Many marketers are looking for a new professional home. Similarly, many firms are expanding their teams, or replacing roles due to pandemic attrition. With so many resumes out there, what makes a resume stand out, and what do hiring managers appreciate? There are 4 key things that make a resume stand out from it's peers:
 May is "Mental Health Awareness Month". I'm not sure I can remember a more important time to acknowledge this and have a real conversation about mental health. Luckily, I see a positive change in our firms; there is more of a willingness to have the conversation, continue the conversation, and show vulnerability when it comes to the topic of mental health. I have asked some of our marketing friends to share how they are trying to avoid burnout and how they are looking after themselves. Burnout is an issue I've been watching closely (and providing data on). It is a very real topic for marketers right now. Put another way, self-care is critically important and these marketers capture this sentiment beautifully. These sentiments highlight good self care and positive mental health practices for us all to take in and replicate. Logan Tracey, NYC |
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| Logan shares her wise words with us, and is working hard on two things: creating boundaries and being respectful of her team's work-life balance. It can be rare to find colleagues who are so respectful and thoughtful of how their actions and intentions are perceived: "I’ve been focusing on creating boundaries for myself in 2021, and while I definitely monitor email after hours and on the weekends, I am forcing myself not to respond until work hours unless urgent. It’s tough for me to have open items on my list when I know I can quickly handle and move onto the next thing, but I am practicing holding requests for office hours, unless it’s an emergency. |  |
Additionally, I love the “Delay Delivery” email option. I tend to get a lot of my focused work done before 9:00am, so I use this email trick to be respectful of my team’s work-life balance as well."
Cheryl Foster, St. Louis
Director, Practice Growth, Brown Smith Wallace
I schedule time to exercise and have been intentional about getting time alone—just for me.
| Cheryl points out the importance of self-care and how this simply has to come first for her. I know many agree, and the practice of this is so incredibly hard. The "alone time" is crucial for many of us, extroverts or introverts. "During this time, I had to learn to make self-care a priority. I schedule time to exercise and have been intentional about getting time alone—just for me. For all the working parents out there, I'm sure you understand how challenging that can be! |  |
My only regret is not doing this sooner. We were several months into the pandemic before I made these changes. These investments in me have made a huge, positive difference. It’s never too late to learn and course correct."
Roy Sexton, Detroit
Director of Marketing, Clark Hill Law
I’m also more forthcoming than I’ve ever been with colleagues and leaders about what I need for balance, and the response has been positive.
| Roy is a shining beacon for all of us. His ability to share and show vulnerability with his work family is inspirational: “I do feel like I’ve been burning the candle at every end possible. I’m not sure there’s any wick left! That said, I’ve also found this to be a strangely rewarding time because it has, at times, leveled the playing field, allowed us marketers to drive our firms toward digital tactics that actually work, and has afforded us a kind of singular focus one rarely gets in this career. But that comes at a price – low energy, neglected relationships, no exercise, spending far too much money at Amazon. |  |
I’m trying to ease back into balance and reclaim my time. Shutting down the computer at 5:30 or 6 instead of 7 or 8. Avoiding work email on the weekends. Taking walks with my husband. I’m also more forthcoming than I’ve ever been with colleagues and leaders about what I need for balance, and the response has been positive. By the way, THEY are feeling it too. But none of us are necessarily brave enough to be the first to say it out loud. Sometimes that is the best way to resilience – telling people how you feel. And if they can’t accept that or don’t want to, life is far too short to put your energy into a person or organization so selfish.”
