There’s no lack of advice these days about what lawyers should be doing to get clients or run their practices. And you take it. You take the advice of the former lawyers with no clients or practices, or the perennial failures who understand that lawyers are gullible when it comes to advice about making money. But still, you take it, or God forbid, pay for it.
So you create a Facebook Fan Page for your law firm and ask everyone to “like” your page. You go on LinkedIn and join groups. You go on Avvo.com and ask lawyers to endorse you. Your website is “awesome” and you’ve got an e-mail newsletter campaign going. Offline, you do the Bar association networking circuit. You’ve met some people for lunch, and you even had an article published. By the way, you’re also a good lawyer and have some happy clients.
But the phone isn’t ringing, or isn’t ringing enough. You get to the point of frustration, and start thinking of discontinuing part of your marketing, or worse, closing your practice.
Let’s be honest, some of you won’t make it. You’re decent lawyers but have no business sense. Some lawyers need to work for someone else. That’s why we have Biglaw, so really smart people with no ability to make a buck on their own can pretend they are superior.
Let’s say though that quitting is not an option, but neither is continuing on this path. You’re just trying to figure out which of the half-dozen things you’re doing is worth continuing, and what else you need to do.
So I’ll take a stab at it. My apologies for being a lawyer with clients and a practice, as I know I’m not the typical guru selling you on the dream….
You know that there are a lot of holiday parties going on when planning to hang at another one starts to feel like a burden. Even if there’s karaoke involved. This is what happens when bar associations seem to have forgotten that there is now newfangled technology such as email and phones that can be used to avoid scheduling their holiday parties all during the same one week in December. Yes, I’m looking at you, NY/NJ minority bars.
Networking in festive environments is kind of like opening a nicely-wrapped holiday gift. It’s out of the ordinary and there’s a bit of surprise involved. But as with gifts, you don’t find out until after you’ve engaged someone new in conversation whether it’s just what you were hoping for or kind of… meh.
As with many things in life, preparation is key. Preparing for cocktail schmoozefests is easy. Look your best — clothes, hair, teeth — looking fabulous will help you to feel more confident as well. Have an interesting elevator speech ready and bring lots of business cards.
Ed. note: Gradenfreude is a new series chronicling a recent law school graduate’s life after attending an unranked school. Feel free to email the author at TristanTaylorThomas@gmail.com, and he’ll respond ASAP. After all, it’s not like he has anything better to do.
In law school, we all learn that networking is a valuable tool, especially in today’s vastly oversaturated job market. So now, as an underemployed graduate, I think back to what I could have done differently to make a better impression and really get noticed by a potential employer.
Sometimes I can be a little too shy and reserved, which can be perceived as a lack of self-confidence. I have a tendency to ramble on about minor details, and potential employers hate it when you can’t see the big picture. When I am put on the spot or get too nervous, I can lose my internal coffee filter and begin to say things — things which may or may not be completely inappropriate — without fully thinking them over.
With amazing characteristics like these, isn’t it shocking that I had to resort to working in retail?
Ed. note: This column will be about entertainment, the law, and the intersection of those two things. If you know of a law-related personality you’d like to see interviewed here, please contact us.
Staci here. This week, Sam was lucky enough to attend the Emmy Awards out in California. From that experience, he learned that in order to get a foot in the door in the world of entertainment law, you have to be a networking star. Go to as many networking opportunities as possible, because if you’re just starting out, showing your face is how you’ll be able to build your base, and let the entertainment world know that you’re available for legal representation.
For some fun footage from the Emmy’s, check out this week’s edition of Mr. Legal Entertainment….
If you talk to recruiters, they’ll tell you that lawyers are terrible networkers. There just seems to be something about the personality of lawyers that makes them either afraid to strike up conversations with contacts or unable to proceed like normal humans when they do.
Some people I’ve talked to suspect that the problem comes from legal training: the adversarial nature of law makes people look at networking as a zero sum game instead of a mutually beneficial relationship.
I think there’s also something to be said about the way this generation communicates. If they send you an email or a text, they expect a response, immediately. If you don’t respond, that must mean you didn’t receive the message. So they either don’t follow up, or resort to networking by badgering.
I’ll tell you one thing, though — “badgering” won’t get you anywhere with the administration at Yale Law School. That’s a lesson a prospective student learned the hard way…
This past week, I was in Chicago for a national conference of professional responsibility lawyers. We usually meet in the same city and at the same time as the ABA, as we have many dual members (no, not at the same time as ABA toy tech show — I’m talking about the ABA meetings where real lawyers discuss law and policy). So although I don’t attend the ABA meetings, those that do come over to our conference and vice versa.
One of the benefits of attending national (real) lawyer conferences as a small-firm lawyer with a real practice (not the social media conferences where broke and unemployed non-practicing lawyers hang out in the vendor hall), is that besides learning something, you have the ability to network and develop relationships that may turn into referrals. I hear lawyers talk about not going to conferences because of the cost. The cost, including transportation, hotel, and conference tuition should usually be no more than $1,000-$1,500. If investing that amount of money in your firm is not worth it, then you are doomed to be nothing. Stop reading now and go work on your internet presence….
Elevator speeches aren’t just for elevators anymore. I mean, when’s the last time you’ve actually used one in an elevator? And not afterwards gotten a look that said, “Please, can’t you see that I’m pretending to be really interested in what’s on that teeny tiny news screen up there?”
It’s rare to hear a good elevator speech these days, even if it’s just the two of you in that little box with no TV screen available for refuge. (Thank goodness for iPhones.) Here are some of the typical speeches I hear: “I do commercial litigation at Biglaw firm.” “I work at a mid-sized hedge fund in New York.” “I’m interning at Attorney General’s office this summer at the division of civil rights.”
