Several members of Carl's family worked in various parts of the heavy construction business. As a result of his familiarity, it was a logical choice for him, as an attorney, to focus on the legal needs of that industry.
For years, he had heard some of their unusual problems discussed at family gatherings. One thing Carl had noticed even before he selected a practice area was that his family commented on the lack of lawyers in their area who were even vaguely familiar with the day-to-day workings of construction. Since Carl had worked every summer and most vacations since high school for the family, he felt he had a fairly keen sense of the industry problems even if he did not know much about construction law yet.
Carl set his practice objective to serve the smaller home builder segment of the industry. His rationale was that he did not as yet feel comfortable with the more sophisticated labor law requirements of large-scale general contractors. Also, the larger projects often involved environmental liability issues as well as multiparty financing which usually required additional expertise.
Having set his practice objective, Carl began the process of assessing the environment in which he would be working. He paid a visit to his local chamber of commerce and to the local branch of the Home Builders Association. He checked the organizations' information on local growth trends in the home construction industry over the last three years. Those figures were confirmed by the county building department.
All indicators pointed to solid growth for at least ten years. Surveys published in the general business press, government reports, and Home Builders Association reports projected substantial construction to keep pace with local economic growth as a result of more young families needing homes and population influx. This growth was underwritten by long-term world events which benefited the basic industries in the area. The projections seemed fairly safe and conservative.
Carl's competition appeared to be two or three larger law firms in the area and sole practitioners who spent most of their time primarily on land use tax and environmental issues. His industry sources told him that one of the larger firms put out a "canned" newsletter, but nobody really seemed to address the local home-building market.
The state bar's Construction Law Section chairperson told Carl that most of their activities were oriented toward heavy construction and commercial building contractors. Carl enrolled in that section anyway and the Business Law Section. He joined and began attending Home Builders Association meetings. Through his regular attendance, he began to learn the principal problems facing the industry. He also began regularly reading three of the national trade journals and subscribed to and read the local Construction News.
By becoming familiar with supplier/builder/purchaser conflicts and the relations with subcontractors and labor (mostly non-union), Carl learned that like most closely held businesses, frequent topics of conversation were succession, sales planning, and difficulties with local regulatory agencies.
Finally, Carl set some very specific billing goals to be attained from the builders within a certain time frame. He felt that if he could not meet those goals on schedule, he would seriously consider some other market segment on which to focus his energy and resources.
He met his goals easily because he was genuinely concerned about the needs and challenges of his industry. Construction business owners came to know Carl personally through his association memberships. His determined presence within the industry secured his success.
TARGETING AND WINNING OVER A SEGMENT
Attorneys can identify potential industry markets using the same techniques required for internal and external practice analysis. Assessment of potential, revenues, existing activities, trends, and personal interest and luck often point to a general area and sometimes even to a distinct segment.
But it is not enough just to target a market. The attorney must embrace the issues which face that segment and become personally involved. An example of the importance of this personal involvement is an attorney who was not as qualified or experienced as several others in town to serve a particular industry segment. For advice and counsel, this attorney relied on an older, more experienced colleague from a larger firm which chose not to have a stake in the industry. As a sole practitioner, this attorney had the time to spend with the targeted client group. The attorney addressed their association meetings, wrote for their monthly bulletin, and worked on their association constitution and bylaws.
Ironically, two other attorneys, both more experienced and qualified in the practice area, were also active and visible at trade association meetings. However, they spent most of their time at these meetings talking with each other. They also wore suits and white shirts, even though their potential clients were much more casually dressed.
Needless to say the younger, less experienced attorney wore the same style clothes and avoided "legalese," opting instead for industry jargon. The perception of the target audience was that the younger attorney was the only attorney who really cared! It should be no surprise that she captured virtually all the client work, which was substantial.
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published January 19, 2013
By Harrison Barnes, CEO and Founder - BCG Attorney Search 
About Harrison Barnes
No legal recruiter in the United States has placed more attorneys at top law firms across every practice area than Harrison Barnes. His unmatched expertise, industry connections, and proven placement strategies have made him the most influential legal career advisor for attorneys seeking success in Big Law, elite boutiques, mid-sized firms, small firms, firms in the largest and smallest markets, and in over 350 separate practice areas.
A Reach Unlike Any Other Legal Recruiter
Most legal recruiters focus only on placing attorneys in large markets or specific practice areas, but Harrison places attorneys at all levels, in all practice areas, and in all locations—from the most prestigious firms in New York, Los Angeles, and Washington, D.C., to small and mid-sized firms in rural markets. Every week, he successfully places attorneys not only in high-demand practice areas like corporate and litigation but also in niche and less commonly recruited areas such as:
- Immigration law
- Workers’ compensation
- Insurance defense
- Family law
- Trusts & estates
- Municipal law
- And many more...
This breadth of placements is unheard of in the legal recruiting industry and is a testament to his extraordinary ability to connect attorneys with the right firms, regardless of market size or practice area.
