Full Description
Moving from one law firm to another is the most significant career decision an attorney can make. In this tell-all book, seasoned legal recruiter Adam S. Weiss guides law firm partners-and aspiring partners-through the recruiting process. Using example situations and the experience gained from two decades as a lawyer and legal recruiter, the author explains exactly how you can receive the best possible lateral offers by creating the perfect market: one that makes firms compete for your practice. The book addresses the following questions, among many others: *Why is it a mistake to play hard-to-get with prospective firms? *What do firms mean by "platform" and why should this matter to you? *How does working with a recruiter help you maintain a superior negotiating posture? *What due diligence information are lateral attorneys asked to furnish? *Which four talking points should you always be sure to mention in interviews? *What are the top seven questions you will probably be asked in interviews? *How do you knock the dreaded question, "What are your weaknesses?" out of the park? *What are five safe questions you can ask during interviews?*What are the three top interview pitfalls-and how can you avoid them? *When should you discuss compensation? *What five hard questions should you ask only after receiving an offer? Full of concrete advice and accessible strategies this book is a must-read guide for lateral attorney candidates, hiring partners, firm recruiting staff and headhunters alike.
Contents
About the Author ix Preface xi The Quite Illustrative Story of Joe Lateral xiii The Situation xiii The Strategy xiv The Action Plan xiv Winning Results xv Joe Lateral-Conclusion xvi Chapter 1 Introduction 1 Why The Lateral Lawyer Can Be Valuable to You 4 Roles and Interests of Participants in the Lateral Lawyer Process 6 Law Firm Partners at Large Firms (Am Law 200 Firms) 7 Law Firm Partners at Smaller Firms (Non-Am Law 200 Firms) 8 Law Firm Hiring Committee Members 11 Associate Attorneys 12 Law Firm Recruiting Staff 12 Professional Legal Recruiters 13 Why This Book Is Necessary-and Why You Should Read It 14 Potential Objections to The Lateral Lawyer 16 Chapter 2 Choosing and Using a Legal Recruiter 19 Differences Between Recruiting at the Partner and the Associate Levels 19 When to Use a Legal Recruiter 20 How to Choose a Legal Recruiter 24 Be Picky 24 Look for Relevant Experience 25 Determine Specialization 26 Don't Be Promiscuous! 26 Seek a Recruiter with Knowledge of the Process 27 Work with People Who Prioritize Your Interests, Not Their Own 28 Find a Patient, Thoughtful, Insightful Listener 28 Work Only with Someone Who Is Relationship-Oriented, Not Transaction-Oriented 29 Chapter 3 Goals of the Recruiting Process 31 Long-Term Goals 31 Long-Term Goals of the Hiring Law Firm 31 Long-Term Goals and Considerations of the Partner-Level Candidate 33 Long-Term Goals and Interests of Other Parties 37 Immediate Goal of Law Firm Partners: To Create Value-Maximizing Markets for Their Practices 38 Chapter 4 The Lateral Partner Recruiting Process 43 Overview 43 The Beginning 44 The Middle 44 The End 45 Beginning the Process: The Referral 45 Sample Referral E-mail 47 The Middle of the Process, or the Discovery/Due Diligence Phase 49 The Initial Interview 51 Lateral Partner Questionnaires (LPQs) 53 Follow-up Interviews 57 Preparation 58 Talking Points 59 Interview Agenda 61 What Not to Discuss 63 A Few Questions That Are Appropriate for a Candidate to Ask in Interviews 64 Presentation and Appearance 65 Listening 66 Pitfalls, or Common Reasons Why Candidacies Fail (And How to Use Interviews to Overcome Them) 66 References 67 The End of the Lateral Recruiting Process: Formulating and Negotiating an Offer 68 Sample Offer Letter 69 Turning the Tables When an Offer Is in Hand 72 Asking the Hard Questions, at Last 72 Due Diligence Checklist 73 Creating a Market Among Competing Offers 73 Deciding Among Offers 75 Chapter 5 Case Study of Caesar Desist, Lateral Partner Candidate 77 Example 77 Situation 77 Action Plan 79 Referral E-mail 80 Caesar's Initial Interview with Ralph Waldo, San Francisco Office Managing Partner of Copley Kenmore 81 Copley Kenmore's Due Diligence on Caesar Desist 82 Caesar's Follow-up Interviews with Copley Kenmore Partners 89 Results 91 Chapter 6 Transitioning to the New Firm 93 Conclusion 94 Appendix Ethical Considerations 97 Model Rule of Professional Conduct 1.6(b)(7) and Revelation of Information Relating to the Representation of a Client 98 The Lateral Partner Candidate's Duties to Current Partners and Others 102 Index 105
