Every entrepreneur wishes to do their everyday business with utmost ease and as much peace of mind as possible. Yet, daily, they are faced with tricky issues arising because of the complex legal and compliance frameworks. Thus, caught between making their companies successful in an increasingly complex world while facing very irksome hurdles because of the laws of the lands, in a globalized world, peace of mind is what eludes every businessperson.
“Not anymore,” says Shilpa Sharma, the Founder & Managing Partner at Counsel & Council, while putting it eloquently, “When clients come to us, we know that above everything else, they are looking for that peace of mind to do what they do best: successfully running their businesses, companies, while contributing to the national socio-economic progress. And that’s what we offer to them. Becoming their friends in all their legal needs for life.”
Shilpa spoke in an exclusive interview with IS India, where she elaborated on her professional career and a tiny part of her personal life too. The illuminating discussion is given herein.
Ma’am, as a trailblazer in the legal world, could you take us back to the beginning of your journey? What motivated you to step into this field?
My journey into law was somewhat unexpected. After completing my English literature exams, I was simply searching for a summer job when I found myself working as an assistant to a distinguished tax lawyer. I was fascinated by the way he made every case interesting and the way he interpreted and applied law to help his clients navigate complex issues. Watching him in action sparked a deep interest in the legal profession, and I felt a strong desire to pursue it further. It felt like I had discovered my true passion. I decided to pursue a law degree while continuing to work alongside him, learning the intricacies of legal practice. The rest, as they say, is history. It was this experience that truly motivated me to step into the legal field, and it’s been a fulfilling journey ever since.
You have emerged as one of India’s transformational Leaders in the legal arena. Could you share the guiding philosophy that has propelled your success?
My success has been driven by a few key principles: staying true to my values, always learning, and focusing on finding solutions. As the saying goes, ‘The only constant in life is change,’ and in law, it is crucial to be adaptable and open to new ideas. I believe that practising law isn’t just about quoting legal sections to address the issues clients bring but about finding practical, real-world solutions to their business challenges using the law.
I also believe in building strong, lasting relationships with clients and colleagues, truly understanding their needs, and offering solutions that go beyond just legal advice. For me, success isn’t just about personal achievements—it’s about making a positive impact in the legal world and helping others along the way. As they say, ‘Success is not the key to happiness. Happiness is the key to success.’ My guiding philosophy is simple: serve others with integrity, keep learning, and always strive for excellence in everything I do.
The legal landscape is continually evolving. How do you ensure that you remain adaptable and ahead of industry trends, providing innovative solutions to your clients?
In the beginning, societies were rudimentary, and so were the laws of the societies. Laws have grown with the growth of society. This establishes a relationship between law and society, where law is an instrument of social change, and as Pound would put it, “law must be stable, but it must not stand still.”
Laws are written by man. Man is flawed. Ergo, the law is flawed. Laws are changed to have the law implemented more accurately reflect what was intended if the previous laws allowed for unintended loopholes. However, over a period of time, laws in our country have been codified and are now uniform for all states. Examples include the Supreme Court scrapping Section 377 of the IPC, decriminalizing the 158-year-old colonial law which criminalized consensual gay sex, laws changed post-Nirbhaya case, Changes in POSCO Act, Voting age reduced from 21 to 18, Free and compulsory education to children between 6 to 14 years are some of the important amendments we have had. So, yes, the legal field is constantly evolving, with new laws, technologies, and challenges regularly emerging.
I make it a priority for my team, including me, to stay informed by staying updated, reading, attending seminars, participating in industry discussions, and engaging with experts across different sectors. One key aspect of our approach at Counsel & Council is that we work primarily online. After the initial in-person meeting with our clients, we handle all non-litigation work remotely, allowing us to work from wherever we are most comfortable. Most of our client meetings take place via Teams or Zoom, making communication seamless and efficient. We also leverage AI-based solutions to provide innovative, tech-driven services that help our clients stay ahead of the curve.
