Jennifer White
Appearances
The Talent Trade
Recruiter Tales - Jennifer White
One of the sayings that they say here after you kind of understand about the success of people and then why people don't necessarily make it is that, you know, you can't teach that kind of 1% to 2%, which is you have to have in order to be successful, right? So outside of that, there's 98% I feel like comes from the leadership and the training abilities and the support.
The Talent Trade
Recruiter Tales - Jennifer White
And I think that the first month or two when I was going through training, I have gone through a lot of sales training in my past. And I felt like it was so valuable that you had someone, Stephanie Moss was my trainer at that point, that was able to really walk through the everyday steps that you take and And also just the ability to kind of run with it.
The Talent Trade
Recruiter Tales - Jennifer White
I had a little bit of an unorthodox start for my career and it kind of took off really quickly. But I loved the fact that I was able to kind of run with it and they weren't keeping me in a box. So I just think that also the ability to have a family and be there for them and also get your work done is amazing.
The Talent Trade
Recruiter Tales - Jennifer White
Really good recruiters, what people don't understand is that when we are recruiting, we're actually looking for what's called a passive candidate, and that's someone that's not looking. So you're catching them at the time where, you know, they literally will say, well, I'm not really interested in moving, but I'll listen to what you have to say.
The Talent Trade
Recruiter Tales - Jennifer White
And one of the things that I learned quickly when I started this job was that it was something that was very natural to me and that I had been looking back and thinking about how much I actually was doing that. being in sales and also being in leadership.
The Talent Trade
Recruiter Tales - Jennifer White
that's when you know you have someone that's valuable. Because the companies that are looking for you to fill a position that they have, they're saying, look, we know we can go ahead and shuffle through some resumes on Indeed or on LinkedIn Recruiter. What we need is to know the gems out there that we can't find. That's what we need to do.
The Talent Trade
Recruiter Tales - Jennifer White
And also, I think a thing about that, too, is that a lot of times what I try to do when I talk to a candidate is I try to educate them on Being careful with the types of recruiters that they do use because recruiters, there's a lot of recruiters that will take their resume and throw it out there like a cattle call.
The Talent Trade
Recruiter Tales - Jennifer White
And a lot of times they don't even know that their resume was put in front of them until I get in front of that client and they say, yikes, this guy was actually submitted a month ago. And then when I go back to that candidate, they're really upset because they find out that their resume has actually been submitted to dozens of firms that they didn't know about.
The Talent Trade
Recruiter Tales - Jennifer White
So I think that the misconception is that they're all one typical type of the way that they do their business, that they just kind of go ahead and throw things around and hope that it sticks. But a good recruiter is someone that understands the value of what that client's looking for, understands their culture. is kind of at their desk, you know, part of the team, part of the C-suite.
The Talent Trade
Recruiter Tales - Jennifer White
And then, you know, they can rely on you knowing that you're going to always hit a home run whenever you put someone in front of them.
The Talent Trade
Recruiter Tales - Jennifer White
There's a big part of that too, that you need to be able to understand what companies need when they're hiring and not just looking at it as a linear need. You have to kind of look at it at different levels of how the culture is going to fit. And so it just became very natural to me.
The Talent Trade
Recruiter Tales - Jennifer White
I actually have always been kind of doing search for most of my professional career since probably 1996, but in a different way. I think what I was doing was being more of a sales connector.
The Talent Trade
Recruiter Tales - Jennifer White
And I think it's one of those things too, that when I saw a very good friend of mine that works at Thinking Ahead, I'm really enjoying what she was doing. And after talking with her about it for one or two years, I decided to take the plunge. Funnily enough, she was mentioning how she was going on a trip to Italy. And I said, how are you doing that? And she said, oh, I want it.
The Talent Trade
Recruiter Tales - Jennifer White
And I said, through thinking ahead, and she said, yes. So it just kind of made me realize because at the company I was with at that time, we were trying to do an incentive program, and it was never getting off the ground. So it really made me feel like
The Talent Trade
Recruiter Tales - Jennifer White
thinking ahead was a company that had their stuff together that knew how to incentivize and follow through and there were a few other things too such as the fact that she was working remotely and that it was based in nashville and it just seemed like the people that she was working with were really quality people and i have been so impressed with the support the leadership the training
The Talent Trade
Becoming a Legal Eagle
I think that we all just as recruiters have to remember that we're all trying to do our best and to lean into each other more. I think that that would be really helpful, you know, give each other pats on the back. That's one thing that I would like to start seeing a little bit more. I have been seeing it more, but this type of legal recruiting especially is getting extremely saturated.
