Why Networking Skills Are Essential for Lawyers in Today’s Competitive Job Market

 

The Profound Impact of Networking

This webinar today is about a topic that I think could be one of the more important topics you ever listen to in terms of your career. That is a really good thing to hear. This topic has changed my life and the lives of countless candidates I know. If you understand everything I am talking about today, take notes, and absorb all this information, it could really make a profound difference in what happens to you. This information about networking is how people become president, how people become important cabinet members in politics, how people start businesses, become billionaires, get incredible jobs as attorneys, become partners in law firms, and make millions of dollars a year.

This particular topic is about all of these things. When you absorb what I am going to talk to you about today, I think you will end up doing exceptionally well in your career. Welcome to this webinar. This is an amazing topic. I am very happy to be presenting because I think it is going to help you a great deal. Even getting one little piece of information from this can make a major difference.

I am going to be telling some stories today about people that use this information to become very successful. I am going to talk to you about myself and how I use this sort of information to become successful and grow this business. All of the things I am going to talk about today are things that so many people do successfully, but most do not. The ones that do have careers that are way beyond their expectations, continue to get better, and are able to have long-term successful careers, friendships, and people that support them. I am really glad you are here because I think you are going to get a lot out of what I am talking about today. I have seen the power of networking and how people's lives are changed. I have seen how people go from obscurity to really amazing things happening.

Because this is a live webinar, I will give a presentation on this topic. After the presentation, we will take a quick break, come back, and I will do live questions where you can ask about anything to do with this webinar or anything related to your career. I will be happy to answer them and typically stay as long as it takes to go through the majority of the questions.
 

   

Real-World Examples of Networking Success

One story I like to tell is a fairly recent story about one of my candidates.

• I had a candidate that had been at a major Am Law 100 law firm in New York.

• When he approached me, I noticed in his resume that he had gone to Rutgers Law School, had not done particularly well there, and had never worked as a summer associate in a major law firm.

• He did not start this position at this Am Law 100 law firm until February of the year after he graduated.

• I asked him how he got this position in this giant law firm when he was not a summer associate.

• He said every morning he got up early and went to a dog park at six o'clock with his dog.

• When he went there every day, he met a guy who was a partner in the law firm he was working at, and he talked to him for a couple of months.

• Eventually, the partner asked him why he was not working.

• He explained that he did not get great grades, and the partner ended up bringing him in and hiring him at this major law firm.

• Five years later, he was there and looking at going to an even bigger law firm.

His whole life changed just from this little bit of networking. I have seen networking work for so many people.

I will tell you what happened to me when I was looking for a job as a summer associate. One reason I like what I do now is that I have learned so much in my career by making mistakes when I was a law student and a young attorney, and recovering from those mistakes.

• I was interviewing for a job as a summer associate during my second year of law school.

• I was able to get a lot of interviews, but every time I went on an interview, I would rarely get a callback.

• When I got a callback, I would not do well.

• During one of the last on-campus interviews I went out on, I went into the interview and started talking to the interviewer.

• He went to Fordham Law School, and I told him that my best friend had gone there.

• One thing led to another, and it turned out that my best friend's mother had been one of his best friends when he was in college, and they had stayed in touch.

• My best friend's mother liked me, they ended up talking, and that ended up becoming a summer job.

Had I not gotten that, I do not know what would have happened. That is just a networking story that I have, and I have many more. All these great things can happen by networking.

Networking gets you jobs and protects you. People do not fire you if you are a good networker. People give you business if you are a good networker, you get more jobs, and anybody can learn these skills. Working hard and getting good grades is not what it is all about. People protect, give business to, and advance people that they know and are comfortable networking with.
 

The True Purpose of VIP Access

Several years ago, I was at a hotel in downtown Los Angeles for a seminar about publishing books. There were a couple of different levels of tickets: a standard one and a VIP level where you would sit closer to the front and go to lunches. There were important people in the publishing industry present. My assistant had signed me up for a VIP ticket, which was probably only a few hundred dollars but seemed well worth it. It provided a free lunch, the chance to sit next to VIPs, and made it feel exclusive.

The lunches were not that remarkable; publishing professionals from New York would sit down and interact with the participants. I was not really concerned about that because I was not interested in publishing books and going on tours. The first day, the organizer explained there was a limited number of publishing representatives, so you only found out if there was a publishing person at your table when you sat down.

• I had lunch with a guy from an island in northern Canada who wrote a book about fishing.

• He realized I had nothing to do with publishing, so we did not have anything to talk about.

• There was another woman writing a book about past lives and near-death experiences, which was very interesting to talk about.

• People would walk up to our table trying to figure out if there was anybody in the publishing industry sitting there who could help them.

• They were trying to find contacts and taking this very seriously.

