Think recruiters can help you? Think again!

This is the toughest job market in 75 years, yet (allegedly) intelligent attorneys are being just plain stupid when it comes to their job search strategies.

If they want to remain ignorant fools, that’s their business – they can stay miserable in their jobs or watch themselves sink slowly into insolvency because they can’t find other work. Hopefully you are not like these poor schnooks — if you are smart enough to be reading this, then perhaps you really do want to make a positive change in your career.

I am a legal recruiter and job search coach who has talked with about 1,000 lawyers a year for the last 20+ years. Most of these attorneys are clueless about what recruiters can do for them. They don’t have faintest idea about what constitutes a “recruitable” candidate.

What I am about to tell you does not apply to executive recruiters, but most certainly does apply to legal recruiters. Go to Lawjobs.com or any other job site for lawyers, spend five minutes reading the postings, and you will see that what I am telling you is true.

In my practice, we started as career counselors, and eventually added recruiting to our services. As with any legal recruiters, we get 20-30% of a candidate’s first year salary as our fee. If you are in the $125,000 range and we place you, we will receive from $25,000 to $37,500. If we were to work with you on career testing and assessment to identify your career options, we would receive from $1,300 to $2,900 for the testing and evaluation, depending upon how many hours were involved in your testing program.

I am not stupid. Don’t you think I would rather make $25,000 for putting in the 20 to 30 hours so hours it would take me to find, screen and submit a candidate, than to make less than $3,000 for spending 12-14 hours on a career counseling case? Hello?

However, most of the people who call us are not recruitable candidates. We are able to help the few who are, and they make it economically possible for us to continue as counselors for those who are not. Truth be known, we actually prefer the counseling side so we are happy with this arrangement.

Here are the realities of the legal recruiting profession.

1. Legal recruiters are used by firms and companies to find candidates who exactly matchthe specifications of an open job, and who have the requisite practice area skills and experience. Recruiters will not submit, for example, a plaintiff’s personal injury attorney for a commercial litigation position.

2. The prime market for legal recruiters is young lawyers with from 1 to 6 years of experience. Once you have crossed the 7th or 8th year mark, you are no longer considered “recruitable.”

3. Notwithstanding the foregoing, if you are beyond your 7th or 8th year, you can be recruitable IF you have a verifiable book of portable business. Depending upon where you live, this typically means $175,000 to $1 million.

4. The term “top academics” will appear in many recruiter ads. This means 1) top 10% or 15% of your law school class and  2) Top 10, 15 or 20 law school. If you were in the very top of your class – I mean, first, second or third — at a lesser ranked law school, you may also be considered.

5. Age matters in legal recruiting. Discrimination is, in fact, legal. A recruiter friend of mine who wanted my help in finding a candidate told me they wanted someone from the class of 2006, 2007 or 2009. “What about 2008”, I asked. “Oh no, no 2008s. They don’t have any slots for an ’08,” I was told.

6. Recruiters do not handle many in-house jobs. Two recent studies have shown that only 5% of in-house positions are filled by recruiters. Companies do not want to spend money on recruiters unless they have to. Nearly all law firm lawyers would prefer to go in-house. There is an oversupply of willing candidates that a company can attract without spending tens of thousands of dollars on recruiting fees.

7. When recruiters do get in–house assignments, it is almost always for an attorney with very specific skill sets in a particular discipline: SEC ’34 and ’36 Act, ERISA, pharmaceutical patents, FCC regulations and so on. They seldom use recruiters to find generalists.

8. Most often when a legal recruiter does get an in-house assignment, the hiring company wants a candidate with prior in-house experience. I think this is stupid, quite frankly, but it is what it is. As a career counselor, I once helped a law firm attorney land a position as a corporate general counsel. He then hired me as a recruiter to help staff his legal department. Like so many others, he only wanted attorneys with in-house experience. “But Bill,” I said, “you didn’t have any in-house experience when they hired you.” “Yes,” he replied, “but that was different.”  OK, sure.

9. Recruiters are salespeople who are only interested in getting a fee. They do not care about your best interests, they care about their bank accounts. There is nothing wrong with this! They are paid to find people to fill positions. If you match one of their open positions, recruiters will try to get you to accept a job that you don’t really want so they can earn a commission. You are just a fee to them.

