How Do I Get Work?

Q:   I just started working as a stub-year associate in a major firm last week and from what I can tell, it’s pretty dead, at least for the junior associates. When I summered here last year, the firm wasn’t crazy busy, either, but I never had to worry about asking for assignments. How do I get work now? Half the people I worked with when I summered aren’t here anymore and I feel like I can’t compete with the first- and second-years who need hours to make their billables.  And I really want a stub bonus this year, if possible.

A:  First of all, no, It’s not possible. Sorry. Just put anything bonus-related out of your mind entirely. Basically no one—at least no one in the junior ranks—is getting a bonus this year, and the ones who do are more likely to get something along the lines of, say, a Starbucks gift card than $50,000.  The hours just aren’t there, especially for people like you who started working five minutes ago. So just move on. It’s not happening for you this year.

Now that that’s out of the way, there are definitely a few things you can do to at least make a respectable dent in your billables and start building a decent rep at your firm. The key to getting work as a new associate is to let the right people know that you’re looking for it. (I’m trying to avoid using the work “networking,” mostly because I think it’s vile and makes people nervous and confused, but that’s really what’s going on here.)

Because here’s how most projects get staffed at big firms: A partner pulls a senior associate onto a deal and says, “We need a first-year on this. Know any of them?” Occasionally, if the project is less deeply staffed, the partner will reach out to a junior associate directly. And that’s where the whole networking thing comes in.  Reputation is everything in a big firm. When it comes to staffing, partners are lazy; they like working with juniors they know—even if they haven’t worked with you yet, if they’re at least peripherally aware you exist, you’re more likely to get that staffing call.

So, how do you make this happen? First, find out who are the most active midlevel associates, senior associates and partners in whatever practice group you’re interested in—search your firm’s website or just ask around; it’s not secret information and it’s not taboo to ask. Then, email these people—focus on the senior associates, especially. Send something short and sweet—basically a “Hello, I’m new, I’m interested in your practice area and would you mind if I picked your brain for five minutes about what you do on a day-to-day basis?”-type note. Ninety-nine percent of the time, people will respond—they understand that it’s part of the game (and no matter how busy they are, they won’t  mind talking about themselves for a few minutes to an eager audience).

Also, to the extent your firm offers in-house training or CLE presentations, make sure to go and stick around for two minutes afterward and introduce yourself to the presenters and let them know you’re on the scene and ready for work.  These aren’t the Oscars, they’re lame law firm CLE presentations; the speakers will be more flattered than irritated to talk to you.

Finally, remember, in any of these communications, don’t be afraid to just say, “I’d love to work with you if any projects come up” or “Keep me in mind for anything that comes down the line” or something like that. It’s not smarmy or ass-kissy; it’s how you get work in a big firm.

Good luck.

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