Bill Sugarman: Moving Laterally and the Power of a Book of Business

In this episode, Steve Fretzin and Bill Sugarman discuss:

  • What firms are looking for in lateral hiring.
  • The top reasons that lawyers are looking to change firms.
  • The misconceptions about building a book of business.
  • Why you may want to work with a legal recruiter (such as Astor Search) when looking for new lawyers for your firm or your own lateral move.

Key Takeaways:

  • Having your own established book of business can make a difference in your compensation when moving between firms.
  • You always want to be yourself, but you don’t want to get too comfortable in an interview or with a law firm. It requires a measured approach that is professional in nature at all times.
  • You need to do your due diligence on the firms you are looking to move to see if you are a good fit for them and them for you.
  • Don’t discuss politics or religion – you don’t want to alienate anyone before you even have a chance to work with them.

“The ability to develop a book is more than just the immediate compensation, the ability to develop a book and have a well-entrenched client base allows an individual to really get to the next level, and, frankly, control their destiny in a material way.” —  Bill Sugarman

Connect with Bill Sugarman:  


Phone: 312-781-9000


Connect with Steve Fretzin:

LinkedIn: Steve Fretzin

Twitter: @stevefretzin

Facebook: Fretzin, Inc.



Book: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!

YouTube: Steve Fretzin

Call Steve directly at 847-602-6911

Show notes by Podcastologist Chelsea Taylor-Sturkie

Audio production by Turnkey Podcast Productions. You’re the expert. Your podcast will prove it.