Never Stop Learning

In business and leadership, there are inevitably bumps in the road that challenge and push us to our limits. When faced with uncertainty, those who triumph and accomplish their goals are often the ones who understand the importance of having the right attitude when it comes to learning.

Today, we speak with William da Silva, a lawyer and CEO of Adams & Marshall, to uncover his mindset behind building a successful career and business.

FERVANT: Please share with us your journey in starting your first law firm, WP da Silva & Company.

William: When I first started my firm in 1994, I did not tell my parents as they were not very approving of me setting up my own business. They believed in the traditional route of just being an employee with a steady salary to bring home. So, I went ahead without telling them and rented a desk space at a friend’s office. That was the start of it.

In the beginning, it was tough because I had no clients for the first three months. I would just sit at my desk and make phone calls every day trying to get clients. What inspired me to push through was this previous client of mine who told me in a very straightforward way: “Don’t be scared. If you fail, it’s alright. You can just go and get a job again.” And so I did it — I persisted in calling people for a few months and I finally got my first case. I can still remember the feeling of sheer excitement when it happened.

To anyone out there thinking of starting their own business but are having some doubts, my advice would be to just go for it. If you never try, you will never know what could happen.

FERVANT: What keeps you going despite the tough times you may encounter as a lawyer and entrepreneur?

William: It definitely helps that I enjoy problem-solving and helping people to protect their interests, which is the nature of what a lawyer does. However, what really gets me through the difficult days is just to focus on doing my work and getting the job done right. If there is a job that needs to be done, I will get on with it.?

I believe this attitude stems from what my parents have taught me since young, and that is if you’re going to do something, do it well. I try my best in whatever I do, even if it is not going to be recognised by anyone else. It’s not about recognition, but about meeting the standards I set for myself. It’s as simple as that.

FERVANT: We find that having a support system or community can serve as a source of motivation or inspiration when we are faced with challenges. Could you share more about your inner circle and your relationship with them?

William: My inner circle is made up of people I got to know along the way on my journey, such as through networking or social activities. A lot of them are the can-do type of people who possess a positive attitude and do not hesitate to take action to pursue what they believe in.?

Being surrounded by such individuals has been a solid inspiration for me because they are always doing something. I know businessmen who are already in their 70s but are still active. Although they have retired from running their businesses, they are still active in their companies or mentoring startups.?

They just keep going and learning new things, which I think it’s extremely admirable. Many of them also possess key qualities like honesty and reliability. Take Gloria for example, she’s a successful salesperson but she did not stop there. Over the years, she has grown into someone who is able to advise and coach people on how to actually get things done and push their business to the next level. And people know they can trust her advice and count on her.

FERVANT: It’s remarkable how we tend to attract and become close to people who are similar to us in terms of qualities and attitudes. What are some key values you look for in the people you work with?

William: Other than the technical qualifications — which I would assume they already have — reliability and honesty are important to me. It all comes down to having the right attitude. Like I mentioned earlier, my attitude towards work is how I get through the difficult times, and I hold these same standards to the people I work with as well. They need to be able to take responsibility for their work and do their work well.

FERVANT: What do you think is the key challenge lawyers face today?

William: As lawyers, people come to us with a problem that needs solving. The crux of our job is about people, specifically how we interact and deal with them. The biggest challenge will therefore be understanding the clients themselves.

As everyone’s case is different, we cannot simply assume the answer to their problem by blindly following the examples laid out in textbooks. While it may be the answer, it may not be what the client wants. The ability to relate to people, and find out about their context and needs, is thus important. This way, whatever the problem is, we can work towards tailoring the solution to what the client needs.

This key lesson is something I picked up in my journey as a lawyer, as it is not explicitly taught in law school. When I first started out, senior lawyers would always tell me I had to be careful as my client could be my worst enemy. While there is some truth to that, a client can also be your friend — in the sense that we share a common goal so we should help each other.?

FERVANT: It has been observed that many young lawyers drop out of the legal industry some time around the five-year mark. As a professional in this industry, what are your thoughts on this?

William: Being a lawyer is similar to being a doctor or a social counsellor in the sense that not everyone is suited for it, character-wise. There is no shame in it nor is it anyone’s fault. Like with every profession, sometimes people just don’t find themselves liking the work or they can’t fully handle the conditions that come along with it.?

As a lawyer, especially in litigation, it helps to have a thick skin, and a certain degree of detachment. While we want to help our clients to the best of our abilities — it is our job to do so, after all — we need to understand that clients are expecting, and paying, for a professional to do the job. This means that you need to be honest with them, in terms of how strong or weak their case is, and be realistic about the help we can offer.

In our profession, we may encounter unpleasant lawyers or scoldings from angry clients. It is just the nature of the business, and you have to be able to accept it. It is important to learn to not take things too personally, as we are all human. We never know if it's because they are having a bad day, so it is better to let it go than to hold on to grudges.

FERVANT: On the topic of learning new things, what is your take on the use of technology in the legal industry?

William: The truth is, technology is something we cannot run away from. My take on it is that when utilised properly, technology can be a marvelous thing for the industry. AI, for example, allows us to efficiently deal with a lot of the mundane and repetitive work. There are always opportunities, even ones we don’t see, for technology to play a critical role in our work.

Lawyers can thus move away from spending time on such mundane tasks and focus on lending their expertise in problem-solving as AI currently cannot deal with complex human emotions and strategising that comes with business negotiation or a lawsuit. While technology can easily inform us on the more technical aspects like the specifics of a certain law, it simply cannot replace the human touch, such as personalised legal advice for each case. And I think that is going to be key in the industry moving forward.

FERVANT: Could you share with us your thoughts on collaboration in the legal community?

William: Among lawyers, we collaborate in various forms and it is often informal in nature. For example, our firm Adams & Marshall doesn’t take on cases relating to family or divorce, but I have friends who specialise in that. In this case, when we have clients coming to us with such cases, we will recommend them to our friends, and vice versa.?

We also work closely with professionals in related industries, such as accountants and tax consultants. When they have clients who require specific legal advice that falls under the area that we specialise in, they know they can contact us for advice. It is not uncommon to lend each other a helping hand in this community.

FERVANT: Having practised law for over 30 years, what’s your advice to young lawyers?

William: I have learnt a lot over the years, but I’m also still learning. My advice would be to never stop learning — that’s the most important thing. You have to be aware that there’s always something new out there, whether it is a client’s situation, a new aspect of the law, or new applications of the law.

Content prepared by FERVANT for Gloria Soo's Community. If you enjoyed reading The Success Catalyst, take a moment to share it with someone you know will benefit from the newsletter too!

Business coach, entrepreneur and author - Gloria has helped over 3,000 entrepreneurs build their businesses from the ground up. Gloria believes that sales is all about establishing rapport and nurturing valuable business relationships towards win-win outcomes.

Get updates on Gloria on her website and her socials!

The Success Catalyst shines the spotlight on inspiring individuals who are action takers. Centered on topics such as coaching, training, leadership, entrepreneurship, and certifications, it is a community newsletter that aims to add value to your life and business.

FERVANT helps communities amplify their voice, one story at a time. We work to foster connections, engage your audience, and grow a thriving community for you.?All editorial rights reserved. Connect with FERVANT on LinkedIn.

About today's guests on The Success Catalyst:

Find out more about Adams & Marshall here.

Or connect with today's guest: William da Silva on LinkedIn.