Edition #19 | The unspoken realities of stepping into partnership, keeping clients close, and spotting BD moments that matter (plus a new service for aspiring partners)

Welcome to Edition 19 of Trifecta

This month, we’re continuing with our theme: what no one tells you about becoming partner – the identity shift, the visibility pressure, and how to build real influence inside your firm.

We’re also sharing how standout firms keep clients close (and avoid the slow fade), plus a simple mindset shift to help you spot BD moments without feeling like you’re selling.

And if you’re on the path to partnership, we’ve launched something new to support you – with an early access offer for the first 3 to sign up.

As ever, if you have any questions, or something or someone you specifically want to hear from let us know, we’re all ears.

Stepping up to partner: the unspoken realities

Becoming a partner isn't just a promotion - it's a transformation. In our latest report, we spoke to junior partners across a range of UK firms about what that shift really felt like. What helped. What didn’t. And what they wish they’d known earlier.

New partners often face unexpected challenges:

Visibility pressure: Suddenly expected to be the firm's face without prior preparation.
Business development demands: BD shifts from optional to essential, yet guidance is scarce.
Internal dynamics: Colleagues become competitors; leadership expectations intensify.
Lack of support: Structured assistance is rare, making the transition tougher.

Success lies in proactive preparation, authentic BD strategies, and early internal relationship-building.

For a deeper dive into these insights and more, read the full article here:

Stepping up to partner: what no one tells you (but should)

Keeping clients close: how to stay relevant, useful and trusted

Winning a client is just the beginning: retaining them takes intention. From our work with law firms across the UK, one pattern is clear: it's not big mistakes that lose clients – it's what we call 'the slow fade'.

Here’s how standout firms keep relationships strong:

Reach out before you’re needed – proactive contact builds trust.
Understand the bigger picture – legal advice lands better with business context.
Be reliably excellent – consistency trumps brilliance in building loyalty.
Avoid the quiet drift – broaden relationships, listen more, and add value between matters.

Client loyalty isn’t luck. It’s a rhythm.

Read the full article here

Tip of the month: The 3-question framework for spotting BD opportunities

Business development doesn’t have to mean hard selling. In fact, the most trusted advisors often don’t 'sell' at all – they listen, observe, and look for ways to be genuinely helpful.

Here’s a simple mindset shift to take into your next client conversation. Ask yourself:

What challenges are they facing beyond the immediate matter?

Think beyond the transaction or case at hand. Are there commercial, operational, or industry pressures they’ve mentioned in passing? Those could signal future needs.

Where could we add value outside of legal advice?

Sometimes, the most memorable support comes from making a key intro or sharing a helpful insight – not just giving legal opinions. Don’t underestimate the impact of thoughtful, well-timed guidance.

Who in my network could help them?

You might not have the perfect solution, but chances are someone in your wider network does. Offering to connect the dots positions you as a proactive, connected partner – not just a lawyer.

Approaching BD this way makes it feel less like selling - and more like solving. It builds trust, deepens relationships, and opens doors for long-term value on both sides.

New service launch: 1:1 consulting for aspiring partners (first 3 get a discount)

We’ve spent hours talking to junior partners over the last year.

As part of our Trifecta series.
As part of our Supporting the Step Up report.
And through ongoing client work, helping firms develop their future leaders.

What did we learn?
· It’s a tough gig.
· The jump to partner often feels like a leap into the unknown.
· The support doesn’t always match the expectations.

So we’re trialling something new.

🎯 1:1 consulting for aspiring partners

This is a personalised programme designed for lawyers who are:

already on the partnership track
or approaching that conversation in the next 12–24 months

It starts with a strategic audit to map where you are now, and then we build a plan around it using our 4Ms framework and findings from our partner research.

Expect dedicated practical BD support, mindset coaching, and senior-level insight on what firms really look for in their future partners (and the business case to prove it), including:

· Strategy
· Client and revenue growth
· Visibility & internal influence
· Resilience and direction

If you’re thinking about your business case – or want to make sure you’re building one that will give you the best chance of success – this is for you.

🚨 Early access offer
We’re offering a discounted rate to the first 3 lawyers who sign up for the trial version of this programme.

To apply (or just ask questions), email gemma@gemmafrancisconsulting.com, book directly for a call here or send Gemma Francis a message on LinkedIn.

Not sure what to do next?

You have a few options:

View previous editions of Trifecta by clicking here.

Want even more content? Check out the insights page on our new website here.

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Trifecta

The truth about making partner (and keeping clients)