Navigating law practice succession, while a fearsome death knell to attorneys, is tremendously gratifying to marketers. We get to start with something good and figure out how to make it great. Whether we’re talking about family firms or a small firm of any sort, transitions are rife with complexities, sometimes with respect to expertise, but often due to a failure to plan early and well.

Such was the case with Father & Son LLC (F&S). F&S was at a crossroads after Father was diagnosed with a serious illness. While treatable, the diagnosis told Father it was time to scale back on firm management and time for his middle-aged Son to ramp up. At the time, Father originated 75 percent of the business of the seven-lawyer firm, which came to him mostly through his established reputation and repeat clients. Over the prior two years, Father’s hours were 30 percent higher than Son’s and he originated 180 percent more in business. Son had zero hours attributable to business development.

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