How to Answer Interview Questions Regarding Salary

When interviewing for a new job, you must be prepared to answer the salary question.  You do not want to be caught off guard when someone asks you what you currently make and/or what your salary expectations are.  When preparing a candidate for an interview, I always discuss appropriate answers to the salary question. See below for my advice and tips:

• Don’t give a specific number:  You don’t want to price yourself out of the job yet at the same time you want to get as much money as possible, therefore, try not to be the first one to offer up a number.  If you are asked to give your salary expectations, keep your answer general.  For example, salary is not the motivating force behind my move and I’m confident that the firm will offer me a salary congruent with the salary for a peer with my level of experience and expertise.
• What if the employer pushes for a number?  If you are pressed to give a number, speak in ranges.  For example, I would like to be paid in a range that in-line with your current compensation structure for someone at my level.  If you do not know how compensation is structured (and you are not working with a recruiter who can this information out for you), you should ask what you can expect (again ask for the range) for someone at your level with your experience.
• How much can you inflate your current salary? Firms will often ask what your current salary is. You must be straightforward with your current salary information and bonus and do not inflate the numbers by more than 10%.

Salary negotiations are much less stressful and way more effective when you are working with a recruiter. Recruiters will know what the going market rate is and will successfully negotiate a salary that you and your future employer feel good about.

Top Reasons to Look for a New Job

Should I stay or should I go? Everyone has bad days at work or even long periods when they feel negative about their job. How do you know when you’re truly ready to move on?

·      You don’t want your boss’s job.  If you aren’t interested in the jobs that your superiors have and you are bored, not challenged and not learning new things, it is time to start looking for a new opportunity.

·      You can’t remember the last time you took a vacation.  You are either working way too hard, or your employer has a culture where taking time off is not encouraged.   You will burn out if you don’t take at least one vacation a year.  If your employer doesn’t recognize or appreciate your need for a break, it is time to start looking for an employer who will.

·      You aren’t getting substantive experience. You should expect to take on different responsibilities and have new experiences each year.  If you’ve been unsuccessful in doing so, your employer may not be able to provide you with the type of work that will further your career growth.  In that case, don’t let your employer hold you back.

·      You’re always begging for work.  No matter how hard you try, you never seem to have enough work.  While everyone will experience a dry spell from time to time, if your employer consistently cannot keep you busy, leave on your own terms before you are asked to leave.

·      You’ve heard rumors that your firm is going to be the next Dewey.  Many Dewey associates got burned when the firm folded because they waited around to see if the partner for whom they worked would take them to his/her new firm.  If you sense that your employer is struggling, be proactive and line up a new gig before the doors close and the lights are shut off.

·      You’ve been told that you are not “partner material”.  Why stay at a firm that doesn’t see you in their 5 or 10 year plan?  Find an employer who will value your contributions and provide you with development opportunities and career growth.

·      You dread going to work in the morning.  When your job is no longer enjoyable, it is time to start looking.

Thank You Letters – Do or Don’t?

This week one of my candidates asked me for advice on crafting the perfect post interview thank you note.  Many candidates feel that post interview thank you notes are a formality that shouldn’t be skipped but as a recruiter, I have mixed feelings on thank you notes.  In my experience as a Recruiting Director at a “biglaw” firm, thank you notes have hurt candidates more than they have helped.  Partners scrutinize every word looking for a reason to not hire you.  Thank you notes with typos will send your application straight to the rejection pile. However, if you feel strongly about wanting to send a thank you note – please follow these tips:

• 1.      Keep it short, concise and to the point
• 2.     Send the thank you note via email – within 24 hours of the interview
• 3.     TRIPLE check the email for typos and grammar before sending – better yet – have someone else proof read it
• 4.     Be personable and refer to something discussed in the interview
• 5.     Restate you interest in the position and thank the interviewer for his or her time

Sample thank you note:

Dear —-:

Thank you for our interview this week, the time and insight you shared were very much appreciated.  I particularly enjoyed the conversation we had regarding your upcoming trial.  I am confident that my experience and industry background would allow me to quickly make a contribution to your team and I would enjoy the opportunity to further continue our dialogue.  I look forward to future discussions with (Firm Name).

