How to answer the “what do you want to make?” question
A number of my partner-level and counsel-level candidates loathe the “What do you want to make?” question. Associates at large firms typically don’t have to worry about this issue because of the lockstep compensation.
Like many types of negotiation, I believe the best advice is to never throw out the first number.
So how do you handle that uncomfortable moment when the firm asks, “So, what are you hoping to make?” You can simply respond along the lines of, “Well, I’m actually hoping to take your lead here. I’m looking for fair compensation based on my market value, which I’m still in the process of figuring out [if relevant, add 'with a number of firms']. But with regard to your firm, I imagine you’re in the best position to determine how I would best fit into your compensation structure.”
And if you want to end with a joke to lighten the mood, say something like, “How’s that for a gentle deflection?”
Have a great 4th of July weekend!
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