The Anatomy of a Law Firm Sale: Structuring Deals that Work

Selling a law firm is not just a financial transaction-it's a strategic transition that defines your legacy. In this practical and insightful course, Tom Lenfestey, attorney, CPA, and founder of The Law Practice Exchange, shares over 15 years of experience guiding law firm owners through successful exits and transitions.

This session explores the core deal structures used in modern law firm sales, from outright sales and internal buyouts to earn-outs and merger models. Attendees will learn how to evaluate offers, understand the real meaning behind deal terms like seller financing and performance-based payouts, and craft a transition plan that preserves both firm value and client continuity.

With real-world examples and deal modeling insights, this course equips legal professionals with the knowledge to confidently negotiate terms, protect their team and clients, and walk away with peace of mind and maximum value.

Learning Objectives:

1. Identify and compare common deal structures used in law firm sales, including their advantages and risks

2. Understand key payment terms such as seller financing, earn-outs, and consulting arrangements

3. Analyze the factors that influence a successful transition-including brand, staff, and client retention

4. Learn how to structure deals that balance financial outcomes with emotional and strategic legacy goals