Career Guidance

Why newly qualified solicitors struggle to win new clients (and the simplest way to go about doing so)

One of the best ways to make your mark at a law firm is to bring in new clients. The question is how you go about it? Or to put it another way, how you go about it if your firm is not set up to help you?

Most law firms talk a good game about networking in order to win new business, but when it comes down to it they give little or no direction on how to do it.

As a result, whenever we raise networking experience with NQ Solicitor candidates, common responses include:

• “I’ve hardly done any, the partners do the networking except for occasionally dragging me along to drinks events.”

• “We weren’t encouraged to do it all, it was all about racking up billable hours.”

• “It would have been pointless to try. There’s no way I could bring in the types of clients the firm wants like FTSE 100 companies and large multi-nationals.”

These answers are understandable but not excusable. Fast-forward a few years and you could find yourself in a common situation: as a senior associate or partner working for one or a few of the firm’s entrenched clients and unable to move because you have no following and no reputation outside your immediate sphere.

This is a big mistake. Without building a strong network your career could stall and leave you missing out on promotion or having to start from scratch if you decide to move on.

Networking is a key skill for lawyers

Networking is a key skill for lawyers and one that it is vital to master. You may feel you are too busy to network because you are drowning in contracts or discovery, but there is no time to waste. To misquote the old Chinese saying about planting trees: “The best time to start networking was 20 years ago. The second best time is now.”

Here are six networking tips for newly qualified solicitors:

1. It’s about relationships not selling

The good news is you’re already a great networker, you just don’t realise it. Networking isn’t about selling or handing out business cards, it’s about something you’ve been doing your whole life: building relationships.

Every time you meet a friend for lunch, play your Tuesday night game of netball/football or post something on Facebook, you are networking. You are building strong bonds with people you like and who enjoy your company.

Thinking of networking as relationship building is the first step to being a successful networker.

2. There’s more to it than formal events (although these can be useful)

Formal events can be excellent ways to meet people, especially if they are specific to your practice area. They are not for everyone though and if the thought of small talk with a room full of strangers fills you with dread, don’t despair.

Speaking at or attending conferences, writing blogs or articles, and being active on LinkedIn or Twitter are all forms of networking. So is meeting people for coffee or a drink after work.

Don’t fall into the trap of only chasing new clients and contacts. It’s as important to network with your existing clients and people within your own firm.

Most importantly, when you meet someone you have a connection with, follow up and stay in touch.

3. Target your audience

Don’t take a scattergun approach. Instead, identify people who could be a good source of referrals. This could be accountants, other lawyers or commercial property agents, for example, but be strategic about who you want to meet.

Not only that, but find the best forum in which to connect with your targets. In some sectors, people are likely to be highly active on social media (tech, for example) but may be more reluctant to attend formal networking events.

4. Think about your own brand

This isn’t just about the way you dress (although that’s part of it). Your goal is to get people to like you, trust you and eventually instruct you, so you need to be clear about your message and how you put it across.

For a start, you need to be highly visible to your target audience so that people get to know you. That means networking consistently, not every few months.

Next, you should have a clear message when you meet people for the first time about what you do and who you want to meet. Saying you are an employment lawyer who helps City workers in the financial services sector who have lost their jobs is more memorable than simply saying you are an employment lawyer. It may be counterintuitive but being highly specific is more, not less, likely to result in new business.

Remember not to sell your services, as nobody likes to be sold to. And listen attentively to other people when they tell you their story.

5. You’ll get out what you put in

Without wishing to go all spiritual on you, the best way to receive is to give. In other words, if you help other people by making introductions to them or sharing information they may find useful, they will be more inclined to help you in return.

Doing so will increase your social standing and credibility. Your first thought on meeting someone shouldn’t be “how can this person help me?” but “how can I help them?” That is a surefire way to build your network.

Always be “switched on” for networking and never make assumptions about anyone. I heard a story recently about a financial adviser who took on a high net worth client as a direct result of giving a small piece of free advice to his window cleaner.

6. Don’t be shy to ask for referrals

When the time is right, don’t be afraid to ask one of your contacts if you can pitch for their business or for an introduction to someone in their network you want to meet.

If you’ve established your credibility and shown that you are not just in it for what you can get, the chances are you’ll be given the opportunities you seek.

Before you know it, networking will be second nature and you are guaranteed to make your mark in your firm.

If you would like to discuss moving firms as a junior solicitor, or if you are looking to hire solicitors at NQ to 2 PQE, contact us on 020 3709 9165 or email us at info@nqsolicitors.com.

Practically all top-tier law firms offer secondments to entice the best trainees and to provide a more rounded training experience. But how will going on secondment, either to an overseas office or to a client, benefit your legal career? We take a look.

Linklaters is an example of a firm that looks to send all its trainees on either an international or client secondment, and its website boasts that its trainees “can expect a truly international and multi-dimensional experience”.

