This article discusses the various ways in which law firms can more effectively use business integration opportunity/cross-selling discussions during lateral partner interviews. In short, law firms approach this topic in different ways: some wait until there has been a clear decision to extend an offer, and some begin these discussions a bit earlier. My belief is those firms which begin business opportunity/cross-selling discussions earlier—but not too early—see a significant net benefit in lateral partner recruiting. I also address some of the common resistance points and how to address them.

The Two Types of Integration Discussions

Generally speaking, there are two categories of integration conversations that occur between the law firm and the potential lateral partner candidate: (1) onboarding and (2) business opportunity/cross-selling integration.