If you’re a woman, the deck may be stacked against you

While women are making some headway in the partner world, there is still a long way to go.  “Women work just as hard as men, but are overlooked many times for partner,” said Delia Swan, president of Swan Legal Search.  “It’s amazing that this is still happening in 2012, but that’s the sad reality.  Certainly, there are many more women partners than there were 30 years ago, but the numbers (of men and women) aren’t yet equal.”

Dedicate a decade (at least) to your partner goal

A recent study found that about it takes an average of 10 years to become a partner at a big law firm.  Of course, some attorneys make it in less time while others take longer.  “In every firm, a lawyer needs to prove herself worthy of partnership,” said Swan.  “There are so many different ways that the firm will be testing the attorney, but mostly it will rely upon hours billed, revenue generated for the firm and dedication to the job.  Attorneys on the partner track quickly learn that making the firm top priority at all times will certainly help on the rise to the top.”

Get ready to make money – for the firm

Most firms are looking for someone who can be a money-maker.  A partner’s salary is high, and the expense needs to be justified.  The more money an associate can bring to the firm, the more money other partners are willing to give.  Therefore, bringing cases can be huge help when an associate is looking for partnership.  “In most cases, it’s not enough just to be a great lawyer,” Swan said.  “The firms are looking for more than that.  They want to know that an attorney can support his own salary and still provide for the firm.  This is crucial.”

Be prepared for more of the same:  crazy billable hours

If an associate achieves the partner goal, she should be prepared to bill like crazy.  In many cases, being named as a partner is just the beginning to the hours and dedication expected.  This is one mountain that, at the top, presents another mountain.  An associate should be prepared to work just as hard as ever, if not harder.  There’s no cruising when it comes to Big Law partners.  The fun has only just begun…

“The flailing economy and the business of law firm management are reasons that many partners are going to be leaving this year,” predicts Delia Swan.  “Talent is less important, it seems, than the ability to generate revenue.  Thus, those who still hold dear the honorable, old-fashioned practice of law and feel they’re over-charging clients will want to rectify this and will seek out firms with lesser hourly rates.”

In addition, the pressure is on at many law firms to produce a constant stream of business.  Many firms are pushing partners to generate more than $1M each year, while the salary earned by the partners isn’t increasing proportionately.  “Partners know that they can leave a big firm, keep their clients, charge the clients less and make more money.  It’s a win-win for the partner and client, but it’s a lose-lose for the law firm and the associates at that firm,” Swan said.

“Associates are left in a lurch, unless of course, they’re asked to join the departing partner.  Unfortunately, that is usually not the case in this market, since the new firm will likely have associates in its rank who will take on the new partner’s case load.  So, the associates at the old firm are left without work and without the opportunity to move to a new firm with the partner.  It can be devastating.”

As a result, associates who are left behind have to work even harder to make sure they stay busy and become invaluable to the firm.  In many cases, this means that the associates need to find work within the firm and start figuring out how to generate business on their own – outside of the firm.  Associates are “growing up” quickly in the big firm environment.

“Typically, associates aren’t expected to be generating cases until they’ve worked for years at the firm.  The firms aren’t pushing business development onto associates, but the associates who want to stay in the firm and make partner see the writing on the wall,” Swan said. “They need to make money for the firm, or they may find themselves off the partner track.”

What does this mean for partners and associates?  This year will certainly mean changes for the structure of many firms.  Associates will be working harder than ever and may have expectations placed on them beyond their typical workload.  However, associates who can step up to the plate and deliver decent legal work and a great book of business may step into the role of partner more quickly than ever.

Reverse mentoring (as this trend is known) can be a wonderful experience for associates and senior-level executives.  Each party learns so much and begins to appreciate the other’s position within the company.  Although some may nay-say, it’s possible that this trend may continue in the law firm environment.

As has been the case for a couple of years, the social media and internet portions of law firm revenue generation has been incredibly important.  Everyone, associates and partners, alike, are getting involved.  However, some of the more experienced partners are having a hard time understanding exactly how the game is played.  This is a perfect opportunity for associates to show value and volunteer to reverse mentor the partners.

“I’ve seen some of the most amazing business connections happen through LinkedIn,” said Delia Swan, principal at Swan Legal Search.  “It’s clear that social media is quickly becoming a very lucrative marketing tool used by law firms.  Partners are beginning to realize this, and they want help from some of the younger associates.  It’s a great way for associates to really add value to the firm in addition to their regular work.”

