Paul has considerable emotional intelligence and is very much a people person
Clearly, the personal touch is worth something. But partners are keen to stress that likeability is not Rawlinson’s only winning factor.
A track record of growth Since taking over as London managing partner from current Europe, Middle East and Africa (EMEA) head Gary Senior in 2013, Rawlinson has overseen growth in both the City partnership and the revenue it has produced.
Prior to beginning his term, the total headcount for the London office stood at 680. It is now more than 800.
In the firm’s 2013-14 financial year, which ran from 1 July 2013 to 30 June 2014, the London office generated revenue of £133m. In 2014-15, that rose 5% to unaudited revenue of £140m.
A London partner says: “The results show he can do the difficult stuff when he needs to. Do not think Paul is a pushover.”
A former partner concurs: “I think he will be stronger than people expect – he’s very determined and ambitious for the firm. I don’t think he’ll shy away from making unpopular decisions.”
Unlike many who step into management roles, Rawlinson has maintained client relationships during his tenure as London managing partner.
He previously acted as chair of the global intellectual property practice and he remains responsible for managing a number of the firm’s high profile global clients, including L’Oreal, HP, JCB and British American Tobacco.
I think he will be stronger than people expect – he’s very determined and ambitious for the firm
One previous partner believes these relationships will benefit the firm even more now Rawlinson is chair. He says: “Rawlinson’s a big client man, a real rainmaker, and I think he will be encouraging the firm to view the world from a lens of what their clients want.”
In Legal Week‘s first interview with Rawlinson when he took up the role of London managing partner in 2013, his commitment to clients was clear.
“The typical sales pitch of a law firm will be to say to a client ‘let me introduce you to my tax partner’,” he said. “We are focusing a lot more on getting close to the business and how the clients think.”
A current partner based in London states: “He’s still very much client focused and still runs a big practice, which is different from others who have been in the role beforehand. He’ll bring a different approach and some different perspectives.”
A Stockholm-based partner agrees, describing Paul as “the right person in terms of innovation to meet the market demands we are facing”.
He adds: “All lawyers are facing a new legal playground and Paul is the right person to take us there.”
Centred on the capital Rawlinson’s appointment is particularly significant as it is the first time a London partner will take control of the global firm’s reins.
He was one of two London candidates vying for the role and fought off competition from the firm’s current EMEA chair, Senior, to win the partner vote.
London is the firm’s largest office and one former partner muses that this may previously have put partners off voting for a head who hails from the City.
