, who transitioned from a traditional legal career to a leadership role in the cutting-edge world of legal technology. Ben shares the key influences that guided his journey, the significance of embracing technological evolution within the legal profession, and how next-generation tools like Nexl are transforming law firms by fostering collaboration and firm-wide growth.

2:12 - Ben's legal journey and what he originally thought he'd do with a law degree

5:34 - The watershed moment that led to Ben's big decision to move away from the law firm environment

9:09 - How Ben sees himself as similar to or different from most lawyers in thinking and perspective

12:34 - Ben's start in legal tech and how that led to where he is now

16:36 - Why Nexl represents the new evolutionary wave of legal technology

22:02 - The challenge that Nexl solves for people and benefits from the solutions it provides

27:45: - What might happen to law firms who wait to adopt or evolve their legal tech

32:02 - An obvious but important thing to remember about technology and innovation, change, and evolution in the legal industry

Nexl

Ben Chiriboga on LinkedIn | Ben Chiriboga on Linktr.ee

Access This Legal Life Newsletter

Legal Marketing Association Conference

Heidi K. Gardner's books on Smart Collaboration

Get Connected with The Coaching Team at [email protected]

The Lawyer's Edge

Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession.

Early Bird Registration is now underway for our 2025 Ignite cohorts. If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.

Lucille Karp is a partner at McElroy, Deutsch, Mulvaney & Carpenter, a New Jersey-based firm with 140 practicing lawyers across 13 offices in nine states. She serves as the firm's General Counsel, co-chair of the transactional group, and co-chair of the hiring committee.

Lucy earned her undergraduate degree from Rutgers University's College of Engineering and her JD from Widener University School of Law. Her legal practice focuses on commercial real estate transactions, including office, industrial, and retail leasing, as well as acquisitions, dispositions, and real estate financings. Her corporate experience spans M&A, financings, and general corporate counseling.

The role of law firm General Counsel requires a careful balance of legal expertise, risk management, and leadership. Gaining insight from someone with real-world experience can provide valuable perspective on navigating and succeeding in this unique position.

In this episode of The Lawyer's Edge podcast, host Elise Holtzman talks with Lucille Karp, Partner and General Counsel at McElroy, Deutsch, Mulvaney & Carpenter. Lucy shares her journey to becoming General Counsel, the key skills that help her effectively manage risk, and how she balances her responsibilities. She also offers practical advice for lawyers interested in pursuing a similar path, emphasizing the importance of sound decision-making and leadership in law firm management.

2:04 – Lucy shares how she became General Counsel in 2018 and how she would define the responsibilities of her role.

7:43 – Key areas that General Counsels need to fully understand to be effective in their position.

10:15 – How Lucy balances the demands of her various roles within and outside the firm.

13:14 – The potential risks law firms face with AI, and how managing partners or committees can collaborate more effectively with General Counsel.

16:30 – Lucy's approach to navigating difficult conversations and maintaining strong relationships as General Counsel.

19:00 – The essential skills and traits for private practice lawyers aiming to step into the role of General Counsel.

25:37 – Where General Counsels can find educational resources and support.

28:59 – Lucy's straightforward yet crucial advice for lawyers on managing risk effectively.

McElroy, Deutsch, Mulvaney & Carpenter, LLP

Lucille Karp on Linked

New Jersey State Bar Association

Legal Management Resources

Get Connected with The Coaching Team at [email protected]

The Lawyer's Edge

Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession.

Early Bird Registration will be opening this fall for our 2025 Ignite cohorts. If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.

Joshua Wurtzel is a commercial and real estate litigation partner at Schlam Stone & Dolan LLP, a Manhattan boutique law firm that represents businesses, non-profits, and individuals in complex and corporate matters. He has successfully represented public and private companies and prominent individuals in both federal and state court. With his focus on aggressive litigation and his ability to develop creative and novel solutions to complex disputes, he brings a unique, out-of-the-box perspective to his clients' most pressing legal needs.

Before joining Schlam Stone & Dolan, Josh was an associate at Weil, Gotshal & Manges LLP in its Securities Litigation and Corporate Governance group. He also previously worked as an intern for the Honorable Kiyo A. Matsumoto of the Eastern District of New York. He's a regular contributor to several legal publications (such as the New York Law Journal) and lectures on cutting-edge legal issues in the commercial real estate sector.

Bringing new clients into a law firm not only drives a law firm's growth, but can also provide you with greater professional autonomy and an increased ability to call the shots in your own career. Despite the clear benefits to becoming a consistent business developer, many lawyers don't pursue business development success or struggle to achieve it.

In this episode of The Lawyer's Edge podcast, Elise Holtzman sits down with Joshua Wurtzel, a commercial and real estate litigation partner at Schlam Stone & Dolan LLP, to discuss his experience with building a book of business. Josh shares the challenges he faced on his journey to becoming a rainmaker and explains how networking and coaching have been instrumental in refining his approach to business development, team-building, and client relationships.

2:50 - Why Josh decided to start building his book of business and the early challenges and successes he encountered

6:22 - The impact of developing his book of business on Josh's approach to client relationships

9:18 - How Josh landed his first clients and honed his networking skills

11:42 - The importance of building trust over time and different strategies for developing lasting relationships

15:22 - The business development challenges that Josh continues to focus on overcoming

18:23 - How Josh has adapted his business development strategies over time and why he prioritizes business development

25:02 - How Josh maintains the momentum of his business development efforts when immediate results don't materialize

28:07 - The importance of building a team to support business development and manage client relationships

33:59 - Advice for associates, counsel, and junior partners looking to start building their own book of business and advance in their careers

38:29 - The role of self-confidence and belief in your success as a lawyer and aspiring rainmaker

Schlam Stone & Dolan LLP | Joshua's Profile

Joshua Wurtzel on LinkedIn

Joshua Wurtzel on Instagram

Business Networking International (BNI)

USA 500 Clubs

Get Connected with The Coaching Team at [email protected]

The Lawyer's Edge

Today's episode is brought to you by the Ignite Women's Business Development Accelerator, a 9-month business development program created BY women lawyers for women lawyers. Ignite is a carefully designed business development program containing content, coaching, and a community of like-minded women who are committed to becoming rainmakers AND supporting the retention and advancement of other women in the profession.

Early Bird Registration will be opening this fall for our 2025 Ignite cohorts. If you are interested in either participating in the program or sponsoring a woman in your firm to enroll, learn more about Ignite and sign up for our registration alerts by visiting www.thelawyersedge.com/ignite.