Most firms will tell you they support business development.
But what does that actually mean?
If you’re making a lateral move, the right firm should help you grow your book of business, not just expect you to bring it all on your own.
Before you sign, ask these three questions:
1️⃣ How does the firm invest in partner business development?
Do they offer real marketing support, client introductions, or cross-selling opportunities? Or are you on your own?
2️⃣ What’s their track record with laterals?
Ask how other laterals have grown their books after joining. If no one can give you a clear answer, that’s a red flag.
3️⃣ How do they allocate origination credit?
Will you actually get credit for the clients you bring? Some firms have complicated rules that cut into your earnings, even if you bring the work in.
Too many lawyers take a lateral offer without knowing the answers—then realize too late that the firm isn’t setting them up for success.
A lateral move should be a step up, not a restart.
