Product Description
Abstract
As the first official managing partner of Mattos Filho, a prestigious Brazilian law firm, Roberto Quiroga Mosquera decides to reform the firm’s compensation structure from an Eat What You Kill system based on complicated formulas to a more subjective approach, a move that is unprecedented among major Brazilian law firms. In convincing his partners to agree to these changes, he must persuade top rainmakers to forgo origination fees that comprised a large amount of their income and make the case that a new method would better align the incentives of partners at all levels. The case describes Quiroga’s approach to changing a key system in the firm as well as the challenges of realigning compensation to support the growth of law firms in emerging economies.
Learning Objectives
The case asks participants to consider the advantages and disadvantages of different approaches to equity partner compensation in law firms. It also provides the opportunity to explore the dynamics of change management in a professional service firm context.
Subjects Covered
partner compensation systems, eat-what-you-kill compensation model, change management, negotiation and partnerships
Setting
Geographic: São Paulo, New York
Industry: Law Firm
Event Year Begin: 2000s
Accessibility
To obtain accessible versions of our products for use by those with disabilities, please contact the HLS Case Studies Program at hlscasestudies@law.harvard.edu or +1-617-496-1316.
Educator Materials
Watermarked educator copies of this product are available free of charge to educators and staff at non-profit institutions. Please create an account or sign in to gain access to these materials.
Note: It can take up to three business days after you create an account to verify educator access. Verification will be confirmed via email.
Please note that each purchase of this product entitles the purchaser to one download and use. If you need multiple copies, please purchase the number of copies you need. For more information, see Copying Your Case Study.