Job Search Strategies in Tough Times - PowerPoint Presentation

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Job Search Strategies in Tough Times

Facilitated by Robert Bircher

Lawyers Assistance Program

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What Strategies to use in Tough Times?

The strategies are very similar to normal times with some exceptions-I am defining “tough times” as those; where due to economic contraction there are fewer legal jobs easily available

Lawyer demand occurs in cycles, depending on business prospects-we have had good times here for about 10 years-in some places in the USA things are very tough for lawyers now

In tough times articling students may not be hired no matter how good they are or no matter how hard they worked

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Tough Times

The “hit ratio” goes up-that is the ratio of contacts to short lists to offers in good times it might be 15/3/1-it takes 15 contacts or applications for 3 shortlists to get 1 offer

In hard times it might go to 30/2/1 or more

The bottom line is that it takes more effort and the “easy pickings” won’t be there

In some areas there may be “full saturation” of lawyers meaning moving to a place with more demand is a good idea

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Tough Times

“Salaried” jobs will be scarce or non existent in small firms or small markets

For those wanting private practice this means going job hunting with a “proposal” for a straight percentage or base salary plus a percentage or “eat what you kill” arrangements

For those lawyers with a few years experience this may mean going out on your own earlier than you wanted or may feel ready for (in perfect circumstances)

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Tough Times

For some lawyers it may mean jumping over to “Quasi- Legal” jobs or even non legal jobs

The main point is that you must broaden your horizons and drop preconceived notions of the way you envisioned things going with your career

The people who suffer in hard times are those who are rigid or myopic “I want a tier one law firm in downtown Vancouver with a top notch salary-nothing else will do” or “there is no way I am going to live in a small town”

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Tough Times

Some area of law are very susceptible to tough times-real estate goes up and down in terms of volume, merger and acquisitions slow down a lot in tough times when money is tight

Some areas of Law increase in tough times i.e.-foreclosures, collections, divorces

If you are flexible you can ride one boom up then change areas and ride another down (real estate followed by foreclosures)

You must be flexible in tough times-sometimes quickly changing areas of practice-easier in some firms than others-being a one trick pony (being over specialized) is particularly dangerous in hard times

In really hard times being a partner easily shifts from being an asset to a liability-you get cash calls -not draws in hard times

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Tough Times

Job hunting can be more difficult, especially if you are fairly inflexible-remember there is always demand for some area of law somewhere

You must do your search very effectively and do what works

You won’t be able to rely on many job ads being published or headhunters finding a job for you

Networking becomes indispensable rather than just very important

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What Works in Job Hunting?

Depends on who you want to work for-in private practice about 80% of successful lawyers use networking and informational interviews,15% published ads and 5% headhunters

With some employers like government and academia all jobs are advertised but often the job goes to an incumbent or someone who has networked effectively

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Being Proactive Works

Waiting for an ad that describes you perfectly is a fantasy-you will wait forever

Employers assume the way you look for a job is the way you will work-thus you want to demonstrate being proactive and showing hustle

In small or medium firms ads (especially for articling students) are rare or non existent

Drag and Drop works-in fact it is the only way to get most jobs in small to midsize firms

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How to get a Job Fast

2 things determine how long it takes-how you search and how much time you put into it

How you search means putting your time into productive pursuits: networking, informational interviews, career assessments, drag and drops etc.

How much time-if you are unemployed 40 hours a week is good-if employed if you can do 5- 10 hours that is good (note this means productive time-not obsessing, worrying, fretting, tossing and turning at night etc.)

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Be Warm, Active & Interactive-Warm contact principle

Warm contact means some connection to another human-the opposite is cold contact i.e. sending an email

Active not passive-waiting for ads or an invitation is passive

Interactive-knowing someone in the organization (even briefly) is very helpful

Most jobs are secured by warm contact

Don’t rely solely on published ads

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Lawyer Specific issues

Resistance to “warm” techniques

Feeling of being “special or different” “I have all these degrees I shouldn’t have to hustle” is counterproductive

Marketing yourself can be solo, in a group or by leadership

Usually one on one is the most productive- i.e. coffee on a drag and drop

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Published ads

Not always about a job opening

Could be about a union requirement to advertise

Often job is already filled by interim candidate

Headhunters (ZSA or Counsel) are useful in special cases

Career counselors or job clubs are very useful

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Group Techniques

Job fairs

Volunteering-Increases your connection with the organization –Creates networking possibilities

LAP events

Attend seminars or lectures

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One on One

AKA-Networking

75% of all jobs found this way-for some jobs in private practice this the only way

This is the hidden job market

People will hire someone they know over someone who is better qualified

No connection is too remote

In many small firms the idea to hire someone is stimulated by the presence of the person who is applying (for a job that doesn’t exist!)

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Networking and Informational Interviews

A process of community building

Don’t ask people “if they know of a job for you” it puts both of you on the spot use the informational interview technique instead

Ask for something that they can do-talk about themselves (they will listen for hours!)

Informational interview practice

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Resistance to Networking

What gets in the way of your networking? Most people don’t like doing it

It is usually some form of fear

i.e. “I am embarrassed”

The reason I’m not making the call is…..

Complete the sentence with 5 or 6 endings-the answers are the resistance you need to overcome

How can you reframe this?

TIC-TOC

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Resumes and Cover Letters

Should answer the questions-What can you do for my business? and Why should I interview you?

Focus on employers needs more than your credentials or goals

What skills are needed-Do my skills match?

You should also have a business card

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Resumes

Do your own

Rewrite as required

Emphasize your strongest points

Show results-not just titles

Be accessible and very easy to find

Be the person with the right skills, the right knowledge base, motivation and results

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Resumes-2

Be descriptive of your skills, experience and credentials

Content has only one purpose-to prove you are well qualified to do the job

Chronological resume-used for similar jobs up the ladder

Most common form of Resume in Law

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Resumes-3

Functional resume-used if your background is varied-ie. law and management

Organizes by category

Targeted resume-used for a specific job-or when you are off in a new direction

Show your qualifications-describe actual achievements rather than listing job titles and dates

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Resumes-4

Be descriptive-not flowery

Describe tangible, measurable, results ie.got 500k award for client

Always mention law degree,even for non law jobs-it is an impressive credential

If more than 5 years-lead with accomplishments not degrees

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Special Situations

Gov’t jobs-describe education and training using exact words in job description

“disconnect your natural intelligence and creativity and break up your education and employment history into a large number of tedious redundant paragraphs”

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Special Situations

Scannable resumes-focus on key words, use industry jargon and nouns

Use key action words-developed,delivered,negotiated,managed etc.

Use basic fonts, avoid italics,bullets,underlining,graphics etc.

Use one side only

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Professional Profile

Can be used instead of a cover letter

Story style format-who are you and what do you want-in 3-5 sentences-lets do one now!

Some consultants say this is more effective than traditional resumes