When it comes to partner and team moves, some things haven’t changed. Firms remain laser-focused on the numbers. Forecasts, billing history, client portability — these are still front and centre and likely always will be. But the way firms assess those numbers is evolving rapidly. It’s no longer just a question of “what did you bill last year?” — it’s about understanding the entire commercial ecosystem around your practice.

And increasingly, candidates are expected to come to the table not just with answers, but with a well-thought-out commercial narrative.

The New Layer of Commercial Scrutiny

In the past, a headline billing figure was often enough to spark interest. Now, it’s just the starting point.

Today, firms are asking:

• What’s likely to follow you — and why?
• How much of your work is personally originated vs. institutional?
• Can your revenue be scaled with the right platform?
• Is it predictable and recurring — or more opportunistic and episodic?
• Are there likely to be any conflicts that would make client transition difficult?

This level of detail reflects how strategic lateral hiring has become. Firms don’t just want a high biller — they want to understand the reliability and scalability of your practice. They want to know whether you’re bringing something sustainable and additive to their platform — and they expect you to have done that thinking too.

Why This Feels Daunting for Many Candidates

For many partners — even high performers — these questions can feel uncomfortable.

When asked how much work is likely to follow, most lawyers lean towards caution. They’re trained to avoid over-promising, and the idea of attaching numbers to client relationships — especially without having spoken to them directly — feels risky and, at times, presumptuous.

That’s why we often see candidates hesitate when faced with questions like:

• “How much of your book do you think will come with you?”
• “How many of those clients are attached to you vs. the firm?”
• “Have you spoken to clients about a hypothetical move?”
• “What’s your realistic forecast for year one?”

It’s not that they haven’t thought about these things — it’s that they’re wary of sounding too certain in a market where nothing is ever 100% guaranteed. Add to the fact that most senior lawyers are deeply embedded in delivery mode — busy with clients, team leadership, BD, and managing internal politics — and few have the headspace to step back and quantify their practice in detail.

So when the commercial questions start to come — often earlier and in more detail than expected — it can leave candidates feeling underprepared or on the back foot.

But with the right support, it doesn’t have to be that way. Most lawyers do know their practice — they just need help translating that into a clear, commercially credible narrative that feels authentic, not forced.

The Risk of Getting It Wrong

Not having a clear commercial story can significantly hinder progress. We’ve seen otherwise strong candidates rejected early in a process because their numbers seemed vague or didn’t stack up. Others have progressed only to get tripped up later when scrutiny intensifies and the numbers come under the microscope.

It’s not just about what you say — it’s how confidently and credibly you say it.

That doesn’t mean your forecast needs to be flawless or inflated. In fact, honesty and pragmatism is always welcomed and preferred. But there’s a big difference between “I think I’ll do £1m” and “I’ve reviewed my last three years, and based on my client relationships, I’m confident I can bring X, Y, and Z — which makes £1m a realistic, if slightly cautious, projection.”

The Power of Preparation

Helping candidates translate their practice into a compelling, commercially robust proposition is a big part of what we do. That means:

• Identifying which numbers matter, and why.
• Understanding where the real portability lies — and how to talk about it credibly.
• Building a story that aligns with what firms are actually looking for — not just a list of achievements.

It’s a partnership. And when done properly, it gives candidates a huge amount of confidence — and gives firms a clear, data-backed picture of what they’re looking to invest in.

Final Thought

If you’re considering a move — even in the early stages — take time now to get familiar with your numbers. The sooner you start, the more clarity and confidence you’ll have later.

Track Legal can provide business plan support including templates and guidance.