About

Team size: 25
Major law firms used: Linklaters, RPC, Slaughter and May

Charlotte Heiss’s career has gone from strength to strength since being named as a Rising Star in the 2014 edition of the GC Powerlist. As GC of RSA, Heiss has overseen a period of consolidation, as her team has halved from 50 to 25 in the last five years. Despite this, the team has continued to complete high-calibre deals while driving more value from external advisers.

A specific challenge for 2018 was ensuring RSA is Brexit-proof and has a suitable European hedge. Heiss and her team led for the business on establishing a Luxembourg base as a result. Speaking weeks before Brexit day, she said: ‘It’s about making sure we’re prepared for March 2019. We’re assuming a hard Brexit.’

There have been other regulatory issues to consider, with the Financial Conduct Authority clamping down on pricing in the insurance sector. There are internal pressures too – RSA’s new corporate governance code has necessitated more engagement with stakeholders. One of Heiss’s standout qualities is the way she instructs her team to approach external counsel. In 2018, RSA reviewed its legal advice panel, with the same roster of firms being reappointed. She says this ongoing relationship is key: ‘We work really well with our panels, but we try not to send a lot of work out. The problem is that it means we need longer to establish and build a relationship with those firms.’

Heiss’s career advice is to make sure your voice is heard: ‘Speak up. Too often lawyers, and especially women, sit in a meeting and have lots of great ideas but don’t speak for fear of looking stupid or being too obvious. If you don’t ask, you don’t get.’