What Today’s Rainmakers Do Differently

The self-evaluation memo is an annual ritual at global law firm Baker McKenzie. At most firms, year-end self-appraisals consist of fee earners’ perspectives on their own performance, but Baker McKenzie does things differently. It asks its partners to not just report on their own accomplishments but also point to specific instances in which they’ve successfully collaborated with colleagues—by, for example, introducing other partners with different areas of expertise to their clients. The firm expects its partners to expose clients to its broad array of services and to build new relationships—and in the process increase revenue. “Collaboration is crucial for Baker McKenzie,” says Colin Murray, the firm’s North America chief executive officer.