How valuable is an associate attorney who can bring in 5-10 new insurance defense files per month, and how much more should that attorney be compensated for bringing in that business as compared to one who just meets their billable hours?

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I’m in Work Comp defense and my firm gives a small bonus for every direct file referral to an associate. My old firm would not have done that in a million years.

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Depends on how much each file brings in. I know someone who does insurance defense and brings in a similar amount of work. She makes a little over 100k.

It depends on a number of factors, eg billing rates/realization is the time spent billing on those matters detracting from other better paying work, etc. Some firms would be happy to have those cases, but some firms wouldn’t want them at all or would begrudgingly do them only to find out that they are actually taking away from better clients with higher rates and less red tape.

Then said associate should definitely be given either a flat referral or a percentage of the firm’s realization.

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