Proven Success at All Levels
With over 25 years of experience, Harrison has successfully placed attorneys at over 1,000 law firms, including:
- Top Am Law 100 firms such including Sullivan and Cromwell, and almost every AmLaw 100 and AmLaw 200 law firm.
- Elite boutique firms with specialized practices
- Mid-sized firms looking to expand their practice areas
- Growing firms in small and rural markets
He has also placed hundreds of law firm partners and has worked on firm and practice area mergers, helping law firms strategically grow their teams.
Unmatched Commitment to Attorney Success – The Story of BCG Attorney Search
Harrison Barnes is not just the most effective legal recruiter in the country, he is also the founder of BCG Attorney Search, a recruiting powerhouse that has helped thousands of attorneys transform their careers. His vision for BCG goes beyond just job placement; it is built on a mission to provide attorneys with opportunities they would never have access to otherwise. Unlike traditional recruiting firms, BCG Attorney Search operates as a career partner, not just a placement service. The firm’s unparalleled resources, including a team of over 150 employees, enable it to offer customized job searches, direct outreach to firms, and market intelligence that no other legal recruiting service provides. Attorneys working with Harrison and BCG gain access to hidden opportunities, real-time insights on firm hiring trends, and guidance from a team that truly understands the legal market. You can read more about how BCG Attorney Search revolutionizes legal recruiting here: The Story of BCG Attorney Search and What We Do for You.
The Most Trusted Career Advisor for Attorneys
Harrison’s legal career insights are the most widely followed in the profession.
- His articles on BCG Search alone are read by over 150,000 attorneys per month, making his guidance the most sought-after in the legal field. Read his latest insights here.
- He has conducted hundreds of hours of career development webinars, available here: Harrison Barnes Webinar Replays.
- His placement success is unmatched—see examples here: Harrison Barnes' Attorney Placements.
- He has created numerous comprehensive career development courses, including BigLaw Breakthrough, designed to help attorneys land positions at elite law firms.
Submit Your Resume to Work with Harrison Barnes
If you are serious about advancing your legal career and want access to the most sought-after law firm opportunities, Harrison Barnes is the most powerful recruiter to have on your side.
Submit your resume today to start working with him: Submit Resume Here.
With an unmatched track record of success, a vast team of over 150 dedicated employees, and a reach into every market and practice area, Harrison Barnes is the recruiter who makes career transformations happen and has the talent and resources behind him to make this happen.
A Relentless Commitment to Attorney Success
Unlike most recruiters who work with only a narrow subset of attorneys, Harrison Barnes works with lawyers at all stages of their careers, from junior associates to senior partners, in every practice area imaginable. His placements are not limited to only those with "elite" credentials—he has helped thousands of attorneys, including those who thought it was impossible to move firms, find their next great opportunity.
Harrison’s work is backed by a team of over 150 professionals who work around the clock to uncover hidden job opportunities at law firms across the country. His team:
- Finds and creates job openings that aren’t publicly listed, giving attorneys access to exclusive opportunities.
- Works closely with candidates to ensure their resumes and applications stand out.
- Provides ongoing guidance and career coaching to help attorneys navigate interviews, negotiations, and transitions successfully.
This level of dedicated support is unmatched in the legal recruiting industry.
A Legal Recruiter Who Changes Lives
Harrison believes that every attorney—no matter their background, law school, or previous experience—has the potential to find success in the right law firm environment. Many attorneys come to him feeling stuck in their careers, underpaid, or unsure of their next steps. Through his unique ability to identify the right opportunities, he helps attorneys transform their careers in ways they never thought possible.
He has worked with:
- Attorneys making below-market salaries who went on to double or triple their earnings at new firms.
- Senior attorneys who believed they were “too experienced” to make a move and found better roles with firms eager for their expertise.
- Attorneys in small or remote markets who assumed they had no options—only to be placed at strong firms they never knew existed.
- Partners looking for a better platform or more autonomy who successfully transitioned to firms where they could grow their practice.
For attorneys who think their options are limited, Harrison Barnes has proven time and time again that opportunities exist—often in places they never expected.
Submit Your Resume Today – Start Your Career Transformation
If you want to explore new career opportunities, Harrison Barnes and BCG Attorney Search are your best resources. Whether you are looking for a BigLaw position, a boutique firm, or a move to a better work environment, Harrison’s expertise will help you take control of your future.
? Submit Your Resume Here to get started with Harrison Barnes today.
Alternative Summary
Harrison is the founder of BCG Attorney Search and several companies in the legal employment space that collectively gets thousands of attorneys jobs each year. Harrison’s writings about attorney careers and placement attract millions of reads each year. Harrison is widely considered the most successful recruiter in the United States and personally places multiple attorneys most weeks. His articles on legal search and placement are read by attorneys, law students and others millions of times per year.
More about Harrison
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