@Andrei Radu hi, hope you're well. Just wondering, do you have any tips for when a firm asks "how do we make a profit?"
I do not have much to add to
@Amma Usman's excellent post on this besides just mentioning what I think is the core aspect of law firm's profitability. Amma explained the different revenue streams that a firm can seek to maximize and the many different costs that it can seek to minimize, but in my view the core driver of large firms' profitability is simple: the revenues generated by its associates.
While rates do differ based on context and market sentiment, the going billing rate for an associate at a top US firm (and it seems the MC firms are not far behind) is around the 500-1000 pounds per hour mark, depending on seniority. Now, with an average partner to associate ratio of around 1:4 to 1:5, and assuming a billable target of around 2000 hours per year, we get to a figure of just under 6 million pounds of revenue generated per partner (also, assuming a 2-3 PQE average billable rate of 650 pounds for the sake of the calculation). Even when discounting for the costs of associates' salaries (also assuming for the sake of the calculation at an average 3 PQE level) of 250,000 pounds per year, we get a total of just under 5 million pounds per year. If leverage can be reduced while keeping the total of billable hours the same (say, by increasing the billable target and decreasing the associate headcount) this will be even more profitable, as firms will have to expense less on salaries - which is where the perverse incentive to overwork associates comes from.
Obviously, there are many other costs and expenses that a firm needs to account for - office space, taxes, support staff, etc; and there are other significant revenue generators - most importantly, partners' own billables. Moreover, of course not all firms can bill at the aforementioned rates and have those high target hours, but then not all firms have the associated high salary costs. The bottom line however is that for all large firms, and for elite firms in particular, having as many busy associates as possible is extremely profitable. As such, firms do all they can to get their hands on many matters and target clients able to afford high billables, which is why they compete so fiercely for the "high-end mandates". It is also why the lateral partner market is so hot, as firms aim to hire practitioners that will bring their client books with them.
Finally, an element of profitability (at least in the sense of PEP) that should not be understated is the distribution of equity shares. The more a firm guards its equity partnership ranks, the bigger piece of the pie will each of the existing equity partners get, which will translate to higher PEP figures. For instance, at Kirkland, a firm famed for its profitability, there is one equity partner per every two non-equity partners, a model which allows the firm to charge higher rates (as it can charge 'partner level' rates for more lawyers) without having to dilute the profit pool.