• When they found someone in publishing, they became incredibly engaged, enthusiastic, and would start pitching the book they were writing.

People try to meet others that can advance them because you need to get in front of someone that sees hundreds of books and pitches every year. It is the same thing in the acting industry in Los Angeles; people want to get parts, so they do everything they can to get in front of people. Everything is about this connection, and people who are able to make those connections are able to get ahead. It is also the same thing in the legal industry. Personal connection drives results. When two people meet and make a connection, so many things can change.
 

Face-to-Face Interaction Changes Everything

During my first year doing nothing but recruiting, I would do whatever I could to meet candidates.

• If they were in Los Angeles, I would always try to meet them in person for lunch, brunch, or dinner.

• I would fly to San Francisco or New York to meet people in airports.

• I realized a pattern: if I met people, positive things would end up happening.

• If you meet someone, you are far more likely to get them a job.

Meeting someone in person gave me an understanding of who they were and more positive things to say about them. Sometimes I would meet them in person even after I had introduced them to a law firm, and suddenly they would start getting interviews. When I did not meet them, that would not happen. There was something very powerful about this in-person interaction.

The whole dynamic of my relationship with the candidate and the law firm changed. I would bond with them, they would go out to interviews and do better, and the firms would realize I cared. I felt responsible for their success, and everything became much more meaningful. I would call law firms unsolicited to say how great they were. I could communicate that personal connection to the law firms and become a much better advocate. The process of matching someone to a firm did not change, but meeting with the person and connecting with them did. It impacted the outcome of their job search, impacted their careers, and created a stronger sense of trust.
 

The Business Value of Relationships

When I was taking flying lessons at the local airport, I would see expensive jets on the tarmac. People use them for business, flying around the country to meet clients and potential clients. They become extraordinarily wealthy because they have all these connections, and they get a plane to maintain those connections. The majority of people that own these jets use them to meet clients or people in their companies because they believe it is worth that investment. These relationships are very valuable, and they are willing to spend the time and money to sustain them.

On the second day of the publishing seminar, I was seated next to an executive from Wiley and Sons. She asked if I had any books I wanted to publish, and I told her I did not. We just had a personal discussion about her apartment and walking her dog during the winter. At the end of lunch, she gave me her business card and told me to call if I ever had anything to publish. It showed the value of being present, open, listening to someone, and not trying to get anything from them. I made a connection when most people would have tried to pitch her on an idea she would have had no interest in.

The whole purpose of paying extra for the VIP event was to connect with others. If a publishing executive receives hundreds of unsolicited manuscripts each year, they do not have time to review them all carefully. However, if somebody makes a personal connection, they might think more about it. Personal connections can help you stand out. The most successful attorneys who earn the most money and are at the largest firms are there because they prioritize making connections with people. Legal skills are never enough at any level of the legal profession.
 

Cutting Through the Clutter

Law firms might get 500 applications for a job opening, with the substantial majority not being qualified. Everyone is going to look fairly similar on paper. One of the best ways to stand out is to have a personal connection in that firm. If you have a connection, you have a much better chance of getting a job.

Humans are tribal animals; for most of our history, people lived in very small groups and did not trust people from other groups. Unless someone comes recommended or there is a connection, it is very difficult to get in. At my company, almost all recruiters were hired based on referrals from people I trusted. Someone with a connection makes a huge difference.

You also need to be seen to be hired. The more exposure you have, the more likely you are to get hired. A connection is not just calling someone and saying you went to the same law school and asking for a job; it is asking for an informational interview.

If you do not have as many connections as you want, you apply to more places. The more places you reach out to, the higher your odds of success. You need to aggressively look for a job.

• I would send out one or two applications per hour, eight hours a day.

• Personalize each of them.

• Treat this like a very important thing because you are competing with hundreds of other people.

Volume alone is not enough; you need your application reviewed and seen. You have to get in front of the decision-makers. Connections cut through the noise and separate those who succeed from those who do not. Channels of communication make it easier to be seen and heard, getting you a direct line where one did not exist before.
 

Persistence and Presence

I had a law firm in Malibu for over 10 years. I would advertise positions for attorneys and get hundreds of applications, but I only had two people actually walk into the law firm, hand me their resume, and ask for a job. I talked to both of them. I hired one woman simply because she was able to make a connection with me.

At the University of Virginia Law School, I saw people sitting outside the admissions office on the floor. The admissions person said they were on the waitlist and came in to say they were there in case there was an opening. A week later, I saw two of them in the hall in the school. They just wanted to be seen and make a connection. Walking into my office, making phone calls, and following up about applications are all about making connections.

Barack Obama burst onto the national scene when he went on the Oprah show and made a connection with her. Bill Clinton kept note cards of every single person he met, writing down their family details and interests, and would review them continuously. He would meet somebody 15 years later and ask questions about themselves because he took connections seriously.
 

