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Staying Competitive in the Lateral Partner Market

By Jeffrey Lowe
October 03, 2005

Part One, last month, discussed how firms can stay competitive through lateral partner recruiting. This month, the article continues with more advice, and stresses the importance of telling a candidate why he or she should join your firm.

Get the Facts Early ' But Not Too Early

Some of the biggest recruiting disasters occur when firms fail to obtain hard numbers or potential conflicts information from candidates until very late in the game. By that time, both sides have typically bonded emotionally, and breaking off talks at that stage can result in some seriously hurt feelings and wasted hours. A firm can't wait until the eighth meeting to get accurate information about the candidate's originations, collections, billing rate or client base.

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