[TRANSCRIPT] Why Attorneys Need to be Exploited to Succeed

Welcome to today's webinar. We'll start with our presentation, followed by a Q&A session. Feel free to note down any questions you have during the presentation, relating to the topic or your career in general.

Today's topic is exceptionally significant. Understanding it can profoundly impact your legal career and personal life. It's what successful partners, associates, and entrepreneurs grasp to achieve substantial success and maintain it.


Many attorneys stumble upon a common pitfall early in their careers, fixating on maximizing pay for minimal effort. Continuously evaluating employers solely on compensation and workload breeds perpetual discontent. Trusting the system and focusing on providing value beyond expectation leads to sustained success.

Life tends to favor givers over takers. Those who give abundantly often receive in return. Successful lawyers exemplify this principle, consistently delivering exceptional work and going above and beyond.

In every workplace, there's a conflict between those who excel through dedication and those who seek to exploit the system for personal gain. Providing value beyond what's expected sets you apart and ensures lasting success.

Avoid falling into the trap of constantly evaluating situations based on what you receive versus what you give. Strive to provide extra value in every aspect of your professional and personal life. This mindset fosters success and fulfillment.

Prioritize giving over taking. Embrace the philosophy of providing more value than expected, both in your career and personal relationships. This approach paves the way for long-term success and happiness.

Why go back to that hotel? Why feel comfortable returning? Go where games aren't played. Such games occur in law firms, too. Attorneys seek bigger bonuses, figuring out ways. Each year, starting October, the race begins for Christmas bonuses. Some end up mad or disappointed. Playing such games isn't the best career route.

People try getting more than they give, often avoided or despised. I hesitate to return to Mexico due to feeling exploited. Law firms operate similarly. Take more than give, leading to bad reputations. Consider where exploitation exists in your life, perhaps in your job. Are you exploiting others?

Running a company, I'm wary of people demanding more. Employees may push for more than they're worth. In every company, value providers prevail. Those providing less value are pushed out. Making partner depends on perceived value contribution.

Success comes from immersion in your position, not just seeing it as an exchange. Attorneys often feel entitled based on credentials, disregarding actual value provided. Avoid the 'us against them' mentality. Focus on teamwork, not personal gain.

Gratitude for rewards is often lacking, leading to dissatisfaction. Giving more than taking yields greater rewards. Relationships thrive on mutual respect, not just transactions.

An example from my past highlights the power of giving. An attorney assisted me, expecting nothing in return. His reputation soared, leading to significant success.

Similarly, a lesson from a religious service emphasized giving without seeking reward or recognition. Anonymity in giving is even better.

Success lies in giving without expectation. Value is reciprocated in abundance. Let's strive to give more than we take, fostering success in all aspects of life.
 

---

See Related Videos:

• Challenging Prestige Perceptions in Different Legal Practice Settings
• Why You Are Unhappy Practicing Law: You May Only be Happy When You Reach the Point of Giving Orders and Not Taking Them
• 21 Pieces of Career Advice No One Gives Attorneys
• Lawyer Depression and Anxiety: Why Most Lawyers are Depressed and Anxious Due to Practicing Law

---

Reward: Your reward is to have your name printed. You give a thousand dollars. No problem. The people who don't do that really have a mindset change. They give because that's who they are. You look at colleges and schools; the top donors are often anonymous. They don't want a reward; they want the reward of giving. The largest gifts are often anonymous because of that mindset.

Several partners in major law firms with large books of business, like 10 to 40 million, have a similar story. One attorney with a 10-million-dollar book of business would go out of his way to help General Counsels with various problems. He helped without charging, even when people had nothing to give. Few attorneys offer such assistance without expecting anything in return.

Helping without expecting reciprocity leaves a lasting impression. Most people want a quid pro quo, but those who give more than they take are remembered. A lack mentality, focusing solely on profit, holds one back. Giving without expecting immediate returns brings opportunities and success.

My father taught me to provide more than expected, which made me stand out. Similarly, Japanese cars surpassed American cars due to their value. Giving more, whether in legal advice or service, ensures client loyalty. Providing value consistently builds a reputation and secures success.

Cheating may bring temporary gains, but long-term success requires providing genuine value. People notice and appreciate those who offer more than they take. Consistently providing value, improving work quality, and prioritizing service over personal gain leads to lasting success.

