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What Makes A World Class Recruiter [by A. Harrison Barnes] The CEO and founder of BCG Attorney Search tells us what he thinks makes a successful legal recruiter -- and it involves catering both to the candidates you represent as much as to the law firms that pay the commissions.
Introduction
connected, if at all, only in some de facto way, for some psychological or physiologi-
The purpose of this essay is the address the
cal cause, related by no moral or aesthetic
question of what makes a world class legal
principle.” As a consequence of this outlook,
recruiter. The answer to this question is
foxes “lead lives, perform acts, and enter-
identical to what translates to an exceedingly
tain ideas that are centrifugal rather than
high level of success in any profession.
centripetal, their thought is scattered or dif-
Those Who Do One Thing Well and Those
fused, moving on many levels, seizing upon
Who Do Many Things
the essence of a vast variety of experiences and objects for what they are in themselves,
A. The Fox and the Hedgehog
without consciously or unconsciously, seeking to fit them into, or exclude them from,
The Greek poet Archilochus wrote: “The fox
any one unchanging, all-embracing, some-
knows many things, but the hedgehog knows
times self-contradictory and incomplete, at
one big thing.” Isaiah Berlin’s famous essay
times fanatical, unitary inner vision.”
“The Hedgehog and the Fox” based on Archilochus’ writing analyzes the differences be-
In contrast, Berlin believed hedgehogs “re-
tween foxes and hedgehogs. Berlin believed
late everything to a single central vision, one
the people in the world can be classified as
system less or more coherent or articulate,
either foxes or hedgehogs.
in terms of which they understand, think and feel - a single, universal, organizing principle
In the fox and hedgehog parable, the fox is
in terms of which alone all that they are and
always trying to get the hedgehog. Day after
say has significance….”
To be clear, hedgehogs are not stupid. Quite the contrary. They understand that the essence of profound insight is simplicity. What could be more simple than e = mc2 ? What could be simpler than the idea of the unconscious, organized into an id, ego and superego? What could be more elegant than Adam Smith’s pin factory and “invisible hand”? No, the hedgehogs arent’s simpletons; they have a piercing insight that allows them to see through complexity and discern underlying patterns. Hedgehogs see what is essential, and ignore the rest. As a young attorney, I spent approximately
day, the fox is in pursuit of the hedgehog devising one method after another to try
Freud and the unconscious, Darwin and natural selection, Marx and class struggle, Einstein and relativity, Adam Smith and the division of labor-they were all hedgehogs. They took a complex world and simplified it. “Those who leave the biggest footprints,” said Bressler, “have thousands calling after them, ‘Good idea, but you went too far!”
B. Have You Ever Known Any Hedgehogs?
one year working almost exclusively for a partner who never lost a case. This partner
and catch the hedgehog. The fox is, by all appearances, a highly intelligent, crafty and
Jim Collins, a noted management theorist
also had the reputation for burning out as-
resourceful creature. Indeed, compared to
and a former professor at Stanford Business
sociates very quickly. While I could spend
the rather dull hedgehog, the fox appears
School, discusses the concept of the hedge-
considerable time dissecting how this attor-
to have every advantage. The hedgehog is a
hog and the fox based on Berlin’s famous
ney operated, the simple fact is that the only
small awkward animal that lives a simple life
essay in his book, Good to Great. Why Some
thing that mattered to this attorney profes-
and spends his days taking care of his den
Companies Make the Leap and Others Don’t
sionally was ethically winning every case he
and finding food. Each day the fox tries a new
. Collins notes the conclusions reached from
took. Everything else was unimportant.
scheme to catch the hedgehog and each time
Berlin’s essay by Princeton professor Marvin
the hedgehog simply bundles up into a ball of
Bressler during his interview with him:
Berlin believed that foxes “pursue many ends, often unrelated and even contradictory,
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A case would generally start with this attorney being given a fact pattern which seemed
sharp spikes-foiling the fox’s attempts.
