Origination credit is one of the most fiercely debated topics inside any law firm. Attorneys pour years into building relationships, nurturing contacts, and landing clients, and then they hold their breath wondering whether any of that effort will actually show up where it matters: in their compensation.
Without a written policy, the same situation can produce two entirely different accounts of who deserves the credit. Both attorneys believe they are right. Both likely have evidence to support their position. That kind of ambiguity does not just create tension. It erodes trust, drives talent away, and quietly costs the firm far more than it saves in avoided paperwork.
A clearly written origination policy neutralizes most of that friction before it starts. The three samples below give you that foundation, each built for a different firm structure, so you can walk away with something you can actually use today.
Law Firm Origination Policy Samples
These three samples cover a range of firm structures, from straightforward solo credit arrangements to full firm-wide frameworks with multi-tier compensation tables. Read through each one carefully and choose the foundation that fits your firm’s size, culture, and compensation philosophy.
1. Standard Solo Origination Policy
[Firm Name] — Origination Credit Policy
Effective Date: [Date] Approved By: [Managing Partner Name / Title]
Section 1 — Purpose
This policy establishes the standards for assigning, tracking, and compensating origination credit at [Firm Name]. Its purpose is to ensure that attorneys who actively develop client relationships and generate revenue for the firm are recognized and compensated in a consistent, transparent, and equitable manner.
Section 2 — Eligibility
All attorneys at [Firm Name] are eligible to receive origination credit, including equity partners, non-equity partners, and associates who have received written business development authority from the Managing Partner.
Section 3 — Definition of Origination Credit
Origination credit is assigned to the attorney who is the primary reason a client chose to engage [Firm Name]. To qualify as the originating attorney, the attorney must satisfy at least two of the following criteria:
- The attorney made the initial introduction that led directly to the client’s engagement with the firm.
- The attorney served as the primary point of contact throughout the intake and engagement negotiation process.
- The client has confirmed, verbally or in writing, that the attorney was the deciding factor in selecting [Firm Name].
- The attorney signed or was listed as the primary responsible attorney on the engagement letter.
Section 4 — Credit Allocation
4.1 When a single attorney is solely responsible for bringing in a new client, that attorney receives 100% of the origination credit for all fees generated by that client.
4.2 Origination credit applies to all matters handled for the client, regardless of which practice group manages the work or which attorneys serve as the matter team.
4.3 Credit is not shared unless the client was jointly introduced by two or more attorneys. In that case, a completed Origination Credit Agreement must be submitted to the Compensation Committee within 30 days of the client’s first engagement.
Section 5 — Compensation
5.1 The originating attorney receives [X]% of all net fees collected from the credited client, calculated and distributed on a quarterly basis.
5.2 Net fees are calculated after standard firm overhead allocations are deducted from gross collected fees.
5.3 Origination compensation is paid in addition to base salary or draw and is not included in any fixed compensation calculations.
Section 6 — Duration of Credit
6.1 Origination credit runs for the full duration of the client relationship with the firm.
6.2 If the originating attorney departs the firm, origination credit on all active clients remains with the firm unless a written agreement executed by both parties specifies otherwise prior to the attorney’s departure date.
Section 7 — Dispute Resolution
7.1 Any dispute regarding origination credit assignment must be submitted in writing to the Managing Partner within 30 calendar days of the disputed billing period.
7.2 The Compensation Committee will review all supporting documentation and issue a final written decision within 15 business days of receiving the formal dispute submission.
7.3 The Compensation Committee’s decision is final and binding on all parties.
Section 8 — Policy Review
This policy is reviewed annually by the Compensation Committee. Proposed amendments must be presented to all equity partners in writing no fewer than 30 days before a vote. Amendments take effect upon approval by a two-thirds majority of equity partners.
2. Shared Origination Credit Policy
[Firm Name] — Shared Origination Credit Policy
Effective Date: [Date] Approved By: [Managing Partner Name / Title]
Section 1 — Purpose
This policy governs the allocation of origination credit in situations where two or more attorneys have contributed to securing a new client engagement or expanding an existing client relationship. It is designed to encourage collaborative business development while maintaining fair, transparent, and consistent compensation outcomes for all contributing attorneys.
Section 2 — Scope
This policy applies to all situations where:
- Two or more attorneys jointly introduced a new client to the firm and both were material to securing the engagement.