This approach not only saves significant overhead costs but also eliminates the need to charge clients on an hourly basis. Instead, we offer more value for money with flat-fee arrangements, allowing clients to save on legal costs while still receiving high-quality legal and business solutions within agreed timelines. Moreover, the flexibility of working remotely boosts productivity within my team, as they have the freedom to work in a way that suits them best. Ultimately, this results in satisfied clients, better productivity, and a more efficient way of delivering services.
Your legal leadership style is often recognized as an inspirational force behind your firm. Could you shed light on your approach to leadership, networking, and client satisfaction?
My approach to leadership is all about building lasting relationships, both within my team and with clients. The best leaders are those who lead by example, showing integrity, hard work, and a genuine passion for what they do. I like to think of my clients as friends for life. In fact, many of them end up coming back to me even after they have moved on to new roles at different organizations. It is like they cannot resist the pull of good advice and practical business solutions…Haha!
Jokes apart, when clients leave a job and join a new company, they often return to us because they know we do not just provide legal services, we offer practical, business-focused solutions that help them navigate challenges and make informed decisions. It is like your work speaks for itself. And the beauty of it is that when you take care of clients like this, the relationship grows naturally. There’s no need to ‘sell’ your services; it is word of mouth and all about the value you bring and the trust you build.
In terms of networking, I focus on genuine connections. It is not just a transactional relationship but an opportunity to build a community of like-minded professionals working towards common goals. When you nurture relationships this way, it becomes about more than just business; it is about creating long-term partnerships based on trust and mutual respect.
So, if you treat your clients like friends, deliver practical solutions, and provide results with integrity, they will stick with you. And honestly, it is hard not to enjoy working with people who genuinely appreciate what you do!
The essence of legal solutions lies in bringing innovation and agility and securing innovations. How do you strike a balance between the legal limitations and client expectations?
Balancing legal limitations with client expectations can be a tricky task, especially when clients often expect more work for less payment. It is about finding smart ways to deliver value while working within the framework of the law.
It is also about managing expectations clearly. We ensure clients understand that quality legal advice and practical business solutions require the right level of investment. Through open communication and transparent pricing, we align expectations with realistic outcomes, helping them see the value we bring. Counsel & Council, as explained earlier, works with a difference, we do not have targets, so it is easier for us to manage clients’ expectations in terms of quality of work, fees and timelines.
In the end, it is all about being resourceful, leveraging technology, fostering creativity, and always delivering results that exceed expectations, even when the demands are high
Social and ethical responsibility are crucial aspects of the modern era. How do you promote these principles into legal parlance?
When you complete your law and start to practice, it is all about earning money. However, as you mature, promoting social and ethical responsibility in the legal field is something one starts to think about. In today’s world, law isn’t just about winning cases or navigating regulations, but it is also about ensuring fairness and justice and contributing positively to society. As the saying goes, ‘Justice delayed is justice denied. At Counsel & Council, we make it a point to integrate this principle by ensuring our work aligns with the highest ethical standards and serves a broader social purpose.
We not only advise clients on legal matters but also encourage them to consider the ethical implications of their decisions. Whether it is helping businesses navigate sustainable practices or advocating for fair policies, we ensure that our solutions promote not just business success but also social good.
Additionally, we are also committed to giving back to the community through pro bono work. One of the key areas we focus on is helping the elderly with estate planning, wills, and other essential legal matters. It is our way of ensuring that everyone has access to quality legal services, regardless of their financial situation. As we often say, ‘The best way to find yourself is to lose yourself in the service of others.’ Ultimately, we strive to be responsible citizens, using the law to help build a more just and equitable society.
You have achieved remarkable success. Could you highlight a transformative project or initiative that showcases your commitment to legal excellence and innovation?
One transformative initiative that showcases our commitment to legal excellence and innovation is our role as in-house counsel for several companies across different industries. Instead of just offering traditional legal services, we have embedded ourselves within our client’s businesses, acting as an extension of their internal teams.
By integrating closely with the company’s operations, we can anticipate legal issues before they arise, offer strategic business solutions, and provide timely, cost-effective counsel. This proactive approach allows us not only to handle legal challenges but also to contribute to the company’s overall growth strategy.
