Friday was an interesting day at the NALSC conference in Philadelphia.  The Managing Partner panel was moderated by Hank Grezlak, Editor-In-Chief of Newspapers at Incisive Media Inc., and the guests were:  Joan C. Arnold is a partner at Pepper Hamilton LLP; Arthur Makadon, Chair of Ballard Spahr Andrews & Ingersoll, LLP: Abraham C. Reich, Co-Chair/Partner at Fox Rothschild LLP; and John J. Soroko, Chairman and Chief Executive Officer at Duane Morris, LLP.

Take a look at some random quotes that could shed light on how to work with these firms.
Arthur Makadon –  ‘I can’t recall anytime a recruiter has asked what the firms needs are….the random email, to get a call from a recruiter just doesn’t mean much to me, I’d like to actually MEET a recruiter.”  

Joan C. Arnold-   “I like the recruiters who listen to our needs.  Don’t send me your whole rolodex, I know your candidate focused, but find out what I need.”

John Soroko – ‘ Associate hiring is going to change in very, very radical ways.’

Andrew Reich – ‘We’ve all heard of market corrections, we’ll we’re going through a ‘professional correction’ in the industry.

According to the panel, the business of recruiting along with the business of law is in the beginning of an enormous shift.  Law firms overpaid their associates, and their partners. The compensation model at some firms caused internal friction and firms will need to look at their ‘tiered’ payment structure for partners to resolve those issues. The panel generally agreed that there will be a lasting ‘correction’ in the industry.  Attorneys will be paid LESS, and if recruiters do not look at changing or modifying their business model, their business could be in trouble.  Law firms are adapting, realizing where waste and excessive compensation occurred, and changing course.  Recruiters will need to adapt to the new legal landscape in order to survive.

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