Leading with purpose in asset finance

A conversation with Roger Potgieter, Partner at TLT

As the asset finance sector navigates unprecedented regulatory scrutiny, technological disruption, and growing litigation risks, legal leadership is more critical than ever.

From serendipity to specialism

“No one wakes up saying, ‘I want to be an asset finance lawyer,’” Roger says with a smile, as he reflects on the start of his legal journey in the late 1990s. With a South African law degree and little clarity on his path, Roger’s career in the UK began unexpectedly at a pioneering motor finance startup, Online Finance, where he was quickly immersed in the fast-paced new world of digital-era lending.

“I’m proud to wear the label of asset finance lawyer. It’s a role I stumbled into, but it’s given me a career I wouldn’t trade for anything.”

What began as a job “by chance” turned into a defining experience. “Every day was a school day,” Roger recalls. “I learned the industry from the inside out, managing litigation for deals that went wrong and forming relationships that would shape the rest of my career.”

That hands-on exposure led Roger into private practice, where he consciously chose to specialise in asset finance, a decision that would cement his professional identity. “There was a moment where I asked, ‘Should I stay narrow or go generalist?’ I chose to specialise, and I’ve never looked back.”

Leadership rooted in trust and experience

Roger’s leadership style is marked by humility, patience, and trust in his team. “I’m not the desk-thumping type,” he says. “I lead more by example than by command.”

Over the years, his approach has evolved from “fixing problems solo” to fostering a collaborative and empowered team culture. “I’m fortunate that the core of my team has been together for many years; it means I am surrounded by long-standing colleagues whose insights I value deeply. I’ll always be there to support, but I’ve learned to step back and let others work through challenges themselves.”

“I’m fortunate that the core of my team has been together for many years; it means I am surrounded by long-standing colleagues whose insights I value deeply.”

What defines effective leadership in a fast-moving legal environment like asset finance? According to Roger, it’s not necessarily about having all the answers yourself. “We need to immerse ourselves in the industry, to understand the challenges faced by our clients and to anticipate what might be coming down the road.  I can do my bit, but then, it’s about knowing where to go for support, both within my team and across the wider firm. At TLT, we’re surrounded by expertise – from regulatory to financial crime to AI and data protection – which makes all the difference when new issues emerge. Whatever challenges our clients are facing, I know that I can point them to someone at TLT who will have the expertise to support them.”

Building a litigation powerhouse at TLT

In December 2023, Roger and his ten-strong team made a bold move from Shoosmiths to join TLT, marking a major strategic step for the firm and a new chapter for the team. “We focus squarely on asset finance litigation, helping clients when things go wrong,” Roger explains. This includes everything from recovery actions and title disputes to emergency injunctions and fraud cases.

Beyond his immediate team, TLT offers an integrated service for asset finance clients, supported by top-tier regulatory, compliance, and transactional expertise. “The arrival of Amanda Hulme and her regulatory team has been transformational,” Roger notes. “Having those capabilities under one roof is invaluable.”

A firm on the march

TLT’s rapid growth trajectory is unmistakable. With more than 1,700 people across seven offices in the UK, the firm is a national force, particularly in financial services.

“When I joined the firm, TLT gave us a mandate to grow its expertise in asset finance, working with its client base including banks, finance house, fintechs and more,” reflects Roger.

“As the market evolves, so will we.”

And the ambition doesn’t stop there. “We’re not finished. As the market evolves, so will we.”

Responding to industry disruption: litigation, regulation and motor finance

If one issue has dominated the asset finance sector recently, it’s the motor finance commission litigation. TLT is on the front line of this challenge, helping clients manage both the legal process and its wider commercial implications.

“It’s not just about disclosure anymore,” he says. “This is about broker relationships, market structure, and long-term strategy. We expect the upcoming Supreme Court ruling to have a lasting impact on how finance deals are structured, and businesses are already adapting.”

Roger also sees broader trends shaping client needs, particularly rising regulatory complexity and CMC activity. “There’s increased demand for advice on both compliance and inward litigation,” he notes, adding that AI, sustainability and green finance have become key considerations as clients navigate emerging risks and innovation simultaneously.

What’s next for the sector?

Looking ahead, Roger believes we may be approaching a turning point in regulation and the role of the Financial Ombudsman Service. “There’s a sense that regulation and the role of FOS might have gone too far, and some recalibration could be coming. A bit of alignment between the FCA, FOS, and the courts would certainly help bring certainty back to the industry, and in particular a clarification of FOS’s remit would be welcomed by many.”

“Resilience now depends on agility, being ready to adapt your processes, your contracts, your disclosures. And that’s where we come in.”

That said, asset finance providers can’t afford to wait. “Resilience now depends on agility, being ready to adapt your processes, your contracts, your disclosures. And that’s where we come in.”

Advice for the next generation

Roger’s closing advice to aspiring asset finance lawyers? “Stick with it. It’s a fascinating, evolving sector. You get to be part of a close-knit community, to become a real specialist, and to solve new challenges every day.”

He concludes, “I’m proud to wear the label of asset finance lawyer. It’s a role I stumbled into, but it’s given me a career I wouldn’t trade for anything.”