Esquire Legal Search

Personal Life

Sandy Lechtick is the founder and president of Esquire Legal Search, a legal search firm based in Los Angeles, CA. Incorporated in 1991, Esquire specializes in Partner Placement, Practice Group Acquisitions, and Law Firm Mergers. Esquire also has a Compensation Consulting and Expert Witness Division. The organization is considered one of the premier legal search firms in California and has been consistently ranked in the top tier of attorney placement. Although Esquire's recruitment focus is in California, the search firm is active in Texas, Chicago, New York, Atlanta, Arizona, Florida, Nevada, and Washington D.C.

Sandy has four decades of legal placement and executive search experience. He has facilitated more than three dozen major practice group acquisitions and law firm mergers. Sandy has handled some of the most significant partner transactions in the Golden State. He has personally handled or supervised the moves of more than three hundred partners and one hundred lawyers in-house. Sandy is extensively quoted and has written numerous articles in business and legal publications (American Lawyer, Los Angeles Business Magazine, San Fernando Valley Business Magazine, The Recorder, California Law Business, Los Angeles and San Francisco Daily Journal, etc.) relating to law firm economics, partner compensation, industry trends, "What's Hot - What's Not," etc.

He has been retained as an expert witness by several prominent law firms (Sheppard Mullin; Littler Mendelson; Glaser, Weil; Lewis Brisbois and others) in litigation involving attorney compensation, fair market value, and general employment and related. Sandy has moderated panels for the National Association of Legal Search Consultants (NALSC) involving several of the top law firm partners in California. Prior to founding his company, he was owner and founder of two of California's largest full service executive search firms (composed of fifty-five and twenty-nine recruiters, respectively), which specialized in the computer and technology, aerospace/defense, life sciences, biotech and medical devices arena.

Sandy was born and raised in Los Angeles, CA. He graduated from the University of California, Santa Barbara in 1971, where he founded and ran the UCSB Speakers Bureau and was selected as one of three students representing the university in communication seminars with IBM executives. He also researched a book about Isla Vista in the time of student unrest and established and ran the UCSB table tennis team. He also taught gymnastics at the Santa Barbara YMCA and Goleta Boys Club. Sandy was a California table tennis champion in the early and mid 1970's and in the 1980's to early 2000 won fifteen singles and double paddle tennis championships in California. In July 2013, he was talked into entering the paddle tennis double championships at Venice Beach, Calif., and after nine grueling matches came in second place. "I simply ran out of steam," Sandy said. At Hamilton High School, he was the school's MVP gymnast, captain of the team and then lettered at L.A. City College.

When the legal recruiter isn't working, he enjoys traveling with his wife, staying at bed and breakfast inns up the California coast, cycling, writing articles and playing the piano. Sandy has also developed a national reputation as a prominent collector of 1900- 1950's vintage coin-operated penny arcade machines, mechanical musical instruments, advertising window displays, Baranger motions and "Hugo-like" automatons.

Sandy's Successful Career Path and Tips for Legal Recruiters

What does it take to become a successful legal recruiter? Sandy said legal recruiters must be passionate about their job and see it as a career, not just a job. They should have keen listening skills and sometimes button the lip. "God gave us two ears and one mouth to listen twice as much as we talk," Sandy said. He also emphasized that recruiters must think well on their feet, be able to deal with adversity and follow through on what they say they are going to do. Success in life, Sandy believes, is not a sprint but a marathon. "It is not where you start, but where you end up - and there are always a lot of bumps along the way." He also commented that "tenacity, hard work, and taking the long-term approach are all extremely important. Gaining trust and developing a strong reputation does not happen over night."

