SASHA G. RAO
PARTNER, ROPES & GRAY LLP
EAST PALO ALTO, CA
YEARS PRACTICING: 16
PRACTICE AREA: INTELLECTUAL PROPERTY
RICKY A. RAVEN
PARTNER, THOMPSON & KNIGHT LLP
HOUSTON, TX
YEARS PRACTICING: 26
PRACTICE AREA: CIVIL LITIGATION, TOXIC TORT,
PRODUCTS LIABILITY, PERSONAL INJURY, AND WHITE COLLAR CRIMINAL DEFENSE
26
“ONE THING I’VE LEARNED AS A TRIAL LAWYER,” says Sasha Rao, an IP partner at Ropes & Gray in Silicon Valley, “very little of what you do, from wit- ness examination to opening or closing, is based on individual eff ort even though it might appear that one person is doing it. If you don’t have an excellent team of lawyers and staff , you’re not going to be able to bring in the business. Clients are pretty sophisti- cated and they realize this. T ey’re looking at the big picture.” And while Rao will concede that a trial attorney
must project confi dence, she reiterates: “T is is not a Rambo operation.” Because she handles complex patent litigations
for top technology companies, Rao’s background in science has served her well. She studied physics at Randolph Macon Woman’s College in Virginia. “Even then I was conscious that I’d pursue a legal career,” says the New York University law school graduate. “I imagined that it would be challenging to be a lawyer who understood science and had to explain it to those who didn’t, persuading them to adopt a particular point of view.” She was right: “T e real challenge is to break down the science into a format and sound bites that ordinary jurors can understand.” T ere is no secret to rainmaking, say Rao. “It takes
good work, a good team, some time, and a lot of patience. It must become a habit. Just like you might read the paper every day, you also must do some busi- ness development.”
FOR RAINMAKER RICKY RAVEN, GOLF HAS PROVED A POTENT TOOL IN BUSINESS DEVELOPMENT. While some minorities report being closed out of the country club networking scene, Raven describes the sport as the blessing of his career. “Where else do you have a client’s undivided atten-
tion for four hours,” asks Raven, a litigating partner in T ompson & Knight’s Houston offi ce. “You can really get to know someone on the golf course; it’s a great facilitator. You talk about families and business concerns. You fi nd out what’s on their mind and what their goals and aspira- tions are. If you’re paying close attention, you can use that information to meet their needs.” Raven concedes that there are fi nancial barriers—
golfi ng and club memberships cost thousands of dollars a year—but the longtime golfer says the advantages have been well worth the investment. “T e best investment I have ever made in terms of meeting and making friends. “Practice of law is service-oriented. If you’re in
this business, job one is to meet the needs of clients and anticipate the needs of potential clients,” says the Houston native. “You must be an active partner with clients 24/7. T ey need to see exactly how they’re benefi ting from the services you provide.” Will Raven ever rethink his rainmaking MO? “My way
has proved very eff ective. For the most part, real rainmak- ers are doing business with friends and people they know. Many young lawyers miss that piece. Long-term working relationships are about a lot more than just getting paid. T ey are relationships where the value you provide far outweighs any perceived costs.”
DIVERSITY & THE BAR® NOVEMBER/DECEMBER 2012
MCCA.COM
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33 |
Page 34 |
Page 35 |
Page 36 |
Page 37 |
Page 38 |
Page 39 |
Page 40 |
Page 41 |
Page 42 |
Page 43 |
Page 44 |
Page 45 |
Page 46 |
Page 47 |
Page 48 |
Page 49 |
Page 50 |
Page 51 |
Page 52