In Practice

Retaining and Insuring Rainmakers is Crucial

Smaller firms cannot afford to lose a top revenue producer for any reason, including death

, Daily Report


In the legal industry, demand for high-performing attorneys rarely ebbs and flows substantially with the legal job market. If anything, contracting margins across the industry means highly profitable attorneys are more valuable than ever. If a firm has an especially skilled and successful attorney in a sought-after practice area, it can assume he or she is regularly courted by rival firms.

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What's being said

  • Ann Hotchkiss

    In all professional services, the rainmakers (in contact with the paying clients) should be maintained on incentives based on performance.

    This is particularly true if a consultant or inept manager is in charge of the people who are actual company contacts for clients.

    Often those at the top, hog the money, while others in the organization do the meaningful work! Share the work, share the wealth!

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