Now You’re a Partner: How to Think Like One

You were recently named partner in your firm. Congratulations!  Your life is about to change significantly.  Some of these changes, like an increase in prestige, and hopefully, compensation, are obvious and easy to embrace.  However, with these benefits come increased responsibility and a change in the way you are viewed.  You need to start viewing yourself differently if you want to succeed.

The responsibility of creating your own business is often hard for new partners to swallow. How many times have partners with no business said to me, “My firm values me because I work really hard.  My job will never be in danger.”  I believe that this amounts to thinking like an associate.  Now that you have finally achieved your goal of becoming partner, you need to think about how to remain a partner for the rest of your career.  It is time to stop thinking like an associate and start thinking like a partner.


The Way Your Partners View You Has Changed.

As a partner, you are directly responsible for the success or failure of the firm.  Many new partners utterly fail to grasp this.  You are no longer a bright kid with a great work ethic.  Generally speaking, at your level, firms are much more interested in your ability to generate dollars in the form of business than they are in the excellence of your legal mind or your high billable hours.  Nothing will make you a more marketable or a more powerful lawyer within your firm than having high originations.  They will make you recession-proof.

You therefore need to think about your business generation game plan.  Ask yourself: what is my long-term feasibility in my firm?  It is generally not advisable to plan on a career as a support partner to someone else’s clients in a large firm.  Certainly, many partners have spent entire careers without a dime of their own business.  However, those of us who lived through the last downturn know better than to rely on a career of client-free partnership.  Your willingness to work hard becomes almost worthless when times are hard.  Are you willing to gamble your career on a perfect economy?

Usually, on entering partnership, firms do not expect you to have your own business.  Many firms actively encourage new partners to create their own opportunities.  Don’t fall into the trap of never having enough time to build your own business because you are billing time on someone else’s clients.  What opportunities does the firm offer?  Have you expressed your interest in learning the ropes and being included in cross-selling efforts?  If the firm does not promote cross-selling, you need to think about your potential for inheriting business.  If there is no potential, you might think about avenues outside your firm for generating a little business, and, as soon as you have some, you might think about moving to a firm with a better platform for business development.

Many large firms have had the same institutional clients for many generations.  If you are set to inherit one or several from a retiring partner, that’s great.  However, you should be quite sure that a) the client plans to stay with you, and b) the retiring partner plans to encourage that client to stay with the firm, and, specifically, with you.  Retiring partners often do not like to discuss these things, and it is important that you not assume anything.

The Way Clients View You Has Changed.

Clients want to put their trust in attorneys who have a successful record of selling business.  No one wants to be your first client.  Therefore, if you can manage to get smaller clients at first, I encourage you to take them, even if it means lower rates or making cheaper up-front project rates.  This way, you create recommendations for your work, and this will help you generate more and bigger clients down the road.

Clients may know you from having worked with you as an associate or junior partner.  Now, they will speak to you on a different level.  You will know much more about the inner workings of the company, and they will confide in you in a way that is more intimate than before.  Allow yourself to get to know your clients on a deeper level.  Listen for cross-selling opportunities for which you may refer your colleagues.  Hopefully they will return the favor, and the client becomes even more a client of the firm.

The Way Other Law Firms View You Has Changed.

If you do decide it is time to make a move, you will find that the way you are viewed by other law firms has completely changed.  When you were an associate, firms were interested in your prior law firms and where you went to school. Now firms want to know one thing: the dollar amount attached to you.  Mid-sized law firms generally seek at least $500k in annual portable business, with large firms asking for $1.5-2M.  If you have none, it is very unlikely you will be brought in as an equity partner (you may be brought in as a counselor senior associate), or worse- not considered at all because you are seen as too expensive.  If you have been promoted to partner in your firm, you absolutely must work to create a portable book of business; it is the only thing you have to sell.  Whenever I have a stellar partner who has no business, the first question a potential employer always has is, why not?  What is wrong with this attorney that he has no business of his own?  A total lack of business creates an immediate red flag in the eyes of any law firm.

The Way you View Yourself Needs To Change.

If you take nothing else away from this article, take this piece of advice:  you are only as marketable as the business you can bring.  Period.  When the economy first started to turn in 2008, I was inundated with partners who had no business.  Some had 30 years’ experience supporting work they did not originate.  I could do nothing for them, because in a down economy, a partner with no business is essentially a highly-paid associate.  This is not a position you want to be in.

If you are in a situation where you see no potential for creating business, I would advise you to create some of your own small opportunities, through friends, the bar association, and other professional associations.  At least then a firm can see that you have some potential for creating business, which goes a long way.  Then, look elsewhere, and make sure your new firm provides the support you need for business generation.
 

• See 30 Ways to Generate Business as an Attorney for more information.

About Harrison Barnes

No legal recruiter in the United States has placed more attorneys at top law firms across every practice area than Harrison Barnes. His unmatched expertise, industry connections, and proven placement strategies have made him the most influential legal career advisor for attorneys seeking success in Big Law, elite boutiques, mid-sized firms, small firms, firms in the largest and smallest markets, and in over 350 separate practice areas.

A Reach Unlike Any Other Legal Recruiter

Most legal recruiters focus only on placing attorneys in large markets or specific practice areas, but Harrison places attorneys at all levels, in all practice areas, and in all locations-from the most prestigious firms in New York, Los Angeles, and Washington, D.C., to small and mid-sized firms in rural markets. Every week, he successfully places attorneys not only in high-demand practice areas like corporate and litigation but also in niche and less commonly recruited areas such as:

• Immigration Law
• Workers Compensation
• Insurance
• Family Law
• Trust and Estate
• Municipal law
• And many more...

This breadth of placements is unheard of in the legal recruiting industry and is a testament to his extraordinary ability to connect attorneys with the right firms, regardless of market size or practice area.

Proven Success at All Levels

With over 25 years of experience, Harrison has successfully placed attorneys at over 1,000 law firms, including:

• Top Am Law 100 firms such including Sullivan and Cromwell, and almost every AmLaw 100 and AmLaw 200 law firm.
• Elite boutique firms with specialized practices
• Mid-sized firms looking to expand their practice areas
• Growing firms in small and rural markets

He has also placed hundreds of law firm partners and has worked on firm and practice area mergers, helping law firms strategically grow their teams.

Unmatched Commitment to Attorney Success - The Story of BCG Attorney Search

Harrison Barnes is not just the most effective legal recruiter in the country, he is also the founder of BCG Attorney Search, a recruiting powerhouse that has helped thousands of attorneys transform their careers. His vision for BCG goes beyond just job placement; it is built on a mission to provide attorneys with opportunities they would never have access to otherwise. Unlike traditional recruiting firms, BCG Attorney Search operates as a career partner, not just a placement service. The firm's unparalleled resources, including a team of over 150 employees, enable it to offer customized job searches, direct outreach to firms, and market intelligence that no other legal recruiting service provides. Attorneys working with Harrison and BCG gain access to hidden opportunities, real-time insights on firm hiring trends, and guidance from a team that truly understands the legal market. You can read more about how BCG Attorney Search revolutionizes legal recruiting here: The Story of BCG Attorney Search and What We Do for You.

The Most Trusted Career Advisor for Attorneys

Harrison's legal career insights are the most widely followed in the profession.

• His articles on BCG Search alone are read by over 150,000 attorneys per month, making his guidance the most sought-after in the legal field. Read his latest insights here.
• He has conducted hundreds of hours of career development webinars, available here: Harrison Barnes Webinar Replays.
• His placement success is unmatched-see examples here: Harrison Barnes' Attorney Placements.
• He has created numerous comprehensive career development courses, including BigLaw Breakthrough, designed to help attorneys land positions at elite law firms.

Submit Your Resume to Work with Harrison Barnes

If you are serious about advancing your legal career and want access to the most sought-after law firm opportunities, Harrison Barnes is the most powerful recruiter to have on your side.

Submit your resume today to start working with him: Submit Resume Here

With an unmatched track record of success, a vast team of over 150 dedicated employees, and a reach into every market and practice area, Harrison Barnes is the recruiter who makes career transformations happen and has the talent and resources behind him to make this happen.

A Relentless Commitment to Attorney Success

Unlike most recruiters who work with only a narrow subset of attorneys, Harrison Barnes works with lawyers at all stages of their careers, from junior associates to senior partners, in every practice area imaginable. His placements are not limited to only those with "elite" credentials-he has helped thousands of attorneys, including those who thought it was impossible to move firms, find their next great opportunity.

Harrison's work is backed by a team of over 150 professionals who work around the clock to uncover hidden job opportunities at law firms across the country. His team:

• Finds and creates job openings that aren't publicly listed, giving attorneys access to exclusive opportunities.
• Works closely with candidates to ensure their resumes and applications stand out.
• Provides ongoing guidance and career coaching to help attorneys navigate interviews, negotiations, and transitions successfully.

This level of dedicated support is unmatched in the legal recruiting industry.

A Legal Recruiter Who Changes Lives

Harrison believes that every attorney-no matter their background, law school, or previous experience-has the potential to find success in the right law firm environment. Many attorneys come to him feeling stuck in their careers, underpaid, or unsure of their next steps. Through his unique ability to identify the right opportunities, he helps attorneys transform their careers in ways they never thought possible.

He has worked with:

• Attorneys making below-market salaries who went on to double or triple their earnings at new firms.
• Senior attorneys who believed they were "too experienced" to make a move and found better roles with firms eager for their expertise.
• Attorneys in small or remote markets who assumed they had no options-only to be placed at strong firms they never knew existed.
• Partners looking for a better platform or more autonomy who successfully transitioned to firms where they could grow their practice.

For attorneys who think their options are limited, Harrison Barnes has proven time and time again that opportunities exist-often in places they never expected.

Submit Your Resume Today - Start Your Career Transformation

If you want to explore new career opportunities, Harrison Barnes and BCG Attorney Search are your best resources. Whether you are looking for a BigLaw position, a boutique firm, or a move to a better work environment, Harrison's expertise will help you take control of your future.

Submit Your Resume Here to get started with Harrison Barnes today.

Harrison's reach, experience, and proven results make him the best legal recruiter in the industry. Don't settle for an average recruiter-work with the one who has changed the careers of thousands of attorneys and can do the same for you.

About BCG Attorney Search

BCG Attorney Search matches attorneys and law firms with unparalleled expertise and drive, while achieving results. Known globally for its success in locating and placing attorneys in law firms of all sizes, BCG Attorney Search has placed thousands of attorneys in law firms in thousands of different law firms around the country. Unlike other legal placement firms, BCG Attorney Search brings massive resources of over 150 employees to its placement efforts locating positions and opportunities its competitors simply cannot. Every legal recruiter at BCG Attorney Search is a former successful attorney who attended a top law school, worked in top law firms and brought massive drive and commitment to their work. BCG Attorney Search legal recruiters take your legal career seriously and understand attorneys. For more information, please visit www.BCGSearch.com.