“You know what separates those who make the biggest impact from all the others who are just as smart? They’re hedgehogs.”
insurmountable (these were the types of cases the attorney generally got). The reaction of most attorneys would be to settle the case
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CAREER COUNSEL
after a few short hours of research. But this
in the world because they are so dedicated
these obstacles are: (1) being able to make
attorney I worked with refused to give up. He
to their practice that they have developed a
a commitment to being a legal recruiter at
would keep pushing. Every single aspect of
reputation as the best.
its highest level, (2) the amount of time and
the case and the law would be questioned.
effort it takes to truly become an expert on
We would pull every legislative record if nec-
The top partners in the best law firms also
the legal market, and (3) the requirement to
essary to determine if the law was really be-
tend to be hedgehogs that do one thing really
be good at developing relationships.
ing implemented the way it should be (even
well. They are quite focused on their careers
if there were thirty-plus years of case law on
and serious about what they hope to achieve.
the books working against him). This fanati-
Few of these partners probably dreamed
1. A Successful Recruiter Must Have a
cal focus and attention to detail was carried
incessantly about going in house when they
Commitment to Being a World Class Legal
to its farthest extreme. This push could go on
were associates, for example. They were
Recruiter
for months or even years.
focused upon the here and now and doing the best at what they do.
Most associates dealing with this type of
At its highest level, legal recruiting is a very sophisticated and serious business. While
push could simply not deal with it; however,
The funny thing about the hedgehog is that
the average legal recruiter makes less than
after countless 250-hour months researching
when people around the hedgehog are
$100,000 a year, there are a small hand-
the seemingly inconsequential-and question-
constantly questioning their organization’s
ful of legal recruiters in the United States
ing the truth-something would emerge that
methods, or finding fault in everything that is
(less than 10, I believe) who make well over
would enable this attorney to win the case. It
going on around them, the hedgehog remains
$1,000,000 a year. These recruiters move
always worked that way.
focused on the task at hand. Only one thing
around practice groups, important part-
matters to hedgehogs and they are reso-
ners, some associates and occasionally are
Another great attorney I know, who is consid-
lutely focused to the exclusion of all external
instrumental in merging entire law firms.
ered to be one of the top lawyers in America,
stimuli.
These recruiters also can call the managing
once told a client in my presence: “If I take
partners of large national law firms and get
this case, I will eat, sleep and drink this case.
A WORLD CLASS LEGAL RECRUITER DOES
through right away. As professionals, these
It is all I will think about.”
ONE THING
recruiters are given a high degree of respect
And, in essence, that is the essence of the
At its essence, the difference between a
future of entire law firms. At BCG Attorney
hedgehog as I see it. Any person or group of
world class recruiter and an average re-
Search, we have recruiters who operate at
people that are able to achieve greatness in
cruiter can be related to the distinctions be-
this level and are involved in single transac-
any calling generally do one thing and are
tween the hedgehog and the fox. In order to
tions with law firms where the placement
focused upon doing one thing as well as it
succeed as a legal recruiter, a legal recruiter
fees may exceed $250,000.
can be done.
needs to be concerned about one thing and
because they can literally influence the
one thing only: Getting their current and fu-
There is a contrast to recruiting at its very
Many people and organizations go through
ture candidates the job they want. Everything
highest level, however. Many people go into
their existence trying many different things
else is superfluous.
legal recruiting for a variety of reasons.
and pursuing many different goals. Their
When I started legal recruiting several years
thinking abilities in this regard are often
Barriers to Becoming a World Class Legal
ago it was my perception that the great
flawed, in our opinion.