Thanks again,

(Your Name)

How Not To Get the Job of Your Dreams

On the hunt for a new job?  When searching for a new gig, there are plenty of things you should be doing in order to maximize your chances of finding a new job that you can be excited about.  But just as important are the things you should not do when trying to land the job of your dreams:

1. Do not commit a social media blunder.  Sure – you’ve probably heard this advice before.  Don’t post pictures on your Facebook account of you making it rain at the Spearmint Rhino or hitting the pool at the Hard Rock in a thong bikini.  But sometimes it doesn’t take anything that egregious to turn a potential employer off. One firm cancelled an interview with my candidate because (1) they saw that he was wearing a un-tucked button down shirt in his Facebook profile photo and (2) they thought the fact that his Facebook profile was publicly available demonstrated poor judgment on his part! A little harsh – yes- but why even risk losing the interview at all?  Do a Google search for your name and make sure your Twitter, Facebook, Pinterest and other social media accounts are not publicly available. When Google searching yourself, make sure you go five pages deep – at least – and do both an image and text search.  Also, for any photos that are publicly accessible (i.e., on your LinkedIn profile), make sure you stick to professional pictures only.

2. Do not fudge your resume.  At all.  This includes: stretching dates or eliminating employment gaps, lying or exaggerating about your responsibilities in any position, padding or rounding your GPA, or excluding the law school from which you transferred.  If you had a contract or staff attorney position – be honest about it.  Don’t try to make it appear as if you were a permanent employee.  Law firm and in-house recruiters will sniff out EVERY inaccuracy and you will not get an interview if you have the slightest fib on your resume.

3. If you get an interview, do not be over confident.  I typically get two kinds of feedback from partners – the candidate was either dull and unimpressive or too confident and cavalier in his or her attitude. Overconfidence is a turn off to partners – they still want to be able to tell you what to do – they don’t need a know it all.  However, a candidate who comes across as unsure of him or herself is also a turn off because they won’t feel comfortable putting you in front of clients.

4. Do not look like a slob.  Things like long, unruly hair on men, ripped tights (women), wrinkled clothes, scuffed or unpolished shoes, and an unorganized bag all indicate that you don’t have your act together; you’re not detail oriented, you lack professionalism, you aren’t courtroom/client ready and you don’t take your self seriously.  Get a haircut before the interview.  Dry clean your suit.  Polish your shoes.  If you still don’t look respectable after all of that, go out and get a new suit and/or shoes.

5. Do not seem apathetic about the job.  Partners want to be wanted.  If you want the job – show enthusiasm and interest in the partner, the practice, and the firm.  Ask targeted questions that are not “me” focused.  Examples of “me” focused questions are – “What does my career growth look like?”, “What training do you have to offer me?”, “What does my bonus potential look like?”.  Examples of firm targeted questions are: “Where do you see the practice in 10 years?”. “What do you look for in an associate?”, “What do you like about this firm?”.  Send a follow up email to thank your interviewers for their time and to reaffirm your interest.

Why Practicing Law is Nothing Like Playing in the Super Bowl

Like the members of the Baltimore Ravens and San Francisco 49ers who lined up at the Superdome this past Sunday to play in the Super Bowl, you too may think you are at the peak of your profession practicing law at a prestigious law firm.  Well, you’ll probably be surprised to learn that working at a large law firm is nothing like playing in the Super Bowl, and here are the top reasons why:

1. The only thing you have to look forward to halfway through your workday is stepping out to pick up a sandwich that you’ll scarf down at your desk.  Beyonce will never perform live in your office.  And Alicia Keys won’t be there to kick off your first conference call of the day either.
2. The lights never go out at your firm – they are always on.
3. Chances are you would not remain in your firm’s employ if you were involved in a nightclub stabbing.  Your bar association may have something to say about that as well.
4. Your clients won’t care if you use deer antler spray (or other performance enhancing drugs) if it helps you get the job done.  You may just want to make sure that  the words“deer antler spray” don’t show up on the next bill sent to your client or you may raise a few eyebrows.
5. You don’t get to go to Disney World after winning a trial or closing a deal.  You may get to go to a closing dinner but don’t count on getting any bling for your hard work.  Unless you consider a deal toy and a closing binder a prize.

5 Career Resolutions for 2013

A brand new year offers you a fresh start and an opportunity to improve your life.  While you are busy setting resolutions for your personal life, don’t forget to assess and revamp your professional life as well.  Below are my top five career resolutions to help you achieve your career goals.

