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Recruiter-Law Firm Relationships


It makes you more likely to be viewed as just another name on a check and to get your candidates considered for the top positions by forming relationships with firms, even when they are not necessarily the traditional star candidate.

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									   CAREER COUNSELOR’S CORNER                                                                                                      1. 800. 973.1177

Recruiter-Law Firm Relationships
[BCG Attorney Search]
Forming relationships with firms makes you more likely to be viewed as just another name on a check - and more likely to get your candidates considered for
the top positions, even when they are not necessarily the traditional “star” candidate.

The first and most important step of the legal       today are not merely interested in filling a        or Managing Partner as a person as well as a
recruiting process, building long-term client        position, but also in shaping a more produc-        client. By sharing with your client appropri-
relationships with law firms, is too often ig-       tive legal structure for the future. At the end     ate information about one’s own personal
nored or underestimated by many recruiters.          of the day, a recruiter’s overall fulfillment       and professional backgrounds, the recruiter
Strong relationships are what allow a firm to        should be the ability to say that they made         places both the client and the recruiter on
trust a recruiter with their hiring decisions        a substantial enhancement in the career of          common ground. In doing so, the client rec-
and are actually critical to any recruiter’s         their candidate by assisting their clients in       ognizes not only the recruiter’s understand-
effectiveness. Building this trust is far more       building a great firm that is able to attract,      ing and appreciation for the intricacies of the
rewarding than making an individual deal             develop, excite and retain exceptional law-         legal market in which we operate, the firm’s
or placement, although it often takes much           yers to better serve its clients.                   culture and overall practice, but an under-
more effort and consideration for the client’s                                                           standing of the recruiter as a person as well.
needs. To this end, a good recruiter must            The magical question is how does a recruiter        In cultivating and nurturing this relationship,
always look to deepen its business relation-         set themselves apart from the competition?          the firm will ultimately see that making the
ships into partnerships and take into account        What can one say to a particular client that        right hiring decisions are clearly vital to the
whether an attorney they represent will ben-         has not already been said by their competi-         firm’s future and that they now have a new
efit their partners as much as that attorney’s       tor?                                                member of their legal family to assist them
placement will benefit their own interests.                                                              in fulfilling that objective.
                                                     Forget about cookies, a fancy fruit basket
The trusted recruiter is a direct extension of       or candy. The single greatest factor driving        Building professional client relationships
a law firm and the success of that firm must         effective client relationships, including sales     which add value to the firm can lead to long-
be the first consideration when submitting           effectiveness, is the level of trust in the rela-   term, profitable and personal relationships,
any candidates to enter their hiring process.        tionship. In order to achieve this, a recruiter     an expansion of the firm’s business and that
By recognizing that a firm stands or falls on        must recognize the ability to strengthen their      of the recruiter and/or search firm. This
the quality of its lawyers, the recruiter rein-      client relationship service without neces-          competency involves building a solid, mutu-
forces the quality and scale of its relation-        sarily focusing on the sale. Office Adminis-        ally respectful partnership, delivering service
ships by also understanding that this same           trators and Managing Partners are totally           that exceeds the expectations of the client
rule applies regarding the quality of his/her        put off by a recruiter who lacks passion,           and by building and expanding both business
services and the reputation of the search            confidence, expertise and knowledge about           and personal long-term relationships.
firm that they represent.                            their profession and who merely approaches
                                                     the business with thoughts of a “sale” or a         Fundamentally, remember one thing -- the
In the reality of today’s economy, a re-             “placement”.                                        recruiter with the best relationship will get
cruiter must recognize and understand                                                                    that firm’s business over and over again!
the law firm’s hesitation of exploring legal         In order to establish the foundation and            Extraordinary success is only as far away
search firms for their hiring needs. A pivotal       platform for a long-term relationship, a re-        as the kind of investments you make in your
element of any recruiter’s success is to             cruiter must first establish trust. A true and      relationships with your clients. Remem-
understand that their growth is tied in with         loyal client is one that believes in you (the       ber that the legal arena is small, but your
their client’s growth. The day of moving one         recruiter) and that ultimately believes that        reputation is far greater. For every invest-
lateral from one firm the next is, in essence,       you have an interest in their firm’s overall        ment you make in any potential relationship
a thing of the past. The industry has changed        success. A recruiter must understand the            that investment with that one client may lead
dramatically and so have economics. Firms            Office Administrator, Recruiting Coordinator        to future referrals to other firms, increased

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   CAREER COUNSELOR’S CORNER                    1.800. 973. 1177

value in the eyes of your client, retained
searches or possibly exclusives, and finally,
increased revenue.


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