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NAME: Judy Perry Martinez
TITLE: Senior Litigation Counsel
COMPANY: Northrop Grumman Corporation
FORMER FIRM: Partner with Simon, Peragine,
Smith & Redfearn, L.L.P.
PRACTICE AREA: Commercial Litigation
Note to readers: Judy Perry Martinez was a
featured panelist at the Women Rainmakers educational
program “Multi Focus Marketing: Understanding
Your Audience”, part of the ABA Law Practice Management
Section’s April Spring Meeting in New Orleans,
LA. While Judy’s leadership roles, accolades and
awards both in and outside of the ABA are too numerous
to list, it should be noted that her continuing commitment
to the profession inspires many of us to get involved
and succeed!
MOST SUCCESSFUL MARKETING TIP:
Build as many links to a client as possible to cement
the firm’s relationship. Allow the client to get
to know many lawyers in the firm while maintaining efficiencies
in delivering services to the client. The proof that
this works is demonstrated by my departure from my firm,
Simon, Peragine, Smith and Redfearn to go in-house with
Northrop Grumman Corporation. After 21 years, every
one of my clients stayed at the firm. During my tenure,
I made it a point to help other lawyers in the firm
build relationships with my clients. To do this successfully,
you must be secure in your relationship with the client
and with your partners. To not do it is to deprive your
client of the richness in talents that your firm has
to offer.
BIGGEST INFLUENCE ON YOUR CAREER:
The number one influence on my career has been my involvement
with the ABA. The professional development and substantive
information provided by the ABA and my leadership roles
in the organization have all helped to hone my skills
as a lawyer and most importantly, to bring into clear
focus a lawyer’s obligations to and roles in our
society.
PERCENTAGE OF TIME DEVOTED TO MARKETING WHILE
IN PRIVATE PRACTICE:
It was an everyday activity for me when I was in private
practice, whether it was as involved as hosting potential
referral lawyers at my home for a reception when they
were in town for business or a professional meeting
or dropping a three line note congratulating someone
on a move to a new firm or an award. I would say 20%
of my time on an annual basis was devoted to marketing.
PROUDEST ACCOMPLISHMENT:
Encouraging other lawyers in my former firm to get involved
with community and pro bono activities and seeing so
many develop a strong desire to do so after realizing
first hand the intrinsic value of personally being involved
and making a difference in others’ lives.
ONE RAINMAKING STRATEGY THAT WAS A SURPRISING
SUCCESS:
Each year the women of our firm hosted a women’s
holiday tea at my home that included women partners
and associates of the firm as well as women clients
and prospective clients. It was a successful event,
so much so that it became one of our firm’s yearly
client retention activities.
GREATEST FRUSTRATION ABOUT TRYING TO GET NEW
BUSINESS:
Remaining cognizant of the long sales cycle in any service
profession which requires you to allow sufficient time
(i.e., patience) to cultivate relationships with a prospective
client. You must make repeated systematic and meaningful
contacts in order to provide the prospective client
sufficient opportunity to get to know you.
IF YOU WERE MENTORING A YOUNG WOMEN LAWYER,
WHAT ADVICE WOULD YOU GIVE HER REGARDING RAINMAKING?:
Get involved with the ABA or other professional organizations.
When you do, make sure you work as hard and as well
as you do on your billable work. Consider creating a
profile of yourself. What words will come to mind when
people describe you? Will you be described as dedicated,
hard-working, smart, and ethical? Your goal should be
to be on top of everybody’s short list when they
recommend a lawyer to a client or referring attorney.
WAS THERE A MENTOR WHO MADE A GENUINE DIFFERENCE
IN YOUR CAREER?:
My senior partner, Robert Redfearn, instilled in me
a strong work ethic that has made a tremendous contribution
to my professional development. My parents, neither
lawyers, made me believe that as the fourth child (and
only girl among three boys) in our family there was
no reason I could not do anything “the boys”
could do—and more.
THINK ABOUT WHEN YOU STARTED PRACTICING LAW
AND THE DIFFERENCE BETWEEN THEN AND NOW FOR NEW LAWYERS:
When I started practicing law, there were very few female
role models or definitions of success within the law
profession. You were considered successful only if you
met certain defined criteria that had been established
by a profession decades ago—a profession that
did not then include women and minorities. In creating
my own definition of success, I gathered bits and pieces
from attorneys whom I admired- both male and female
alike. I realized that I could define my own terms of
success. I was fortunate in that in my 21 years in private
practice, I was able, in many ways, to meet the traditional
definition as well as the definition of success that
I crafted. Today, new women lawyers have many more female
role models and varying living examples of success to
look to for guidance, and most lawyers today now realize
that they are the masters of defining their own success.
ATTRACTIVENESS OF IN-HOUSE COUNSEL POSITION:
After 21 years of private practice, I was looking for
a career and intellectual challenge of a different nature
and perspective. Northrop Grumman Corporation was not
a client of mine while in private practice so it has
been a wonderful experience to come in and begin to
learn the business of such a large international company
and apply my legal training and skills in a different
context. I am working with some very talented outside
counsel who service the client well. Also, as a business
major, I truly enjoy the business side of the in-house
position.
FAVORITE PASTTIME:
Spending as much time as I can with my four great kids
(Connor- 15, Kyle-12, Carson- 10 and Cameron- 8), and
a terrific husband, Rene.
Top
ABA Women Rainmakers is a national forum enabling women
to network and develop business opportunities. By understanding
how to develop business, women can exert greater control
over their careers and integrate their personal lives
successfully with the practice of law. For more information
on LPM Women Rainmakers, visit www.womenrainmakers.org.
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