The Talent Trade
Becoming a Legal Eagle
So a lot of times the way that things work when you are in the legal recruiting field is there's different types of ways that you can partner with law firms. The law firms are considered the client and the attorneys are considered the candidate. And if you can kind of liken it a little bit to real estate where the clients are the sellers and then the candidates are the buyers.
The Talent Trade
Becoming a Legal Eagle
So I think that if, you know, if you're working with, if I work with a candidate and they say that they're working with another recruiter, I always say to them, you know, I would really appreciate if you'd let them know that you are going to pivot. Don't just go blank on them. Because we don't get paid until we place somebody.
The Talent Trade
Becoming a Legal Eagle
So I think that that's kind of one of the things that, you know, what goes around comes around is something that I try to really think about. And I think that if you are thinking about getting into this, or if you already are a recruiter and you're successful, or if you're having a hard time, definitely reach out to me. I would love to network. I would love to chat.
The Talent Trade
Becoming a Legal Eagle
So what you're trying to do is get to know your clients, your firms as much as possible and and be able to have the respect that they would be calling you. So what I thought would be a good idea is to kind of go through the steps of how to get to be at the desk in the C-suite with these firms. So there's different types of searches that you have.
The Talent Trade
Becoming a Legal Eagle
You can start out with a contingent search, which basically means they have a need and they're sending it out to all the recruiters out there and candidates alike. Sometimes it will be posted on their on their firm websites. It's a little bit like acting like you're a sports agent. So you have the talent and you're kind of shopping them around to each of these firms.
The Talent Trade
Becoming a Legal Eagle
So that's the contingent basis. Everyone has the same shot at the person that you are working with, the candidate. So the good thing about that is that you have a lot of shots on goal. You can have this candidate go out to different types of firms. However, there's no guarantee that you're going to get paid.
The Talent Trade
Becoming a Legal Eagle
So sometimes what you do is you'll try to have that firm, a firm in particular, be a client that you want to have a retained search with. And what that means is that you're identifying a firm that you feel like has great opportunities because I think that's one thing is identifying which firms you want to work with is just as key as them identifying which recruiters.
The Talent Trade
Becoming a Legal Eagle
Because if you have a search that no one wants and it's a dog search, then you're really kind of shitting yourself in the foot because even though you may get money up front, you are probably not going to get the rest of that money because it's a really difficult find. So when you identify the firm and you realize that it's a great firm that you want to work with, that's number one.
The Talent Trade
Becoming a Legal Eagle
But you have to make sure that the firm's good. You're going to have a successful search. It's actually something that people are going to want to join. That's kind of what I think it's important for people to realize. You don't just want to work with anyone.
The Talent Trade
Becoming a Legal Eagle
And then the approach of how you want to work with these firms can be either you identified them and you've never worked with them and never placed with them, but you've always known about them. And you're going to pitch that routine search right off the bat. Then there's the way that you have worked with them in the contingent side.
The Talent Trade
Becoming a Legal Eagle
That's kind of how I like to do it because you kind of want to work and you kind of want to place somebody at these firms. You want to know the entire process from start to finish because when you're going to retain search, you're really promising them that they will find the talent. They're paying you and it's only you searching for them.
The Talent Trade
Becoming a Legal Eagle
So knowing the ins and out of that firm, I think is really important. So the approach would be, in my opinion, to Work with them on a contingent basis. Then if you want to go in and then have the retained basis, you kind of understand some bumps up front and you're not kind of setting yourself up for disappointment. But that being said, it's definitely fine to go ahead and
The Talent Trade
Becoming a Legal Eagle
Pitch for the retained if it's a firm that you feel like you want to work with and you feel like it's a great shot. So I don't want to sway it anyone that way. But my approach, I like to kind of go with the contingent and then retained. And then once you do have that ability to partner with a firm. It's really great to make sure that you know who the key players are.
The Talent Trade
Becoming a Legal Eagle
A lot of times in these firms, especially with legal, they always use recruiter. So there'll be an in-house recruiter that you might have the initial conversations with. which is great. They're usually really good at what they do. They're going to be able to lead you down the path and have your pitch kick off.
The Talent Trade
Becoming a Legal Eagle
But what I would recommend too is having the discussion with them that if things are getting a little sticky, a little hairy, you're bringing in some candidates that you feel like they should be hiring. and it's not going well, make sure you have the ability to reach out to the managing partners one-on-one. Because sometimes things just get lost in the shuffle.
The Talent Trade
Becoming a Legal Eagle
Sometimes playing operator, what you think you're hearing and what they're saying might not be exactly coming across. So you just want to make sure that you have a clear line to the decision makers Definitely talk to the people that you're supposed to talk to. You don't want to go around anyone's back.
