The Importance of “Trust Transfer” in Law Firm Acquisitions

In this video, Senior Attorney Match’s Jeremy E. Poock, Esq. explains the importance of “Trust Transfer” in law firm sales.

As Poock states, “When Growing Firms are acquiring law firms, they're not acquiring widgets, they're acquiring relationships . . . relationships with clients and referral sources that have been developed over the course of years, often even decades.”

Representing the “Flux Capacitor” of the Senior Attorney Match model, Trust Transfer works as follows:

• Clients trust a Senior Attorney

• The Senior Attorney then develops trust with the lawyers at the Growing Law Firm that the Senior Attorney joins

• And, then, the clients will trust the new lawyers at the Growing Law Firm

Or, stated in terms of high school Geometry (in which Poock did not excel):

If A = B and B = C, then C = A