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How to Successfully Integrate Lateral Partners
There are two ways lateral partner recruiting can grow the revenues of a law firm. The first is through the acquisition of additional client relationships brought to the firm by the lateral partner. The second is the added work generated by the lateral partner serving more of the legal needs of the firm's existing clientele.
Neither growth strategy is a sure bet. The first strategy, though, will benefit significantly from a comprehensive due diligence process. The second strategy relies on a well-designed integration process, one that has broad internal support and commitment and is strategically focused.
There are three levels of integration into a partnership. The first level is the physical integration. This includes all of the administrative, marketing, human resources and technology tasks and training associated with integrating a new attorney into the firm. The second level is the incorporation of the attorney's practice. This involves the degree to which the new attorney's clients are absorbed into the firm and the new attorney is welcomed into the firm's existing client relationships. Last, there is the cultural integration of the attorney into the firm. This is the social and personal blending of the attorney with the social fabric of the firm. The physical and cultural integration into the firm are relatively easy to accomplish. It is the practice integration that presents challenges for many firms.
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