In any organization, the law firm will retain and promote those who provide the most value. Clients face choices when law firms and individuals approach them, insisting on financial demands or services. The key is offering solutions without overcharging, exemplifying advocacy rather than mere billing. Top lawyers prioritize client advocacy over billing to attract business.

The significance of value provision is evident in the comparison between Japanese and American cars. Japanese manufacturers consistently improved their products, gaining consumer trust. Conversely, American companies exploited goodwill without enhancing quality, resulting in a decline in market share.

Success hinges on delivering superior value compared to peers, not merely trading time. Constant improvement is vital, whether through skill enhancement or proactive assistance to colleagues. Building a reputation for altruism and quality work ensures long-term success.

Providing value extends beyond professional settings; personal gestures of kindness also leave a lasting impact. Investing in relationships without expecting reciprocity fosters goodwill and loyalty. These principles apply universally, driving success in both professional and personal spheres.

Negative attitudes towards employers or clients can derail careers. Adopting a client-centric approach fosters trust and longevity in the legal profession. Success requires aligning with client interests and consistently providing value, without expecting immediate rewards.

Manipulative tactics and self-serving behaviors eventually backfire, leading to loss of clients and reputation damage. Clients seek value for their investment and will seek alternatives if they feel exploited. The story of an attorney exploiting clients for excessive billing illustrates the consequences of prioritizing short-term gains over long-term relationships.

I want to just back up and tell you what happened to this guy. He eventually got a very bad reputation. Unable to bring in clients anymore, he frequented networking events where everyone found out about him, tarnishing his reputation.

He lost his position at that firm, got some job because he didn't bring any clients anymore. He built everything up, but lost it due to nickel and diming, playing games, and prioritizing himself over clients. He could have been successful had he done things correctly.

This guy, for some reason, valued my opinion. I met him early in his career when he was starting at his first firm and he valued my opinion. One of the last times I saw him, he had done business with people we both went to school with. At one point, he upset them, leading to lawsuits for payment. He showed me websites claiming to be his law firm, filled with extravagant claims, despite not living up to them.

He came from wealth, leasing a large office space he never filled with attorneys. It was all ego, not providing value, trying to get something for nothing. Playing these games eventually drove him into lunacy.

Successful lawyers prioritize giving more than they take. They want clients to benefit, save money, and know they have their backs. They side with clients, advocating for them passionately.
 

---

See Related Articles:

• The Most Important Characteristic Attorneys Need to Succeed and Why It Is Almost Impossible for Them to Keep It
• Why Attorneys Need to Figure Out How to Fit in in their Law Firms or Find a New Firm Where They Do: The Importance of Fitting In
• The #1 Attorney Career Killer That Attorneys Are Never Taught
• Why You Will Never Succeed at Practicing Law Until You Understand This One Thing

---

Providing value is crucial in every aspect of life, not just professionally. Those who take shortcuts and exploit others hold themselves back. To succeed, prioritize offering value without expecting immediate returns.

In my Malibu law firm, we handled corporate filings, litigations, and employment law matters. I rejected hiring an attorney who suggested overcharging clients, highlighting the importance of integrity and value.

Your success and happiness hinge on providing value. In law firms, there's a tension between providing value and fear of exploitation. Delivering less than your capability holds you back. You'll face exploitation, but offering more value than others elevates you.

Clients and partners will recognize your enthusiasm and dedication, leading to more opportunities and rewards. Organizations thrive when they provide more value than they receive.

Avoid being known for gaming the system. Be recognized for providing exceptional value, ensuring long-term success and recognition.

If you're providing the most value, it's going to be difficult for clients not to work with you. When you get a new client and take them away from another firm, they're amazed by the personal attention and insight you offer. This mindset always leads to failure and prevents people from being successful. Many believe they can coast, but this hurts their chances of success.

I recently spoke with someone about a recruiting role in our company. Despite a good offer, they expected more based on their previous salary. This attitude often leads to unemployment and dissatisfaction.

At our firm, we go all out to provide opportunities for our candidates. However, some are hesitant to accept offers that don't meet their salary expectations. This mindset holds people back in their careers.

In my experience running businesses for over 25 years, I've encountered various attitudes. Some focus on providing value, while others try to exploit situations. It's essential to assess which side you're on and ensure you're contributing positively.