The Talent Trade
Becoming a Legal Eagle
But make sure that if things are not going as well as planned, that you do have the ability to go right to the horse's mouth and the decision maker. And then the other thing, too, that's important to focus on when you are partnering with a firm. is maintaining those objectives and maintaining the satisfaction level that you were promising them.
The Talent Trade
Becoming a Legal Eagle
If you feel like there's something that's happening that is not going well, either whether or not the candidate is, you're not being able to find the candidates because that's one thing too that can be a little bit nerve wracking. You can get these pitches. You can be at the table with them. You can tell them, hey, I'm going to be able to find this candidate. Don't worry.
The Talent Trade
Becoming a Legal Eagle
And you go out there and it's just the toughest search that you could ever work on. Be honest and let them know you're going to be showing your work. You're going to be showing your efforts. You're going to be having your biweekly meetings with them telling, hey, I've made 100 calls this week. I've had this reaction to this search.
The Talent Trade
Becoming a Legal Eagle
And I think the other thing, too, is making sure that you feel honest enough to give them that honest feedback. Sometimes, you know, a managing partner may be really difficult to work with and they have a reputation. That could be something that you find out after you've already signed the dotted line and gotten your retained deposit down.
The Talent Trade
Becoming a Legal Eagle
So you just want to make sure that you're always just tactfully showing them what it is that they need to say. Because look, if they know the managing partner might be difficult, they never were told that. So either way, good news, bad news, I think is also what you want to do in order to maintain that relationship with them.
The Talent Trade
Becoming a Legal Eagle
I think the other thing too is, is that sometimes things may not work out as well as you had hoped. So you have to remember that there might be a time for you to pivot away from that relationship in a sense. So if that's the case, just make sure you're not burning any bridges. Do your best that you can do. I think the other thing too is,
The Talent Trade
Becoming a Legal Eagle
Yes, I joined three years ago in the legal space. I have been in sales and marketing for, I would say, my entire career in one aspect or the other. And I love recruiting for law firms and for attorneys. It's a great group of people to get to know and to chat with. Most attorneys are networkers at heart because they have their own kind of sense of book of business that they're trying to build.
The Talent Trade
Becoming a Legal Eagle
helping to have that communication of how often you should be communicating with them during the search. If you are doing everything that you could, if they wanted you to get them all this information and it didn't go well still, I think the thing that you can always do is just say, hey, you know what? I respect you guys. I think that I've tapped the market out.
The Talent Trade
Becoming a Legal Eagle
Maybe it's time for you guys to go find another recruiter that you feel like might have a fresh eye. So it's just kind of important to make sure that you also have that ability to kind of part ways and not have to always just hang on to that one particular client.
The Talent Trade
Becoming a Legal Eagle
Because once you do sit at that table, you're going to be having a lot of time and effort from your own desk searching for this particular search. So you just want to make sure that you're still able to keep some things, some irons in the fire while you're busy with that.
The Talent Trade
Becoming a Legal Eagle
Mm-hmm. Mm-hmm. To that managing partner. Don't worry about it. Email them. Say, hey, I think that there's been a couple of miscommunications or hey, this candidate seems to be at everything that you have looked for. I'm not sure why things aren't progressing the way that they should. I would love just to bend your ear five minutes at the most.
The Talent Trade
Becoming a Legal Eagle
Can you let me know if after hours I could have a conversation with you? That's usually when they'll be a little bit more receptive. I mean, when I did have this conversation, it was at 7.30 at night. I didn't care. They didn't care. But it was kind of meeting them where they needed to be.
The Talent Trade
Becoming a Legal Eagle
I think that that's the other thing, too, is give them the opportunity to kind of be outside of work hours to talk.
The Talent Trade
Becoming a Legal Eagle
So I haven't actually had that with a retained search situation. So I can go to the contingency in a second. But when I'm working as a retained search, I feel like they understand that my job is to get the candidate, the right candidate. So I apologized in the sentence. I said, I'm sorry if I'm stepping on any toes.
The Talent Trade
Becoming a Legal Eagle
I just want to let you know, I'm going to have a conversation with XYZ tonight at 7.30. You guys are amazing. I will make you look great when I'm talking to him. Don't worry. I alleviated any sense of, gosh, they just start getting it. I just said to them, hey, don't worry. I'm going to be your biggest fan, but I'm here. I want to make you look good.
