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Client Speak: A Three-Way Street

By Allan Colman
November 25, 2008

Let's start with two propositions. Proposition One has to do with law firms. Proposition Two concerns in-house counsel.

Proposition One begins with the fairly evident reality that many law firms still haven't figured out how to compensate their lawyers. Some rely on overly formulaic approaches that often reward less productive partners; for example, when the formulas include business development/marketing credits heavily weighted toward “origination.” Somebody's brother-in-law hires the firm, so Mr. Somebody gets a fatter payback than justified by his realization rate and the overall quality of his work.

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