Sincere Interest Stands Out

You are bombarded with advertisements daily everywhere you turn. The people advertising to you do not want to be your friend, do not want to learn about your family, and do not care if you have anything in common. They just want your money, and there is no connection.

How often do people genuinely want to know about you? Most transactions are surface level, and curiosity about others is very rare. One of my mentors, Jay Abraham, was on a flight from New York to Los Angeles. He spent the entire five-and-a-half-hour flight just asking the guy next to him questions about himself. The guy did not ask him a single question. At the end of the flight, the guy said it was the most interesting conversation he had had in a long time, gave him his card, and wanted to stay in touch. Very few people have curiosity about another person without expecting something in return.

My daughter, a freshman at the University of Chicago, started live streaming herself playing a Roblox game on TikTok. She started doing a livestream where she would ask people about their day, call out their name, and give them advice. She has 60,000 people showing up for this. She is making over $10,000 a month working less than 10 hours a week because she makes people feel seen and connects with them.

We always remember the people who take a genuine interest in us. Those interactions help us succeed and be happy. I can remember two people from high school that others made fun of; I built them up and made them feel good about themselves. Those people have always reached out to me because that connection was meaningful to them. I remember a teacher who helped me get into college because he really wanted to help me.

If people take a genuine interest in you, it gives your life meaning. You need to feel appreciated. Everybody wants to feel loved and feel that others care about them. Alcoholics Anonymous puts people in a room to connect by telling their stories, and that connection helps them.
 

Creating Opportunities Through Relationships

A satellite radio salesman came to my house and spent time asking genuine questions about my life and family. The interaction felt personal, not transactional. I purchased advertising from him. Even when I stopped advertising, he stayed in touch. Later, he contacted me and asked if I could help his brother find a job. Because of our relationship, I met with his brother and ended up hiring him for several years. His brother never would have gotten a job had he not made that connection with me.

If you have connections in a law firm and the partners like you, they will help you get ahead.

• A woman working as a teacher's assistant at the University of Chicago Law School got a recommendation from a professor.

• She mailed her application to Stanford Law School on a Monday and got an acceptance letter the following week.

• Having a relationship with someone who can vouch for you carries a lot of weight and changes how you are perceived.

Ivy League colleges accept a high number of students who are children of alumni because those alumni maintain active, ongoing relationships with the school by donating and volunteering. The school already has a relationship with the parent, which influences the decision-making process. Connections cut through the clutter, get you seen, and generate business.
 

Integrity in Networking

I placed a Harvard Law graduate in a good firm in Los Angeles. He was unhappy and wanted to leave after a few months. I urged him to stay and told him it would not be ethical for me to help him leave because the law firm had paid me to place him there. He took a job at a smaller law firm on his own and told his previous firm that I had refused to help him out of respect for my relationship with them.

The law firm appreciated my honesty and integrity. They looked through resumes I had previously sent them, brought in two candidates, and hired both of them. Even though those candidates had previously applied to the firm independently, the firm paid me over $100,000 to do something nice in return. Doing the right thing and forming relationships creates real opportunities.
 

Building Your Network

Everywhere you turn, you have an opportunity to make a connection.

• Your opportunity is in the firm you are working in right now, the dog park, or an airplane.

• There used to be a business development course that simply told people to write down the names of 100 people they know, call them, and stay in touch.

• You need to get out there, meet people, and build real connections.

During recessions, some people give up, but the most successful people call recruiters, network, and talk to as many people as they can. The most successful partners in law firms want to network because those connections help them. Connections can happen based on political parties, hobbies, schools, or shared work history.

I spoke to an unemployed patent attorney who was abrupt and insisted only her skills mattered, refusing to connect. She had a history of filing lawsuits against former employers and failed because she was unable to make connections. Connections are what need to happen for you to really succeed in your career and life.

 

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Questions and Answers

The Value of Connections

Question: What makes a successful connector like Jeffrey Epstein?

His whole value was connecting people, which is what got presidents and some of the most powerful people in the world to speak to him. Even without formal academic credentials, he made connections with very interesting and powerful people throughout his lifetime. He became incredibly wealthy and rose very high in his career because he consistently made connections with powerful people and then connected them together.
 

Understanding the "Counsel" Title

Question: What does "counsel" mean in a law firm, and how can an attorney become counsel?

Counsel means different things at different firms. Traditionally, 30 or 40 years ago, it was a role given to a partner who had reached the retirement age of 65 and didn't have the stamina or desire to develop business anymore, requiring less full-time work. More recently, a law firm will make someone counsel if they are a senior attorney who does good work but isn't aggressive enough, doesn't have business, or doesn't work the hours required to become a partner. It can be a difficult position to be in if they are doing senior-level work, because if the firm doesn't have enough work for them, they will usually give it to their senior associates who need the hours to become a partner.
 

High-Paying Legal Jobs

Question: What are the highest paying legal jobs for law students after graduation?

You can work inside a major law firm, which pays a lot, or you can become a personal injury attorney in a large city, which can also be highly lucrative. People who start their own practices, such as in family law or trust and estates, can also do very well. However, the jobs that ultimately pay the most in the long term are the ones where you are representing companies that have the access to write big checks for things like commercial litigation and large real estate transactions.
 

Choosing Between Prestige and Work-Life Balance

Question: How do attorneys choose between law firm prestige, hands-on experience, and work-life balance when making career decisions?

The more prestigious the law firm you go to, typically the larger clients they will have and the more the firm pays, which means they are going to have more demands on your time. However, the experience and training you get in those types of law firms is excellent because the clients can afford to pay a lot for the work. Law firms in smaller markets and smaller law firms typically have a better work-life balance, but you may not make as much money since they represent smaller clients with smaller budgets. It is highly recommended that you try to work with the largest and best law firm you possibly can for the first five years out of law school to focus on training, and after that, you can either stay there, go to a smaller firm, or find a firm with a better work-life balance.
 

The Value of Vulnerability in Networking

Question: Have you read the Keith Ferrazzi book, "Never Eat Alone"?

Yes, and he was a speaker at an event I attended where he told a very interesting story. He explained that people respond better to someone who shares their vulnerabilities rather than someone who comes in bragging about their background and success. The core idea is that making connections based on vulnerability is far more meaningful and effective than turning people off by bragging.
 

Standing Out as a Law Student

Question: What should law students include in their legal resume to stand out to employers?

One of the most important things you can do is try to get a job in a law firm after your first and second year to show other law firms that it is the specific practice setting you want to be in. You have to look like you really want to practice law, though legal employers know that you are a student and won't have a lot of experience. The strategy is more about what you don't need on the resume; you shouldn't draw attention to mediocrity by listing average grades or simply being in the top 50%, but rather draw attention to your very strong achievements.
 

In-House Legal Department Hiring Preferences

Question: What law firm experience do in-house legal departments look for when hiring attorneys?

The largest legal departments will often hire subject matter experts who focus on one certain type of transaction, while smaller legal departments are often more interested in generalists who can help out with various corporate transactions. The largest legal departments like to hire attorneys coming from major law firms because they are presumed to be better trained and the companies can easily afford that. They also tend to lean towards hiring younger people coming directly from law firms rather than other companies because those individuals are seen as having fresher, more relevant experience. You can find these opportunities on sites like LawCrossing, which actually visits the websites of thousands of in-house employers to pull their specific jobs directly, giving you multiple times more positions than you'd naturally find on standard job boards.

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About Harrison Barnes

The Architect of the Hidden Legal Job Market

For most lawyers, an attorney job search begins with public job postings, law firm websites, and job boards. Harrison Barnes knows that the best opportunities are often found elsewhere—in the hidden legal job market, where confidential firm needs, quiet practice expansions, and customized roles are never publicly advertised.

As the Founder and CEO of BCG Attorney Search, Harrison has spent more than 25 years helping attorneys access opportunities before they reach the public market. He understands that law firms often hire strategically and confidentially, especially when seeking highly marketable lateral talent, replacing underperformers, or expanding key practice areas.

Harrison’s insight into law firm recruiting comes from firsthand legal experience. He is a graduate of the University of Virginia School of Law, a former federal law clerk, and a former associate at Quinn Emanuel. Early in his career, he saw that traditional legal recruiting was often reactive and overly dependent on posted openings.

To change that, Harrison built BCG Attorney Search into one of the most comprehensive legal recruiting platforms in the country. Over the past two and a half decades, he has invested heavily in proprietary law firm intelligence, attorney market data, and a nationwide recruiting team. This infrastructure helps identify legal career opportunities before they become visible to most candidates.

Harrison and his team do more than match resumes to job descriptions. They help attorneys understand their legal career options, improve their marketability, and position themselves as solutions to a law firm’s specific needs. Whether advising a junior associate, a senior associate, counsel, or a partner, Harrison focuses on aligning each attorney’s strengths with the right firm, platform, and long-term career path.

Through this approach, Harrison has helped place attorneys in thousands of law firms nationwide, from Am Law 100 firms to specialized boutiques and growing regional practices. His work has helped attorneys make career moves that many believed were impossible.

Today, Harrison Barnes is recognized as one of the legal industry’s leading recruiters and career strategists. His legal career advice, articles, webinars, podcasts, and resources such as The Legal Career Insider Substack are followed by attorneys across the country.

Harrison believes the best legal careers are built by finding doors others cannot see. Through BCG Attorney Search, he gives attorneys access to the hidden market—and helps them move toward the career they truly want.

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.