Tahisha Fugate, DC
Senior Manager, DEI Client Development, Orrick Herrington & Sutcliffe
Calm is a super power.
| Tahisha's self-awareness on how to support your ideal life is incredibly empowering. Making deliberate decisions to live intentionally gives us control at a level we all strive for: "Get into the habit of asking yourself, 'does this support the life I’m trying to create?' If you are trying to create a more intentional and mindful life, you have to make hard decisions to rid yourself of the things, people, jobs that don’t support that life." |  |
Jennifer Shankleton, Cleveland
Director of Marketing, Brennan Manna Diamond
It's going to take time, patience and care to fill us all back up again. Let's continue to normalize talking about how we are really doing, and feel comfortable leaning on each other for support.
| Jennifer raises the ever-important piece of this conversation, which is, we just don't have this conversation enough. And, even if we do, there's no quick fix or immediate solution: "A comedian and mom posted to social media this week: 'We are all hanging on by a thread, right?' The comments section was full of confirmations. The consensus: we don't talk about this enough. Just because we see the light at the end of the tunnel does not mean that we can flip a switch and we'll all be ok again. |  |
The last year and a half took a lot out of everyone, no matter your situation or circumstances. Yes, even people who seem to have it all together. It's going to take time, patience and care to fill us all back up again. Let's continue to normalize talking about how we are really doing, and feel comfortable leaning on each other for support."
Kellie Erlacher, Jacksonville
Director of Marketing, Lewis, Longman & Walker
I try to avoid burnout by taking short, 15 minute breaks, maybe 1-2 times a day. I used to think that powering through the work day, with no breaks at all except for a quick lunch, was the best way to work...
| Kellie reminds us of the so-easily-achieved, but often pushed aside, power of small breaks. The ability to think clearly and offer a different or better perspective is so real after recognizing the importance of giving your brain a short rest: "I try to avoid burnout by taking short, 15 minute breaks, maybe 1-2 times a day. I used to think that powering through the work day, with no breaks at all except for a quick lunch, was the best way to work. I would crash after work and often be too tired and drained to enjoy my family at the end of the day. |  |
Taking short breaks throughout the day helps to avoid this crash. Working from home has blurred the boundaries between work life and home life so its even more important to prioritize breaks to avoid burnout."
Thank you Logan, Cheryl, Roy, Tahisha, Jennifer and Kellie for sharing your thoughts.
We are grateful and inspired by your intention, your positivity, and your relentless pursuit for happiness and well-being to continue to support mental health.
We are grateful and inspired by your intention, your positivity, and your relentless pursuit for happiness and well-being to continue to support mental health.
Everyone is busy and its hard to see the efforts of your busyness when the pressure is on and every day feels exactly like the last (am I right?).
Further, most of us are balancing all sorts of things from our homes and offices. So even if you do get a little break in your workday, you’re probably bouncing between a child’s "urgent" request, or the various instant messages waiting for your immediate answer, or a load of laundry, or taking the dog out, or figuring out when to get food to eat... this list just goes on. Our lives are very different in 2021.
Recognize the need to stay productive amidst the busyness. Here’s my top tips that have served me well:
Further, most of us are balancing all sorts of things from our homes and offices. So even if you do get a little break in your workday, you’re probably bouncing between a child’s "urgent" request, or the various instant messages waiting for your immediate answer, or a load of laundry, or taking the dog out, or figuring out when to get food to eat... this list just goes on. Our lives are very different in 2021.
Recognize the need to stay productive amidst the busyness. Here’s my top tips that have served me well:
- Getting caught up on email. Look at only the emails you’re expecting or that require an immediate response. Everything else can wait until you have 30 minutes of downtime.
- Blocking out time. Block out small chunks of time each week which is reserved for thinking and idea creation. You’re unlikely to have fresh, bold and unique ideas when you’re stuck in execution mode.
- What is work? You don’t have to be sitting at your desk to do good work. Take a walk to think through a challenge. Call a colleague while you walk to talk through that challenge. Walk away from your computer to have lunch and check out for 20 minutes; giving your mind a break will make problem solving clearer and less overwhelming.
- When do you work best? There are “morning people”, and then there’s everyone else. (I’m only half joking on this!) Figure out when you work best, what triggers that ideal working mode, and how to sustain that. Everyone works differently and you know better than anyone what works for you.