10. If you are at a career crossroads and are not sure what you want to do next professionally, recruiters cannot help you. Recruiters are not career counselors. They are not schooled in career assessment. They are not marketing professionals or trained resume writers. Most legal recruiters – in fact, every legal recruiter I have ever met – are former attorneys. They are deal-makers who try to find candidates who match an employer’s job specification.

Like many lawyers, you probably want to see “what else is out there” for you that is not another law firm job, that  frees you from the nastiness of litigation and billable hours requirements, and that provides a more collegial atmosphere, better quality of life, and a consistent income. If you expect to achieve this through a legal recruiter, then good luck! I wish you all possible success. Stranger things have happened and you might get lucky – but probably not.

As an attorney, you are smart enough not to take on cases outside of your area of legal expertise; you refer the case to other lawyers who are more qualified in that area than you. Don’t expect legal recruiters  to give you good counsel and assistance on issues that are not within their practice areas and which are outside their expertise.

Bruce Blackwell invited to be panelist

Bruce Blackwell, founder and Managing Partner of Career Strategies, has been invited to be one of three prsenters at a Bar Association seminar on career planning for attorneys.
The seminar, entitled “Starting Early: Your Career Plan,” is being sponsored by the New York City Bar Association. According to a panel organizer, Carol Welch of Pace University School of Law and a member of the Career Transition committee for the Bar Association, “The goal of the program is to instruct the audience on the importance of creating, maintaining and revisiting a career plan from the earliest days of their legal careers.”
The program, to be held December 7, 2011 in New York City, is the first in series of three that the Bar Association will be presenting in 2011-12 on the theme of “Starting Early.” The other two sessions will be on “Business Development” (Dec. 19) and “Building Your Brand” (Jan. 19, 2012).
“I think it is wonderful that the Bar Association has recognized the need for younger attorneys to start planning their careers, building personal brands and learning the ins- and- outs of rainmaking,” said Blackwell, who has counseled several thousand attorneys on career transitions.
“So often,” he noted, “lawyers don’t really have career plans except to hope for the best and try to grow within their firms. Many of my clients have been totally at sea when they suddenly find themselves having to compete for jobs against other lawyers with similar credentials and experience. They have no ‘brand identity,’ no way to stand out from the pack.
“Even more shocking to many, especially when they become partners, is that they are no longer given work — they have to go out and generate work! They are often totally unprepared to be rainmakers. Young men and women don’t go to law school because they want to be salespersons … but succeeding in the legal profession means you also have to succeed in the sales profession.”
Career Strategies has traditionally focused on the career needs of attorneys in mid-life, but increasingly over the last few years has been assisting much younger lawyers on career development issues.

Bruce Blackwell, founder and Managing Partner of Career Strategies, has been invited to be one of three prsenters at a Bar Association seminar on career planning for attorneys.
The seminar, entitled “Starting Early: Your Career Plan,” is being sponsored by the New York City Bar Association. According to a panel organizer, Carol Welch of Pace University School of Law and a member of the Career Transition committee for the Bar Association, “The goal of the program is to instruct the audience on the importance of creating, maintaining and revisiting a career plan from the earliest days of their legal careers.”
The program, to be held December 7, 2011 in New York City, is the first in series of three that the Bar Association will be presenting in 2011-12 on the theme of “Starting Early.” The other two sessions will be on “Business Development” (Dec. 19) and “Building Your Brand” (Jan. 19, 2012).
“I think it is wonderful that the Bar Association has recognized the need for younger attorneys to start planning their careers, building personal brands and learning the ins- and- outs of rainmaking,” said Blackwell, who has counseled several thousand attorneys on career transitions.
“So often,” he noted, “lawyers don’t really have career plans except to hope for the best and try to grow within their firms. Many of my clients have been totally at sea when they suddenly find themselves having to compete for jobs against other lawyers with similar credentials and experience. They have no ‘brand identity,’ no way to stand out from the pack.
“Even more shocking to many, especially when they become partners, is that they are no longer given work — they have to go out and generate work! They are often totally unprepared to be rainmakers. Young men and women don’t go to law school because they want to be salespersons … but succeeding in the legal profession means you also have to succeed in the sales profession.”
Career Strategies has traditionally focused on the career needs of attorneys in mid-life, but increasingly over the last few years has been assisting much younger lawyers on career development issues.

