Developing trust and leadership: Insights from Peter Grundy from the Partnership

Peter Grundy, CEO of the Partnership, recently appeared on the Law Firm Marketing Club Podcast, sharing valuable insights on leadership, client relationships, and personal development. In this episode, Peter offered strategies to help professionals at all levels navigate their careers with confidence. Let’s explore the key takeaways from his conversation and how you can apply these practical pieces of advice to your own practice.

One of the key elements of becoming a trusted advisor is moving beyond surface-level conversations. As Peter Grundy explains, “Level one is what is called a ritual conversation, where we say, 'Hello, how are you? Let’s talk about today.'” However, to truly connect and build trust, it's essential to dive deeper. Peter suggests progressing the conversation to Level 3 or 4, where the dialogue begins to touch on more meaningful topics like hopes, fears, opportunities, and threats.

For example, instead of just discussing immediate tasks at hand, ask questions that reveal your client's goals, the challenges they are facing, and the bigger picture that shapes their decisions. By understanding their world, you can tailor your advice to meet their needs more effectively. Peter emphasises that “If I can understand the threats in your world, if I can understand the opportunities in your world, I’ll make a much better job of aligning what my firm can do for you.” This kind of conversation not only adds value but also builds trust and credibility, which are vital for long-term relationships.

The most successful advisors are those who look beyond the transactional nature of the work and aim to become part of the client’s decision-making process. When you genuinely understand the broader context of their business, you're able to offer more strategic insights that can make a lasting impact. So, take time to listen actively, ask the right questions, and really understand what’s going on in their business world.

When it comes to developing confidence in your career, Peter offers simple yet powerful advice: “Get a mentor or coach.” While a mentor provides general guidance and insight, a coach helps with specific areas of your career, offering targeted advice to help you improve.

Peter explains that it's essential to approach mentoring with clarity. You need to be clear about what you want to achieve. For example, a junior professional might approach a mentor to help them with presentation skills or the way they communicate during meetings. Having a focused objective ensures that you get the most out of this valuable relationship. According to Peter, it’s not about having someone tell you their entire career story but rather about having someone who can provide specific, actionable feedback that helps you develop.

In our daily interactions, we accumulate a wealth of accidental learning—insights, experiences, and lessons that happen organically. Peter Grundy stresses the importance of capturing this knowledge: “There’s lots of accidental learning... and putting it down so it doesn’t get lost is important.”

By journaling your experiences and reflecting on how you felt about specific situations, you gain clarity on what you learned from them. This exercise of self-reflection helps solidify lessons and provides you with a personal record of growth. Over time, journaling allows you to recognise patterns in your behaviour and interactions, offering opportunities for continuous improvement.

Peter also encourages junior professionals to look for role models within their organisation.

These are individuals who are excelling in areas that you aspire to improve in. “Who are the people that are doing the sorts of things you want to be doing?” Peter asks. By observing these individuals, you can learn how they navigate challenges, communicate effectively, and advance in their careers.

Learning from role models isn’t about copying their every move but rather about incorporating elements of their approach into your own practice. Whether it's their leadership style, their communication methods, or how they manage client relationships, there’s a wealth of knowledge to be gained from those who have paved the way.

Professional growth doesn’t just happen; it requires intentional action. Peter strongly believes that each individual should take full responsibility for their development. “You’re the expert on you,” he says, highlighting that you know yourself best and should take charge of your own career trajectory.

This involves creating a personal development plan that outlines specific goals and actions you want to take. While training courses and external support are beneficial, Peter emphasises that “you take responsibility for your own development.” Creating a plan and committing to it is key to staying on track and achieving the professional growth you desire.

As Peter observes, successful business leaders are skilled at influencing others, regardless of the context. Whether they’re in a meeting, negotiating a deal, or leading a team, the ability to guide people effectively is essential. Peter shares that leaders, particularly CEOs, face decisions every 5 to 10 minutes, each involving different people and situations. To navigate such complexity, you need the ability to influence a wide range of individuals and situations.

This skill is one that can be cultivated through experience, practice, and by learning how to adapt your approach depending on the person or situation. Whether you’re interacting with clients, colleagues, or superiors, being able to influence effectively will help you move ahead in your career.

Change is inevitable, especially in an era where technology is constantly evolving. Peter advises that, instead of fearing change, we should prepare for it. He shares an insightful piece of advice he received from someone he coaches: “Don’t be scared, be ready.”

Leaders who thrive are those who embrace change and stay ready to adapt, especially when it comes to technological advancements like AI. Instead of feeling overwhelmed by new developments, the best business leaders are prepared to integrate these changes into their operations, thereby staying ahead of the curve and leading with confidence.

Peter’s view on leadership is grounded in humility and service. He recommends adopting the principles of servant leadership or Level 5 leadership - concepts popularised by Jim Collins. These leaders are characterised by their humility, their focus on building strong teams, and their ability to lead with integrity. “Be slow to take the credit, and quick to take the blame,” Peter notes.

By practising servant leadership, you prioritise the well-being of your team and support their growth. This creates an environment of trust and collaboration, which ultimately contributes to long-term success. Leaders who adopt these practices are often better at inspiring loyalty, fostering creativity, and driving results.

Finally, Peter points out the importance of scanning your ecosystem, your network of contacts, resources, and information sources. Successful leaders don’t operate in a vacuum. They surround themselves with people who help them stay informed and aware of opportunities. As Peter explains, “They’ve got people looking out for them. They’ve got people who are good at bringing them information.”

By actively scanning your environment, you can spot trends, stay ahead of industry shifts, and find ways to leverage your network for personal and professional growth.

Whether you’re just starting out in your career or are a seasoned leader, Peter Grundy’s insights offer a roadmap for building stronger relationships, developing key leadership skills, and becoming a trusted advisor. From engaging in deeper conversations to embracing change with readiness, these strategies are timeless approaches for success in the arena of law and business.

📢 Listen to the episode here.