- Take breaks. When you’re in “crazy busy mode”, taking a break is the last thing on your mind and it feels counterintuitive. Not true. I’ve tried this so many times myself and can confidently say how much calmer and manageable everything seems with a fresh perspective from a break.
- What do you want to produce? At the start of the day or week, note down what you want to have produced by the end of the week. This will help keep you centered and focused when things seem crazy mid-week or when you’re trying to sift through the noise of the busyness that is the Tuesday-Wednesday-Thursday of the week.
KHS People has previously covered the salary history bans, along with the debate highlights and the impact on hiring managers. With 2021 well under way, its timely for a further review.
Below is a table of the various States and cities impacted by region.
(Note that this table only includes established bans that impact professional services firms.)
Below is a table of the various States and cities impacted by region.
(Note that this table only includes established bans that impact professional services firms.)
In January 2021, the International Legal Technology Association (ILTA) published our article on virtual networking. This article provides insights on:
- what virtual networking looks like
- how to appropriately and effectively embark on nurturing and engaging with your network solely on a virtual platform
- some common missteps to avoid
| ilta_martech_white_paper_jan_2021_networking.pdf |
Wishing you positivity and prosperity for 2021
This year had only just begun when the whole country was jolted by the realities of COVID. We were in shock and disbelief. Many have faced real tragedy. Meanwhile life and work continued. We found quiet corners of our homes to adapt and focus on our work. We worked at all hours. We slept at all hours. We even figured out the perfect pillow configuration on our couches to keep ourselves propped up and comfy to work when we felt we had nothing left.
We laughed and cried. We zoomed through interruptions from all our pets, children, postal deliveries and technical glitches. We made it.
To all the marketers, you stepped up in 2020. It is no small feat to get through this year and, whether you are limping to the finish line, or racing towards it, you did it with grace and tenacity.
The happiest of holidays to you.
We laughed and cried. We zoomed through interruptions from all our pets, children, postal deliveries and technical glitches. We made it.
To all the marketers, you stepped up in 2020. It is no small feat to get through this year and, whether you are limping to the finish line, or racing towards it, you did it with grace and tenacity.
The happiest of holidays to you.
What mattered most to marketers this year
Stay safe and stay positive this holiday season. And with all our help, this time next year, we’ll be back to bustling homes packed full of our families, with hugs for all. |  |
A deep dive on the impact of COVID-19 in the legal marketing industry
In May 2020, KHS People conducted the survey "Legal Marketing Peer Check in: how are you doing" for legal marketing professionals. The purpose was to see how things were going for our industry at that point in time.
In October 2020, we conducted a follow up survey, which covers topics requested by you. It is a COVID-specific survey and does a deep dive on four areas:
Marketers responded with candid insights, sentiments, and feedback. The demographics of the respondents included marketers from all firm sizes, marketers of all levels, and marketers across all the US.
Below is the story that was told.
In October 2020, we conducted a follow up survey, which covers topics requested by you. It is a COVID-specific survey and does a deep dive on four areas:
- The response by your firm to COVID
- Salary and other employment-related changes as a result of COVID
- Working from home options your firms are making available
- Your overall health as it relates to your current working hours and circumstances
Marketers responded with candid insights, sentiments, and feedback. The demographics of the respondents included marketers from all firm sizes, marketers of all levels, and marketers across all the US.
Below is the story that was told.
The response by firms to Covid
- Firms have done well by their marketers. 90% of respondents said they were happy with how their firm responded: 51% said they were “mostly happy” and 39% said they were “very happy”.
- Firms have been supportive of their marketers. 88% of respondents said they felt supported when asked how supportive their firm had been of them balancing their professional and personal lives while working from home: 34% felt “mostly supported” and 54% felt “very supported”.