Since 2008, it’s been a difficult road for many associates.  Layoffs have occurred in record numbers, and the number of new associate openings has been slow.  Things are beginning to look up now, according to Swan, but there is always room to show how invaluable an associate is to the firm through his or her ability to generate revenue and understand the workings of the law firm business.

“Whenever associates go above and beyond the call of regular duty, partners take notice,” said Swan. “Partners want to keep associates who understand how important revenue generation is to the firm and want to help bring in business.  Showing partners how to bring in more business and effectively use social media to do that are two ways that associates can help their careers and add value to the firm.”

For even more information on how social media can be used to generate revenue for your firm, check out some of our older posts or contact us!

1. Things are finally, finally looking up in the legal market.  In 2011, we saw an increase in legal jobs across a variety of practice areas.  It’s possible/probable that many associates noticed these increases in their firms.  This is fantastic news even for those associates who already have a job.  Now they have the option of making a lateral move much more easily.  Partners are more willing to hire and more willing than ever to look at associates with 1-3 years of experience.   Associates with more experience will also benefit by being able to negotiate a higher starting salary than one year ago.
2. The market is on the other side of the worst legal market in decades.  It wasn’t easy, and it most likely brought doubt into the minds of many an associate, but it appears that the market has taken an up-turn.  Although we see the legal market move cyclically (the beginning of each decade seems to have a down cycle), this was certainly one of the worst we’ve seen in decades – and associates can take pride in the fact that they survived.  The upside to this struggle is employability.  Although associates may not be aware of their flexibility and adaptability, employers are.  They know that associates who worked and thrived in this market have the stamina, the tenacity and the sheer willpower to keep going.  These traits make for excellent attorneys, and the best hiring partners know this.
3. Mergers have, in some ways, helped.  Associates working in a firm that acquired or was acquired this year should definitely give thanks.  California was a hotbed of activity when it came to mergers and acquisitions this year.  As a result, many of the acquired firms actually grew in numbers.  Numerous acquisitions were made by larger firms without a strong West Coast presence.  Now that these larger firms have the “California office,” they will likely be expanding their presence.  This means more jobs and more opportunities for associates throughout California.
4. Experience has increased among associates.  The last two years have been learning experiences for many attorneys – both personally and professionally.  Many associates learned more about the law than they would have two years ago because of cuts in staff and resources.  As a result, the associates’ resumes likely show much more experience and expertise now than associate resumes a mere five years ago.  This makes today’s associates more desirable.

1. Make sure you know what you want.  Do you want to stay in the same practice area or switch?  What type of law firm environment are you looking for?  Do you want to try for a position at biglaw, a firm with only a few attorneys or something in the middle?  This step is absolutely crucial when thinking about making a move.  Once you’re focused on the practice area and the type of firm, things will start moving in the right direction.
2. Sell yourself.  What can you offer a firm?  To make a successful lateral move, you’ve got to start thinking like a law firm.  Why would they want to hire you?  What can you provide for the firm that is above and beyond other lawyers?  Write down your “unique selling proposition” and really edit it into one succinct, but powerful, sentence.  Make sure to include this in your cover letter or interview.
3. Start taking steps before you talk to a firm.  Once you know what you’re looking for and what you can offer, start moving in that direction on your own.  Don’t wait for a firm to come in and sweep you off of your feet.  Take proactive steps and good things will come!  Email your family, friends, ex-classmates, former co-workers and anyone else who will read your message, and let them know exactly what you’re looking for and what makes you perfect for that position.  Get active on LinkedIn and connect with people.  Remember, getting a job (particularly at the partner level) is primarily about relationships.  The more people with whom you have a relationship, the better your odds of landing your dream position.
4. Network.  It’s a dirty word for most attorneys, but it’s the way that most people hear about new opportunities.  Get out there and speak with fellow attorneys.  Let them know what you’re looking for and what you can offer a firm.  Chances are, you’ll hear about a few positions that may work out for you!
5. Get all of your successes on paper.  A resume is great, but even more impressive to a law firm is having a list of your successes. Do you have a book of business, any published cases, particularly interesting “wins”?  All of these things speak volumes about your ability, and your successes let a law firm know what they can expect from you.

Now that you’ve got everything together, it’s time for the job hunt.  Of course, that’s where we can help!  Please contact us today to hear about job opportunities and how we can help connect you with the right firm.

It seems that most of those surveyed thought that litigation would increase in the near future, although the answers about why the litigation would increase varied. More regulation, company growth and the poor economy where several of the top answers.

