BarTalk April 2005
Volume 17, Number 2

Job search techniques that work…

by David J Bilinsky

But will the right one ever come along?
Oh, I'm looking for the right one, when will the right one come along?
Words and music by Stephen Bishop

Opening your own office can be one of the most rewarding and engaging steps in a lawyer’s professional career – provided that the decision to go solo was voluntarily made and was seen as the best of all the alternatives available to the lawyer following a full and deep contemplation of other possibilities. Unfortunately, in many cases the decision to go solo is thrust upon the lawyer, often with little notice, scant preparation and a cursory review of alternatives. Other times, the decision to go solo is taken in desperation – seen as a way to escape a horrible work situation; which is about the equivalent of jumping into the fire to escape the frying pan. In either case the lawyer is facing high cash outlays, the prospect of diminished income for an indefinite time, little or no staff support and an uncertain future. While many solos do find that the life of a solo is satisfying and fulfilling, others find that the isolation, the long hours and the lack of any backup or relief is simply too high a price – and they drop out of the practice of law entirely.

But is solo practice the only alternative? Certainly even in the worst associate situations there usually are warning signs that all is not well before a decision to part and go separate ways is made – that would provide an associate with time to start exploring other work alternatives rather than being forced into opening a solo office. Furthermore, there are proven job search techniques that may allow the associate to find a more suitable position well before the contemplation of any parting of the ways.

So what are those proven search techniques? They all revolve around building a network – of people. Each network is unique but all the people in your network share two attributes – they know you are ready for a new opportunity and they may be able to contribute to your search. In many cases lawyers who have gone solo have tried to find an alternate work situation by using their network – but they gave up out of desperation and despair. This indicates that there are two items to which the job seeker must give top priority – the first being to continue to systematically and methodically build their network notwithstanding the lack of any immediate results, and the second in keeping their spirits up and not giving in to disappointment. Each is equally important and each plays a significant role in any successful job search.

What are the techniques to build a successful job search network? Here is a selection of the suggestions put forward in this regard:

Decide what type of job openings you are looking for. By bringing clarity to your job search at the outset, you are therefore able to answer the inevitable question of “What is it that you are seeking?” By being too broad you run the risk of appearing to lack any direction or insight into your career or into your strengths and weaknesses.

• Make an initial list of 40 people. These people should have at least one of the following qualities:
1. They can tell you about job openings that may interest you;
2. They can put in a good word for you by being a reference;
3. They can give you insights into potential job openings – and provide you with intelligence that helps you decide if the opening is worth pursuing; and
4. They can help you remain upbeat and positive.
• Mine your existing contacts. Consider adding people to your network who will not jeopardize your current job situation and who would be high-quality contacts. These people could come from past job situations or from your current job. They could be people that you used to work with in your current job but who themselves have left for an alternate career. Your existing professional and volunteer associations are excellent sources for contacts, as these individuals are already familiar with you and your volunteer activities and can put in a good word for you.
• Write to 10 people on your list each and every week. Enclose your resumé with a covering letter that explains what you are looking for (see above) and expresses the hope that they can identify potential openings or other people you should contact. Note that you are not asking them if they have any openings at this time – chances are they don’t. What you are doing is much more valuable – you are asking them to provide information to you that could result in a lead on a live job opening. Follow up the letter with a telephone call inviting them to coffee.
• During the in-person meeting, ask them to identify three people that you should contact to discuss your job search. Ask if you may use their name in making the contact.
• Repeat the cycle with the new contacts by sending them a letter and your resumé. At the end of the first month you should have made contact with 120 new people in addition to your initial 40. Most, if not all, of these people would have been unaware that you were looking for a new job opening.
• While working on your new contacts, periodically go back through your existing contacts and briefly communicate with them and remind them that you are still looking.
• Certainly make use of professional job search agencies – but do not depend on them to find your next career. Treat them as adjuncts to your own job search efforts.
• Follow up on all advertised positions – but be aware that many others are also doing the same.
• An oft-cited statistic is that only 15 per cent of the existing job openings are posted. Your objective in building and nurturing your job search network is to unearth one of the 85 per cent of jobs that never make it to the marketing stage.
• When you do find your dream career, write to your contacts and thank them for the efforts that they have made on your behalf. After all, they might just come in handy in the future.

Solo lawyers have a long and honourable tradition in the history of the practice of law. However, it may be preferable to start taking systematic and disciplined action now to locate a better job situation rather than waiting for the right one to come along and then finding yourself being forced to be part of history.

David J Bilinsky is the Practice Management Advisor at the Law Society of BC. Email: daveb@lsbc.org. The views expressed herein are strictly those of the author and may not be shared by the author’s employer.

This article originally appeared in the April 2005 issue of BarTalk and is reproduced here with permission of both the author and the Canadian Bar Association, British Columbia Branch.