- An attorney referred a client to a colleague, and that referral directly resulted in a signed engagement.
- An existing client was introduced to a new practice area by an attorney other than the original originator, resulting in substantial new revenue.
Section 3 — Shared Credit Allocation
3.1 When two or more attorneys jointly originate a client, they must submit a completed and signed Origination Credit Agreement to the Compensation Committee within 30 days of the client’s first engagement.
3.2 The Origination Credit Agreement must specify each participating attorney’s percentage share of origination credit. The total of all shares must equal exactly 100%.
3.3 If the attorneys cannot reach a mutually agreed written allocation within 30 days, the Compensation Committee will divide origination credit equally among all attorneys formally identified as contributing originators.
3.4 Origination credit percentages, once submitted and recorded by the Compensation Committee, may not be retroactively adjusted unless a formal error is identified in the original submission.
Section 4 — Internal Referral Credit
4.1 When an attorney refers an existing client to a different practice area within the firm, the referring attorney may receive referral credit of up to [X]% of fees generated from the new matter, subject to Compensation Committee approval.
4.2 Referral credit requests must be submitted in writing to the Compensation Committee within 60 days of the new matter being opened.
4.3 Internal referral credit does not reduce the original originating attorney’s credit. It is funded separately from general firm revenue.
Section 5 — Cross-Practice Origination
5.1 If a client’s engagement expands significantly into a new practice area, and a different attorney is primarily responsible for that expansion, that attorney may apply for partial origination credit for the new work stream.
5.2 Such applications are reviewed by the Compensation Committee on a case-by-case basis and require the written acknowledgment of the original originating attorney before a decision is issued.
Section 6 — Compensation
6.1 Each attorney’s share of origination compensation is calculated by applying their agreed origination credit percentage to [X]% of net collected fees from the credited client or matter.
6.2 Payments are made on a quarterly basis following the close of each billing quarter.
6.3 Origination compensation is paid separately from and in addition to base compensation.
Section 7 — Dispute Resolution
7.1 Disputes regarding shared origination credit allocation must be filed in writing with the Managing Partner within 30 calendar days of the disputed billing period.
7.2 The Compensation Committee will convene within 10 business days of receiving the formal dispute and will issue a binding written decision within 15 business days of the convening date.
7.3 All decisions issued by the Compensation Committee under this policy are final and binding.
Section 8 — Policy Review
This policy is reviewed annually by the Compensation Committee. Amendments require approval by a two-thirds majority vote of equity partners following at least 30 days’ written notice to all equity partners.
3. Comprehensive Firm-Wide Origination and Compensation Policy
[Firm Name] — Comprehensive Origination Credit and Compensation Policy
Effective Date: [Date] Approved By: [Managing Partner Name / Title] Version: [1.0]
Section 1 — Purpose and Scope
This policy establishes a firm-wide framework for assigning, managing, tracking, and compensating origination credit at [Firm Name]. It applies to all attorneys including equity partners, non-equity partners, senior associates, and associates who have been granted formal business development authority by the Managing Partner in writing.
This policy supersedes all prior oral or written arrangements regarding origination credit and serves as the sole governing document on this subject from its effective date forward.
Section 2 — Definitions
Section 3 — Eligibility for Origination Credit
An attorney is eligible to receive origination credit if they satisfy at least two of the following criteria:
- The attorney initiated the contact or made the introduction that directly led to the client’s engagement with the firm.
- The attorney was the primary point of contact during the intake process, fee negotiation, and execution of the engagement agreement.
- The client identified the attorney as the decisive reason for selecting [Firm Name], either verbally on record or in writing.
- The attorney signed or is listed as the primary responsible attorney on the client’s engagement letter.
- The attorney has maintained the primary client relationship continuously since the original engagement.
Associate attorneys may earn origination credit only with prior written approval from both their supervising partner and the Managing Partner. Such approval must be granted before, or within 15 days of, the new client’s first engagement.
Section 4 — Credit Allocation Categories
4.1 Full Credit — Assigned when a single attorney satisfies all eligibility criteria and no other attorney contributed materially to securing the engagement. The attorney receives 100% of origination credit for all related matters.