Employees who provide value and demonstrate dedication tend to succeed. Conversely, those who focus solely on their own gain often face challenges. It's crucial to prioritize providing value in your career.

Clients and employers alike value individuals who go above and beyond. By consistently providing value, you position yourself for success. Remember, success is about giving more than you receive.

Prioritize providing value in your career. Those who focus on giving rather than receiving often achieve greater success. If you're facing challenges, reassess your approach and strive to offer maximum value in all your endeavors.

QUESTIONS

Alright, let's move to questions. Questions are one of my favorite things. I love talking to candidates on the phone when working with people. I really enjoy questions as well because I learn so much about people. It helps me with articles, presentations, and more.

Okay, here we go. It looks like there's about 10 questions so far, which is okay. But hopefully, there'll be some more. This person is asking me to look at their resume. I don't necessarily need to do a resume review. If someone is a law student having a hard time getting accepted by law firms, all you need to do is make sure you're contacting the right places.

An example would be if you want to work in a law firm, you could say Flint personal injury. You can definitely find people interested in hiring you just by contacting lots of people. It's really not that difficult. Almost none of them are getting unsolicited resumes from attorneys interested in working for them. It's very simple to get a job.

 All you need to do is reach out to people. I guarantee you American guile injury attorneys are not getting a lot of people that want to work for them during the summer. But that gives you experience, which is very important. What are you going to do? You have to be able to find a position in the summer. The only way you can do that is by knowing the places to apply to and doing it. Okay, let's move on to the next question.

Attorneys who have experienced burnout by constantly putting others' needs before their own. How can we learn from these experiences and avoid bonding to similar patterns while maintaining commitment to helping our clients? If you're experiencing burnout, you shouldn't be doing the type of work that makes you feel burnt out. You have to understand what makes you happy.

If you don't like your work, you're going to get burned out. Burnout is when the work you're doing is not energizing you. You're in the wrong firm or the wrong practice area. You should be doing something that doesn't burn you out. Putting others' needs before your own means doing the work as well as possible. But you don't want to burn yourself out.

Burnout is horrible because it means you're constantly tired and not energized by your work. You have to put yourself in a position where you enjoy the work. If you're not enthusiastic about the work you do, you're in the wrong practice setting or practice area.

You should be in something that energizes you. You have to be enthusiastic about the work you do. If you're not, then you're in the wrong practice setting or practice area. You should do what makes you excited and happy.

Everything shouldn't be burned out. If you're doing the right work you like, you should be energized by it. I love my job; I get up at five in the morning every day just so I can do it. It makes me happy.

That's the kind of career you want to be in. If you're not getting out of practicing law, you probably shouldn't be practicing law. It's not to say there's anything wrong with you; it's just not the right fit.

Effort extended pays off, but in some cases, like layoffs due to market conditions, it doesn't. What do you do in those situations? You seek help, explore options, and anticipate changes in your field.

Choosing the right practice area is crucial. Some may seem promising initially but falter later. For instance, many choose corporate law for its high salaries, but economic shifts can leave them stranded.

Being taken advantage of by clients is unacceptable. Set boundaries and communicate your worth clearly. You want clients who appreciate your work, not exploit it.

Regretting not attending a prestigious law school is common. However, obsessing over big law opportunities isn't productive. Success in law is about expertise and specialization, not alma mater.

Big law isn't the ultimate goal. Focus on building expertise and connections in your chosen field. Success comes from dedication, enthusiasm, and genuine care for your work and clients.

Measuring and communicating value to clients involves both delivering quality work and forming connections. Clients value a personal touch and feel more secure when they believe you're invested in their case.

To succeed in law, immerse yourself in your work and prioritize client satisfaction. Show genuine enthusiasm, dedication, and care for your cases, and success will follow.

Looking at this insightful discussion, it's evident that navigating challenging dynamics within firms requires strategic positioning. Thank you for the engaging presentation, Harrison. It's clear that many resonated with your insights on overcoming adversities in the legal field.

The attendee's reflection on their career journey underscores the significance of aligning with the employer's perspective while fostering a positive workplace environment. It's crucial to avoid entanglement in divisive dynamics that can hinder professional growth.

The essence of the attendee's experience lies in recognizing the importance of maintaining a constructive approach within the firm. Rather than adopting a confrontational stance, prioritizing the firm's interests can yield long-term benefits.

