Staffing & Recruiter Training Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Brenda Pontiff, founder of PartnerTrack Academy, about succession planning and the role of trusted advisors in ensuring smooth client transitions. Brenda explains how law firms often overlook the long-term implications of a partner’s retirement or lateral move, putting client relationships at risk. She contrasts law and accounting firms, noting that the Big Four treat client transition with far more structure, process, and transparency—often using protocols, calendars, and client-facing documentation to ensure continuity and trust. Brenda emphasizes that being a trusted advisor means anticipating client needs and staying top of mind—well beyond the scope of an individual matter. She encourages firms to develop succession protocols years in advance, document expectations, and involve the entire firm—including marketing, IT, and HR—in the transition process. With humor, candor, and deep experience, Brenda shares both cautionary tales and act