Every lawyer with a strong book of business likes to think their clients will follow them wherever they go. But here’s the reality—client relationships aren’t as portable as most attorneys assume. When you leave a firm, clients don’t just move with you out of loyalty; they move when it’s the right business decision for them.
The smartest lateral movers don’t wait until they’re leaving to think about this. They start future-proofing their book of business long before they make a move. Here’s how you can do the same.
1. Strengthen Client Relationships Beyond Transactions
It’s easy to think that great legal work alone keeps clients loyal. But the firms you’re competing with for that client’s business also have great lawyers. The real differentiator? The relationship.
- Stay connected outside of active matters. Check in when there’s no pressing legal issue. Send industry insights, invite them to an event, or simply ask about their business strategy for the year ahead.
- Build relationships at multiple levels within a client’s company. If your only contact is the GC and they leave, your connection to the company goes with them.
- Make sure your clients see you as more than just a lawyer—be their strategic advisor. The more they rely on your judgment beyond legal issues, the harder it is to replace you.
2. Know Your Client’s Contracts and Decision-Making Process
Some lawyers find out too late that firm-client relationships are more complicated than they thought. Before making a move, dig into:
- Engagement agreements. Does your current firm have restrictions on transitioning clients? Are there exclusivity clauses or long-term commitments you didn’t realize existed?
- Billing and fee structures. If your new firm operates under a different model (higher rates, different billing structures), will your clients accept the change?
- How your client actually chooses legal counsel. Some businesses require approval from boards or procurement teams to switch law firms—meaning loyalty to you alone isn’t enough.
3. Build Your Brand Beyond Your Firm’s Name
If your professional identity is tied entirely to your current firm, that’s a problem. Clients need to see you as the value—not just the logo on your business card.
- Publish thought leadership under your own name—whether it’s articles, LinkedIn posts, or speaking engagements. Make sure clients associate you with expertise.
- Take an active role in networking. If all your business development has been firm-driven, start making direct connections on your own.
- Be present where your clients are. Whether that’s industry events, conferences, or even social media, show up and engage independently of your firm’s marketing machine.
4. Have the Hard Conversations Early
Too many lawyers wait until they’ve accepted an offer before talking to key clients. By then, it’s a rushed, high-stakes conversation. Instead:
- Identify your most critical clients and start laying the groundwork now. Ask indirect questions: “If you ever had to switch firms for any reason, what would be most important to you?”
- Gauge potential obstacles. Would internal policies or existing firm relationships make it difficult for them to move with you? The sooner you know, the more you can prepare.
- Make the transition easy for them. If a client is hesitant, have a clear strategy for how you’ll maintain service continuity during the move.
5. Keep Compliance in Mind—Don’t Get Caught Off Guard
You know the rules—client lists, internal firm materials, and confidential information don’t belong to you. But you’d be surprised how many lawyers get tripped up here. Protect your reputation by making a clean move.
- Avoid taking any client data that belongs to your firm.
- Follow ethical obligations when discussing a move with clients.
- Work with your new firm’s transition team to handle conflicts and engagement letters properly.
The Bottom Line
A lateral move isn’t just about where you’re going—it’s about what you’re bringing with you. And the best lateral candidates? They don’t just assume clients will follow. They take steps well in advance to make sure of it.
If a move is even on your radar, now is the time to start future-proofing your book of business. Because by the time you’re walking into that transition meeting, it might already be too late.
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