Many leading UK firms focus hard on the client following when looking at laterals these days, something they have taken from the US. Yet the majority of the most profitable UK firms (and US) focus on doing more for their own clients, institutionalising them further and then bringing in specialist partners as demand changes or to fill the gaps as workflows grow…the concept of “following” is often either way down/not on the shopping list. Bringing in a lateral with a significant book of business does of course work well at times but not all the time. If the business doesn’t materialise, are there enough synergies with the firm and platform? – was there a joint business plan or was it all about the laterals “book”? If the following does materialise has the firm integrated the partner? If not the partner may well move on a few years down the line when a better opportunity presents itself – an expensive loss. Strategic fit, cultural fit, due diligence and a proper integration plan are a good place to start…