Among the respondents, regulations have caused more of them to retain outside legal counsel in 2011 than in 2010.  And, the trend is predicted to continue.  Approximately  1/3 of U.S. respondents expect litigation to increase next year. By sector, both insurance and energy led the way in expecting an increase in regulatory proceedings.

For you, the litigation attorney, this is great news!  If the respondents of this survey are correct, litigation opportunities will increase throughout 2012.  If you’re ready for a jump to a new firm or a new practice area, please contact us.

“It’s true that we’re seeing an increase in intellectual property positions throughout the state,” Swan said.  “This is an area of law that we don’t see slowing down anytime soon.”  In particular, Swan said, she is seeing a lot of positions for lawyers who have experience with the technology sector in the Silicon Valley area.

“From what we at Swan Legal Search have seen, IP attorneys are more in demand now than they have been at any time in the last few years.  This is great news for patent attorneys and other IP lawyers who have an EE, CS or physics background.”  Just a quick review of the search engines for IP jobs produces a slew of recent hires and need-to-hires.

“This is a very exciting time for attorneys.  We are starting to see a real increase in jobs across the state,” Swan said.  “It appears that California lawyers have something to celebrate – finally!”

So, what does this mean for you?  If you have patent and IP experience, now is the time to start thinking about making a move.  There are definitely jobs to be had, and firms are ready to hire.  Be sure to get your resume in order, brush up on your interviewing skills and don’t forget to contact us.  We’re in the know about IP jobs throughout the state, and we’re here to help you get the job you’ve always wanted!

You’ve seen all of our tips for a great resume and tips for a great interview.  Now it’s time to put these into play.  Here are a few things to keep in mind in this new marketplace. (It’s a bit different than the last time you were “out there,” particularly for partners.)

1.     Be prepared to answer a lot of questions about yourself.  Law firms are hiring, but they are only hiring the right attorney.  They want to make sure that the hire they make will be exactly what they need.  After all, hiring someone is expensive, and laying them off a few months later is even more expensive.  Therefore, they’re going to be asking even more questions than usual, so be ready to talk about yourself quite a bit.

2.     Have some information about what you can bring to the table.  Ask not what the law firm can do for you, but ask what you can do for the law firm.  That is definitely the mantra of all hiring partners these days.  You should be able to tell them how you plan to generate revenue for the law firm.  Even if you’re an associate, you should have a long-term plan.

3.     Know your stuff.  You’ve always know that it’s important to ask a few questions and know about the firm.  Those things are even more important today. As outlined above, these hiring partners want to make sure that you are the perfect person for the firm.  The more interest you show in the position and the more you know about the firm and exactly what they’re looking for, the better.

Please let us know how your interviews are going.  We’re always anxious to hear from the front lines.  Of course, if you’re ready to get out there and aren’t sure where to start, please contact us.  We’re lawyers helping lawyers, and we’re ready to help you!

Even in the best economic climate a law firm is a competitive environment.  In a sea of shifting hungry laterals, partners are all seeking to maximize their individual talents and abilities.  In this market, the way to shine is by generating business for the firm.  Hourly rates are steep; annual billing requirements undermine attorneys’ dedication to pursuing their best and highest use.  The distraction of billing, which is largely indicative of compensation, ironically serves as a barrier to the real, more long-term job security gained by marketing, rain-making and business generation.  One cannot bill 2,000 hours – or have appearances of doing so – and maintain a devotion and commitment to client development.  Attorneys are left with two options: Bill like a banshee or reduce billable hours and spend some working hours marketing.  The former is more a short-term “fix”; it can be spotty, and screams “you’re only as good as your last case or deal” whereas the latter reaps longer-term rewards and engenders security.

Although billing is very time consuming, it’s imperative to make time each week to market yourself.  Schedule one hour per day to do nothing but attempt to generate business.  Look at it as an investment in your future at the firm and beyond.  Even if you’ve never brought a case, you have a chance to bring great value to your firm.  Throughout the next few weeks, we’ll be breaking down your time and help your marketing efficiency.  Here’s your schedule for the first week of rain-making.