For example, for some of our clients, we have developed a comprehensive, tailor-made compliance program that integrates legal, regulatory, and business requirements. This system streamlines the clients’ operations, reducing potential risks and creating more efficient workflows by saving them both time and money in the long run.
Many corporate disputes typically lead to either arbitration or court litigation. However, many companies are unaware of or are not advised to consider mediation first. Mediation helps resolve disputes through a neutral third party, who facilitates a solution without making a binding decision. As a lawyer, I always recommend mediation to my clients, as it saves time, money, and effort and helps maintain better relationships between the parties rather than jumping straight into litigation.
Such initiatives reflect our belief that legal work should not just be reactive. We see ourselves as trusted advisors who help shape business strategies, solve real-world problems, and keep our clients ahead of the curve. Acting as in-house counsel for multiple companies is an example of how we have turned legal services into a strategic business asset, not just a support function.
In the legal arena, technology plays a pivotal role in enhancing efficiency. How do you leverage technology to optimize services and stay ahead in a digital age?
In today’s digital world, technology is crucial in the legal field, and at Counsel & Council, we make the most of it to improve our services. We use AI-driven tools for fast legal research and document automation, helping us quickly find relevant cases and draft documents accurately, saving time and resources. It is like having a super-powered assistant who works faster than a caffeinated paralegal! We also stay updated on legal changes through real-time access to judgments from the Supreme Court because, in law, being ahead of the curve is the best defence.
For communication, we rely on cloud-based platforms like Teams and Zoom for secure, easy virtual consultations, helping clients save time and travel costs. This is like having a lawyer in your pocket, minus the need for a briefcase. We also use project management tools to keep our team on track, meet deadlines, and reduce costs, making our services more affordable.
By combining our legal knowledge with technology, we streamline processes, reduce repetitive work, and offer more efficient solutions. After all, in the legal world, time is money. So we save both! Staying ahead in the digital age isn’t just about adopting new tools; it’s about using them to make legal practice smarter, faster, and more effective.
As a leader in India’s legal sector, you faced your share of challenges. Could you share an instance where your resilience and ingenuity triumphed over adversity?
One particularly memorable case that highlights both resilience and innovation involved a client in the tech industry, a software start-up facing an unexpected legal challenge during a high-stakes merger. The company had spent years developing cutting-edge technology that was about to be acquired by a larger corporation. However, just as the deal was set to close, a key supplier suddenly filed a lawsuit, claiming a breach of contract over a supply agreement tied to the start-up’s software.
The issue was complex. The supply agreement was critical to the client’s product, and the lawsuit threatened to derail the merger, potentially costing the client millions in lost opportunities. The legal environment was tricky, as the supplier was using obscure clauses and vague language, challenging both the validity and terms of the contract.
The real challenge was not just to fight the lawsuit but to keep the merger on track. We realized that traditional litigation could drag on and jeopardize the deal, so we had to come up with a different approach. We proposed a “tech-enabled mediation,” leveraging AI to model potential outcomes of various settlement scenarios based on the supply agreement, market data, and the potential impact on both the merger and the tech development cycle.
Instead of the usual long back-and-forth of settlement talks, we used a real-time collaborative platform where both parties could share their data and analyses. This allowed the supplier to see the financial and strategic impact of their lawsuit on both the client’s business and the industry. We also used virtual reality (VR) simulations to present how the dispute would play out over the next 5 years. It was an immersive experience that showed both sides how quickly their positions could become obsolete in a rapidly evolving market.
The result? A swift, out-of-court settlement that allowed the start-up to continue with its merger and avoid any significant disruption. The supplier, realizing the broader market forces at play, agreed to a renegotiated contract rather than pursue lengthy litigation. What could have been a drawn-out battle was turned into a win-win scenario, all thanks to a combination of cutting-edge tech tools and strategic thinking.
What I learned from this case is that resilience isn’t just about weathering the storm, it is about leveraging the tools at our disposal, thinking outside the box, and transforming a potential setback into an opportunity for innovation. This case highlighted the importance of not just protecting a client’s interests legally but also finding ways to adapt the very process of resolution to the changing business landscape.
