Martin Wiseman has cause to be proud. As Country Managing Partner of DLA Piper in New Zealand, he has been part of a firm named by clients as the best law firm of 2021 and the best firm for client experience. Insights spoke to Martin about what sets DLA Piper apart, how it delivers exceptional client experience, and how lawyers looking to progress in their careers can get ahead.
Spearheading innovation through Law&
DLA Piper was named as Best Law & Related Services Firm in the 2021 Client Choice Awards. The awards are sponsored by The College of Law’s Master of Legal Business (‘MLB’) program and run by the MLB’s Program Board Chair, Dr George Beaton, of Beaton Consulting.
“This recognition from our valued clients is not only a reflection of service but also of the trust, relationships and collaboration that underpin these partnerships,” said Martin. “For us, and indeed all firms named in the awards, it is fantastic to receive this acknowledgement from those with whom we work so closely.”
“We strive to be the leading global business law firm by delivering quality and value to our clients and contributing to the communities we operate in,” explained Martin. “This is backed by the trusting, collaborative relationships we have with our clients and the dedication of our fantastic team of lawyers and professionals who provide excellent service and outcomes.”
However, Martin is keen to ensure the firm does not rest on these laurels.
“In addition to our commitment to provide quality, traditional legal services, we are spearheading innovations in the industry through new products and services,” said Martin. “Recently, we introduced Law&, delivering solutions beyond our core services to help our clients succeed in the modern business environment. These new solutions range from consultancy to cutting-edge AI, which integrates technology with first-class commercial and legal expertise.”
Committed to doing work that matters
As a firm, DLA Piper combines global reach with a local perspective.
“At DLA Piper, we want to do work that matters,” said Martin. “As a result, we are incredibly fortunate to work with clients both here in New Zealand and further abroad that share our values and a common goal of making a difference - both in the business environment and our communities. It's these shared interests that foster great working relationships.”
“As a global law firm, we also have access to insights and expertise across 15 sectors and more than 40 countries, allowing us to further enhance our services and deliver additional value to our clients.”
As managing partner, Martin spends much of his time teaching and working with young lawyers.
“At my stage, you let young lawyers do the work and make the calls, knowing that I will help if they are about to make a wrong call or get stuck,” said Martin. He still relishes the challenge of new matters. “They are all different and keep you on your toes. I also like working with clients to deliver outcomes that make their businesses better.”
To master the business of law, you must master metrics
In order to help clients make their businesses better, lawyers must better understand that law, too, is a business.
“The practice of law is also a business,” said Martin. “Like any business, certain metrics measure its comparative performance and just matter. Don’t be shy of those metrics. Get to know them, embrace and apply them daily. Metrics like contribution margin, net margin, hourly rate, utilisation, leverage.”
“Remember, networking is not selling. Selling involves making the ask for work of persons who control the instructing of work. Networking is just necessary for general profiling, but it won’t win work by itself. The best marketing is a prior instruction done well,” explained Martin.
“What keeps me going now is the business of law and always looking to improve the firm,” said Martin. “It’s also exciting to be part of a global law firm that is like no other. We always set our own goals, aspirations and agenda, without regard to what other law firms are doing.”