1. Monday.  Look through your “address book” on your computer.  Organize all current or previous clients with which you personally dealt.  Make sure you have email addresses and phone numbers.  Do a little online research on these folks to see what they’re up to these days.  Have they moved jobs, started their own businesses, achieved a great success in their business, appeared in the paper/on TV for some reason?  Make a few notes for yourself on each of these current/previous clients.
2. Tuesday.  Pick two or three of the clients and send emails.  Don’t ask for anything, just check up with them.  Mention that you saw that they recently …. (fill in the blank.  Bought a business, moved their office, commented on a story on Larry King, etc.)  Congratulate them.
3. Wednesday.  Search your address books for your personal contacts — friends, family, ex-classmates from law school, former co-workers, etc.  – and send out a newsletter.  Let them know that you’re searching for new business.  Make it very clear what type of case you’d like.  Also, let them know that any type of leads would be helpful.  Maybe they don’t know anyone who needs a bankruptcy lawyer, but they know someone who knows someone…  These “friends of friends” connections can be amazing.  Be clear that you’re ready to meet folks who may need your legal services.
4. Thursday.  Look for events to attend.  You can look at websites for attorneys (CalBar.org, local bar associations, etc.), review charity sites, hobby sites, etc.  At this point in the game, it really doesn’t matter what type of event you attend, you just need to get out there and meet people.  Buy tickets or RSVP to at least 2 events that will occur over the next two weeks.
5. Friday.  Review blogs that pertain to your area of law.  Note that these blogs don’t have to be legal blogs.  Go to Google and type in your area of law and the word “blog.”  See what shows up.  Just do a little online research.  Make some notes for yourself and bookmark the blogs that you enjoy.

Marketing and rain-making can really be this simple.  Stay tuned for next week’s “rainmaking schedule.”  Your efforts will pay off over time.  Understand that these efforts rarely result in immediate success.  However, over the course of three months, you will have booked at least 65 hours marketing yourself.

For more tips on marketing yourself, contact us. We’re lawyers who have been helping lawyers for years.  We understand the pressures of billing and the importance of bringing cases, and we’re excited to help you in your journey.

Let us know the results of your first week of marketing yourself.  We’d love to hear from you!

As you know, simply checking websites and job posting sites isn’t enough to get the job of your dreams.  Think about it – everyone answers those ads.  The competition is fierce.  So, why not start your search in less obvious places and get a leg-up on the competition.  Here are our top eight ideas to get your legal job search off to a great start this summer.

1. Join a bar association in your city.  Joining the local bar association and getting actively involved is a great way to mix and mingle with other attorneys.  The more “face time” you have with other attorneys, the more opportunity to let them know that you’re searching for a new position.
2. Get social.  Social media is here to stay, and you should be a part of the trend!  Sign up for a LinkedIn account and a Facebook account.  Make sure to update your profile with relevant information and a professional picture. Start posting relevant information about the legal community you’d like to join.  Interested in an entertainment law job in Century City?  Start finding relevant and interesting information about entertainment law in the Los Angeles area.  You’ll find that people interested in the same area of law will start “following” you or inviting you to be connections/friends.  What a great way to meet other people with the same interests!
3. Clean up the legal resume.  No time like the present to review your resume and make sure that it’s in tip top shape.  Is all of your experience listed in a clear, concise manner?  Is your contact information current?  Be sure that anyone who glances at your resume for 30-45 seconds (the average time someone actually reviews a resume) will be able to accurately sum up your experience and achievements.
4. Contact your friends and family.  I know, I know.  You don’t have any lawyer friends the only attorney your family knows is you.  Hogwash.  You and your friends and family know many more people than you think you do.  Write a friendly email stating what you’d like to have (I’m looking for a senior associate position in a defense firm in Fresno) and your qualifications.  You’ll be amazed what happens when you get the word out to others.
5. Take a meeting.  Contact a lawyer who has your dream job and ask for an informational interview.  Even if it’s just on the phone, you will gather useful information for your job search and (more importantly) you will make another connection within your desired legal field/firm/city.  (It goes without saying that you need to be extremely mindful of the interviewee’s time.  Also, please follow up the meeting with a handwritten thank you note.)
6. Volunteer.  You’d be amazed how connected you can get simply by volunteering your time.   Join a program that makes you feel good, and make sure that you connect with other volunteers.  Let them know that you’re looking for a position in______ city in_______ firm in________ practice area.  Maybe the volunteer position actually has a connection to this dream job, or maybe the person knows someone who knows someone…. Either way, getting out in the community to help someone else and also get to know others is a key to getting the position you’ve always wanted.
7. Bring your book of business.  If you have a book of business, you’re irresistible to employers.  If you have a book of business – good for you!  You shouldn’t have a problem finding a fabulous position.  If not, work on building a book of business. Even a case or two will help your chances immensely.  Spend your summer trying to get one case.  You’ll be amazed how quickly you will change from the hunter to the hunted.

Good luck this summer!  If you need help, we’re only an email away.