Bruce Blackwell, founder and Managing Partner of Career Strategies, has been invited to be one of three prsenters at a Bar Association seminar on career planning for attorneys.The seminar, entitled “Starting Early: Your Career Plan,” is being sponsored by the New York City Bar Association. According to a panel organizer, Carol Welch of Pace University School of Law and a member of the Career Transition committee for the Bar Association, “The goal of the program is to instruct the audience on the importance of creating, maintaining and revisiting a career plan from the earliest days of their legal careers.”The program, to be held December 7, 2011 in New York City, is the first in series of three that the Bar Association will be presenting in 2011-12 on the theme of “Starting Early.” The other two sessions will be on “Business Development” (Dec. 19) and “Building Your Brand” (Jan. 19, 2012).“I think it is wonderful that the Bar Association has recognized the need for younger attorneys to start planning their careers, building personal brands and learning the ins- and- outs of rainmaking,” said Blackwell, who has counseled several thousand attorneys on career transitions.“So often,” he noted, “lawyers don’t really have career plans except to hope for the best and try to grow within their firms. Many of my clients have been totally at sea when they suddenly find themselves having to compete for jobs against other lawyers with similar credentials and experience. They have no ‘brand identity,’ no way to stand out from the pack.“Even more shocking to many, especially when they become partners, is that they are no longer given work — they have to go out and generate work! They are often totally unprepared to be rainmakers. Young men and women don’t go to law school because they want to be salespersons … but succeeding in the legal profession means you also have to succeed in the sales profession.”Career Strategies has traditionally focused on the career needs of attorneys in mid-life, but increasingly over the last few years has been assisting much younger lawyers on career development issues.

How to prepare for an interview

According to Job Seekers Weekly, before the recession it used to take an average of three interviews to get one offer. Now it takes 17 interviews. Shorten your search by preparing diligently for an interview. Research the company, the decision-makers and the job requirements. Prepare your “success stories” to show how your background and skills can meet the needs of the employer. Anticipate the questions that they are likely to ask and be especially ready to handle the questions that you don’t want them to ask. The winner isn’t the person who is most qualified for the job – the winner is the person who best shows the value that they can bring to their employer.

Five Common Interview Questions You Should Have Answers Ready For

Since today’s job market is more competitive than ever, you need to be prepared to wow an interviewer as soon as you walk in the door. Differentiating yourself from your competition is crucial, whether you are applying for corporate attorney jobs or fast food fryer positions. A key step to preparing for an interview is having appropriate responses ready for common interview questions. Below are five common interview questions that almost every interviewer asks, as well as suggestions for appropriate responses:

  1. Tell me about yourself. This is more of a statement than a question, but it is a standard request for which you should have a prepared answer. Focus your answer on the aspects of your career that are on point with the job for which you are interviewing. Do not recite your job history … hit them with your best shot!  Don’t ramble, and keep it fairly short.
  2. What is your greatest weakness? This is probably one of the most common interview questions that interviewers ask – and it is kind of a trick. Don’t think  you can fool the interviewer by disguising a positive as a negative, e.g. “I spend a lot of time paying attention to details, but I just like to make sure all of the Ts are crossed and the Is are dotted.” This will be taken as self-serving BS. Instead, cite a real negative but one that you are working to overcome. Example: “I used to be afraid of public speaking but I went to a Toastmasters course and now I am much more comfortable with it.”
  3. Why do you want to work for this company? This is a popular one with corporate attorney jobs – you need to know what about the company is different than its competitors, and the only way to do that is to do some homework. Find something unique about the company’s corporate culture or business model, and make sure it is nothing obvious that lots of interviewees will also cite. Again, you want to stand out from the competition, not blend into it.
  4. Why did you leave your current position? Whatever you do, do not hint that it had something to do with not getting along with your bosses or co-workers. Try to frame it in a positive way, if you can. Don’t talk poorly of your previous employer, no matter how badly you hated your job.
  5. Do you have any questions for me? This is probably the most important out of the common interview questions you’ll be asked. We recommend that you actually ask questions at the beginning stages of the job interview … things like the mission for the position, the immediate challenges and so on. Show that you know a great deal about the company and its competitive environment by the nature of the questions that you ask. Do not ask questions about compensation or benefits … this will come later when you are discussing an offer. The time you invested in researching the company and developing good questions could be what lands you the job.