Question as a (very new) partner. How do you, or how have you seen the following situation handled: I get business by attending conferences in a niche industry. Firm wants me to take others from the firm to the conferences where I’ve spent a few years developing relationships and I get origination for business I generate (of course a key metric for pay). By bringing others, it feels like I’m cannibalising my business by bringing them to the well. Is this a real issue or am I not a team player?

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There are some firms where everyone in the room would receive credit. That’s how it should be to incentivize this type of situation. If you’re not in such a firm, I would hope that the culture is such that people will reciprocate the favor. Otherwise, your firm environment just doesn’t encourage team play and you should not allow yourself to be taken advantage of.

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I think this depends on a lot of things. Do you have more work than your bandwidth can handle? Bring colleagues from your practice group so you can deepen your vertical in the industry. Are there areas you can cross-sell? Bring those colleagues.

Being a law partner is a delicate balance between eat-what-you-kill and “be a team player.”

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Management at my old firm that had an “eat what you kill” formula pressured me to take other partners to meet investment banking clients shortly after I joined the firm. I said that if the firm will pay me to introduce other partners to my clients, I will do that. But if I’m paid on originations under a formula, then I’ll approach clients my way. And so I did and it was fine.

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Thank you!

Of course the firm wants this, but I agree it's not good for *you*. Don't do it. Just ignore, assuming you feel you will operate better solo. Don't give up something you've put years into developing.

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I wouldn't do it. Serve yourself first. We're all a bunch of mercenaries.

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