Are these secondments good for a young lawyer’s career? The big firms clearly think so, but are they right?

Let’s examine each type of secondment in turn.

INTERNATIONAL SECONDMENTS

At the very least, a secondment gives you a chance to experience working in a different environment. This can be invaluable, especially if you have had only limited workplace experience. Doubly so if you are working in a foreign country.

If your training contract is with a firm with a large UK base and outposts around the world, you will probably be working in a much smaller office overseas than the one you have left behind. This offers several advantages.

First, you are likely to get involved in a broader range of work. It is easy to become pigeonholed in a narrow field in the main office, less so in an overseas office where there are simply fewer people to do the work. This can lead to more hands-on responsibility and a closer working relationship with partners and senior lawyers.

It also means you are more likely to see a transaction through from start to finish. This can be a refreshing change. One complaint we often hear from NQs (and firms trying to recruit them) is that their experience has been limited to working on one aspect of a large transaction or case. They haven’t seen the full picture, just detailed close-ups of some of the brushwork.

Additionally, trainee solicitors often experience more client involvement when overseas. This can include pitching for new business, going to more client meetings or attending conferences on behalf of the firm. Opportunities like this, and the tight bonds formed with colleagues in a foreign office, are great for building your network both inside and outside the firm. You will probably get to know seconded trainees in other UK firms in the same location too.

Finally, the more rounded you are as a person the better a lawyer will be. To quote Rudyard Kipling: “And what should they know of England who only England know?”

Having the chance to live in a foreign country, see its culture close-up and how its business world operates can only be a positive experience. Plus, many trainees use their time abroad either during, before or after their secondment to travel and enjoy themselves. Even lawyers are allowed to relax and enjoy themselves!

CLIENT SECONDMENTS

Perhaps the biggest benefit of a client secondment is that you get to see things from the client’s side of the fence. You gain a deeper understanding of the issues clients face day to day and what they require from a lawyer.

In many cases, seconded trainees are expected to advise clients on a host of problems that would be too small to be dealt with by their law firm or are outside the firm’s expertise. There is nowhere to hide and trainee solicitors need to be able to think on their feet and take responsibility. Often, you will come face to face with customers or suppliers of the client and will be expected to manage transactions on you own. And, as you may be the sole legal representative present you will be required to contribute in meetings – without the safety net of a partner.

This can work wonders for your confidence and set you up for qualification, especially if (as is usually the case) your secondment is towards the end of your training contract. (More on this below.)

That’s not to say you won’t get support when needed. In fact, one of the benefits of a client secondment is that you will probably end up dealing with a variety of lawyers in your law firm across a range of departments. So, it can be a great networking opportunity both within the firm, and, of course, with your new colleagues.

WHICH IS BETTER? AND WHEN SHOULD YOU GO ON SECONDMENT?

Both client and international secondments are clearly worthwhile experiences. But which is better? That’s hard to answer, as much will depend on the client, the country, the size of the overseas office, the nature of the work you will be doing, etc.

What we can tell you is that a few leading US firms with a London office have told us that when they are hiring an NQ Solicitor, they want to know if they have been on a client secondment as a trainee. The reason? They expect only the best trainees to be let loose with clients and see this as a good yardstick of a trainee solicitor’s ability and standing within their firm.

Finally, there is much debate among trainees about when you should take your secondment. This is usually in your second year, but which is better your third or fourth seat? Some favour it as the fourth seat. The prevailing wisdom here is that you should try to spend your third seat in the department you want to qualify into. This gives you a full six months to impress whereas if you go in your fourth seat you will only have around two months there before you need to make your NQ application.

On the other hand, some say you need to be in your home office during your fourth seat. This is when you should be ingratiating yourself with the partners and other people who matter in your favoured department. You will also be on hand to do face to face interviews rather than awkward ones over Skype or Face Time.

In the first part of this blog, we set out some tips for moving firms as a Newly Qualified Solicitor. In this second part, we give some advice on how to survive those nerve-racking early weeks as an NQ at a new firm and go on to thrive in your first role as a professional.

At last, you are a solicitor. After all those years of studying and long hours as a trainee, you have your reward. And what’s more, you have a new job. It’s an exciting time.

You wouldn’t be human though if you didn’t feel a sense of trepidation. Unlike when you were a cosseted trainee, there is nowhere to hide. It is a daunting prospect. What’s more, you are taking a huge step up in an unfamiliar environment surrounded by people you don’t know.

Here are seven tips that will help you not only survive the transition from trainee to solicitor, but flourish at your new firm:

1. DO THE HARD YARDS

One disadvantage of moving to a new firm is that no one knows what you are capable of. It may say ‘solicitor’ on your business card, but you could still find yourself doing some fairly menial or tedious work to start with. Don’t let this dishearten you. Throw yourself into it with gusto and show that you are willing to do the hard yards in order to get on. The attitude you show in the first few weeks counts for a lot.

