There once was a law firm which marketed itself as being a team of lawyers with deep expertise in different areas of the law who worked together seamlessly to deliver the best possible outcomes for the clients. Let’s call them “Super Team Lawyers.”
Super Team compensated its lawyers for bringing in business by awarding origination credits to the lawyer who introduced the client or referral source to the firm and paying them a percentage of their originating credits.
Back when I practiced law, it had been drummed into my head that every mistake was a potential catastrophe and a source of shame. I was a perfectionist and proud of it. I was also a little bit intense and not particularly healthy. I taught my Associates and Law Clerks to be just like me!
I recently wrote an article titled, “You are Old. We are Greedy. Get the Hell Out!” In that article, I lamented the fact that law firms often nudge (or push, or shove) lawyers out of their firms when they hit their sixties. If you did not like that one, you probably will not like this one either, so just keep scrolling.
“All of this has happened before. All of this will happen again.”
Battlestar Galactica, Peter Pan, and Ecclesiastes 1:9
It is not often that I quote the Bible, but when the Bible is validated by both Peter Pan and Battlestar Galactica, it has to be right.
In 1994, which may as well be back before the beginning of recorded history as far as people entering law school now are concerned, the Los Angeles Times ran an article written by Amiram Elwork under the following title, “‘Justifiable Paranoia’ Afflicts Lawyers, Psychologist Says.”
“Either you follow-up or you fold-up.”
Bernard Kelvin Clive
I recently observed a law firm doing some impressive online marketing. At the same time, to quote Shania Twain, when it came to the follow-up, “that [didn’t] impress me much.”
Here is my story:
I was doing a bit of research, hoping to find an answer to a legal question to solve a personal issue. I quickly came across a great website for a boutique firm which appeared to have all of the expertise that I need. Great articles, videos with a lawyer who has personality plus, and the offer of a free discovery session. Clearly this firm had the expertise that I required to solve my rather discreet problem.
Back in the day, I would have an Associate join a client meeting with instructions to speak up if they thought I was getting something wrong. Of course, they would only do so occasionally because I was not wrong all that often. When they did, if their point was not so great, I would respectfully acknowledge it and move on, but if it was valuable, I would say so and say to the client something like, “that’s why I had her sit in.”
Since professional firms are usually partnerships, the well-compensated people at the top of the pyramid are partners, not employees. As a result, all of that stuff that protects employees from discrimination on the basis of age in the Human Rights Code does not apply to them, at least where I live in Ontario, Canada.
With that over-simplified but pithy summary of the law, I have explained how partners in accounting firms and law firms can be squeezed out in their early sixties.
“Fools believe silence is a void needing to be filled; the wise understand there’s no such thing as silence.”
Michael J. Sullivan, Age of Myth
Client: Why do I want to pay for two lawyers to be in this meeting?
Before you read this story, I should let you know that this is a sad story which does not end well.
Long ago I had a great professional relationship and friendship with Laurence. I liked Laurence a lot. He was honest and ethical. He cared about his clients, his family, and his relationships. He taught me valuable lessons about dealing with clients and co-workers.