1.    Improve Your Business Development Skills

Gone are the days of the service partner and the associate who sits in his or her office cranking out brief after brief or document after document.  Law firms are looking for partners who can support themselves and bring revenue to the firm.  If you are a junior associate you may think you have several years before you have to bring clients to the firm.  The truth is, you need to start developing your networks now and solidifying relationships that can and will lead to business down the road.  This is the single most important skill to have as a lawyer in today’s legal market.  Study the rainmakers at your firm and take notes – what makes them successful at bringing in business?

2.    Get Out of the Office and Network

Networking is important for your career in many ways.  It’s crucial for developing business but can also open doors for you career wise, both in the near term or long term.  Good networking opportunities include law school or undergraduate alumni events, industry events and conferences or even the popular happy hour spot down the block from your office.  When networking with people, think not just about how they can help you but how you can help them – is there a helpful introduction you could make or someone else in your network who would have an interest in meeting this person?  Helping others leverage your network is important for creating meaningful relationships.

3.    Set Career Goals

Each year, it’s important to take some time away from the daily demands of your job and reflect on what your career goals are for one, three and five years from now.  Do you want to make partner?  Go in-house?  Start your own firm?  What do you need to do to accomplish those goals in the timeframe you set forth for them?  If you don’t take some time to determine what you want to achieve and when you want to achieve it, no one’s going to do it for you.  In addition, this goal-setting process will help elucidate the kind of people you should be reaching out to in your networking efforts.

4.    Keep your Eye on the Job Market

There’s no downside to keeping track of what’s going on in the job market.  You’ll often find that the best opportunities come along when you least expect them or want to make a move.  You’ll also find that it’s always easier to find a new job when you already have one that you like or are comfortable in, even if it’s just for now.  What’s the best way to do this?  It doesn’t hurt to keep an eye on legal job boards, but probably the most important thing you should do is establish a relationship with a recruiter you trust who can keep you posted on opportunities.

5.    Make Time for Yourself

While it’s always easier said than done, take some time just for yourself.  Take a vacation, go out with friends, hang out with your family, do whatever it is that helps you relax and take your mind off work.  The legal industry is a demanding one, and without a break from work from time to time, you’ll soon find yourself burnt out and questioning if you’ll ever (or even want to) achieve the goals your set out for yourself.

How to Resign Gracefully

With bonus season upon us, many law firm associates are beginning to plot their next career move.  Some may be looking for an in-house or government job, a position with a smaller firm, or employment in another city, while some are simply looking to move to another firm not that much different than their current one. The good news is that lateral hiring picks up after the holidays and your chances of finding a new job are high.  Here are some tips for resigning from your current job without burning any bridges:

• You MUST resign in person.  It is unprofessional (and cowardly) to resign by email or phone.
• Give notice first thing in the morning.  You’ll have more courage before that jolt of caffeine wears off and your boss is more likely to be around.
• Give your notice to just one person – preferably the partner or supervisor for whom you do the most work.
• The conversation with your boss on resigning should be brief and concise:  “I want to let you know that I will be leaving (current firm) to join (future firm).  I’ve thought long and hard about this decision and although I’ve really enjoyed my time here and have learned a lot, I know this is the right decision for me at this point in my career.  Thank you for all of your guidance and mentoring and I hope we can stay in touch.”
• Don’t talk about resigning to your peers beforehand – you do not want your boss to hear about your resignation from another source.
• If your partner or boss is unsupportive or even angry – don’t take it personally.  They are most likely sad to lose you and are already worrying about who is going to take over your matters.
• If your partner or boss asks you to reconsider leaving – stay strong. You have made your decision.  In my experience, associates who withdraw their resignation wind up leaving within the year – mainly because of unfulfilled promises from the partner who encouraged them to stay.
• Please refrain from criticizing anyone or anything at your current firm – even if the HR department asks for feedback.  Leave on a high note and stay positive.
• Ask the HR department for their departure policies and follow them closely.  Do not take any client files, precedent or work product unless you have written permission to do so from the Conflicts Department.
• Take a break before you start at your new job.  This is the only time in your career that you can take a vacation without having to check your email!