2. GET TO GRIP WITH HOW THINGS WORK

Every firm does things differently and you will have to get to grips with a host of new things: work policies and procedures, computer systems, house styles, precedents, etc. Spend time getting familiar with how things work and who does what so that when you do get busy you aren’t left floundering.

3. DON’T BE AFRAID TO ASK

It is not that unusual to hear of NQs who had very little responsibility as Trainee Solicitors being expected to run their own files straight after moving to a new firm. This can be extremely stressful. The temptation is to battle on and not show your new colleagues that there are areas where your legal knowledge is, let’s say, a little bit hazy. This is a mistake. There’s no magic switch that makes you fully competent just because your training is over. Don’t be afraid to ask for help, even if you think this shows you in a bad light. The same applies if you feel you are overwhelmed by your workload.

4. MAKE FRIENDS

If you are going to thrive rather than just survive you need to get to know people in the firm and make friends. Empty your diary for the first few weeks and take up as many social invitations as possible. Many firms have sports teams and societies, and joining one or more of these is a great way to meet people across the firm. Be confident and proactive about introducing yourself to people. Often, drinks in the pub after work are the best time to get to know people and feel part of the team.

5. FIND A MENTOR

Some firms offer a formal mentoring scheme. If yours is one of them, you should take this up. If it doesn’t, see if you can find someone to mentor you informally. A mentor can be invaluable in finding out how the firm works and the best way to get on.

6. NETWORK

Now you are qualified, part of your role may include bringing in new clients. Volunteer for formal networking events and take the initiative in finding new ones. Keep your business cards on you at all times, even at the weekends, as you never know when you might meet someone interesting. Also, find out whatther departments do so that you can spot opportunities to refer work within the firm.

7. STAY IN TOUCH WITH OLD COLLEAGUES

It is well worth keeping in touch with your old colleagues after you move. The legal world is a small one and there is every chance you will end up working with someone from your old firm in future, possibly even as a client if they go in house. Former colleagues may even refer work to you if your new firm does work that your old firm doesn’t cover.

If you are thinking of moving firms as a Newly Qualified Solicitor, please get in touch and we can discuss how we can help you.

I’m delighted to report that NQSolicitors.com has got off to a flying start following our launch at the end of October.

Dozens of London-based trainee and newly qualified solicitors signed up immediately after we contacted them to tell them about the service. It’s fair to say we’ve been staggered by the positive response, and we’re continuing to add new candidates daily.

Some of the trends we are noticing include:

• Candidates who have signed up so far come from a variety of backgrounds but are mainly from top 30 law firms (including Magic Circle and Silver Circle practices)

• Two-thirds have already qualified, including a large number of September 2016 qualifiers

• One-third are yet to qualify, with many of these due to qualify in March 2017. We expect this number to rise substantially as we get closer to that date.

The feedback we have had from candidates is that they like the fact it is so easy to register and to upload their details. Also, the anonymity the platform offers is a big factor in their decision to register. There is no chance their anonymous profiles will be seen by their current firms and they have complete control over which firms receive their CV.

All in all, we’re delighted by the reaction we’ve had from trainees and newly qualified solicitors.

If you have any questions about how the platform works, please call us on 020 3709 9165 or e-mail us at info@nqsolicitors.com. You can also take a look at our candidate FAQs.

This was an interesting question raised by a law graduate on the Legal Cheek website this week. This is what she said:

“I’ve recently graduated from law school and am seeking a training contract. I’ve been told that appearance goes a long way in the City. Commercial firms like employing attractive young ladies who clients will want to spend time with. I’m the kind of girl who will choose comfort over fashion and eat everything in the fridge. Should I take a page out of Kim Kardashian’s book and enhance my erotic capital to advance my career? Or are the rumours about the profession being shallow just rumours after all?”

Having worked as a specialist legal recruiter for several years, have I heard the occasional comment from a client about a candidate’s looks? I’d be lying if I said no, but it has only been very occasional and it’s impossible to say whether these comments were anything more than a throwaway quip.

I can honestly say that I’ve never witnessed an occasion where ‘erotic capital’ has swayed a decision on whether or not to employ a candidate.

The truth is that the legal profession is incredibly competitive. Every law firm is looking for the brightest trainees with the best attitude and a great work ethic, and they will want to mould junior solicitors into their own image.

Does appearance come into this? Undoubtedly yes. But it’s less about looks and superficiality and more about being smartly presented and professional. In today’s ultra-competitive legal market, where even junior solicitors are asked to act as ambassadors for their firm and tasked with building a professional network, it’s fair (and reasonable) to say that if you want to be a successful lawyer then you need to present yourself well.

Of course, it’s fine to say ‘I am who I am’ and that you prefer ‘comfort over fashion’, but you need to be aware that, as a trainee solicitor at a commercially-focussed law firm, your employer will ask you to step out of your ‘comfort zone’ in many ways.