should always be passionate and
be an advocate for your client.
they don’t like what they are doing.
Personal networks come with time and
they are important, but work
ability. The third thing I want to touch
on is, learn how to do everything. Learn
all aspects of the case if you have an
opportunity because something might
come up where that knowledge
will become useful, whether
it’s in that case or another.
Indelicato: What do young
people need to do to succeed, to
demonstrate to their organization?
And what is the time frame
you expect that to fall over?
Sukow: I don’t know if there is a
specific time frame. At the end of
the day, when I look at the up-and-comers in the organizations
I’ve been a part of, you can
tell the individual who’s not
only hardworking but also is
someone who wants to run
with the ball. One thing I’ve
seen is that leaders want the
ball. They need to do a little
more to stand out. Attitude is
a lot in this business, and so
are relationships. Who you
know is just as important
as what you know and the
technical skills you have.
Basta: A career is a marathon, not
a sprint, and the progression is you
go from a grinder to a minder to a
finder. Some people start off as the
minder and the finder when they
haven’t spent the time learning the
nuts and the bolts of the business.
Over the long run, they are selling an
unfinished product. You should look
at these organizations you work for
not as employers, but as platforms for
you to get experience so you can be
effective at any organization you go to.
Indelicato: How have you seen
the industry change in the last five
to 10 years? How did you adapt to
the changing environment?
Etlin: It is all about the
work first in your career. Managing
directors and partners will know if you
are enthusiastic about a project. You can
tell if someone’s work is subpar because
first. You should
think that nothing is beneath you, and
you should do it to the best of your
Etlin: The rise of the CRO title in
the 1990s is definitely a change.
There are also a lot more out-of-court deals, considering the interest
rate environment. There are now
all other ways in which we work.
Get on the Pathway to
Success this December
This December your pathway to success begins with the debut of the first course designed through the
new TMA education system. The course is the first of three to be rolled out over the next six months.
The new program will be launched at The Annual, November 1-3 at the Westin Copley Place Boston in
Boston, Massachusetts. Stay tuned for more information this fall.