In many of the more successful law firms, the opportunity of the firm to profit from a transition at the right time has been well established, and client transition has become a function of management and development opportunity rather than age.
Every client, no matter how large or small, usually has one point person who has the greatest role in selecting and retaining the law firm. And every firm, no matter how large or small, is usually connected to each of its clients by one person, almost always a partner, whose links are a little stronger than anyone else’s. Since there are plenty of competing law firms that can produce high-quality work, successful transitioning of client work from senior to other partners involves numerous components that have to be implemented in a timely manner.
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