Most senior lawyers know they’ll need a business plan to go lateral. Fewer realize that firms use that plan as a lens to evaluate more than just your numbers.
Here’s what your lateral plan is quietly communicating—before you ever step into the room:
1. It Tells Firms How You Think About Growth
When a business plan is all revenue and no strategy, it raises red flags. Firms want to know:
- How do you plan to expand your client base?
- Where is your pipeline coming from?
- What’s your plan for cross-sell?
Top-performing laterals treat their business plan as a reflection of how they build, not just how they bill.
2. It Signals How You’ll Navigate the Firm
A strong plan shows you understand how to integrate:
- Do you reference internal teams you’d collaborate with?
- Do you identify overlapping client sectors?
- Are you thinking about where your practice fits into theirs?
This tells the firm: “I don’t just want a job—I’m planning to be part of your ecosystem.”
3. It Shows How You Position Your Value
Your plan is also a window into how you talk about your book, your relationships, and your reputation.
According to Leopard Solutions, lateral offers are more favorable when the candidate can clearly articulate client stickiness and business development channels—even if the book is smaller.
Don’t just list your clients. Tell the story of your relationships.
Bonus: 3 Red Flags Firms Spot in Lateral Plans
🚩 Unrealistic year-over-year growth projections 🚩 Lack of specificity around client origin and retention 🚩 No mention of firm alignment or collaboration
Bottom Line:
Your business plan isn’t just paperwork. It’s a first impression.
The lawyers who treat it like a strategic narrative—not a spreadsheet—tend to receive stronger offers, faster integration, and better long-term outcomes.
Explore how Esquire Talent Consultants can streamline your talent acquisition process and connect you with top-tier legal talent.
