Talk and Listen to Your Clients

The urgency of this is driven by several factors:

• The uncertainty about the future demand for professional services firms, law firms included. Clients are making their own plans in light of the fact that the country has gone to war. They are planning for worldwide changes that may occur. Is it business as usual or not? Can we safely work? How much has life—and business—changed as a result of September 11? It is likely, due to the recent tragic events and our country`s response, that some businesses will scale back initiatives that drive the need for legal services.
• Economic uncertainty abounds, with half of the economists forecasting a long hard haul and the other half a quick turnaround. A recent article in USA Today explained that many economists are making predictions based on their own anecdotal experiences. One went to the theater in New York and because it was crowded, predicted a quick recovery. Another went to an empty amusement park and stayed at an empty hotel, and thus predicted a longer recession. If they are wandering around in the dark, how are we to figure out what to expect?
• Recently, numerous studies have been released touting corporate America`s dissatisfaction with their outside counsel. This is a challenge, but also an opportunity for firms to distinguish themselves in words and deeds.
• A new breed of law firms as well as new and aggressive competitors from outside the legal industry have cropped up. Client feedback is invaluable in determining the creative strategies necessary for ensuring that the firm’s platform—a composite of its practice mix, geographic location, and expertise—is viable and enhances its market positioning relative to all of its competitors.
• As the end of the year approaches, clients will review their legal services expenditures for the past year and make plans and budgets for the next year. In itself, this is nothing unusual. Nevertheless, it takes on a larger significance as it occurs in concert with the other factors.

Benefits Abound. With so much uncertainty around us, it is bad business to try to guess what strategic decisions your clients are making. You must ask your clients, and the best way to do so in a way that yields meaningful information is through face-to-face interviews. As always, there are many benefits to be gained from client interviews, including:

• discovering new business or service opportunities;
• uncovering problems and concerns;
• conveying that the firm truly values the client relationship;
• determining client reactions to a new idea or strategy;
• learning why clients chose your firm and other law firms they use;
• engendering goodwill with clients;
• determining client satisfaction; and
• educating clients about the firm;

"It really improved our relationships with our clients," says Aniello Bianco, Managing Director of Chadbourne & Parke, whose firm recently conducted a series of client interviews.

More than satisfaction. There is a common misconception that the sole purpose of face-to-face client interviews is to assess client satisfaction. While they are effective at gauging this information, if satisfaction is the only area covered in your interviews, then you are missing a valuable opportunity to learn so much more. With the proper approach, client interviews elicit information in a host of areas that will allow a firm to appropriately respond and plan to meet ever-changing client needs. The broad range of issues that should be covered include:

• Philosophy and approach to hiring professional service providers
• The client`s strategic plans and direction
• Assessment of "value drivers"
• Price/billing issues
• Long-range needs
• Use of your competitors
• Satisfaction with firm/individuals
• Firm`s strengths, weaknesses, and reputation
• Changing client needs/understanding of the full realm of your services
• Reaction to marketing approaches and new initiatives

Time and cost. While client interviews can be time-consuming and are not inexpensive, firms that engage in the process virtually always conclude that they have received a high return on their investment dollars.

Finally. Who knows what the future holds for your firm or your clients? None of us have an actual crystal ball, but by engaging in a meaningful dialogue with your clients, you will surely be better prepared to forecast—and plan for—your future. Get off that fence. Both you and your clients will benefit significantly by having that dialogue.
 

Interested in Learning More About Legal Hiring? Read the Definitive Guide: How to Hire a Legal Recruiter for Your Law Firm: How Law Firms Recruit Attorneys Using Legal Recruiters

About Harrison Barnes

No legal recruiter in the United States has placed more attorneys at top law firms across every practice area than Harrison Barnes. His unmatched expertise, industry connections, and proven placement strategies have made him the most influential legal career advisor for attorneys seeking success in Big Law, elite boutiques, mid-sized firms, small firms, firms in the largest and smallest markets, and in over 350 separate practice areas.

A Reach Unlike Any Other Legal Recruiter

Most legal recruiters focus only on placing attorneys in large markets or specific practice areas, but Harrison places attorneys at all levels, in all practice areas, and in all locations-from the most prestigious firms in New York, Los Angeles, and Washington, D.C., to small and mid-sized firms in rural markets. Every week, he successfully places attorneys not only in high-demand practice areas like corporate and litigation but also in niche and less commonly recruited areas such as:

• Immigration Law
• Workers Compensation
• Insurance
• Family Law
• Trust and Estate
• Municipal law
• And many more...

This breadth of placements is unheard of in the legal recruiting industry and is a testament to his extraordinary ability to connect attorneys with the right firms, regardless of market size or practice area.

Proven Success at All Levels

With over 25 years of experience, Harrison has successfully placed attorneys at over 1,000 law firms, including:

• Top Am Law 100 firms such including Sullivan and Cromwell, and almost every AmLaw 100 and AmLaw 200 law firm.
• Elite boutique firms with specialized practices
• Mid-sized firms looking to expand their practice areas
• Growing firms in small and rural markets

He has also placed hundreds of law firm partners and has worked on firm and practice area mergers, helping law firms strategically grow their teams.

