Client education in specialised areas like IP is critical, the Pearce IP executive lawyer says
In May, Pearce IP made a major hire by snapping up former Pipers managing partner Sally Paterson as executive lawyer, patent and trade mark attorney. The life sciences specialist has secured registration for patents, designs and trade marks in New Zealand, Australia and overseas.
In this interview conducted shortly after Paterson's appointment, she discusses her start in environmental law and why she believes the profession needs to put a spotlight on the law's accessibility and on educating clients.
What made you choose a career in law, and what's your favourite part of the job?
I actually never had a clear career path in mind, but I was fortunate enough to have a wonderful high school teacher who encouraged me to pursue a conjoint degree in law and science to keep my options open. It was excellent advice.
I initially started my career in environmental law, which aligned well with my science background, but when I later explored intellectual property, I found the perfect fit. IP law brings together my analytical skills, curiosity for innovation, and scientific knowledge in a way that’s both intellectually stimulating and practically rewarding. One of my favourite parts of the job is having the privilege to work closely with very clever people, clients, colleagues and experts alike.
What in your opinion has been the most memorable event of your career to date?
There have been many memorable moments throughout my career. At the beginning of my career, I worked hard to qualify as a patent attorney, and I achieved that goal in only two years which was a very difficult thing to do in the industry at that time.
Other memorable moments include seeing clients succeed—especially when strong IP protection has played a central role. For example, it is always rewarding to see a client’s products being commercialised successfully, or working with a client whose business is subsequently acquired by another entity, largely because of the strength of their IP portfolio. Being involved in new technology and innovation is incredibly interesting.
What’s the biggest lesson you learned in your career and what advice can you give fellow lawyers about it?
I think one of the biggest lessons I’ve learned after 21 years is that you can never stop learning. The law—and especially intellectual property—is constantly evolving, and every client or new piece of work usually brings a new challenge or a different perspective. Staying open to learning keeps the work interesting but also makes you a better advisor.
My advice to fellow lawyers is to never feel like you have to know everything—ask questions, keep learning, and surround yourself with people who are happy to do the same. I’ve learned that building strong relationships and being able to clearly communicate are just as important as having legal expertise.
What should the profession focus more on?
I believe the legal profession should focus more on accessibility and client education—especially in specialised areas like intellectual property. Many individuals and businesses don’t fully understand the value of legal protection until it’s too late. As lawyers, we have a role to play in demystifying the legal process and making our services more approachable and affordable.
We also need to keep evolving how we deliver legal services—being more proactive, collaborative, and aligned with our clients’ broader goals, not just their immediate legal needs. My desire to constantly evolve in the provision of legal services is one of the many reasons why I have taken up the position at Pearce IP, where this is done well.
What challenges are particularly pressing in the country’s legal industry?
Like many industries, the legal profession is facing challenges around resourcing and talent retention—particularly in specialised fields like intellectual property, where both technical qualifications and legal expertise are essential. IP lawyers require a unique skill set and a significant amount of training, so it's crucial for firms to retain talent after investing in their development.
There’s also an ongoing challenge around making legal services more accessible and affordable. As the complexity of legal systems increases, so too does the risk that individuals and smaller businesses are left behind. We need to keep evolving how we deliver legal support to meet clients where they are—both in terms of cost and communication.
What are your thoughts on new technology and its impact on the legal profession?
Technology is both a disruptor and an enabler. AI tools, automation, and smarter data management are changing the way we work, by helping us work more efficiently and reducing barriers for clients. However, the rapid advancement of artificial intelligence (AI) technologies presents new challenges in the IP sector. Questions arise regarding the ownership and protection of AI-generated content, as well as the use of existing works in training AI models.
The evolving nature of AI necessitates ongoing discussions and potential legislative updates to address these complexities effectively. The challenge—and the opportunity—is to use these tools to enhance client service and experience, but not to replace human judgment and collaborative client relationships. I am excited about playing with the bespoke practice management and business development tools Pearce IP has developed!
What are you looking forward to the most in the coming year?
I’ve just started a new role as an executive at Pearce IP after 21 years at the same firm, so I’m looking forward to a fresh chapter—taking up new challenges, meeting new people, forging new relationships, and deepening my knowledge and expertise in the biopharma and life sciences industries. Pearce IP is a life sciences focussed firm, and I am excited about being surrounded by market leading IP professionals who share my passion and expertise, and delivering together on our 2027 vision to be the premier life sciences focussed IP/legal firm in New Zealand and Australia.
If you could relive one day in your life, which day would it be and why?
On a professional level, I’d relive the day I received my registration as a patent attorney. It marked the culmination of years of study, persistence, and passion—and the beginning of a career that allows me to do meaningful work at the cutting edge of science and law.
