Interviewing - The Four 12's
The most important value we can provide to a Lateral Partner is personal coaching and rehearsal immediately before every meeting with a Prospective Firm.
The most serious mistake a Candidate can make is to assume that a meeting is only informational and that the Partner(s) they are meeting with are not there to evaluate the Lateral Partner and to vote on their candidacy. They are!
While the Lateral Partners we work with are great lawyers, they may not be at the Top of Their Game in presenting themselves and their practice to a prospective firm.
Having been a Sales Executive at IBM and DEC, and the Client Development Partner in Accenture's Silicon Valley Consulting Practice, I apply my learnings and skills to assisting my Lateral Partner candidates in having an 'A' meeting.
A basic tool we use in preparation for a meeting is to work with a Lateral Partner on 'The Four 12's'. They are:
1) What will the Interviewing Partner think of you from seeing you at 12 feet away?
2) What will the Interviewing Partner think of you from seeing you at 12 inches away?
3) What will the Interviewing Partner think of you from listening to your first 12 words?
4) Will an Interviewing Partner support your candidacy after the first 12 minutes of your meeting?
Our experience is that those Partners who commit to Practicing and Role Playing to prepare for a meeting do best in securing support during a meeting. It is very gratifying to help our Partners have an 'A' meeting and for them to be extended an offer from the firm of their choice as a result of very good performance during their meetings!
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