Life & Law: Your Practice. Your Life. Your Terms. #229: From “You’re Not Partner Material” To Equity Partner (In Just 5 Years)
Feb 24, 2026
Keith Rawlins, an IP attorney who rebuilt his career after being told he would never make partner. He recounts the shock that led to values-driven choices, practical business development tactics, and how he leveraged introverted strengths to grow a book and win equity partnership in five years. Short, candid stories about fit, mindset, and owning the partner role.
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Being Told You’re Not Partner Material Triggered A Values Reset
- Keith Rawlins was a top biller for nine years yet was told he wouldn’t be made partner, which triggered shame and a re-evaluation of his career.
- That rejection led him to identify core values (like respect and loyalty) and start exploring options during the pandemic when change felt possible.
Partnership Requires Sponsors Not Just Billables
- Heather Moulder emphasizes partnership evaluation goes beyond billables and technical skill; political sponsorship and visibility matter.
- Billable work is the baseline checkbox, but sponsors with political power and relationships are required to get promoted.
Track Contacts And Reengage Regularly To Build A Book
- Do build a tracked contact list and reach out consistently to grow your book; document conversations, follow-ups, and what each contact could offer.
- Keith used a spreadsheet of contacts with notes to prioritize outreach and convert relationships into referral and client opportunities.