Recruiter
majority of legal recruiters were not bringing
Truly stellar law firms and truly exceptional
In order to do what you do well, you cannot
in this business. As an attorney with a good
attorneys also tend to be hedgehogs. The
be doing multiple things at once. You also can
pedigree that once sought out the help of a
firm Wachtel, Lipton, Rosen & Katz, for ex-
not look for shortcuts and you simply should
legal recruiter, I was astonished that in deal-
ample, has made its name doing essentially
not be doing anything you are not 100% com-
ing with what was once ranked as one of the
one thing. Conversely, the vast majority of
mitted to.
top legal recruiting firm in the United States,
the high level of focus needed to truly excel
law firms in the country have far lower prof-
my recruiter did not even have a formal of-
its, but practice in various other areas of the
In the field of legal recruiting, there are
fice. Moreover, I would frequently reach my
law. Wachtel’s profits per partner are also
many substantive obstacles to someone
recruiter in the middle of the work day on her
higher than any other similarly-sized firm
becoming a good legal recruiter. We believe
cell phone when she was doing such things
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CAREER COUNSEL
as buying a dress.
that they believed the money was good and
advocates for their candidates and pushing
that they were people persons.
their expertise-and questioning everything
For some attorneys, there is no such thing as
about the attorney job search process to
a good legal recruiter. There can’t be. It’s a
This is not to say that all recruiters are like
reach true levels of excellence-most recruit-
totally incongruous concept. A myth -- or at
this, because they are not. However, for the
ers were simply happy to be doing something
least an oxymoron. They’ve been burned in
most part the legal recruiting profession has
that they enjoyed and that they did not regard
the past or have heard horror stories from
not benefited from the high degree of respect
as particularly taxing.
others. Simply mention the word “recruiter”
that characterizes many other professions. In
and some are struck by a flash of dark
addition, I believe there is somewhat of a bias
When I started legal recruiting, I worked
staccato images and the sounds of knife-
in this country-which is largely a product of
seven days a week at it. I routinely started
screeching string music: sharks circling
the fact that most attorneys are so solidly
work at 5:30 in the morning and worked until
the waters, vultures converging on a fresh
middle class-that makes most attorneys
at least 10 or 11 pm seven days a week. I am
carcass, sweaty garage offices with men in
believe that they must practice law to have
often so happy when my candidates get offers
short-sleeve shirts making cold calls at din-
respectability in society. Anything less would
that I get choked up for them when they do. I
ner-time.
be extraordinarily wrong, and therefore
have invested millions of dollars into making
recruiting is seen as taking the easy way out
BCG Attorney Search the best it can be and
with your law degree.
have done my absolute best to translate my
Does this sound any different than how the general public perceives lawyers in general?
vision of the way it should be throughout the
It should not. The dichotomy is simply due
Accordingly, it is not really a surprise then
country. I have done all this because I know
to the fact that most people have not been
that many legal recruiters went into the pro-
that being exceedingly focused on what I do,
exposed to legal excellence, just like many
fession of legal recruiting with a feeling that
and what BCG Attorney Search does, is the
attorneys have not been exposed to “recruit-
they are doing so because they have some-
only way recruiting can truly be effective.
ing excellence”. We do believe that some of
how failed in the practice of law. Indeed,
the public perceptions of legal recruiters
one of the first legal recruiters on record
This is how the legal recruiters who work
are accurate - just as they are for attorneys
was someone who went to an unaccredited
at BCG are also taught to think about their
in general - but they should not be taken as
law school in California and could not pass
work. Our single-minded obsession lies in
universal truths.
the bar exam after numerous attempts. Ac-
doing what we do absolutely the best it can
cordingly, the job of a legal recruiter-even
be done. This is the only thing that mat-
When it’s done well, the business of legal
at its outset-was something associated with
ters and it is something we take extremely
recruiting is a truly indispensable service to
somehow failing and not making it into the
seriously. Here at BCG Attorney Search, we
the legal community. Some legal recruiters
middle class ideal of a steady job.
practice legal recruiting the way we were
work with the best attorneys in the country
taught to practice law.
and make placements in the world’s top law
I am not faulting the way this system works.
firms on a daily basis.