What motivated Sandy to become a recruiter? In his early life he had trouble finding the right vehicle to accomplish his goals. Before the age of 24, he lost track of how many times he was fired. However, he always sensed that his personality was best suited for sales. After a stint selling Pitney Bowes copiers door to door, he walked into an employment agency to try to get a job selling pharmaceuticals. After evaluating his background and resume, the agency concluded he didn't have the right background, but pitched him on joining their company. While working at an employment agency was the furthest thing from his mind, he was intrigued by the fact that financial success would be entirely predicated by hard work, street smarts and finesse - not artificial constraints. Not too long after he was rejected as a United Airline flight attendant, he decided to give the employment business a try. After doing research, he approached the California franchise owners of Management Recruiters International (five offices and 150 recruiters). While the company initially thought him too young and inexperienced, he fought for the job and joined MR in Nov. 1973 at the age of 24. While the youngest recruiter ever hired, he started at the bottom at $600 per month and eventually broke sales records and became one of the firm's top producers. After two and a half years, he decided to form his own company, and hooked up with a former MR recruiter whose company consisted of one. Within two years, the two had built a 55 full time recruiter operation. Sandy was in charge of developing new markets, expanding the firm's client base, hiring and training all recruiters. However, the two had different business philosophies and eventually split. Sandy formed his next company which specialized in technical recruitment and the placement of middle and upper management. His former company went out of business a year later. Sandy diversified his firm's practice in the late 1980's into attorney placement and in 1991 spun off the legal search division, forming Esquire Inc.

The businessman discussed what he is known for professionally. "I believe I am as knowledgeable as any recruiter in California. I eat, sleep, and breathe this stuff." He elaborated. "To me, responsiveness is critical. If necessary, I will return phone calls at 6:00 AM or at midnight. My longevity has been a factor too. Having written 20+ articles, extensively quoted in the media as an expert, I guess some folks seem to think I know what I am talking about." He added, "Search is not rocket science. We are essentially talent brokers and match-makers. Some of us are simply more dedicated than others."

Sandy also discussed his strengths and one weakness as a recruiter. He said that his main strengths are an outstanding memory, success in sustaining long-term relationships, a sense of humor and one of the more stellar partner placement track records in California. As for his weakness, the legal recruiter noted, "I tend to be a bit impatient and hate to be out hustled on a deal simply because I was asleep at the wheel. It drives me crazy when a partner says, 'Sandy, I just got placed by someone I did not even like. I would much rather have worked with you, but you didn't stay in touch.' Now that drives me crazy!"

So what is Sandy's advice to new recruiters? "First, it is far better to under promise and over deliver, than to over promise and under deliver. Secondly, you shouldn't be a recruiter unless you love it. Thirdly, information is power and you must have a natural curiosity about people, companies and law firms. Learning about the stuff going on behind the scenes is critical." He elaborated. "The best recruiters peel the layers of the onion back and really understand their clients, their needs and what is most important." Sandy noted that most decision-makers are incredibly busy and don't want to waste their time - especially on recruiters who throw mud against the wall, hoping some of it will stick. "Don't look at it as a job, but as a career. Recruiters should work really hard, always look to grow, deepen relationships and not get frustrated by the natural ebb and flow of placement." Furthermore he said, "Strive never to put square pegs into round holes. It is counter-productive, will hurt your credibility and do too little for your reputation."

Considering his forty years of experience in the executive and legal recruiting industry, many readers may want to know where Sandy sees the legal field in the next five years. "There will be a number of changes. More law firms will merge, others will implode and billing rates will be of enormous importance. The significance of leadership and vision will be crucial at law firms. Well-managed law firms with true leaders will succeed. The divide between the best firms and the also-rans will widen." He feels that strong management and watching costs are important, but attaches great significance to leadership. He likes what USC Business Professor Warren Bennis wrote: "Managers do things right and leaders do the right things.'"

What does Sandy look for to find the right fit? The candid recruiter claimed, "I evaluate the "X" factor. Compensation is important, but there must be significant up side potential - and make sense for both parties - culture, people, compensation and fit." He noted that "At the end of the day, the best fit demonstrates a compelling two plus two equal five propositions. Sandy believes that chemistry is underrated in importance.

In regards to what makes a great candidate, Sandy acknowledged, "A great candidate is somebody with a legitimate reason to explore opportunities. I am not overly concerned by the fact that they have not yet decided to move. Many are quite risk-averse and often times, the devil one knows is much better than the devil one does not." Sandy said that he likes working with those who are at least receptive to hearing about compelling opportunities - even if they are not in "active-search-mode." Candidates who know their strengths and weaknesses, and have good job stability are attractive. He likes working with those who have reasonable expectations, make a good first impression and will take advice. "An ideal candidate is someone I can help guide through the gauntlet, strategize with and help maximize his or her strengths." He added, "Obviously, a partner with a self-sustaining book of business, strong track record and reputation give me more to work with."

