Best Practice: Client origination credit and importance in law firm partner compensation systems
Asked and Answered
By John W. Olmstead, MBA, Ph.D, CMC
Q. Our firm is a 18 attorney insurance defense firm located in Chicago. We are in our second generation and none of the original founders are still working in the firm. The majority of our insurance company clients have been with the firm for decades and were inherited. Our current crop of partners are primarily "worker bees" and have not developed "rainmaking" skills. We have not added a new client to our client roster in years. In the past two years we have lost several clients due to mergers, consolidations, and partner defections. This concerns us. Currently partners are rewarded and compensated totally on "working attorney" fee collections. We are considering changing our compensation system to including a credit for origination of new business. What are your thoughts regarding client origination credit?
The Illinois State Bar Association honored members who have been admitted to practice for 50 years at a luncheon on Wednesday at the Westing Michigan Avenue in Chicago. ISBA Past President Herbert H. Franks spoke on behalf of the 2011 Class of Distinguished Counsellors.