The benchmarks that define a good year, MBA Training, MBA Training
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The benchmarks that define a good year
# The benchmarks that define a good year
Kirkland & Ellis partners reportedly took home an average of $8 million-plus in profits per equity partner (PPEP) in recent years, while a mid-size regional accounting firm's partners might earn $600,000 and consider it an excellent year. Both firms could be equally "healthy." The numbers only mean something once you know which benchmark you're reading and what business model sits behind it.
This lesson gives you the core figures, the vocabulary to read them correctly, and the quick math professionals use to sanity-check a firm's performance.
Why professional services numbers confuse outsiders
Law, consulting and accounting all sell people's time, but they package and price it differently. A benchmark that signals strength in one vertical can signal trouble in another. Before comparing firms, you need to know:
What's being measured (profit, revenue, or rate)
Per what unit (per partner, per lawyer, per consultant)
Realized vs. billed (what was invoiced vs. what was actually collected)
Get these wrong and you'll compare apples to law firms.
The core acronyms and vocabulary
PPEP (Profit Per Equity Partner): Net profit divided by number of equity (ownership-stake) partners. The headline number in law firm rankings like the American Lawyer AmLaw 100
.
RPL (Revenue Per Lawyer): Total firm revenue divided by total lawyer headcount (partners plus associates). Used to compare firm scale and pricing power independent of profit-sharing structure.
Realization rate: The percentage of billed hours (at standard rates) actually collected in cash. A partner might bill $1,000/hour but only realize $850/hour after write-downs and client negotiation.
Utilization rate: Percentage of a professional's available hours actually billed to clients (as opposed to spent on training, business development, or bench time).
Leverage ratio: Number of associates/juniors per equity partner. Higher leverage generally means higher partner profit, since juniors' billed time subsidizes partner earnings.
Billable hour: The unit of time sold to a client, still dominant in law (2,000+ hours/year is a common associate target) though shrinking in consulting and accounting in favor of fixed fees.
Chargeable hours / utilization: Consulting's equivalent vocabulary, tracking how much of a consultant's time is billed to a client engagement.
Big Four: Deloitte, PwC, EY, KPMG, the dominant global accounting and advisory networks.
MBB: McKinsey, BCG, Bain, the traditional strategy consulting elite.
Am Law 100 / Am Law 200: Rankings of the 100 or 200 highest-grossing US law firms by revenue.
Attrition rate: Percentage of professionals (usually associates or consultants) leaving annually, voluntary and involuntary combined.
Topline benchmarks, as of 2025-2026 (estimates)
Treat all figures below as industry estimates drawn from trade publications and firm disclosures; exact figures vary by source and firm.
Law (US, large firms):
Average PPEP at top Am Law firms: roughly $2 million to $8 million+, with elite firms (Kirkland & Ellis, Wachtell, Sullivan & Cromwell) at the high end
Average RPL across Am Law 100: estimated around $1.1 to $1.3 million
Realization rates: typically cited around 85 to 95% at healthy firms; below 80% is a warning sign
Associate attrition: historically 15 to 20% annually at large US firms, spiking higher in hot lateral-hiring markets
Law (Europe, "Magic Circle" firms: Clifford Chance, Linklaters, Allen & Overy/A&O Shearman, Freshfields, Slaughter and May):
Partner profit points are often disclosed as PEP (Profit per Equity Partner) in pounds; Magic Circle firms have reported PEP in the range of £2 million to £5 million+ in recent cycles
London remains Europe's dominant legal market by revenue concentration
Consulting (global):
MBB and Big Four consulting arms don't publicly disclose PPEP; revenue per consultant estimates run roughly $300,000 to $600,000 depending on seniority mix and market
Attrition at large consultancies: often cited at 15 to 25% annually, partly structural ("up or out" models)
Global consulting market size: estimated around $160 to $180 billion in 2025 (varies significantly by definition of "consulting")
Accounting/Big Four (global):
Combined global Big Four revenue: estimated around $210 billion (as of recent fiscal year disclosures)
Audit realization rates tend to be lower and more regulated than legal or consulting fees, often 80 to 90%, due to fee pressure and mandatory audit rotation rules in the EU
Partner profit in Big Four audit practices is generally lower per-head than in advisory/consulting arms of the same firm, and far lower than elite law firm PPEP
Market structure notes (US and Europe):
US legal services market: estimated at roughly $350 to $400 billion in annual revenue (2025 estimate)
EU legal services market: smaller and more fragmented by jurisdiction (no single EU-wide bar), estimated in the low hundreds of billions of euros combined across member states
Growth: legal and consulting sectors have generally tracked GDP-plus growth (roughly 3 to 6% annual nominal growth in recent years), with faster growth in specialties tied to AI advisory, restructuring, and regulatory compliance
The calculation professionals actually run
Here's the simplest, most-used sanity check when evaluating a firm: implied realization rate.
An 85% realization rate is broadly healthy. If that number were 65%, you'd ask hard questions: is the firm over-discounting to win clients, are engagement letters weak, or is collections management failing?
This same logic applies in consulting (chargeable rate vs. actual fee collected) and in accounting (standard audit fee vs. final negotiated fee, which regulators scrutinize closely for independence reasons under frameworks like the EU Audit Regulation).
Knowledge check
1. Why can a large law firm's PPEP and a mid-size accounting firm's partner earnings both represent 'healthy' performance despite a huge gap between them?
2. A firm reports strong Revenue Per Lawyer (RPL) but a mediocre PPEP. What does this combination most likely suggest?
3. A partner bills at a $1,000/hour standard rate but the firm's realization rate for that partner is 85%. What does this indicate?
MULTIPLE CHOICE
4. Select ALL correct answers about why professional services benchmarks can be misread by outsiders.
Select all the correct answers.
MULTIPLE CHOICE
5. Select ALL correct answers that correctly distinguish 'utilization rate' from 'realization rate.'
Select all the correct answers.
Due diligence checks worth running
If you're evaluating a professional services firm (as a client, recruit, investor, or partner candidate), run these checks:
1. Ask what "profit" excludes. PPEP figures often exclude deferred compensation, real estate costs, or partner capital contributions. Compare like-for-like.
2. Check leverage ratio trends. A rising leverage ratio (more juniors per partner) boosts short-term PPEP but can signal quality or retention risk down the line.
3. Cross-check attrition against market averages. Attrition above 25% in a stable year is worth investigating, not just accepting as "normal churn."
4. Look at realization, not just billing rates. A firm bragging about $1,500/hour rates with 60% realization is weaker than one billing $900/hour at 92% realization.
5. Understand the ownership structure. Equity partners share profit and risk; non-equity or salaried partners do not. A firm's "average partner pay" can be misleading if it blends both categories.
🎬 [VIDEO: "How Law Firms Actually Make Money" - youtube.com - search for recent explainer content from legal industry analysts on the Am Law 100 profit model and leverage economics]
Key Takeaways
Match the benchmark to the business model: PPEP (law), revenue per consultant (consulting), and Big Four partner profit are not directly comparable across verticals; always check the unit of measurement.
Realization rate is the truth-teller: billed rates are marketing; realized rates (cash collected vs. standard value) show what a firm actually earns.
Leverage drives partner profit: more associates or juniors per equity partner generally means higher PPEP, but watch for quality and retention trade-offs.
Attrition in the 15 to 25% range is structurally normal in these industries due to "up or out" models; treat it as a benchmark, not automatically a red flag, but investigate outliers.
All figures here are estimates as of 2025-2026; always verify against current disclosures (AmLaw reports, firm annual transparency reports, Big Four network financial statements) before using numbers in real analysis.