Unmatched Commitment to Attorney Success - The Story of BCG Attorney Search

Harrison Barnes is not just the most effective legal recruiter in the country, he is also the founder of BCG Attorney Search, a recruiting powerhouse that has helped thousands of attorneys transform their careers. His vision for BCG goes beyond just job placement; it is built on a mission to provide attorneys with opportunities they would never have access to otherwise. Unlike traditional recruiting firms, BCG Attorney Search operates as a career partner, not just a placement service. The firm's unparalleled resources, including a team of over 150 employees, enable it to offer customized job searches, direct outreach to firms, and market intelligence that no other legal recruiting service provides. Attorneys working with Harrison and BCG gain access to hidden opportunities, real-time insights on firm hiring trends, and guidance from a team that truly understands the legal market. You can read more about how BCG Attorney Search revolutionizes legal recruiting here: The Story of BCG Attorney Search and What We Do for You.

The Most Trusted Career Advisor for Attorneys

Harrison's legal career insights are the most widely followed in the profession.

• His articles on BCG Search alone are read by over 150,000 attorneys per month, making his guidance the most sought-after in the legal field. Read his latest insights here.
• He has conducted hundreds of hours of career development webinars, available here: Harrison Barnes Webinar Replays.
• His placement success is unmatched-see examples here: Harrison Barnes' Attorney Placements.
• He has created numerous comprehensive career development courses, including BigLaw Breakthrough, designed to help attorneys land positions at elite law firms.

Submit Your Resume to Work with Harrison Barnes

If you are serious about advancing your legal career and want access to the most sought-after law firm opportunities, Harrison Barnes is the most powerful recruiter to have on your side.

Submit your resume today to start working with him: Submit Resume Here

With an unmatched track record of success, a vast team of over 150 dedicated employees, and a reach into every market and practice area, Harrison Barnes is the recruiter who makes career transformations happen and has the talent and resources behind him to make this happen.

A Relentless Commitment to Attorney Success

Unlike most recruiters who work with only a narrow subset of attorneys, Harrison Barnes works with lawyers at all stages of their careers, from junior associates to senior partners, in every practice area imaginable. His placements are not limited to only those with "elite" credentials-he has helped thousands of attorneys, including those who thought it was impossible to move firms, find their next great opportunity.

Harrison's work is backed by a team of over 150 professionals who work around the clock to uncover hidden job opportunities at law firms across the country. His team:

• Finds and creates job openings that aren't publicly listed, giving attorneys access to exclusive opportunities.
• Works closely with candidates to ensure their resumes and applications stand out.
• Provides ongoing guidance and career coaching to help attorneys navigate interviews, negotiations, and transitions successfully.

This level of dedicated support is unmatched in the legal recruiting industry.

A Legal Recruiter Who Changes Lives

Harrison believes that every attorney-no matter their background, law school, or previous experience-has the potential to find success in the right law firm environment. Many attorneys come to him feeling stuck in their careers, underpaid, or unsure of their next steps. Through his unique ability to identify the right opportunities, he helps attorneys transform their careers in ways they never thought possible.

He has worked with:

• Attorneys making below-market salaries who went on to double or triple their earnings at new firms.
• Senior attorneys who believed they were "too experienced" to make a move and found better roles with firms eager for their expertise.
• Attorneys in small or remote markets who assumed they had no options-only to be placed at strong firms they never knew existed.
• Partners looking for a better platform or more autonomy who successfully transitioned to firms where they could grow their practice.

For attorneys who think their options are limited, Harrison Barnes has proven time and time again that opportunities exist-often in places they never expected.

Submit Your Resume Today - Start Your Career Transformation

If you want to explore new career opportunities, Harrison Barnes and BCG Attorney Search are your best resources. Whether you are looking for a BigLaw position, a boutique firm, or a move to a better work environment, Harrison's expertise will help you take control of your future.

Submit Your Resume Here to get started with Harrison Barnes today.

Harrison's reach, experience, and proven results make him the best legal recruiter in the industry. Don't settle for an average recruiter-work with the one who has changed the careers of thousands of attorneys and can do the same for you.

About BCG Attorney Search

BCG Attorney Search matches attorneys and law firms with unparalleled expertise and drive, while achieving results. Known globally for its success in locating and placing attorneys in law firms of all sizes, BCG Attorney Search has placed thousands of attorneys in law firms in thousands of different law firms around the country. Unlike other legal placement firms, BCG Attorney Search brings massive resources of over 150 employees to its placement efforts locating positions and opportunities its competitors simply cannot. Every legal recruiter at BCG Attorney Search is a former successful attorney who attended a top law school, worked in top law firms and brought massive drive and commitment to their work. BCG Attorney Search legal recruiters take your legal career seriously and understand attorneys. For more information, please visit www.BCGSearch.com.