aVanessa Torres, Chief Marketing & Business Development Officer at Lowenstein Sandler LLP
Vanessa Torres “got it” early on. She understood that the business of law is all about providing tools to enhance the practice of law. As Chief Marketing & Business Development Officer at Lowenstein Sandler, our guest on this episode of Leaders With Ambition defines how smart marketing and sales engagement deliver results for law firms and their clients alike.
Vanessa also shares with Host Nicky Acuna Ocana reflections on having a strong, supportive Puerto Rican mom and an upbringing in predominantly white Indiana that prepared her well for a career in corporate spaces.
Learn how an authentic, collaborative approach is central to the way Vanessa and her team engage with each other and how it benefits the lawyers and clients they serve.
“I try to foster open dialogue with everyone I work with – not just my direct reports but everyone on my team and across the firm,” she says, “because people should be able to use their voice, be vulnerable and say they need help.”
You’ll find out how Vanessa has claimed space for herself and why connecting through openness is key.
This straight-talking dynamo is sharing very personal perspectives and sound advice that will resonate for anyone in legal or professional services who aspires to break through to that next-level marketing or BD role. Marketing, communications, messaging – it all comes down to strategic engagement.
If you enjoyed this discussion, please click here to find previous episodes of Leaders with Ambition.
Key Takeaways
Starting out
About what beckoned Vanessa away from her native Indiana to post-9/11 New York – a diverse community that felt like home – as an assistant law librarian in pursuit of a legal career.
Family influences
How Vanessa’s mother served as a strong role model and support who helped cultivate her Puerto Rican roots as well as a fearless sense of adventure.
Client services from the start
What Vanessa learned in her earliest days as a researcher and paralegal at DLA Piper that has served her at a variety of prominent firms in myriad roles ever since.
Financial reality
Where the passion for becoming a lawyer intersects with the financial burden, especially on anyone (like Vanessa) coming from a modest socioeconomic background.
A shift in understanding
How Vanessa came to understand the role of relationships and that client needs have a critical role to play in the business (and ultimately the successful practice) of law.
Shifting mindset
What Vanessa found during her stint in the world of consulting, including exposure to cutting-edge marketing techniques and a new sense of validation in having a seat at the table.
Opposite of impostor
Why being vulnerable and admitting what you don’t know actually demonstrates strength – an ability to question and collaborate honestly to uncover truly effective solutions.
Permission to move on
When it makes sense to accept that a workplace culture isn’t quite the right fit, and it’s time to get unstuck for the sake of finding that space where you can learn, thrive and grow.
Something more
How Vanessa claimed a highly respected leadership role at Goodwin by carving out a space for herself as something more than “the marketing girl they tell: Make my pitch deck look pretty.”
Leadership style
What it means to have grown up feeling different only to transcend and connect with all kinds of others through common ground, sharing honestly and building reciprocal relationships.
Culture, growth and clients
How Vanessa is mentoring and sharing her expertise by providing less experienced colleagues opportunities to innovate, speak up and try new roles.
Biggest challenges for legal CMOs
Overcoming scepticism among some who see the marketing function as a cost centre rather than a value-add, advancing key objectives and long-term goals across the enterprise
Words of wisdom
Be open-minded because tunnel vision blocks paths that can get you to your goal; stay curious; be vulnerable; and don’t forget to take an adventure once in a while!
Key Quotes
“I love mentoring, teaching and guiding – really giving people the opportunity to learn, grow and find their own success.”
“Business development is really relationship-building – nurturing relationships with clients, prospective clients and contacts.”
“I got over Impostor Syndrome in time because I found success … but really it’s about being vulnerable. It has served me so well in relationships to say, ‘I don’t know. I want to be curious, and then together we can find the way.”
“Use your voice and find empowerment. And if you’re not in a space that gives you that, then find one that does.”
“It’s so important to be able to make suggestions and not be afraid of looking stupid or dumb, because at the end of the day people really value that you’re thinking and trying.”
“I try to foster open dialogue with everyone I work with – not just my direct reports but everyone on my team and across the firm … because people should be able to use their voice, be vulnerable and say they need help.”
“Finding the right place for you is so important. There are lots of different firms and you’ve got to make sure that it’s where you want to be – that you can be authentic and have your voice heard and give a platform for other people to be heard as well.” (Nicky)
About Vanessa Torres
As a dedicated marketing and business development leader, Vanessa collaborates closely with lawyers and professionals to foster meaningful relationships that drive growth and success.
She brings over 20 years of experience in professional services, spanning legal, consulting and accounting sectors, to her current role as Chief Marketing and Business Development Officer at Lowenstein Sandler.
Vanessa’s expertise extends to mentorship, content marketing, proposal management, event management and leveraging marketing technology and AI.
About Nicky Acuna Ocana
With over 25 years of experience leading high-performing recruitment teams, Nicky 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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