The Art of Influence: Guiding Decisions as an Influential In-House Counsel

Are you focused on being right, or on helping your company make the right decisions? That’s the subtle but powerful difference that can define your impact as an influential in-house counsel. Being this type of counsel enhances decision-making.

This idea came into sharp focus during a conversation with Carolyn Herzog, General Counsel of Arm Limited. Drawing from her decades-long journey in cybersecurity and corporate law, Carolyn shared valuable lessons about what it really means to be an influential counsel in-house—and how shifting your mindset can transform your role and your impact.

Watch the full conversation with Carolyn Herzog here:

Carolyn’s career spans more than 20 years, from global cybersecurity work to her current role helping lead one of the most advanced tech companies in the world. What’s remained constant? Her belief in adaptability, continuous learning, and the power of strong relationships, which are crucial for those aiming to be influential in-house counsel.

When you’re an in-house lawyer, it can be tempting to fall into the habit of “proving your point.” But Carolyn argues that influence doesn’t come from being the loudest voice in the room. Instead, it comes from gently guiding others toward better outcomes—especially when everyone believes they’re already right.

Early in her career, Carolyn disagreed with a manager about how an issue was handled. She came prepared to defend her view with data and legal rationale. But then her manager said something that stuck with her: “Perception is reality.” This influenced her approach as counsel to be more empathetic.

That moment was a turning point. Being technically correct wasn’t enough. If others don’t understand or accept your message, it misses the mark. That experience taught her that influencing others requires more than facts—it takes clarity, empathy, and awareness of how your message is received are crucial traits for an in-house counsel who is influential.

So how do you help others make better decisions as an influential in-house counsel?

For Carolyn, it begins with understanding the business inside and out. That means asking questions, learning from colleagues, and building relationships with external counsel who offer not just advice but context.

Once you understand the business, your role becomes more than legal advisor—you become a trusted guide. The best in-house counsel, Carolyn says, don’t dictate. They educate, coach, and collaborate. They help others weigh risks, understand trade-offs, and think long-term, thereby increasing their influence as counsel.

Another insight Carolyn shared was about escalation—not as a red flag, but as a collaborative step. Influential counselors understand this process as part of a strategy.

Too often, escalation is viewed as a last resort or a power move. Carolyn reframes it as an opportunity to invite fresh perspectives. Whether it’s pulling in another stakeholder, outside counsel, or technical input, escalation should be seen as smart problem-solving—not failure. This approach is vital for anyone who wishes to be an influential in-house counsel.

This mindset fosters a culture where seeking input is valued and diverse voices are heard, crucial for those serving as influential counsel.

True influence can’t happen without inclusion. Carolyn believes strongly in creating space for different voices—within legal teams and across the business. Diverse teams don’t just reflect good values; they lead to better, safer decisions, reinforcing your role as an influential counsel.

She acknowledges the complexity of leading global teams, but says core values like respect, fairness, and empathy should remain constant. And when inclusion is done well, it shapes a more thoughtful, forward-looking organization.

The most effective in-house counsel aren’t the ones who always get their way. They’re the ones who build trust, ask good questions, and help teams see the big picture. Carolyn’s career reminds us that influence grows through humility, not ego, especially for those aspiring to be influential in-house counsel.

When you focus on learning, relationships, and shared success, you become more than a legal voice—you become a strategic partner. Influential in-house counsel grow through these connections.

Being influential in-house means shifting from control to collaboration. It’s not about having every answer—it’s about helping your company ask the right questions. That’s the kind of leadership that makes a lasting impact.

Watch the full conversation here:  Notes to My (Legal) Self: Season 4, Episode 7 (ft.Carolyn Herzog)

At Notes to My (Legal) Self®, we help in-house legal professionals lead with insight, agility, and influence. Whether you’re navigating global teams, building strategic partnerships, or managing risk across complex organizations—we’re here to support your journey.

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