Ensuring Your Partner Pay Plan Works: Evaluating Contributions of Originators and Producers of Legal work and Consequential Non-revenue Producing Activities

  • October 28, 2015
  • 12:30 PM - 1:30 PM
  • GoToWebinar

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October 28, 2015 WebIPHour
12:30pm - 1:30pm EST
GoToWebinar

Ensuring Your Partner Pay Plan Works: Evaluating Contributions of Originators and Producers of Legal work and Consequential Non-revenue Producing Activities


Joel A. Rose, Certified Management Consultant and President,
Joel A. Rose & Associates, Inc.


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Presentation Summary

In today’s business climate, the law firm that does not recognize client origination, one way or another, will probably not prosper and may not survive. Origination of new business from existing and potential clients is one major criterion when setting partner compensation in most law firms. Most financially successful law firms acknowledge the relative importance of origination and use that knowledge to differentiate appropriate levels of income between among its attorneys.

Joel will discuss the best management practices for when and how to track, allocate, transfer and transition origination credit for partner compensation in firms having a purely objective formula, a subjective and a combination subjective – objective compensation systems.

Course Highlights:

  • Defining Client and Matter Origination
  • Origination Credits as Incentives for Developing Client Business: Client Origination, Client Maintenance Credit, Matter Proliferation credit, Responsible Partner credit and Production Partner Credit
  • Methods for Tracking Origination Credits for New Clients and New Matters from Existing Clients
  • Advantages and Disadvantages of Tracking Origination Credits
  • Duration of Origination Credit: Permanent Credit vs. Origination Credit for a Limited time
  • Approaches for Sharing of Origination Credit
  • Approaches for Making Changes in Origination Credit
  • Non-financial incentives for Successfully Originating Clients and Matters
  • Transitioning Origination Credit From Senior Partners to Other Members of the firm, i.e., Pros and Cons of Inheriting Origination Credit


Association of Intellectual Property Firms

International, Independent, Specialty Firms

Tel 1-201-308-6948

Fax 1-201-461-6635

AIPF Executive Office

c/o RRR Associations, LLC

2125 Center Avenue, Suite 406

Fort Lee, NJ 07024

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