In the post-pandemic world, with escalating geopolitical tensions, how are you coping with changes, and what are your contingency plans for future uncertainties?
The post-pandemic world has certainly thrown some curveballs, and with rising geopolitical tensions, the global legal landscape has become even trickier. At Counsel & Council, we do not see these changes as roadblocks; we see them as opportunities to adapt and get creative.
For starters, we have invested in digital infrastructure that lets our team work from anywhere in the world. Whether we were dealing with a pandemic, travel restrictions, or the unpredictable twists and turns of international relations, our team stayed seamlessly connected through secure cloud-based platforms even today, post-pandemic. While many law firms are stuck paying for fancy office spaces and overheads, we have put our resources into AI tools and automation that not only boost our efficiency but also help us stay ahead of the curve when it comes to regulatory changes and market shifts. It is like having a GPS for the legal world where we never lose our way.
We also keep a sharp eye on global trends, especially with the way geopolitical tensions are shaking up international trade and regulations. By focusing on cross-border law and international dispute resolution, we are prepared for whatever changes come our way. It is like we have a “worldwide” legal compass, always pointing us in the right direction. We regularly attend international conferences and work with global partners to stay updated, ensuring we can offer solutions that are tailored to clients no matter where they are.
Contingency planning is another area we are passionate about. We have always had a solid strategy in place that lets us pivot quickly when the unexpected happens. Whether it is a supply chain hiccup, new regulations, or changing global trade policies, we are ready to help our clients adjust their strategies and tackle challenges head-on. It is like keeping a spare tyre in the trunk; you hope you never need it, but you are glad it is there when you do.
Lastly, this post-pandemic world is a perfect opportunity to strengthen relationships. Internally, we were focused on keeping open communication and trust within our team. Externally, we are working closely with our clients, guiding them through the ever-changing landscape. Resilience isn’t just about weathering the storm; it is about learning how to dance in the rain, and at Counsel & Council, we are all about dancing!
Many young aspirants wish to enter the legal industry. What is your advice to them?
You know the TV series Suits, where extremely good-looking and high-powered corporate lawyers dash around all day schmoozing with juniors or closing some high-profile mega-merger? Every day is brimming with intrigue and excitement and populated by people who have mega appeal. Well, it’s nothing like that other than an accurate depiction of long hours.
First of all, do not go by a herd mentality. Every person is different in terms of interests and acumen. Identify where your interest lies, and for that, take up internships. Work in law firms, individual lawyers and companies. While doing internships, get involved in attending courts, drafting, etc. In free time go and sit in various courts and listen to the court hearings. While doing all this, speak to experienced lawyers and find out your interest. Once you identify where your interest lies, choose your subjects and field accordingly. And then, finally, it is hard work and destiny.
Looking to the future, what is your vision? How do you aspire to continue making a significant impact on India’s legal landscape?
At Counsel & Council, we focus on three Cs: confidence, competence, and commercial sense. Our mission is to cut through the complexity of legal processes and deliver solutions that are practical, efficient, and tailored to your business needs.
In a rapidly changing world, we leverage technology such as AI and automation in order to provide quicker and more cost-effective solutions. This is not just about keeping up but also about staying ahead and offering real value to your business. Whether you are dealing with contracts, disputes, or growth strategies, we simplify the legal side so you can focus on what really matters, i.e. running your business.
We are also committed to making legal services accessible to everyone. From helping underserved communities with pro bono estate planning to finding ways to bridge the gap between legal frameworks and everyday business, we aim to make the law work for you—not the other way around.
At Counsel & Council, we do not just react to your needs, but we understand them, anticipate what is next, and work with you to shape a future where legal challenges become growth opportunities.
For further assistance, please connect with Shilpa Sharma, Founder & Managing Partner of Counsel & Council, via:
Phone: 9820072954, 9820070950.
Email: shilpa.sharma@counselandcouncil.com.
Website: www.counselandcouncil.com.
Address: Counsel & Council, Siddhivinak Chambers, 3rd floor, 3G, Opposite MIG Club, Bandra East, Mumbai – 400051.
