When lawyers make a lateral move (whether from another firm, government, or in-house), the instinct is often to start fresh: build a new internal network, learn the culture, and prove yourself quickly.
All of that matters. But “Breaking Ground” research surfaced two lessons from rainmakers that all partners, but particularly lateral partners, often underestimate. Both can make the difference between a slow ramp-up and real momentum.
First: Your past is not prologue. It’s an asset.
Too many laterals focus exclusively on building a new network and quietly let their old one fade. That’s a mistake. Research shows that if someone once liked and trusted you, chances are they still do, even after years of not being in touch.
Former colleagues, clients, classmates, and community connections are not “old contacts.”They’re priceless.
One lawyer I interviewed talked about relationships she formed as a child through a community group. These connections resurfaced decades later in meaningful ways.
Some time spent reconnecting on LinkedIn or writing thoughtful notes can pay dividends for years.
Second: Do the marketing that actually fits who you are.
There is no universal playbook for business development. Generally, trying to follow someone else’s formula rarely works.
Some rainmakers build relationships in ways that look completely different from one another—and that’s exactly why they work.
Blank Rome LLP‘s Stacy D. Phillips, a world-renowned family law practitioner, is known for outstanding work, but also for hosting exceptional dinner parties that bring together clients, colleagues and other friends. She genuinely enjoys connecting people and also brings a strong pro bono mindset to everything she does.
Susan Eandi, a brilliant labor and employment lawyer Baker McKenzie, prefers walks and hikes with clients, friends, and colleagues—conversations that feel natural and unforced.
Different styles. Same result. Trust and client development.
The most successful laterals don’t reinvent themselves. They build on what already works. They maintain relationships that predate the move and choose business development approaches they actually enjoy.
Lateral success isn’t about starting over.
It’s about carrying forward your relationships, clarifying your niche, and showing up as yourself—on purpose. Take lessons from these true rainmakers and see what you can adapt in your own practice.
