Case Study
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Competitive Analysis
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Structure Assessment
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Compensation Alignment
Scaling the Marketing & Business Development Function Alongside an Am Law Rise
A fast-moving firm ascended from the Am Law 200 into the Am Law 100 through a series of strategic acquisitions — expanding its geographic footprint and deepening its industry capabilities in alignment with market demand.
With increased scale came increased complexity.
As the firm solidified its position as a leading Am Law 100 firm, leadership recognized that its Marketing & Business Development (M/BD) function needed to evolve accordingly. The question was no longer whether the team was effective — it was whether it was structured, resourced, and compensated in a way that reflected its new competitive tier.
The firm engaged us to conduct a dual assessment:
- A competitive and structure assessment of its M/BD function
- A full-market compensation alignment review across all levels
Our Approach
We conducted a comprehensive evaluation grounded in competitive analysis, a structure assessment, and proprietary compensation data.
Competitive Analysis &
Structure Assessment
We reviewed the firm’s M/BD team across 14 offices, from Coordinator through Chief-level leadership, to assess:
- Team composition and functional coverage
- Presence (or absence) of critical sub-functions
- Alignment between structure and the firm’s new Am Law 100 positioning
- Role clarity, layering, and reporting lines
- Market comparison against similarly ranked peer firms
Using our homegrown industry data and real-time market insight, we identified areas where the function needed to “level up” to match the firm’s competitive standing — and where it was already outperforming peers.
Our recommendations focused on right-sizing, functional refinement, and structural sophistication appropriate for an Am Law 100 platform.
Compensation Alignment
Post-pandemic market shifts had materially altered compensation expectations across leading firms. The client recognized that peer firms were paying significantly more across key roles.
Leveraging our proprietary salary data and ongoing market intelligence, we conducted a full assessment of:
- Current salaries vs. Am Law 100 benchmarks
- Compression issues across levels
- Risk areas for retention
- Future-state salary modeling aligned to growth
This allowed leadership to make informed, strategic investment decisions rather than reactive adjustments.
Strategic Outcome
The firm emerged with:
- A clear view of how its team compared to true Am Law 100 peers
- A refined structural roadmap aligned to its elevated market position
- Compensation clarity grounded in current, real-time data
- Confidence that its business function matched the sophistication of its platform
As the firm’s revenue and market reputation grew, so too did the intentional design of the team supporting it.
Our Perspective
When firms move up the Am Law ranks, their business functions must evolve in tandem. Structure, specialization, and compensation expectations shift meaningfully between tiers.
Through competitive analysis, structural design expertise, and proprietary market data, we help firms ensure their internal capabilities reflect their external ambitions.
Benchmark your team against the market with a competitive analysis designed for real insight.
Gain visibility into where your firm leads and where adjustment may be needed.