Furthermore, the attendee's query regarding job prospects following setbacks like failing the bar exam and losing a prestigious position highlights a common dilemma faced by many legal professionals. Amidst competitive market conditions, it's essential to strategize effectively to overcome such challenges.

The advice provided emphasizes the need to diversify job search efforts beyond traditional avenues. Exploring opportunities in smaller to midsize firms can offer viable alternatives and increase the likelihood of securing employment, particularly for individuals facing employment gaps.

Ultimately, the key lies in resilience and adaptability. By leveraging available resources and exploring diverse opportunities, legal professionals can navigate setbacks and carve out fulfilling career paths.

These are people who have interviewed recently, just like them. They need to start applying and meaning. These are smaller to mid-sized firms, meaning they should do everything they possibly can to apply to all the firms that could match them. There are all sorts of lists.

Let me show you where this person could apply. There's no hope, but there's tons of hope. There are 745 firms in Los Angeles, Brooklyn, and West Hollywood that do corporate work. So, 745 places that the person could apply to. There are so many opportunities for an unemployed corporate attorney.

Do you think it's impossible not to get an interview if you were to apply to all these firms? It's astonishing how many firms there are to apply to. There are recommended firms, firms on U.S. News, Vault Chambers, BCG, etc. There are so many opportunities. Let me show you something more exciting. Here you look at the jobs and contacts.

These aren't even recommended firms, just firms that do this kind of work. Look how many firms we have. This is an incredible number. Then you want to go firms in New York and you get 1025. These are places where we could send a BCG candidate. So our first list, we got 40 or 50 jobs, right? And then we saw firms that we recommend hiring.

Then I showed you firms on a recommended list, meaning firms noted for their practice area. You got 750. Then you got 180 in Los Angeles and 1,025 in New York. So right there, for this particular person, it could be a corporate attorney, over 1,500 or 2,000 places to apply to. Do you think that even if they failed the bar, they could not get a job at all those places?

You need to represent yourself and find all these opportunities. No one does anything like this. I'm not trying to brag, just showing you what you can do if you use all your resources. You can get thousands of opportunities. Let me show you one other thing. If you really want a job, don't just look at Los Angeles, look at all of California, look at the entire state of New York.

Suddenly, you end up with all these jobs. These are just firms with jobs matching this person's experience level. You get hundreds. If you do all of California, you get thousands of firms. You're not a victim, there's plenty of places for you to go. You need to find people willing to hire you. No matter who you are, there are opportunities. It's not difficult. You represent yourself.

You need to apply. There are firms that you would be applying to, and they are not receiving people like you all the time. There are so many opportunities out there. If you give up and don't research all these firms, you're just going to be a victim. You need to look at yourself as your own law client. You're not going to sit back and allow the market to beat you up.

You're going to figure out how to make the most of this. You represent yourself. You do whatever you can to get yourself off. Any advice? Your chances of getting a law clerk position in a law firm while you study for the bar the 5th time are exceptional.

You need to approach them and tell them you would want to work for them. It's not very hard. If you can't work at major firms, there's nothing wrong with you. You learn how to be a corporate attorney at smaller firms. You can move to larger firms later. It's not that hard.

You can move to larger and larger firms as a corporate attorney. You're often better off starting at smaller firms. They tend to be more recession-proof. There are plenty of places for anyone to work. I don't like seeing people not believe that there are places they can work. Nothing is hopeless. The world is wide open.

These firms you would be applying to, I guarantee you that they are not receiving people like you all the time. There are so many opportunities out there. The only reason I'm telling you that is because if you give up and you don't research all these firms and find places to apply to, you're just going to be a victim. You need to look at yourself as your own law client.

You're not going to sit back and allow the market to beat you up. You're going to figure out how to make the most of this. This is the 2024 State of the Law Firm Legal Market Report. It ranks all the law firms in the country of different sizes. Last year, BCG represented 24,000 candidates to 35,000 firms. This shows you what happened with these submissions.

This information helps you decide where to work and what practice areas to go into. You try to go into practice areas that are busy. It's important to understand this information because the better you understand it, the better off you're going to do.

Thank you for being on this webinar. I hope this material could change the direction of your career and your life. Thank you. Bye.
 

---

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.