These are just the short versions. The longer versions aren’t much better. They’re just longer (guess whose this one is…): “I work at a travel and hospitality company doing general transactional work, such as commercial contracts, M&A, business development, and advertising and social media.” Yawn….
I had lunch recently with a guy who’s looking for an in-house job. He was complaining about how tough this is: “Recruiters don’t do you any good. They’re focused almost entirely on moving lawyers between law firms; they don’t know about in-house jobs. The recruiters who get retained to do job searches for corporations are working for the corporation, not you. If you don’t match the criteria the corporation laid out, they don’t want to talk to you. How the heck does one land an in-house job?”
Surprisingly, I’d never thought about this issue. (I wasn’t looking for an in-house job — or, indeed, any job at all — when I landed in my current position.) Because I’d never considered how one obtains an in-house job, I had no idea what the answer was. So — always thinking of you (and searching for blog fodder) — I picked the brain of a headhunter-friend.
How, I asked the headhunter, should a lawyer go about looking for an in-house job?
One of the benefits of presenting to large groups of in-house lawyers is meeting large groups of in-house lawyers. I am happily ensconced here in my job, but I have never stopped networking. I never miss an opportunity to make a connection, or to make a friend. I try very hard not to burn bridges, and I always examine job opportunities when they come to me. You read that right. Look, things happen, things change, and things can go bad. If you haven’t kept up your networking simply because the economy sucks and the job market stinks, you’ve been doing yourself a huge disservice. I’ll say just two words: Kodak and Dewey. It sounds like a bad horror film ad but “no one is safe.”
When I started practicing law, the paradigm of one job for one career was already long gone. Most commercial lawyers today engage in a sort of pinball training, bouncing from one gig to the next, and picking up whatever knowledge they can before settling into a position with some semblance of permanence. I am very fortunate to have landed here, but even so, I am a much better in-house counsel now than when I started.
Let’s say that it takes a year to two to become fully capable of handling the job you have. If you have been practicing more than ten years, as I have, that’s around five or six years of hard core ability. I am not referencing simple knowledge of the rule against perpetuities, but the ability to use the RAP like Ginger Rogers — backwards and in heels. But, that’s the actual practice of law, and networking experience should only get better by the year. So, I have about twice as much experience networking as I do practicing. And so should you….
It is hardly shocking that a woman who chooses to operate under a pseudonym is an introvert. If left to my own devices, I would stay at home watching television and looking out my window. I am talking Boo Radley here.
Unfortunately, momma’s got to earn the money to pay the cable bill, so I must force myself out into the world. Oh, and momma needs a new job, so I have to do the single most painful thing a girl like me must do. No, not hook. I must… NETWORK.
In the past, when attending networking events, I would bring a friend, get drunk on cheap chardonnay, and leave without speaking to anyone new. That is apparently the wrong way to network. So, recently, I decided to really put myself out there: I have started attending networking events (well, at least one networking event) alone. I got there late, hung alone in the corner awkwardly playing with my phone, drank cheap chardonnay, and left without speaking to anyone new. Alas, it was time for me to ask for help…
Luckily for me, I did not have to search far for advice on networking. There are thousands of listicles about how to network. Most of them were useless (e.g., they suggested foregoing chardonnay), and most were geared towards people who did not consider “fear of public speaking” as a scarier thing than death. (Yes, I am one of those people.) Thanks to my LinkedIn news suggestions, I discovered a subset of networking articles geared towards introverts. The advice was earth-shattering….
Ed. note: The Asia Chronicles column is authored by Kinney Recruiting. Kinney has made more placements of U.S. associates, counsels and partners in Asia than any other recruiting firm in each of the past seven years. You can reach them by email: firstname.lastname@example.org.
Please note that Evan Jowers and Robert Kinney are still in Hong Kong and will stay FOR THE REMAINDER OF THIS WEEK. We still have a handful of available slots for meetings with our Asia Chronicles fans. If we have not been in touch lately, reach out and let us know when we could meet! There is no need for an agenda at all. Most of our in-person meetings on these trips are with folks who understand that improving a legal practice through lateral hiring is an information-driven process that takes time to handle correctly.
Regarding trends in lateral US associate hiring in Hong Kong, we of course keep much of what we know off of this blog. Based on placement revenue, though, Kinney is having one of our most successful years ever in Asia. We are helping a number of our law firm clients with M&A, fund formation, cap markets, project finance, FCPA and disputes openings. These are very specific needs in many cases, so a conversation with us before jumping in may be helpful. As always, we like to be sure to get the maximum number of interviews per submission, using a well-informed, highly targeted, and selective approach, taking into account short, medium and long-term career aims.
Making a well informed decision during a job search is easier said than done – the information we provide comes from 10 years of being the market leader in US attorney placements at the top tier firms in Asia. There is no substitute for having known a hiring partner since he/she was an associate or for having helped a partner grow his or her practice from zip to zooming, and this is happily where we stand today – with years of background information on just about every relevant person in all the markets we serve, and most especially in Hong Kong/China/Greater Asia. So get in touch and get a download from us this week if we can fit it in, or soon in any case!
The legal industry is being disrupted at every level by technological advances. While legal tech entrepreneurs and innovators are racing to create a more efficient and productive future, there is widespread indifference on the part of attorneys toward these emerging technologies.
When the LexisNexis Cloud Technology Survey results were reported earlier this year, it showed that attorneys were starting to peer less skeptically into the future, and slowly but surely leaning more toward all the benefits the law cloud has to offer.
Because let’s face it, plenty of attorneys are perhaps a bit too comfortable with their “system” of practice management, which may or may not include neon highlighters, sticky notes, dog-eared file folders, and a word processing program that was last updated when the term “raise the roof” was still de rigueur.