Terry Williams, Global Head of Client Finance Operations at Hogan Lovells
When it comes to embracing opportunities – even those that are a stretch – authenticity is Williams’ superpower as our guest explains to Host Nicky Acuna Ocana on this episode of Leaders With Ambition.
His personal brand from earliest days has been all about “yes” – an openness that moved him from Partner at a small law firm to a series of executive roles at the international insurer AIG and ultimately back to legal services, where today he serves as Global Head of Pricing, Legal Project Management and Reporting at the powerhouse firm of Hogan Lovells.
Terry’s sustained advancement maps directly to his commitment to keeping it real throughout the journey – even while acquiring totally new, often challenging, skill sets.
Discover how this native of New England, with no ties to international law or business, built a powerful global network, and what sets his leadership style apart.
Says Terry: “If you have opportunities, take advantage of them. Take that next step up and your horizon line is a little further – a little higher – and you can see more things than you saw before.”
As this dynamic executive traces his career path, you’ll uncover the key elements that propelled him from first-generation college graduate to respected mentor and global corporate success.
If you enjoyed this discussion, please click here to find previous episodes of Leaders with Ambition.
Key Takeaways
Starting out
How growing up in a New England town with parents who worked in public service shaped Terry’s assumption that he’d go into law enforcement – a path his mother suggested could be enhanced by becoming the first in his family to secure a (law-oriented) college degree.
Seizing the unknown
Why it’s important (and potentially life-changing) to move beyond one’s comfort zone, as Terry did when he chose to study an undergrad in Montreal, Canada, and law school in Atlanta.
Early opportunity
About the small, tightly knit litigation firm that was Terry’s “shot out of a cannon” introduction to the practice of law – with early mentoring playing a key supporting role!
Reaching for something different
What drove Terry to go in-house for an insurance firm (including a step back from partnership), with the promise of uncovering new opportunities within an unfamiliar industry and platform.
The power of yes
How his willingness to stretch and take on unfamiliar tasks came to define Terry as someone who was open, fearless and ready to meet any challenge.
Levelling up
Where a key mentor and aspirational role at AIG intersected in the form of a national leadership opportunity that accelerated Terry’s career – and ability to pay it forward.
Growing edges
About the balance, Terry tries to cultivate as a mediator between the business and practice of law on a large scale.
Tactical advice
Why Terry believes onsite, face-to-face leadership and a clear message (usually 3-5 points) consistently reiterated is the most effective way to achieve corporate goals.
Atmosphere of trust
About the safety and permission to be honest that Terry affords his teams, creating space for growth as well as collaboration in service of “the power of we.”
Adding skill sets
How Terry mastered unfamiliar areas such as global pricing and financial operations through ever-expanding roles both at AIG and ultimately back in the legal arena with Hogan Lovells.
Casting a wide net
Why it’s important to stay open and extend networking opportunities broadly rather than focusing on a single key mentor and what they can do for you.
Biggest current challenges for law firms
The pendulum in terms of pricing power dynamics among law firms and clients, some of whom are leveraging AI; harnessing tech to become more efficient and effective.
Staying fresh
About Terry’s ongoing commitment to welcoming new opportunities while also cultivating the right balance of well-being, excitement and engagement both personally and professionally.
Words of wisdom
Stay open – but not with any attachment to immediate results; sometimes you build new skills sets that will only come into play over time; try for the A but learn from the C-!
Key Quotes
“If you have opportunities, take advantage of them. Take that next step up and your horizon line is a little further – a little higher – and you can see more things than you saw before.”
“The networking piece really starts from whatever chair you’re in. Take advantage of what you have and don’t focus on what you don’t have.”
“Don’t look for the oracle who is going to guide you on all fronts. Look for (a mentor) who is accessible, close-by and connected ... No one person is going to have all the answers.”
“When you’ve got a mentor you’ve got to invest in it as well. It’s not just somebody being an oracle and giving everything to you. That’s where reverse mentoring comes in as well.” (Nicky)
“My brand ended up being that I was somebody who was up for new opportunities ... Doing something new and unknown – that really gets me up in the morning!”
“People respond well to vision and authenticity … I try to bring a clearly articulated vision to people while being authentic in how I interact with them.”
“Sometimes the captain of the boat isn’t the best sailor. He’s just the guy who owns the ship … Listening and trust allow (direct reports) to learn and grow.”
“Be honest about things you’re not sure about. And grade yourself fairly. If it’s an A, give yourself an A. If it came out as a C, own that too.”
“Find the people you connect with and just build it out. You’ll be amazed over the course of a career how big that spider web of connections gets.”
“Feelings of excitement and anxiety are the same thing. We just label them differently. My daughter taught me that … Not every opportunity comes in the robe of ‘This is great!’ ”
“Making a safe space for people to be authentic and bring their best selves to work is a real positive …There’s no such thing as something you learn from being a bad thing.” (Nicky)
About Terry Williams
Terry serves as Global Head of Client Finance Operations at international law firm Hogan Lovells, where he manages global financial operations, including pricing, profitability, legal project management and data analytics.
Before assuming this position in 2020, Terry served as global director of strategic pricing and managing pricing director for the Americas at the same firm.
His focus includes legal, finance, operations, people management and resource allocation to truly understand client needs, influence decisions, and create strategic initiatives.
About Nicky Acuna Ocana
With over 25 years of experience leading high-performing recruitment teams, Nicky Acuna Ocana is a dynamic leader in the recruitment industry. As Regional Managing Director for the US, UK, and Europe at Ambition, she oversees a team of specialist recruiters dedicated to connecting top talent with professional services firms.
Her teams focus on niche areas: the US division specialises in Legal Marketing & Business Development recruitment, while the UK & Europe team excels in placing professionals within Business Services functions within Legal, Practice and Consultancy.
Passionate about leadership, diversity, equity, and inclusion (DEI), and talent retention, Nicky is a sought-after keynote speaker. She frequently presents at industry conferences, sharing insights on recruitment trends, hiring strategies, retention best practices, and DEI in the workplace.
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