Indeed, this is generally how most of the
Indeed, a world class legal recruiter takes
world works. This same analogy could prob-
the business of recruiting as seriously as
There also appeared to be no organization
ably be carried over to law firms. Not every
practicing law. It’s true that there are some
in the profession and very few legal recruit-
young attorney is good enough to get into
who “fall” into legal recruiting from dubious
ers even truly knew the type of work their
Wachtell. Not every young attorney is good
backgrounds or the desire for short-term
candidates did. Most recruiters did in-house
enough to get into an AmLaw 100 law firm.
financial gain. Opportunists, part-timers, and
placements, law firm placements and would
Some attorneys do personal injury law-oth-
former attorneys may try their hand at re-
even place legal secretaries and paralegals
ers would not dream of it. This sort of class
cruiting as an easy way to make money in the
when they could. Some legal recruiters even
system is all around us and pervades the
legal community without the stress of hard
placed executives in corporations. In short,
profession.
hours. They perceive it as a break from the
these recruiters would do whatever they could do to make a fee.
working world, a kind of paid vacation. There However, the lesson I learned from talking
are many of these recruiters out there, but
to recruiters while practicing law is that very
as can be expected, they are never very suc-
When I questioned these recruiters about
few were committed to practicing the art of
cessful, making a limited number of place-
why they did what they did, the response
legal recruiting in the same way I had been
ments a year, if that. They are not dedicated
generally had something to do with the fact
taught to practice law. Far from being true
and soon move on to something else.
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recruiters operate, you may wonder how
business of recruiting, they can hardly be
The idea that legal recruiting is a break from
a recruiter in Los Angeles could possibly
characterized as serious people. That would
the practice of law is about the most foreign
monitor over 3,000 law firms, for example.
contradict the nature of the profession. A
concept imaginable to BCG recruiters. A
This is especially true if the recruiter is
good recruiter must be genuine and sociable,
good recruiter has chosen the recruiting
also doing in house placements. How could
someone who can easily gain a person’s
industry as his or her profession. It is not a
a recruiting firm comprised of even two or
trust and attention. This is not to say that a
safety catch -- it is the focus of their career.
three individuals possibly monitor all of this
good recruiter is a “yes-man,” someone who
For them recruiting is a unique alternative
activity? Meanwhile, firm names change,
tells candidates exactly what they want to
to practicing law, but an alternative just as
hiring contacts leave their jobs and so forth,
hear, yet fails to deliver on their promises.
challenging and demanding as any in the le-
meaning there is even more information to
(Unfortunately, there are plenty of recruiters
gal profession. It is a place in the legal com-
stay on top of. Accordingly, the answer to this
who operate like this.) But a good recruiter,
munity to be innovative and to work at the
question is that most legal recruiters do not
rather, is something of an idealist. They are
highest level of the profession. It is this drive
even bother.
also creative enough to find solutions that go
that pervades their work on a daily basis. To
beyond the obvious and can open new doors
a good recruiter, recruiting is a powerful and
Since most legal recruiters do not moni-
of opportunity. They believe only in the right
essential industry in its own right.
tor the entire spectrum of the market, they
job for the right candidate; there is no set-
generally monitor only a few firms. The firms
tling for second-place. If a candidate can find
2. A Good Recruiter is an Expert in the
they monitor are also, incidentally, ones you
the perfect job by using another recruiter,
Legal Market
have almost certainly heard of. In addition,
then a good recruiter is happy for them all
they also have a few key relationships, which
the same because the candidate’s goal has
In Los Angeles County alone, there are over
can limit their effectiveness in finding a job
been satisfied. The money will come sure
3,000 law firms. Then, there are an additional
for a candidate who may not be a good fit
enough -- it’s the reward for doing good work
5,000+ companies that hire attorneys. These
with the contacts he or she does have.
--, but the real driving force is always on
numbers grow exponentially as one covers
making sure the candidate finds exactly what
the United States. In order for a recruiter
At BCG Attorney Search, we have divided up
to get a candidate a job, they need to know
the United States into numerous regions and
where the jobs are and also where their
stationed recruiters in different parts of the
Therefore, the heart of good recruiting lies
candidates are likely to be good fits. This is
country because it is our belief that it would
in the relationships that a recruiter is able
an extraordinarily difficult task. Indeed, it
be impossible for a legal recruiter to know
to develop with his or her candidates. A
requires a profound amount of knowledge for
what is going on in different areas of the
recruiter can be everything from counselor
the recruiter to be able to do their jobs well.
