Inspiring Women in Law: A conversation with Ana López Pariente, Head of BD at Galicia Abogados

«At Galicia, diversity is not just a mere goal; it is a strategic advantage that fosters innovation, creativity and success within the legal sector»
 

Latin Counsel celebrates Women’s Month with an insightful conversation with Ana López Pariente, Director of Business Development, Brand Positioning, Communications, and Marketing at Galicia, Mexico´s leading law firm.

In this interview, Ana shares her perspective on the significance of diversity within the legal sector and her vision for the future.

With over 35 years of professional experience, Ana has specialised in business development and marketing for more than 15 years. She firmly believes that it is through disruptive strategies, compelling narratives, and flawless execution that the firm has strengthened its presence in the most prominent forums, built strategic relationships globally, and elevated the standards of marketing and business development in the legal industry.

Under Ana’s leadership, the firm’s marketing team was recognised as the Marketing Team of the Year 2023 in Mexico by the prestigious British publication, The Legal 500.

Ana’s insights highlight the vital role of diversity in leadership within the legal industry. Her dedication to strategic business development and inclusivity not only strengthens Galicia’s position but also paves the way for future generations of leaders. She recognises that these achievements are made possible because the firm’s Managing Partners and partners have a clear strategy and an innovative, forward-thinking vision.

Through her efforts, Ana demonstrates, through actions and measurable results, how embracing diversity and a strategic mindset drives greater innovation and success in the legal sector.

Latin Counsel: Your team, made up entirely of women, has successfully positioned the firm as a leader in Mexico and Latin America. What have been the key success factors, and how has this female synergy impacted the firm?

Ana López Pariente: Far from being coincidental, having an all-female team has been a competitive advantage. It may seem that a team made up solely of women contradicts the idea of diversity, but in our case, it has been a recent and fortunate occurrence. Our recruitment and selection processes are open to any professional with the required profile, regardless of gender.

We operate with a strategic mindset, blending creativity, data analysis, and a deep understanding of the legal market. To position Galicia as a leading firm, we aligned the institutional vision with a narrative that transcends borders, connecting with clients and global Best Friends. This synergy has been essential in expanding our reputation and differentiating ourselves in a highly competitive sector.
At Galicia, diversity is not just a mere goal; it is a strategic advantage that fosters innovation, creativity and success within the legal sector

Latin Counsel: In a sector where visibility is crucial, how can partners play a more active role in promoting female talent within law firms, not just in support areas like Business Development, Marketing, Events, and Communications, but also ensuring professional growth and greater visibility for women in the legal industry?

Ana López Pariente: Female leadership in law firms cannot remain theoretical; it requires concrete decisions. At Galicia, our partners understand that diversity drives business growth. Beyond offering support, they involve us in strategy, position us in international forums, and trust our vision for the firm’s positioning. This model not only accelerates the growth of female talent but also redefines leadership structures in the industry.

Latin Counsel: Despite progress in gender equality, what do you consider to be the biggest challenges for women in the legal industry, particularly from a Business Development and Marketing perspective, and how can partners help create more equitable spaces and greater exposure for female talent?

Ana López Pariente: The biggest challenge is access to decision-making spaces and leadership. Women in Business Development must play a strategic role, not merely a supporting one. Firms that truly embrace equity understand that strategic and commercial leadership is fundamental to the sector’s evolution.

The key lies in ensuring partners integrate these areas as growth pillars, giving them visibility in shaping the firm, not only in executing its communications.

Latin Counsel: How does your experience in Business Development and Marketing influence the firm’s diversity initiatives?

Ana López Pariente: I was part of the team that designed and implemented Galicia’s Sustainability Model, where diversity, equity, and inclusion are not an afterthought but a strategic pillar. This is reflected in the efforts of the firm’s DEI Committee through innovative initiatives and programmes. The partners’ commitment has made us the only firm in Mexico to receive regional DEI recognitions. From my position, I transform these values into tangible initiatives that elevate corporate culture, strengthen our brand in the industry, and create a real impact on the legal ecosystem.

Latin Counsel: As a female leader of a key team within the firm, how do you collaborate with Managing Partners and senior partners of strategic committees to foster an inclusive culture within the firm?

Ana López Pariente: Inclusion is not just rhetoric; it’s a business strategy. I am fortunate to work directly with the Managing Partners and members of the Business Development Committee to ensure that every firm initiative reflects a true commitment to our clients and Best Friends. Working closely with them is an absolute privilege and a continuous exercise in learning and communication, where empathy, good humour, respect, and constructive guidance are essential to being creative.

It’s not just about talking inclusion, it’s about implementing it in leadership selection, representation in key forums, and how we build relationships with global clients. When managed well, diversity not only enriches internal culture but also strengthens the firm’s competitiveness.

Latin Counsel: What specific criteria do you prioritise when selecting team members to support the firm’s strategic vision for business development and diversity?

Ana López Pariente: I look for individuals with strategic vision, passion for what they do, creativity, intelligence, and the ability to innovate. In a high-pressure environment, technical talent is a starting point, but the true differentiator is the ability to build a team and not just anticipate trends but create them.

I value those who demonstrate a competitive mindset and a commitment to pursuing institutional and team goals over personal ones.

