Many firms continue to express disappointment with the assimilation and performance of lateral partners. As we head into 2026, it’s worth resetting expectations—and actions. Lateral success doesn’t happen by accident. It happens when laterals take ownership of their integration and play to win.
So ask yourself: Are you sitting in the bleachers, or are you on the field?
Here are practical steps to get into the game quickly and start contributing consistently.
Be proactive
Don’t wait for the firm to do everything for you. You have a big stake in this game, and learning the playbook is ultimately your responsibility. Build strong relationships with the firm’s business professionals—Finance, Business Development, and Information Resources/Technology. These teams are invaluable allies, but only if you invest the time to know them.
Just as, or more important, get to know the firm’s key stakeholders. You are the new player on the team, and like sports teams, law firms have cliques and power centers. Learn where influence resides and make sure those people know who you are. If that means traveling to other offices—physically or virtually—do it. Once introductions are made, create a plan to stay in touch quarterly. This step is critical.
Bring muscle to the game
You were hired for two reasons: your book of business and your expertise.
Start rebuilding your book immediately. You did it once—you can do it again. Pick up the phone, send a What’sApp or email. Reconnect with contacts. Use LinkedIn to stay visible, connected, and relevant. Business development through relationships takes time—often one to three years—and momentum starts now.
With existing clients, focus on the relationship—the EQ, not just the IQ. Strong relationships, supported by excellent legal skills and service, will carry you down the field and generate near-term work while you build long-term opportunities. Visit clients in person or virtually and learn about their business goals. Anticipate what legal needs may arise based on their goals and offer firm support.
Stay organized
Create a master contact list of all past clients, strong contacts, and referral sources. Track outreach intentionally. A simple spreadsheet works: one column for each quarter, two for each half-year, and a column labeled “Next Steps.”
Stay in touch with everyone on your list at least four times a year. For key clients and local contacts, meet in person at least once annually. Every interaction should have a purpose—and a next step that you own. Lunch is not a next step; it’s a vehicle to achieve one. Always be clear about the outcome you want from the interaction.
Be aggressive (in the right way)
Laterals need resources, and ideally those are negotiated before you arrive. But regardless, if you are expected to move relationships to the firm, ask for the support required to do it successfully.
It’s also smart to involve firm leadership in client and prospect meetings when appropriate. Their presence signals commitment and helps transfer relationships. Get on the road—few games are won just at home. No one scores by sitting on the sidelines or worrying about how they’re perceived. Push the ball forward. The more you advance it, the more confident—and successful—you’ll become.
Know your product
Learn the firm’s strengths. Understand its biggest cases, deals, and capabilities. Meet practice and department chairs—make sure you know them, and they know you. Ask about current and upcoming projects. The more you know about what the firm does well, the more opportunities you’ll see to cross-sell and collaborate.
Build your sales skills
If you’ve had sales training before, refresh it. Professional salespeople continually sharpen their skills, and lawyers should do the same. You won’t score if you don’t practice.
There are excellent books, legal-specific sales programs, and even online courses (yes, including Dale Carnegie). Bonus: you may meet future prospects along the way.
Use technology to promote yourself
Today’s tools make visibility easier than ever. LinkedIn, blogs, and other platforms allow you to stay top-of-mind from your desk. Keep your bio current—review it at least quarterly. This is your responsibility, not the firm’s. Your bio is your sales sheet—it has to sell you when you are not present.
Link your bio to your articles, social platforms, and speaking engagements so people can easily find and follow you. Publishing short thought-leadership pieces on LinkedIn is an easy way to demonstrate expertise and stay relevant.
Get involved
Choose an industry and commit to it. Join associations, volunteer for committees—especially program committees, which provide natural networking opportunities. While many companies may benefit from your services, building real traction within an industry is how you gain market share.
It takes time, but with focus and consistency, you’ll become the “go-to” lawyer in that space.
Incorporate these tips into your game plan and you will be a winner. Stay focused, build relationships, be visible and generate success!
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