Many senior lawyers assume that a strong book of business is all they need to secure a lucrative lateral move. But firms are assessing much more than just revenue generation before making an offer.
What Firms Actually Look For in Lateral Candidates
- Client Retention & Relationship Depth Firms don’t just want to see your book of business; they want to know how portable it is. Can you confidently say your clients will follow you? Do you have deep, trust-based relationships with key decision-makers, or is your work heavily tied to firm-wide institutional clients?
- Leadership & Cultural Fit Firms are increasingly prioritizing senior lawyers who can step into leadership roles, mentor younger attorneys, and contribute to firm culture. If you’re purely focused on your practice with little engagement in firm-wide initiatives, you may not be as marketable as you think.
- Business Development & Growth Potential Firms want to invest in long-term rainmakers, not just lateral hires who maintain the status quo. Can you expand your practice? Do you have a pipeline of potential clients, or is your book of business static?
- Integration & Cross-Selling Potential Lateral hires who thrive are those who fit seamlessly into a firm’s existing structure. Firms will evaluate whether your practice complements their strengths and if you can collaborate with other partners to generate new business.
How to Strengthen Your Marketability
- Audit your client relationships—ensure they’re strong enough to move with you.
- Showcase leadership experience—engage in firm initiatives and mentorship roles.
- Prove your ability to grow—demonstrate past business development success and outline your vision for expansion.
- Position yourself as a team player—highlight ways you’ve collaborated with colleagues to drive firm-wide growth.
A lateral move isn’t just about finding a better opportunity—it’s about proving you’re a valuable, strategic addition to a new firm. The more you understand what firms truly value, the stronger your negotiating position will be.
Explore how Esquire Talent Consultants can streamline your talent acquisition process and connect you with top-tier legal talent.
