Mid-senior level transactional folks: how do you originate deals? The only deals I originate come from when one of my corporate clients randomly decides to sell a business. There has to be another way to land more deals, right?

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I get a call from a staffing partner. I’ve never heard of a mid level or even senior at my firm originating deals. Are you at a big firm?

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New clients come in based on relationships our partners have, from existing client referrals or from law firm referrals when they are conflicted out of a particular deal. I’m sure some new clients may reach out based on firm reputation as well.

I’ve really never heard of a midlevel brining in a new client but I’m sure it has happened before. I assume that it would have to be based on a personal relationship. I’m at a nyc top firm so I’m sure if you’re at a midsize firm it may be more realistic to bring in clients.

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I'm in a smaller market at a pretty prestigious midsize regional firm. Our associates start bringing in business in their 3rd ish year.

The firms starts training us early. We join certain boards and groups. Form relationships with CPAs and accountants who are younger and may not yet have e a go to attorney for their clients. Various ways. But time intensive on top of billable requirements.

I don’t land massive, super complex deals, but I get a lot of 7 figure real estate deals (apartments, small office buildings, NNN retail, etc). Mostly word of mouth and existing client referral. These are matters were total firm fees are like $5k-20k depending on complexity.

Sorry, edited to 7 figure, not 9 figure!!!

It could be worth investing some time and energy into relationships with investment bankers. They may be in a position to recommend you when an opportunity comes their way and a party doesn’t already have a good deal lawyer.

True. But start laying the groundwork now. I’m a 6th year and I’m starting to see some connections that I have fostered starting to pay off.

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