For decades, law firms have invested heavily in business development training, coaching, and marketing systems designed to help attorneys become rainmakers. Yet, despite this investment, a critical gap remains; firms are not systematically producing enough next-generation equity-producing partners.
The Problem: Law firms are not at risk because they lack great lawyers.
The Gap: They are at risk because they lack a system to develop future rainmakers.
The Solution: Install a repeatable origination system focused on creating strong target relationships.
The Career Track: Rainmaking is not just a personality trait. It is a trainable, measurable, and scalable system.
Building the next generation of Equity Partners
One client at a time.
The Best investment you can ever make is in YOURSELF
Isn’t that one of the reasons you decided to go to Law School? Now it’s time to decide on your dream career as a lawyer. Choosing a career path establishes where you want to build your career track. You have options, but if you want to join a Law firm and build your future, these are the considerations to keep in mind.
If you decide you want more control of your time, your income, and your quality of life. Then your direction is clear. You get to decide if you want to work for other lawyers who bring in clients or your own clients. It may not be an easy decision.
Let’s look at the reality of being an associate today. You have a job with no safety net. The only safety net for employees is the clients they control. I see three pathways for associates:
Entrepreneur: Most risk, most return.
Intrapreneur: Less risk, possible higher return.
Support Associate: Possible risk, if not valued, no return other than a salaried job.
The earlier you decide, the more you will be able to position yourself to achieve your dream and goals.
For associates, this can mean playing it safe by keeping your head down, doing excellent work, avoiding mistakes, and staying away from politics. But over time, safe becomes invisible and invisible becomes replaceable by the next law school graduate who wants to prove themselves for less salary than you are making.
I will never forget the first time and every time a managing partner said to me, “Smart lawyers are a dime a dozen. We want someone who can bring in business.”
A job is an at-will rental agreement.
When someone gives you something, they can take it away.
When you have your own clients, you own your job.
When you create something, you own it.
Origination is a result of the system you work in.
We build you the system that works for you.
You were told to “play it safe.”
Do great work, bill your hours, wait your turn, support your firm’s clients. But professional security is not derived from activity. It is derived from relationship ownership.
If you already do great work, bill your hours, and support your firm’s clients, you are now ready for the Partner Origination Track, if that is your career decision.
