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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.
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 PAGE 1 continued on back CAREER COUNSELOR’S CORNER 1.800. 973. 1177 value in the eyes of your client, retained searches or possibly exclusives, and finally, increased revenue. PAGE 2
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