AI Forces Law and Consulting Firms to Rethink Hiring

Artificial intelligence is causing a significant shift in the hiring practices of professional services firms, including major law and consulting companies. These organizations are drastically reducing their intake of entry-level associates as AI automates routine tasks, a change that threatens the traditional pipeline for developing future partners.

This move away from large classes of junior employees challenges a decades-old business model. Firms that once relied on a high volume of new hires to handle foundational work must now find new ways to identify and cultivate leadership talent from a much smaller pool of candidates.

The End of a Traditional Talent Model

For generations, the strategy for top-tier law firms and management consultancies was straightforward. They would hire large numbers of bright, ambitious graduates to perform the time-consuming, foundational work on projects. This model freed up senior partners to focus on client acquisition and high-level strategy.

The system was built on high attrition. Most junior associates would eventually leave for other opportunities, often with clients, while a select few would advance through the ranks to become partners. According to industry observations, prestige firms might see only one or two partners emerge from an initial pool of 100 associates.

Because of this numbers-based approach, firms rarely screened entry-level candidates for their potential to one day lead the organization. The primary requirement was the ability to handle the demanding workload. AI is now dismantling this entire structure.

Data Shows Widespread Impact

This trend is not limited to large corporations. DeciBio, a specialized management consulting firm with 50 employees, provides a clear example. The firm reduced its incoming class from 15 people in 2021 to a planned four hires next year, all while experiencing double-digit revenue growth driven by AI-powered efficiency gains.

Broader economic data supports these anecdotal reports. Recent research using precise payroll data estimates a 13% decline in entry-level positions in the fields most exposed to artificial intelligence. As the technology improves, this trend is expected to accelerate.

"AI could eliminate 50% of white-collar entry-level jobs within five years," stated Anthropic CEO Dario Amodei, urging business leaders to prepare for the significant changes ahead.

A New Mandate: Hire for Leadership

With a shrinking base of the talent pyramid, professional services firms can no longer afford to wait and see who rises to the top. The new reality demands a fundamental change in recruitment strategy: hiring for future leadership from the very beginning, not just for immediate tasks.

This requires a more deliberate and evidence-based approach to hiring. Instead of prioritizing a candidate's ability to perform repetitive work, firms must now assess skills like critical thinking, client management, and strategic insight—qualities essential for a partner.

Companies will need to be more transparent with candidates about the long-term expectations of the role. The journey to partnership will look very different, and new hires must understand this from day one.

Fostering an AI-Ready Culture

To stay competitive, firms must cultivate internal expertise in AI. Some are already taking formal steps to achieve this. The law firm Latham & Watkins, for example, has established an AI Task Force and an internal "AI Academy" to train its associates on cutting-edge applications.

Partnerships can also accelerate this transition. Collaborating with universities or technology startups allows firms to test new workflows and gain access to emerging research. Some notable examples include:

• Aioi Nissay Dowa Insurance Company partnered with Oxford University to create an R&D lab that translates AI research into practical industry applications.
• The University of Alberta and the Alberta Machine Intelligence Institute have partnered with over 300 companies to facilitate knowledge transfer on AI.

Upending the Traditional Business Model

The changes brought by AI extend beyond talent management and into the core business model of professional services. The long-standing practice of billing clients by the hour is becoming less viable as AI dramatically reduces the time required for many tasks.

This is forcing a shift toward alternative pricing strategies. Many firms are now moving toward fixed-fee projects based on the value delivered to the client. Subscription-based fees are also gaining popularity, particularly in legal services, offering clients predictable costs for ongoing support.

Rethinking Client Relationships and Sales

The traditional model for acquiring new business relied on highly compensated partners spending significant time building relationships to sell large, expensive projects. This high cost of customer acquisition made it uneconomical to pursue smaller, unbundled services.

AI opens the door to new models. Firms may find that they no longer need a senior partner to sell standardized, tech-enabled services. Instead, they could adopt a model similar to that of many software-as-a-service (SaaS) companies, where mid-level professionals handle sales for smaller accounts, freeing up partners to focus on the largest and most complex clients.

This approach also accelerates the development of commercial skills in younger employees. In industries like advertising, early-career account executives are often the primary client contact. Giving junior consultants or lawyers more client-facing responsibility earlier can help build the business acumen needed for future leadership roles.

As AI continues to evolve, professional services firms face a critical window to adapt. The organizations that thrive will be those that move beyond simple workforce reductions and fundamentally redesign their approach to hiring, training, and value creation. The future belongs to firms that invest in developing the adaptive, tech-savvy partners of tomorrow.