Patrick J. Lamb featured in article at Law.com

Today Kevin forwarded me a link to this article published at Law.com, which gives some great coverage to LexBlog client Patrick J. Lamb, the Chicago attorney and business development advisor who maintains the blog In Search of Perfect Client Service.

The article – “Small Firm Finds New Ways to Encourage Business Development” – gives an overview of the innovative business development plan that Patrick helped initiate when arriving as co-managing partner at Butler Rubin Saltarelli & Boyd:

Each attorney’s income was linked directly to his marketing plan. Failure to accomplish marketing goals could significantly affect income level. […] The standard compensation plan gives each partner a set number of permanent points representing guaranteed income. Additional reserve points are based on performance. At Lamb’s firm, each lawyer now has a specific number of permanent points designated “at risk” and tied into the marketing plan. The number of at-risk points ranges from one-half to three points, depending on seniority. Each point carries a significant five-figure income value.

In explaining his reasoning to reporter Karen Dean, Patrick demonstrated a mentality not much different from the one we here at LexBlog hold:

“We don’t really care whether they are successful in getting the business, because we believe that over time, these [marketing actions] will naturally lead to new business,” Lamb says.

Today’s article proves that Patrick’s approach is turning heads. As he continues to spread the 21st century marketing gospel – that successful techniques take time and dedication – we can only expect that he’ll make believers out of the skeptics. Just look at the results it had for Butler Rubin.