EKWAN E. RHOW
PARTNER, BIRD, MARELLA, BOXER, WOLPERT, NESSIM, DROOKS & LINCENBERG, P.C.
LOS ANGELES, CA
YEARS PRACTICING: 18 PRACTICE AREA:
CIVIL LITIGATION
CATALINA SUGAYAN
PARTNER, OFFICE MANAGING PARTNER, SEDGWICK LLP
CHICAGO, IL
YEARS PRACTICING: 27 PRACTICE AREA:
INSURANCE
“THINGS HAVE NEVER BEEN MORE COMPETITIVE,” says Ekwan Rhow, a partner at Bird Marella, a boutique fi rm with 35 lawyers specializing exclusively in trial work and business litigation. “In areas where boutiques did not face competition from larger fi rms they do now—in terms of work and rates. Partners at larger fi rms are fac- ing increased pressure to generate business." Still, Rhow says, boutique fi rms prevail for a variety
of reasons: T ey focus on one area of practice. In Bird Marella’s case, trial work and complex litigation. As such, they are perceived as having superiority in that area. In addition, boutique fi rms can ultimately off er better service and competitive rates. Finally, because the partners at boutique fi rms often have individual- ized relationships with the GCs of the companies they represent, the client relationships are stronger. Rhow says, “Our corporate clients are looking for
superior lawyering, responsiveness, an understanding of clients’ business goals and timely execution. Boutiques are often better at achieving that.” For Rhow, a lot of business development is organic:
“Most of my clients are headed up by GCs that I have personally worked with and known for many years. T ese relationships are built on great work, friendship, and trust on a one-to-one basis. New work also comes from word-of-mouth referrals.” A Korean American who does not speak Korean, Rhow took on a handful of cases for Korean companies several years ago, and due to good reviews, Korean clients now make up 25 percent of his practice. “Despite the competition, I fi nd the cases are getting bigger and more challenging.”
MCCA.COM
AS MANAGING PARTNER OF SEDGWICK’S CHICAGO OFFICE, rainmaking insurance litigator Cathy Sugayan feels responsible to both bring in busi- ness and pass on her wisdom to the younger attorneys. In order to succeed in business development, she tells them, they must fi rst become the kind of excellent law- yer who goes the extra mile, shows a vested interest in each case, and always presents a polished work product. And as their expertise develops, they need to get out there and let people know. “You can’t be afraid to mar- ket yourself. Talk about what you do, listen to clients to learn about their legal and business challenges, and fi nd ways you can help them. You’ll be surprised how they start calling for help.” Early in her career, Sugayan spent time in London
where her colleagues and clients were white men for whom business development mainly meant pubs and sports. “I’m half-Filipino, 5'2" and, while I enjoy sports, I do not memorize stats. Spending time in these business settings was intimidating in the begin- ning,” she recalls. “At fi rst I did my work and kept my head down. Eventually I’d sip a brandy and even tried smoking a cigar once. T ose times taught me the importance of bridging gaps and building relation- ships in every situation.” Today, Sugayan is gratifi ed to see more women and
minorities in business development, and happy that some traditions never change. “I still enjoy a nice meal and a good drink with clients. It’s a very pleasant way to fi nd commonalities and learn about people.”
27
NOVEMBER/DECEMBER 2012 DIVERSITY & THE BAR®
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