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I am a senior associate with about $80,000 in portable business. Is that good enough?

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published August 18, 2014

By CEO and Founder - BCG Attorney Search left

Question:

I am a senior associate with about $80,000 in portable business. Is that good enough?


Answer:

Most attorneys who have tested the lateral market within the last few years have quickly realized the importance of having a portable book of business. It is a huge feather in your cap if you are a junior or mid-level associate, and depending upon your practice area, it can be absolutely critical as a senior associate, Of Counsel, or partner-level candidate. That being said, not all portables are equal, and there are a lot of factors that ultimately determine whether your portable book is "good enough" for the type of lateral move you are trying to make.

Whether a book is good enough for a particular firm at your class level is something that will always be changing, so I'm just going to list and describe a few factors that will help you understand how hiring partners evaluate portable books so you can be realistic about your own.

PORTABILITY: You may have a solid history of generating business at your current firm, but the most salient factor in terms of marketing yourself to a lateral firm is: will your clients follow you? You should have a reasonable sense of how likely it is that each of your clients will follow you to your new firm - if you have a $2M book, but only $800k of that represents clients that will stick with you (rather than with the general practice group at your current firm, which is often true of legacy clients or large clients where multiple partners share origination credit), you should be relatively upfront about that fact when marketing your candidacy.

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BILLING RATES: This ties in with portability - if you are a looking to bring your book to a new firm, will your client base balk at the billing rates required by the new firm? Similarly, you may be able to generate even more business from your existing portable clients with a lateral move to a firm that is still capable of servicing those clients' needs while providing a better value in terms of lower rates. You may even have prospective clients who like you and want to give you business, but can't afford your current firm's rates. This is something to consider, and can be a nice way to market your book to a prospective lateral firm if there is a lot of upside potential with more flexible rates.

HISTORY AND TRAJECTORY: Hiring partners are going to look especially hard at your history of generating business, and how it meshes with where you are in your career. A firm is more likely to bring on a relative junior partner who has a more modest but growing book of business than a senior or legacy partner who sustained a large book for a decade or two but is now showing significant decline in business origination and generation. In other words, a junior partner with a $750k book that grew from $500k the year before may be perceived as potentially more valuable to a firm than a senior partner with a $750k book that shrunk from $1.5M the year before. Firms bring on laterals for growth, so showing an upward trajectory as a junior partner, or sustained business over the past couple years as a senior partner is key.

CROSS-MARKETING POTENTIAL: Hiring partners will also look at the types of clients you service, and whether there is potential to cross market those clients to other groups in the firm. For instance, if you are a labor & employment attorney with an excellent relationship with a financial institution client, that may be a valuable client on a prospective basis to a lateral firm with a solid finance practice, even if you only generate a couple ten thousand dollars a year in L&E business. If you have a good relationship with the client's General Counsel or a C-Level executive, and can assist in pitching business to that client for the firm's other partners, that are more attractive than if the client solely generates business for you and your practice alone.

CONFLICTS: Fairly straightforward - if your client base conflicts with the firm's existing client base, especially in the same practice group or sector, there may be major issues where one or the other client would have to be dropped, or would not be able to be serviced by the firm's full practice group. For obvious reasons, firms do not want to bring on new clients at the expense of existing clients unless there is major long-term upside potential.

The long and short of it is that you should be very familiar with the strengths, weaknesses, and composition of your current portable book, and this will put you in the best position to be able to effectively market yourself and your practice to lateral firms. There are plenty of firms who have a "minimum threshold" for business, but it really does go a lot deeper than that, and thinking about your portable book in a strategic way will help open up the maximum number of lateral opportunities to continue the growth of your career.

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 defense
  • Family law
  • Trusts & estates
  • 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.

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.

Alternative Summary

Harrison is the founder of BCG Attorney Search and several companies in the legal employment space that collectively gets thousands of attorneys jobs each year. Harrison’s writings about attorney careers and placement attract millions of reads each year. Harrison is widely considered the most successful recruiter in the United States and personally places multiple attorneys most weeks. His articles on legal search and placement are read by attorneys, law students and others millions of times per year.

More about Harrison

About LawCrossing

LawCrossing has received tens of thousands of attorneys jobs and has been the leading legal job board in the United States for almost two decades. LawCrossing helps attorneys dramatically improve their careers by locating every legal job opening in the market. Unlike other job sites, LawCrossing consolidates every job in the legal market and posts jobs regardless of whether or not an employer is paying. LawCrossing takes your legal career seriously and understands the legal profession. For more information, please visit www.LawCrossing.com.
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