4.2 Shared Credit — Assigned when two or more attorneys jointly contributed to securing a new client. Each attorney’s percentage share is agreed upon in writing and submitted to the Compensation Committee within 30 days. If no written agreement is reached within that period, credit is divided equally among all formally identified contributing attorneys.
4.3 Split Credit — Assigned in situations involving a material referral from one attorney to another. The referring attorney may receive up to [X]% and the receiving attorney receives the remaining [Y]% of origination credit, subject to written Compensation Committee approval within 30 days of the new engagement.
4.4 Cross-Practice Credit — Assigned when an attorney introduces an existing client to a new practice area and the resulting work generates significant additional revenue. Cross-practice credit is applied only to fees from the new matter stream and requires the written consent of the original originating attorney.
Section 5 — Origination Compensation Rates
Origination compensation is paid as a percentage of net collected fees from the credited client or matter, based on the originating attorney’s role at the time the credit was established:
| Attorney Level | Origination Rate (Net Collected Fees) | Payment Frequency |
|---|---|---|
| Equity Partner | [X]% per quarter | Quarterly |
| Non-Equity Partner | [X]% per quarter | Quarterly |
| Senior Associate (with approval) | [X]% per quarter | Quarterly |
| Associate (with approval) | [X]% per quarter | Quarterly |
Origination compensation is paid in addition to base salary or draw. It is not counted as part of any fixed compensation calculation and does not affect benefits eligibility.
Section 6 — Credit Duration and Succession
6.1 Origination credit runs for the entire duration of the client relationship with the firm, including all related matters opened during that period.
6.2 If the originating attorney is promoted or changes roles within the firm, their origination credit remains intact and is not subject to renegotiation due to the role change alone.
6.3 If an originating attorney departs the firm voluntarily or involuntarily, origination credit for all active clients transfers to the firm unless a written exit agreement executed by both parties specifies otherwise. Such an agreement must be signed before the attorney’s final date of employment.
6.4 Upon a retiring originating attorney’s request, the Compensation Committee may elect to transition origination credit to a designated successor attorney. The transition requires the retiring attorney’s written consent and takes effect on the date specified in the written transition agreement.
Section 7 — Credit Tracking and Reporting
7.1 All origination credit assignments must be recorded in the firm’s matter management system within 15 business days of a new client engagement being formally opened.
7.2 The Finance Director will issue a quarterly origination credit report to all equity partners. The report will include all active credit assignments, fees collected per credited client, and compensation amounts paid or accrued in the reporting period.
7.3 Any attorney may request a review of their own origination credit record at any time by submitting a written request to the Finance Director. The Finance Director will provide a written summary within 10 business days.
Section 8 — Dispute Resolution
8.1 Any dispute regarding origination credit assignment or compensation must be submitted in writing to the Managing Partner within 30 calendar days of the disputed billing period.
8.2 The Compensation Committee will review all submitted documentation and hear written or in-person statements from each disputing party before issuing a decision.
8.3 The committee will issue a written decision within 20 business days of the dispute being formally filed.
8.4 Any attorney may appeal the Compensation Committee’s decision to the full equity partner group within 10 calendar days of receiving the written ruling. The appeal is decided by a majority vote of all equity partners and the outcome is final and conclusive.
Section 9 — Confidentiality
9.1 All origination credit assignments, compensation figures, dispute proceedings, and related documentation are strictly confidential.
9.2 No attorney may disclose another attorney’s origination credit allocation or compensation amounts to any individual inside or outside the firm, except to the extent required by applicable law or compelled by a valid court order.
Section 10 — Policy Review and Amendments
10.1 This policy is reviewed annually by the Compensation Committee, with the review completed no later than 90 days before the end of each fiscal year.
10.2 Proposed amendments must be circulated to all equity partners in writing at least 30 days before any vote is held.
10.3 Amendments take effect upon approval by a two-thirds majority of equity partners and are binding on all attorneys from the effective date stated in the amendment.
Wrapping Up
A strong origination policy does something more important than distribute credit fairly. It sends a clear message to every attorney at your firm that business development is seen, valued, and rewarded consistently. That signal shapes behavior in ways no memo or partner meeting ever quite can.
Use one of these samples as your starting point, fill in the figures that fit your compensation structure, and get it in front of your equity partners for review. The right policy, properly adopted, stops being a source of conflict and becomes one of the quiet engines behind your firm’s long-term growth.