Growing Fee Earners Into Marketers


UK law firms have a wealth of largely untapped resources in their assistant pool.

The barriers to exploiting this in law firms is that these firms run to a finely honed model with assistants being measured primarily through billing hours achieved against target.

Most assistants, unlike partners, do not have time recording targets that contain a business development element. This give rise to the dilemma of how do they develop their business development and marketing skills.

These skills can be taught, but experience is key to enhancing these analysis, networking and pitching skills. The difficulty for good lawyers on the partnership track is how to find the time for this element of their development.

Newly made up partners therefore find themselves with additional management responsibilities for which they are largely unequipped.

Law firms are not blind to this issue, they recognise that the best partners are not simply those who were the best senior assistants.

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DISCLAIMER: Because of the generality of this update, the information provided herein may not be applicable in all situations and should not be acted upon without specific legal advice based on particular situations.

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