Lisa J. Saul, Partner at Forde & O’Meara, Chicago, Illinois
Title: Chair of the Real estate group
Law school and year graduated: Georgetown University Law Center, 2001
The following has been edited for style.
How many years have you been at your firm?
What made you pick your practice area?
When I was a summer associate at Mayer Brown I worked with a partner in the real estate group on a zoning matter. I fell in love with real estate and never looked back.
How did you develop your expertise in your practice area?
Years of practice. When starting out, I would ask the partners that I worked with if I could come with them to meetings so I could gain a better understanding of the subject matter. If I was drafting a specific document, I would read dozens of prior examples to gain a better understanding of what to include/not to include. I read tons of articles on any specific subject matter that I was working on for the first time. I also asked a lot of questions.
Why did you want to become a practice area leader?
I love real estate and I enjoy teaching others how to excel. In order to excel and thrive in residential real estate, it is imperative to have an excellent team that can keep up with the fast pace of the work. The most rewarding part of my job has been to watch my associates learn about real estate and then excel on their own.
What skill sets do you need to be an effective practice group leader (i.e., knowing more about the practice, hiring, business development, financial management, etc.)?
Mastery of the subject matter. Identifying individuals who are highly motivated, want to learn, and are team players. Due to the fast pace of residential real estate, to work successfully in residential real estate you have to work as a team.
How do you balance client work with management work?
I am not always successful at this. Client service comes first. We have monthly team meetings where we all talk about what has been working and what needs improvement. I also try to be present, respond quickly and encourage questions.
How does having a practice leadership role give you a sense of the broader strategic vision of the firm?
It helps to put things in perspective that you cannot be short sighted. It is important to invest time into training people. It is also vitally important to put the time into client development. My entire business is based on referrals, so every deal is vitally important.
What other roles or experiences help you in this current role?
There are two things I can point to that have helped me with my current position. Mainly, I was an associate at Mayer Brown in Chicago when I graduated law school. I credit the partners at Mayer Brown for getting me stated and successfully teaching me all the foundations of real estate law.
I also served as board chair of the IMD Guesthouse Foundation for several years during a time of great change for the foundation. Managing the board’s expectations and working with many different personalities spanning many different industries prepared me for this current role
What are key priorities for your practice area?
Client satisfaction, keeping up with the changing laws and times in the industry.
Is there anything that surprised you about the role?
Yes. Managing a team with all different personalities is a full time job. Team members like feedback and they expect involvement from me.
How has the role given you insights into client needs?
We try to treat every client as if they are our only client. People often have bad days and might take it out on us. I try never to take things personally.
Is there any other advice you’d share for those looking to become a practice leader?
If you find an area of work that you love, learn as much as you can about that area of law. Read, ask questions, watch and listen more than you talk. I am a firm believer that if you love what you do and put the time and effort into it, you will excel as a practice leader.