The Talent Trade
Becoming a Legal Eagle
So I'm going to go right to them and see what the situation is. From the standpoint of, yes, I've had my hand slapped a couple of times, not many, but like you don't mean to do it. Sometimes it's by accident. You don't realize the protocol. And when that happens, they can just say, hey, this is your one chance. We understand that you didn't understand that you shouldn't be contacting them.
The Talent Trade
Becoming a Legal Eagle
But when that happens, it happens a lot, honestly. I think that they're kind of used to recruiters. I mean, look, we're salespeople. You have to have a certain assertiveness in your personality to begin with. You don't want to do it all the time.
The Talent Trade
Becoming a Legal Eagle
But if it's something that you feel like is going to light a fire for this particular candidate to come in, then you're just going to kind of ask for forgiveness instead of permission sometimes. Yeah.
The Talent Trade
Becoming a Legal Eagle
So in ways we kind of line up in that, in that sense. So I've really, really enjoyed it. We have a wonderful team and my coworkers on my team. I just love, so I feel very blessed to be here.
The Talent Trade
Becoming a Legal Eagle
When you're starting out in the legal industry, I think it's smart, first of all, to have a geographical area that you're working with, because that will just kind of keep your knowledge as you're making these calls, connecting with either managing partners, other recruiters, other attorneys, they're gonna know people more.
The Talent Trade
Becoming a Legal Eagle
So you kind of wanna just dive into those conversations, make those calls, ask about certain firms from people that you see had worked there and left, How did you leave? Was it on good terms? If you kind of get the sense that people leave on good terms a lot and that it was more just kind of an opportunistic, I kind of hit my ceiling. Then you'll kind of get a sense to, hey, you know what?
The Talent Trade
Becoming a Legal Eagle
That firm actually isn't a bad firm. They're not because you'll hear the bad firms better than more than the good firms. The good firms, you know, it's almost like if there's nothing said, then that's kind of a good that's a good talent pool to kind of, you know, to recruit for it.
The Talent Trade
Becoming a Legal Eagle
But I think also most of these firms should be doing a good job of selling themselves to recruiters because they rely on us. So what I'll do is I'll call the director of the recruiting and I'll say, because the managing partners really don't have, I mean, they're not really there to sell to candidates necessarily. They're there to sell to their clients to get the book of business.
The Talent Trade
Becoming a Legal Eagle
So from that standpoint, they do have a pretty good pitch there. But from a culture standpoint, from a benefit standpoint, from a path to partnership standpoint, most of the legal firms around the United States, especially, have the ability to give you even a marketing pitch book. They'll give it to you. And they'll say, this is what makes us different. These are the type of clients.
The Talent Trade
Becoming a Legal Eagle
This is the path to partnership. And you'll end up learning about these firms. And then you choose what you like. You know, like personally, when I heard about a firm that said, hey, you know what, we're boutique, but we're kind of California chic where we come in, we're allowed to wear jeans as long as we look professional. You know, we work hard and play hard. That's kind of my mentality.
The Talent Trade
Becoming a Legal Eagle
So it's easy for me to understand the benefits of that. Now, if I were to go to a firm that's like, listen, we're super buttoned up. We stay here for 17, 20 years. I can sell it, sure. But it's easier to kind of know what firm I would want to be working for. And then that's kind of how I decide because you just have that passion about it.
The Talent Trade
Becoming a Legal Eagle
And you can tell when you're kind of selling it to a candidate. So it's kind of, I think, get your own taste and your own personal aspect of it. If you like it, it'll be easier to sell.
The Talent Trade
Becoming a Legal Eagle
So there were a couple of firms that I was just in their back pocket texting. I was their number one kind of reach out to. Then I kind of got busier with some other things going on. So it kind of gradually just drifted away. There was no reason, there was no hard feelings, but you just kind of went your way. I just pick up the phone and call them and say, hey, long time no talk.
The Talent Trade
Becoming a Legal Eagle
Listen, I see this search. Tell me about it. You just kind of just keep it pragmatic. You know, don't be like, hey, I'm so sorry we weren't talking. It's business, you know, so you just go back. If you feel like you find something, if you found something awesome. that they have out on their searches or if they sent an email about, hey, we need help, you just kind of dive back in.
The Talent Trade
Becoming a Legal Eagle
I mean, you're going to have different pools that you're going to hang out with throughout your entire career, hopefully if you have a long career here. So that's just going to kind of happen, I think.
The Talent Trade
Becoming a Legal Eagle
I think one of the things that we have to remember as recruiters is there's enough to go around. I think that people can get a little bit territorial. And they get a little bit like they'll just kind of throw the resumes out there and not really care about whether or not it's the right fit.