Year End Career Strategies

The end of the year is nearing and attorneys everywhere are busy attending holiday parties, taking vacations and trying to wrap up year-end projects.  If you can find the time, spend a few minutes thinking about your career goals for 2013.  Although lateral hiring slows down during November and December, it tends to pick up quite rapidly after the holiday season. If you prepare now, you will have a jump start on new opportunities in early 2013.

Make Your Year-End Review Count
Reflect on what you accomplished in 2012 and use this time to hone in your experiences and come up with a strategy that will move your career forward in 2013. Think about the type of work you want to do in the next year.  Do you want to become more of a specialist or a generalist?  Which partners do you want to work for?  Is your goal to make partner at this firm?  If so, what do you have to do to achieve that goal?  If you don’t want to be a partner at your current firm, start exploring other options.  This leads me to my next point…

Talk to a Recruiter
Touch base with a recruiter before you need or want a new job.  Be proactive and communicate your career goals to a recruiter who will keep you informed on the job market and will send you open positions to consider.  Your ideal job may not exist now, but you want to make sure you are the first person your recruiter calls when it does become available.

Update your Résumé
How long has it been since you updated your résumé?  Take an hour or so to look back on the year’s accomplishments. Make sure your résumé reflects your special skills or in-depth areas of law you dealt with in the past twelve months. Although you may not be actively looking for a new job, updating your résumé now will save you the hassle of having to update it a later date when your work product may not be as fresh in your mind.

How Valuable is an LLM Degree?

Frustrated job seekers frequently ask me if they should put their job search on hold to go back to law school to “master” in a certain area of the law.  My advice to them is – don’t waste your money.  Unless you are a foreign trained attorney or plan on getting an LL.M. in tax from NYU, Georgetown or Florida – an LL.M. degree is not going to help you land a new job and it might actually hurt you.  Employers find it suspect when a candidate leaves his or her job to return to school.   Often employers will automatically assume you were fired and couldn’t find another job so you ended up enrolling in an LL.M. program with the hope of jump starting your career post graduation.  With the exception of a tax LL.M., I have never had an employer request that a candidate hold an LL.M. degree.

If you are having a hard time finding another position you may need to change your strategy.  Target smaller or mid-sized firms, work your professional connections and join professional organizations.  If you are a litigator, I would suggest trying to apply for a federal clerkship.  A clerkship will enhance your resume (as well as your legal skills) and make you more attractive to future employers.  Keep in mind that clerkships are competitive – so work your connections and personal networks.

How to Stand Out in an Interview – Tips from a Harvard Business Review Editor

I recently read this insightful article on interviewing and thought it was important to share.  I help all of my candidates with interview prep and have found that those who truly take time to prepare (researching the firm, practice answering tough questions out loud, etc.) are much more likely to receive an offer.

I’ve included my favorite tips from the article below.  You can access all of the tips and interview case studies by clicking here.

Formulate a strategy

Before you enter the room, decide what three or four messages you want to convey to the interviewer. These should “show the connection between what you have achieved and what is really needed to succeed in the specific job and context,” says Fernández-Aráoz. Lees says the best way to do this is to draft narratives ahead of time. “People buy into stories far more than they do evidence or data,” he says. Your stories should be concise and interesting. Make sure they have a good opening line, such as, “I’m going to tell you about a time that I rescued the organization.” Then, learn them like the back of your hand. Know how they begin and end so you can relay them without stumbling or sounding like a robot. Whenever possible, use one of your stories to answer an interview question.

Ace the first 30 seconds

First impressions matter. Lees points to psychological research that shows that people form opinions about your personality and intelligence in the first 30 seconds of the interview. “How you speak, how you enter the room, and how comfortable you look are really important,” he says. People who perform best in interviews start off by speaking clearly but slowly, walk with confidence, and think through what “props” they will carry so they don’t appear over-cluttered. Lees suggests rehearsing your entrance several times. You can even record yourself on video and play it back without the sound so you can see precisely how you are presenting yourself and make adjustments. The same applies to phone interviews. You need to use the first 30 seconds of the conversation to establish yourself as a confident, calm voice on the line.

Be flexible in the room

Even with all of the right preparation, you can never predict exactly how the interview will go. “You need the radar working in the room. A good candidate knows how to tweak the performance to play to different situations,” says Lees. Ask yourself: Do I need to supply better answers? Do I need to work on my tone? Do I need to just shut up? “A lot of interviewers like to hear themselves talk and you should be willing to let them,” says Lees. Adapt to the circumstances.