Lateral integration is a pivotal process in law firm growth. It requires a careful balance of business strategy and operational alignment. Welcoming lateral partners is more than extending offers; it’s about creating an environment where these talented attorneys can integrate seamlessly with the firm’s practices and enhance client services. However, successful integration demands a thoughtful, planned approach that considers each lateral’s unique transition, the firm’s collective goals, potential pressure points and a shared path forward.

1. Always Put Clients First

Client service should be central to the integration of every lateral hire. Whether you are coordinating office moves, developing a lateral business plan or building your communications strategy, ensure your decision-making is based on what is best for clients of the attorney and the firm. Demonstrating clear planning keeps laterals and their clients confident during transitions. Often, lateral transitions are stressful for the transitioning attorney. Making sure the administrative team understands and keeps a client-first attitude can keep everyone working together effectively with a singular purpose. From a messaging perspective, a client-first approach ensures that your news is targeted to your most important audiences.

2. Lateral Integration Is a 12-18 Month Process

The first 30 days should be focused on efforts to transition the lateral hire’s existing book of business – ensuring clients understand the value proposition of the new firm and that the client service experience is not only seamless but also better than ever. In order to capture full value for the firm through strategic cross-selling, commit to a long-term integration plan that leverages both the firm’s existing clients and contacts for the lateral and the lateral’s clients and contacts for the broader firm. This is a long-term process with key measures for success at monthly and quarterly intervals.

3. Internal Communications Are Just as Important as External Communications

When thinking about getting the word out to clients and potential clients about a new attorney who has joined the firm, it’s easy to forget that the best communication channels are the firm’s own people. Make sure you have a full internal communications strategy to announce the new arrival, and provide talking points for partners to share the good news with their clients and written materials that firm personnel can easily share with interested contacts. 

Lateral integration requires a clear, cohesive focus on both firm goals and attorney needs. A smooth transition strengthens client relationships and fosters growth. Commit to the process now, and the rewards will follow.

Andrea Christman has more than 20 years of experience guiding law firms in the development and implementation of strategies for organizational growth, communications and crisis management.