Latin Counsel: What advice would you give to those aspiring to leadership roles in business development within law firms with strong leadership?

Ana López Pariente: It’s not enough to execute well; one must lead with vision. Aspiring to this role means becoming market strategists, understanding the business, and positioning oneself as a reference both inside and outside the firm.

To stand out in this sector, I would say build a strong professional identity with clear objectives and flawless execution. The consistency between what you project and deliver defines your personal brand. Understand your firm, the market, and your clients thoroughly. It’s not about competing, but about ensuring you are always top of mind for clients, and build a network of colleagues who inspire you and challenge you to grow.

Leading in high-pressure environments requires empathy. Fostering collaboration strengthens organizational culture and positions us as leaders capable of transforming the industry.

Latin Counsel: How have you seen business development evolve in Latin American law firms in recent years? What key trends have emerged?

Ana López Pariente: Today, the differentiator is not only in the excellence of the service we provide or in a multi-practice offering, but in the ability to anticipate client needs, integrate technology, develop strategic partnerships, and position the brand and culture with a clear identity.

On the one hand, competition from international firms and a more competitive market where clients have decision-making power has forced firms to sophisticate their positioning strategies, increasing pressure on firms. On the other hand, the need to be more proactive and strategic is crucial in an increasingly globalised sector.

Thanks to the maturity of the market, I have seen closer collaboration with colleagues in Mexico, but especially with many business development colleagues internationally, particularly in Latin America, New York, and some European countries. This has allowed me to share and exchange experiences and knowledge on business development and even generate business for other firms through these relationships. We’ve learned a lot from the generosity of our Best Friends and have reciprocated in kind.

Today, simply doing great work is not enough. The need to deliver a multidisciplinary and diverse service that addresses highly complex issues creatively for our clients requires in-depth knowledge of the Latin American market, the firms in the region, their most important clients by sector, and much more collaboration and strategy.

Business development, communications, and marketing teams that understand this will make their firms leaders in the market in the coming years.

Latin Counsel: In your opinion, what are the most significant changes needed in the legal industry to better support diversity and inclusion?

Ana López Pariente: It needs to move from intention to execution. Internal policies are not enough if they are not reflected in leadership structures, compensation, talent retention, and strategic decision-making. Diversity is a competitive advantage when it becomes a genuine commitment backed by measurable actions and tangible results.

Latin Counsel: How do you adapt your strategies to tackle these challenges and stay ahead of the competition?

Ana López Pariente: The true competitive edge lies in creating trends, not following them. We stay ahead of the market because we understand our identity, know our clients, and align every initiative with a strategic vision, a narrative that defines us, and issues of relevance and interest to the sector, our Best Friends, and clients, with a strong branding approach.

By building a unique identity based on a distinct culture, we know who we are as a firm, and this is how we manage to communicate the same culture to different audiences.

Latin Counsel: How do you manage your responsibilities as a director while serving as a member of committees such as Business Development, Pro-Bono, and Sustainability?

Ana López Pariente: With a clear focus on priorities, effective delegation, and alignment with the firm’s institutional vision. The key is designing agile structures that allow for quick decision-making without losing impact or time. Success isn’t about doing more; it’s about doing the right things at the right time, directed at key audiences with current and relevant topics.

Latin Counsel: During the 2024 IBA Annual Conference in Mexico, Galicia was widely praised for its efforts. What key strategies did your business development team implement to enhance the firm’s visibility and impact at this important event?

Ana López Pariente: We formed a committee with experienced partners in such conferences, and their feedback was crucial in understanding the dynamics of hosting an event of this magnitude.

From planning to execution, every detail was designed to give Galicia an unmistakable presence. We started over a year and a half ahead, with an integrated strategy of content, networking, and branding. We generated a memorable experience for each attendee, transforming our participation into a platform for global leadership.

Our efforts focused on hospitality, excellence in our services, the experience of our legal teams, and reflecting on what we live every day within the firm. It was an unforgettable and highly enriching experience.

Latin Counsel: What aspects of your team’s efforts were most praised by attendees?

Ana López Pariente: The ability to personalise, impeccable organisation and creative execution, along with our team’s capacity to build strategic connections. The IBA 2024 was not merely an event; it served as a demonstration of what it means to operate with excellence in the global legal market. Attendees recognised our innovative vision and the tangible impact of each interaction.

Latin Counsel: As we commemorate Women’s Month, is there any special message or advice you would like to share with women in the legal profession and other fields?

Ana López Pariente: Excellence, preparation, and determination are our best tools. The legal industry is changing, and female leadership is no longer an option; it’s a reality in the making.

I would tell my team what I always share: never forget that each one of you has transformative potential, and don’t be afraid to express your ideas or take risks. Don’t wait for opportunities—create them with your daily work. Invest in your development, collaborate with empathy, and foster collective success through true teamwork.

I would remind them that, as leaders, it’s essential to advocate for your team, support the women you encounter along the way, recognise achievements, provide constructive feedback, and above all, never forget your worth and the contributions you bring with your dedication and daily work. Be clear about your path, seize every opportunity created, and enjoy the journey.

galicia.com.mx