United States at one time. More importantly,
to advisor to administrative partner to friend
we only do law firm placements. Making
and even therapist, in some cases. For
Recruiters must be the experts on the legal
in-house placements would simply make it
each candidate the recruiter is above all an
market. Candidates look to recruiters as
impossible for us to monitor all the potential
advocate, one who is deeply trusted. He or
the ultimate source of information and
jobs in a market. Each recruiter is charged
she is the voice that speaks on behalf of the
knowledge on virtually every issue that af-
with the large task of becoming an expert on
candidate and is able to communicate their
fects their career. A good recruiter follows
his or her region so that we can successfully
strengths, experiences, and intelligence in
the legal market on a daily basis with the
represent our clients anywhere in the coun-
a bold and concerted effort to advance their
same diligence that a stock broker follows
try. It requires many hours of work outside of
professional life. A good recruiter brings out
the stock market, perhaps even more so,
the regular recruiting work they already do,
the best in a candidate and inspires them to
because the legal market does not close for
but our recruiters are willing to put in these
greater success.
the day at 4:00 pm. Law firms are dynamic
hours to better benefit our clients.
businesses, and it takes a smart and ener-
they are looking for.
Recruiters must also connect deeply and
getic personality to stay ahead of the issues
3. A Good Recruiter is an Expert in Develop-
consistently with the employers they work
of the day.
ing Relationships
with. Legal employers look for recruiters
However, when you think about how most
While good recruiters are serious about the
who understand their law firm as well as
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CAREER COUNSEL
caliber of attorneys they employ. Recruit-
place just about every one we work with in a
ers must be able to immerse themselves in
top law firm. It’s a testament to the strength
the culture of each law firm to ensure that
of the relationships we develop that many re-
they are knowledgeable and up-to-date in all
cently placed candidates will refer their hu-
levels of the firm’s business and practices.
man resources departments to us when their
To do this well, many successful recruit-
law firms are looking to hire new attorneys.
ers choose to focus on a particular niche of the industry. Others may work with only a
In the end it is not up to us to decide who and
few select law firms where they are able to
what makes a good recruiter. It is up to you,
develop lasting relationships. For these law
the candidate. At BCG, we have surrounded
firms, the recruiter becomes a valued and
ourselves with the brightest and most dedi-
trusted hiring partner.
cated people in the profession and we have the best resources available to help serve
CONCLUSIONS
your career. But our job is never the same; it depends on you. We’ve helped thousands
At BCG, we strive to be the leaders in the
of candidates find attorney jobs in many of
recruiting business, and every aspect of the
the best law firms in the country. And while
company has been carefully designed to
experience is one of the most important
support this goal. BCG recruiters are trained
measures of success, a good recruiter knows
professionals with strong backgrounds who
that they’re only as good as their next place-
take their work very seriously and are com-
ment. Where would you like to work?
mitted to long term careers in the industry. No one knows the recruiting business as well
You see, the lesson here-and the lesson of
as we do, and BCG as a company is organized
the fox and the hedgehog-as I see it, is that
so that each recruiter can focus on one thing:
you need to do what you do and be willing
finding the best possible jobs for their can-
to do it as well as it possibly can be done.
didates. To ensure our recruiters can devote
Working with a single-minded goal helps the
all of their time to this end, BCG employs a
hedgehog consistently thwart the fox’s plans
complete support staff that supervises and
and it helps BCG Attorney Search consis-
executes all of the production and editorial
tently find more jobs for more attorneys than
aspects of the business according to the
any other company.
direction of the recruiters, everything from the research of firms and market trends to resume writing and proofreading to the production of application materials. At BCG, we are very selective in choosing the candidates we work with. Because our recruiters are committed to giving each candidate the maximum amount of time and personal attention, we can only work with a limited number of applicants, and therefore we choose only those candidates who we feel we can help the most. We work with only the country’s top-performing law firms, and we have a very high success rate in making placements for our candidates. In fact, we
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