Does Sandy have a recipe for a perfect match? "It's something instinctual. I have been in this business for forty years and you know what turns your clients on. You know what brings a gleam to their eyes. It's gut instinct based on knowing your clients and what makes them tick. Certainly, understanding what is going on behind the scenes and working closely with decision-makers is helpful. If they trust you and your discretion, they are much more apt to communicate freely."

How does the businessman tackle obstacles? "I cut to the chase and evaluate different ways of finding a solution. At its core, I am essentially a problem solver. In many cases, I consult with the managing partner or chairman and help them understand the market, determine what type of partners they have the best chance of capturing, a game plan and how they can best achieve their strategic growth objectives." Sandy is most proud of his role in building Winston & Strawn's Los Angeles office and working closely over several months with Jim Thompson, Winston's Chairman and former four-term governor of Illinois. "It was pretty cool when Jim looked me in the eye and said 'Sandy, you just hit a home run'!

Has Sandy learned something of value from his mistakes? "I learn way more from my mistakes than from my successes. I learn more from why I lost a deal than from making a deal. Lack of vital information behind the scenes can make all the difference in the world." He commented, "I hate to be blind-sided - especially from left field."

Where does he derive his confidence? A product of divorced parents, placed in a foster home in his youth and living in a coed institution called Vista Del Mar Child Care Services while attending Hamilton High School, gave him confidence to adapt to different environments. Excelling at sports at an early age, buying a motorcycle with money he saved from his job as a bus boy at the Beverly Hills Country Club, becoming the top gymnast at Hamilton - while living at Vista, taught him that focus, hard work and desire could overcome obstacles. Building a significant real estate portfolio at a young age also instilled confidence. Sandy also pointed out that accomplishing other milestones along the way- such as teaching himself how to play the guitar and piano, gave him more confidence. "If you are going to do something, it can't be half-ass. If it's worth doing, it's worth REALLY doing, and being the very best you can!"

Sandy's Mentor and Mentoring Others, Non Profit Organizations, Professional Associations and Most Inspiring Influence

Does Sandy have a mentor? Is he a mentor? Bob Cowan, his boss at Management Recruiters in California, which became Search West, was enormously influential in Sandy's career. He taught Sandy the fundamentals of search and placement from the ground up and gave him the chance to break into new practice areas. Mr. Cowan even bought Sandy his first business suit and dress shoes. Sandy has trained more than a hundred recruiters over the years and mentored many of them. Some have become successful owners of other search firms. One became a top executive at Korn Ferry International.

Is the recruiter involved with any non-profit organizations? Sandy has supported Vista Del Mar Child Care Services, the City of Hope, and was the former president and social director of the Beverly Hills Men Charities.

Sandy is a member of NALSC, a voluntary organization of legal recruiters that adhere to the highest ethical standards in the profession.

When asked if he had a most inspirational person in his life, Sandy replied, "Former NFL football star Milt Davis, who played for the Baltimore Colts, and was a counselor at Vista Del Mar and biology teacher at Marshall High School and Los Angeles City College. "Milt, who was a black man, was one of the classiest guys I have ever known. He too overcame tremendous adversity and achieved success. I learned a lot from him - especially how to relate to people. And what a smile." Sandy said that he has always been impressed by those who have succeeded in life despite huge obstacles, or constantly told that they were not smart enough, fast enough, tall enough, or articulate enough to make it. "I'll take someone any day of the week that has something to prove - or a white-heat passion in their gut that propels them forward."

A Rewarding Position and Sandy's Goals

Why does Sandy find his position rewarding? "Where else can you enhance people's careers, make their life better, do what you love for a living, and make a lot of money?"

Does the Californian have goals? He and his wife would like to do more traveling around the world and sail on exotic cruises. He'd like to finish the two books he has started to write, learn more jazz riffs and Broadway show tunes on the piano, win a few more table and paddle tennis championships, and bring more recognition to the world of antique coin operated machines, musical "orchestrions" and mechanical "Hugo-like" automatons.

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Here is a video featuring Sandy Lechtick, where he talks about how only those law firms that adapt will survive: