#144: How BigLaw Firms Measure Your Book of Business

How BigLaw firms actually measure a book of business matters, and a $1 million book can mean very different things depending what sits underneath that number, as well as where you are in your partnership tenure. A homegrown partnership candidate, a newer partner, an established senior partner, and a lateral partner may all report the same amount of business, but the firm is evaluating something different in each case. For a partnership candidate, the firm may be looking for evidence that the lawyer can eventually build a meaningful practice. For a newer partner, it wants to see whether predicted business is beginning to materialize. For an established partner, the focus shifts toward actual originations, collections, profitability, durability, leverage, and growth. And for a lateral, the question is how much of the claimed book will actually move with the lawyer to the new firm. In addition, the makeup of your book is really critical. I break down seven questions firms use to understand what a book of business really represents: whether the revenue is real and collected, who actually owns the client relationship, how concentrated the work is, whether the business is repeatable, how profitable it is, whether it can scale, and what additional work the client relationship creates across the firm. I also explain why trajectory matters as much as the current number. For instance, a newer partner with an $800,000 book that has grown steadily from $200,000 may present a very different story from a partner whose $1 million book has declined from $2 million over the same period. The most useful question is not simply how large the book is today, but what kind of business has been built, whether it has room to grow, and where it appears to be heading. At a Glance 01:20 Why the same size BigLaw book of business can mean different things at different career stages 03:02 What firms look for when evaluating a homegrown partnership candidate's business potential 04:29 How expectations change for established BigLaw partners 05:20 Why firms scrutinize a lateral partner's claimed book differently 08:01 What counts as real revenue when measuring a book of business 09:02 Why running a client's matters does not necessarily mean you own the relationship 11:04 How client concentration changes the risk profile of a book 12:03 Why repeatable business matters more than a single large matter 13:00 How profitability and scalability change the value of the same revenue number 18:41 Why cross-selling and creating firmwide client relationships increase institutional value 20:50 Why firms care about the trajectory of your book, not just its current size 22:59 What senior associates and newer partners should focus on before they have a large book For Apple Podcasts, click here, scroll to the bottom, tap to rate with five stars, and select "Write a Review." Then be sure to let me know what you loved most about the episode! Also, if you haven't done so already, follow the podcast here!  For Spotify, tap here on your mobile phone, follow the podcast, listen to the show, then find the rating icon below the description, and tap to rate with five stars. Interested in doing 1-2-1 coaching with Laura Terrell? Or learning more about her work coaching and consulting? Here are ways to reach out to her: www.lauraterrell.com  laura@lauraterrell.com   LinkedIn: https://www.linkedin.com/in/lauralterrell/  Instagram: https://www.instagram.com/lauraterrellcoaching/  <p di