Maximizing the Potential of Lateral Partner Interviews: Setting the Stage for Success

One common mistake I've noticed during interviews with lateral partners is the misalignment that occurs within the first few minutes of the meeting. The biggest pitfall is when a hiring manager asks the question, "Why are you looking to leave?" This question can instantly deflate the potency of the meeting because, more often than not, the person being presented by a third-party recruiter or headhunter isn't actively seeking a new opportunity. They may simply be curious. Throughout my career as a headhunter since 1998, I've come to understand that the most exceptional professionals are often not actively searching for new positions. Instead, I am retained and entrusted to proactively seek out these outstanding individuals. Building an authentic relationship with these star attorneys is what propels them forward, and I achieve this by focusing on one primary objective during our initial conversation: getting them to open up their minds. Similarly, when meeting with a potential lateral partner, your primary objective should be to foster an open mind. Through intelligent questioning, delve into what might be missing from their current career, as well as the frustrations and problems that could potentially be alleviated through a transition. Rather than solely focusing on selling, emphasize the act of asking meaningful questions. While selling is important, the fundamental concept of sales is to discover the motivations and needs of your prospect and tailor your approach accordingly. For instance, if the prospective lateral partner feels that their current company fails to provide a clear roadmap or timeline to achieve their career objectives, this alone could be enough to spark their interest in making a move. Instead of immediately discussing your firm's compensation structure or other aspects, take the time to understand what truly matters to the candidate. Think of a waiter in a restaurant. When you sit down, the waiter doesn't simply bring you a meal without any input from you. Instead, they present you with a menu and inquire about your culinary preferences. A few minutes later, they bring you a dish that aligns with your desires, leaving you satisfied and content because you received exactly what you wanted.