legalweeklaw.com October 2010:
“In the business of practising law, technical excellence, a brilliant legal mind and a good reputation are not as fungible a commodity as cold hard client contacts.
Whilst the above are rarely mutually exclusive, for most partners your market value and ongoing job security is primarily derived from your book of business.
Even for those rare firms and practice areas which purport not to require a following, there is a very strong correlation between “potential contacts/ track record” and partner compensation.
This briefing by consultants Edwards Gibson looks at how to assess your book of business and quantify the value of your following.”
Read the full article here