- Positive sentiments. The most common sentiments shared by respondents about how their firm had dealt with or reacted to Covid were:
| | - Dedicated and frequent communication - Speed of virtual set-up - Personal safety - Empathy - Limited layoffs for many - Strong support for parents - Flexibility |
Marketers are being effective, despite seeing fewer dollars
A lot more work is being done
- Input of hours. 47% of marketers are working between 5-15 more hours each week
- What work is being done? Along with ‘protecting our base’ as being a key priority, a focus on pursuing new business and new market share was re-emerging:
- 57% strategic pursuits & new business
- 57% RFPs / proposals
These activities were previously not a core focus. Ten months into the pandemic, firms are now re-focusing on their longer-term goals and pursuits.
The dollars are tight.
Being effective with fewer dollars is 'the Covid way'.
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- Marketing budget cuts. 46% of respondents shared that their firms had opted out of sponsorships. 34% said that all in-person events had of course been opted out of. (Some had pivoted to virtual events, and some of the bigger costs associated with hosting an in-person event had been saved instead.)
- Discretionary spending cuts. 23% shared that all non-essential travel for both business and client meetings had been cut. 11% cut costs relating to conferences, retreats and firm dinners. 9% said entertainment costs were cut. 8% said all advertising was cut. 5% said membership renewals were halted.
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Solutions for our industry
Respondents shared that 49% of their marketing teams had experienced salary freezes this year. Another 33% said their team had experienced bonus freezes. A further 28% reported promotion freezes. These were the tried-and-true methods of reward for our marketers pre-Covid. During Covid (and perhaps post-Covid), team leaders must find new ways to keep their marketers and their marketing teams high-functioning, despite having to do more, with fewer people and fewer dollars.
Consider these solutions for temporary relief during Covid:
Consider these solutions for temporary relief during Covid:
- Give permission for a break. Your team needs your acknowledgement and permission to use their PTO or to take mental health days. Without this express endorsement, they are unlikely to take days off because of fear of being judged negatively if they do.
- Lead by example. If team leaders are working around the clock, not looking after their physical and mental health, and not respecting boundaries whilst working from home, the team doesn't feel empowered to do the same.
- What is your plan for alleviating your team now (and in 2021)? An open dialogue helps just about any situation. Team leaders should communicate their knowledge and understanding about this issue to their team, and - together - suggest solutions. Individual marketers may very likely have different 'fixes' for the current workload issues; it will be different for everyone.
- Reallocate the work. Marketers don't typically shy away from the opportunity to upskill. Speak to each member of your team about their true capacity and work hours to make decisions about any reallocation.
- Be professionally vulnerable. Encourage your team to share with you about what is going on for them and what they may need as a result of their own personal circumstances. To read more on this, visit our recent blog where CMO's share on this very issue.
- Seek other perspectives. If team members are at a loss on how to solve this issue, seek the support and perspective of industry peers. Simply sharing and listening how others have dealt with similar issues is a powerful thing. New ideas and solutions will start to unfold as you learn from others.
Working from home options
Most marketers reported that their firms are still undecided on return-to-work policies. This sentiment is in keeping with the overwhelming positive response that firms have shown to their entire staff in responding to safety issues amidst the global pandemic.
Post-Covid projections
| 27% of marketers reported that their firms will allow their professional staff - including marketing and BD professionals - the option to work from home post-Covid. | |
We will continue to monitor this as flexibility and a remote work environment have forced a huge change upon the legal professional in 2020. For further discussion on working from home, read more in our May survey which elaborates on the data received on this issue.
Thank you
To all of the respondents who took some time out of their busy day to provide their input, thank you. It has allowed for truly meaningful results.
Contact us to dive deeper into these issues, or to give us your take on this issues; we love to listen.
Contact us to dive deeper into these issues, or to give us your take on this issues; we love to listen.
| | This Covid-specific survey showed us how the legal marketing industry navigated the challenges of 2020. We can learn from these findings, and team leaders can preempt some of these issues for 2021. |
Author
Kate Harry Shipham is the Principal of KHS People LLC, an executive search firm for BD and marketing people in professional services firms. Kate has done search and recruiting for 10 years and prior to that was an attorney. She loves what she does, and is always open to continuing the discussion: kate@khspeople.com
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