News from BCG Attorney Search

Fall 2007

Are You a "Me-Focused" or a "You-Focused" Interviewee?

By Dan Binstock, Esq.

When most attorneys prepare for job interviews they come up with lists of questions they should ask. Most of these questions are questions to which the candidates/interviewees (the people interviewing for the jobs) would like to have answers. However, most attorneys do not consciously realize that questions generally fall into two categories.

The first type of question is "me-focused." A me-focused question is a question to which you, the interviewee, would like to have an answer. On the other hand, a "you-focused" question deals with the interests and needs of the interviewers.

During an interview, you only have a few minutes to make a very good impression on the partners (who are the most relevant decision makers), and assuming your goal is to receive an offer, you need to choose selectively the types of questions you ask them.

The questions you ask provide the partners with a clear window into your head; questions illustrate your mindset and suggest your priorities and goals. They show where you're at in your head. As such, understanding the differences between me-focused and you-focused questions can have a tremendous impact on your interview success with partners.

Me-Focused Questions

Here is a list of the most common me-focused questions that interviewees typically ask:

What type of training will I receive?
What types of resources will you provide me?
Will I get to work on [insert type of work you are most interested in]?
What are the average billable hours? (Subtext: How hard will I have to work?)
How much are bonuses? (Subtext: How much money will I receive?)
Will I have opportunities to work on pro bono matters?

As you can see, these are all very legitimate questions which many interviewees would certainly like to have answered. But here's the critical point: these questions do not focus at all on the needs or interests of the partners who are interviewing you.

Oftentimes, candidates will make the mistake of asking all of their me-focused questions up front. Once they receive positive answers, they are very enthusiastic. On the other hand, the interviewers/partners walk away feeling that they have answered a lot of questions that were of interest to the interviewee, but they have very limited information as to why the interviewee would be a good fit.

If you step back and understand the purpose of an interview—at least through the employers' eyes—it is to determine whether you are the appropriate person to assist with their needs. Their needs, not yours. I do not mean to suggest that your needs or interests are not important, as they certainly are, but if you cannot first demonstrate that you can meet the needs of the employers, the discussion is over.

Many times, me-focused questions can be answered by online research, or interviewers will volunteer this information during the interview. If the information is not volunteered, one common strategy is to wait until you have an offer in hand to ask the very me-focused or difficult questions; you can also wait until you have already asked the you-focused questions.

You-Focused Questions

You-focused questions are typically much more effective to start off with because, after all, they focus on the needs and interests of the interviewers/partners.

Here are some examples of the most common you-focused questions that interviewees ask:

Where could you use the most support right now in your practice?
What precipitated your hiring need right now?
What would be your ideal candidate for this position?
Are there any particular characteristics of attorneys who do especially well in your practice group?
What do you like about practicing in your group/firm?

Do you notice a difference? Do you see how the focus is on "you" and "your" rather than "me" and "I"?

The beauty is that when you ask the you-focused questions, you will gain a much better idea of the interviewers' specific needs. Also, it demonstrates that you have an interest in learning about how you can fit into their practice based on their needs.

My candidates have told me that when they ask you-focused questions, something amazing happens. The interviewers immediately get more energized and interested in the interview. It is as if they think, "Finally, somebody is interested in how they can help me!" Even if you do not do very much selling of yourself, the impression the interviewers walk away with is "This person understands my/our needs," and this puts you at a distinct advantage.

Conclusion

This article just touches on one of the many important aspects of a successful interview. But if you keep this distinction in mind and consciously focus on you-focused questions from the outset, you will separate yourself from most of the other me-focused candidates.

Happy interviewing!

STATE OF THE MARKET REPORT,
By The BCG Recruiting Staff
A flurry of recent hiring activity�particularly a national need for real estate attorneys and the upswing in corporate work�has our recruiters excited about the changes that the legal market is currently experiencing. Learn which practice areas are hot and which are not as our recruiters across the nation report on the employment outlook in their areas.

Read more.

Are You a ''Me-Focused'' or a ''You-Focused'' Interviewee?
By Dan Binstock, Esq.

How to Survive and Thrive during an Unplanned Relocation to Join a Future Spouse
By Deborah Acker
Managing Director, BCG Attorney Search, Palo Alto

Many junior attorneys work incredibly hard for four years to get top grades at first-tier law schools, work on law reviews, and get offers from prestigious firms. Then, they face unplanned speed bumps in their careers when their fianc�s feel it is time to live in the same city, get serious about their commitment, marry, and settle down. Legal recruiters receive many questions in relation to different versions of this scenario. The following is what I tell attorneys in this position. (Many of these thoughts may apply to same-sex couples as well, where one partner is relocating to meet the needs of the relationship.)

The Truth and Nothing but the Truth—But Not the Whole Truth
By Stephen E. Seckler, Esq.

Although the practice of law has undergone enormous changes in the past two decades, one thing remains constant: integrity still counts for a lot in the legal profession. A lawyer who bends the truth in advocating on behalf of a client may find himself facing disciplinary action. A law student or associate who materially misrepresents her credentials at an interview may be shown the door if the misrepresentation is discovered at a later date.

Tips for First-Time Job Seekers
By Jamie Bailey

This year I joined the legions of die hard Cubs fans at Wrigley Field to attend the play off game against the Arizona D-backs. The last time I attended a Cubs playoff game was the 2003 playoff game against the Florida Marlins - the infamous Bartman game. Watching the Cubs is like being on an emotional roller coaster. Who could have guessed that the D-backs would hit a home run on the first pitch of the game, or that during the fifth inning the Cubs would come back to load the bases and the inning would end on a double play. What could be perceived as a lack of execution and enthusiasm, blunders and the overall malaise on the part of the Cubs was astonishing. And the corresponding extreme shift in human emotion and support among what were just a few minutes prior the most loyal Cubs fans confirmed that my emotions mirrored those around me. One minute the man sitting behind me was expounding how he knew we were headed for that ''Blessed World Series Trophy''; the next minute he was raising his 5th beer to the heavens beckoning, ''Parents, take your children home to bed. They should not have to witness this terrible abyss we are about to enter.''


	BCG Q&A, Question: I was working with a recruiter who sent my law school transcripts to potential firms along with my resume. I believe that this hurt my chances with these firms as my law school grades are not what I want to emphasize. Can I send only my resume in the future? I don�t imagine that my transcript is terribly relevant now that I�ve had practical law firm experience.
	Click here for the answer

	Silicon Valley
	Palo Alto office seeks a patent prosecution associate with 3+ years of experience for pharmaceutical and medicinal chemistry or chemistry prosecution, opinion and due diligence work.
	Click here to find more.

	New York
	New York City office seeks an IP patent litigation associate with 2-5 years of experience. Pharmaceutical and/or science background preferred. NY Bar needed.
	Click here to find more.

	District of Columbia
	Washington, D.C. office seeks an associate with 4-6 years of litigation experience to join its IP section.
	Click here to find more.