Pay It Forward: "Aim Not Only To See The Trees, But Also The Forest"
"I think the key to successful business development is to advise your clients as though you are their internal counsel, and regard their issues as though they are your own," says Jennifer M. Kiely of Mintz.
Jennifer M. Kiely, 43, Mintz, Boston.
Practice area: Real Estate
Law school and year of graduation: Boston University School of Law, 2004
How long have you been at the firm and when did you make partner/? I joined Mintz in 2007 and made member (partner) in 2013. I served as chair of Mintz’s real estate practice from 2017 to 2021.
Why did you decide to practice law in the real estate industry? Beginning my career in law, I knew that I wanted to be in a transactional practice. As a summer associate at another firm, I made connections with attorneys in the real estate practice and was encouraged to pursue it as an area of expertise. I have always liked the tangible element of real estate law, as well as how relationship-based the industry is.
What do you think was the deciding point for the firm in making you partner? Mintz is highly regarded for its exceptional client service, and I think my reputation among decision makers for developing strong relationships and working extensively with key clients helped propel me to partner. Since making partner, I have continued to nurture these relationships and I have been pleasantly surprised by how much I still learn from my clients and their ways of thinking.
Describe how you feel now about your career now that you’ve made partner. A few years after making partner, beginning in 2017, I assumed management responsibilities for Mintz’s real estate practice. My goal in this role was to institutionalize our key clients and align our work with their values and goals. Further, I wanted to ensure that as a team we were providing superior client service and guidance to the real estate industry as it rapidly evolved and grew. I believe that collectively we have had great success in this endeavor and have become a destination firm for marquis real estate transactions. In 2021, I stepped down from this leadership role in order to focus more exclusively on my client work again, which truly drives my practice and motivation as both a partner and leader.
What’s the key to successful business development in your opinion and how do you grow professionally while everyone is navigating working remotely and in-person? I think the key to successful business development is to advise your clients as though you are their internal counsel, and regard their issues as though they are your own. I also think remembering each client’s priorities and protocols while also being informed by what you see in the market is an important part of being a trusted adviser.
Who had the greatest influence in your career that helped propel you to partner in real estate? I have been lucky enough to have terrific mentors throughout my career in law. First and foremost, Mintz managing member Bob Bodian has been a wonderful leader, confidant and champion for me. He has always expressed complete confidence in my ability to succeed and lead, even when I could not see it for myself. He regarded me as a partner long before I was promoted, and consistently acted as though my professional development and achievements were a priority for him. His vote of confidence has given me great assurance throughout my career.
Separately, the year before I was considered for promotion to partner, and with a toddler and newborn at home, I took on an opportunity to counsel a new client, which now is one of my most valued and closely held clients. The general counsel was, and is to this day, one of the most technically proficient and outstanding real estate lawyers with whom I have ever worked. She challenged me in profound ways as I led a complex transaction during a very hectic and exhausting time in my personal life. In the end, the transaction was a success, and her endorsement of my work to others was a meaningful reminder of why I returned to work earlier than planned and was committed to growing my practice. Taking on this client work at the time was both a professional and personal risk, and she validated my decision to go all in.
What advice you could give an associate who wants to make partner in real estate? I would say make sure that you understand what the firm’s priorities are for its clients and make those priorities your own—I think this encompasses all practices, but certainly is applicable to real estate. Especially as a young associate, I would add that you should aim not only to see the trees, but the forest. While it is essential to ensure each task is completed well, part of professional development is understanding the context of what you do so that you can provide a work product and advice to clients in a way that makes sense in the big picture of a transaction.
What challenges did you overcome in your career path and what was the lesson learned? At various stages in my career, and even now, I have battled a severe case of impostor syndrome. It’s important to remember the accomplishments that you have achieved along the way and recognize that you have earned your success. A little insecurity made me work much harder, which in some ways helped me progress my career, even if it made me lose sleep.
Knowing what you know now about your career path, what advice would you give to your younger self. I would tell myself not to be so reactive. We are all people, and people say and do things in the heat of the moment that don’t always require an emotional or verbal response. You have to be selective about what you spend your valuable (and limited) energy on—take it all in stride.