Learn the habits that transform a service attorney into a high-earning indispensable equity attorney – the rainmakers!
In every law firm, whether boutique or BigLaw, attorneys tend to fall into two broad categories: Service Attorneys and Equity Attorneys. Understanding which category you’re in—and which one you aspire to join—can dramatically shape your legal career and long-term success.
The Service Attorney
Service attorneys are the backbone of any firm. They do the essential “grunt work”: managing files, drafting discovery, writing motions, preparing exhibits, and getting cases trial-ready. They are analytical, detail-oriented, and indispensable to keeping the practice moving. But here’s the hard truth—service attorneys are replaceable. As good as you are at research, writing, and trial preparation, there’s always another lawyer who can do it. That’s not to diminish your value, but to recognize the reality of modern legal economics. Moreover, service attorneys are routinely salary-capped. As a rainmaking equity partner, the sky is the limit on compensation.
The High-Earning Indispensable Equity attorney
How can you become a high-earning indispensable equity attorney? Equity attorneys as compared to service attorneys, are the rainmakers. They bring in clients, build relationships, and generate the revenue that keeps firms alive. They are often the “face” at trial, the ones clients call first when something goes wrong. These attorneys don’t just practice law—they practice business and sales. Clients follow them wherever they go. They have leverage, autonomy, and long-term security because they control the most powerful currency in the legal world: business origination.
Why Business Development Is the Key to Longevity
If you want to become a high-earning indispensable equity attorney—to make partner, build influence, and secure your future—you must learn to bring in business. You don’t have to morph into a smooth-talking salesperson or spend every evening at cocktail events. But you do need to think like a connector, a problem-solver, and a trusted advisor.
Tips for Building Your Book of Business (Even If You’re Not a “Rainmaker Type”) and become a high-earning indispensable equity attorney:
- As an associate, your first clients are the firm’s Partners.
As a new associate at a law firm, your first “clients” are the firm’s partners. The knowledge and skills you develop as you work with partners can be readily transferred to business development. Establishing and maintaining good relationships with partners helps you create a consistent flow of work, a built-in mentor and resource, a direct line to the clients, and the potential to inherit files once that partner retires. - Build a Strong Online Presence.
Today’s clients and referral sources vet you online before they call you. Keep your LinkedIn updated with thought leadership posts, case insights, and short commentaries on new legal trends. Use your firm’s website bio strategically—include specific industries you serve, publications, and results. - Leverage Social Media to Establish Authority.
You don’t need to dance on TikTok, but you can share meaningful content on LinkedIn, X (Twitter), or professional Facebook groups. Offer practical insights, explain recent case decisions, or highlight CLE presentations. Consistency builds credibility. - Become a Subject Matter Expert.
What is an area of law that brings in the most business at your firm? Find a subtopic in that area of law and become an expert. What is trending nationally? AI? Cybersecurity and data privacy? Cloud computing? NIL agency? Does your firm service these trending areas? If not, inundate yourself with government policies and laws, case law, publications on the topic, and become an expert. - Speak and Teach.
Volunteer to present at CLEs, local bar association panels, or industry trade groups. Every audience is a potential client or referral source. Speaking positions you as an expert—someone who educates rather than sells. - Network Laterally and Geographically.
Build relationships with attorneys in other practice areas and in other states. A Louisiana insurance defense lawyer may one day get a products-liability case in Texas—and send it your way. Reciprocal referrals are the lifeblood of business development. - Follow Up and Stay Visible.
After every event or introduction, follow up. Send a LinkedIn message, share an article, or invite them for coffee. You’re not selling—you’re staying top of mind. - Be the Lawyer People Remember.
Reputation compounds. Return calls promptly, show genuine interest in clients’ businesses, and always deliver more than expected. Over time, trust becomes your brand—and business follows.
Becoming an Equity-Minded Lawyer
Even if your firm doesn’t make you a partner today, start thinking like an owner. Learn what drives revenue, who the clients are, and how work comes in the door. Shadow the partners who excel at client management. Ask questions. Offer ideas.
The best attorneys aren’t just great at law—they’re great at relationships.
Final Thought
Law firms run on both kinds of attorneys—but those who combine technical skill and business development acumen rise the fastest. Whether you’re a first-year associate or a seasoned litigator, it’s never too early—or too late—to start building your brand and your book.