The Dinners
“What are you excited about for the next six months?” I love this question. This was my answer: “Have you met Cheyenne Cupp, the new Executive Recruiter for KHS?” I responded, turning to Cheyenne and inviting her into the conversation. I then shared some exciting news about KHS that is happily consuming me right now:
I cannot wait to share more with you all as these projects fall into place. Keep watching us! LMA Moments Seeing the Midwest Board each month through a computer screen is wonderful. Seeing most of them in person is simply heart-warming. Like so many of us know, the LMA is the work family we all need and seek out. None of us really have the time to volunteer in LMA - our careers are simply too all-encompassing - but we make the time because it fills our cup. I got to enjoy drinks with the Midwest Board, have one on one check in’s with Regional Chairs, introduce new Midwest members to their local and regional leaders, and hear from our International Board about the current state of LMA and all that they are doing (they are really doing a lot!). Candidate Clients Seeing placed candidates of KHS in person at these conferences, and seeing their smiles and hearing their work successes, is something we will never take for granted. Thank you to each and every one of you who accepted our coffee invites, or who sought us out to catch up in person in between the sessions. We are working on even more ways to support you in your firms. Firm Clients We watched you on panels, in fishbowls, and in social settings where your team was alongside you. We watched how they looked up to you and couldn’t be happier to be part of the success. Leading a team is a challenge, managing individuals is a challenge, and hiring and retaining professionals is seemingly never-ending. Know that we are always in your corner and on this journey with you. We have several new initiatives in the works to continue to support you in your roles as first Chair of these hard-working and smart marketing and BD teams. The KHS Team I know better than anyone how having the right people around you is essential to the short and long term success of our firms. I preach about cultural fit to anyone who listens, and I know how hiring exceptional technically proficient people is key. Thank you to Cheyenne Cupp and Allan Nacapuy for your incredible dedication. Your energy, passion, and pride for your work shines through. I see first hand how you fit the KHS brand perfectly and I could not do this without you. My heartfelt thanks and gratitude. The Annual Legal Marketing Conference for 2024 is upon us. Enjoy Kate and Cheyenne’s insights to get the most from your once-a-year experience.
Kate: Aside from the obvious excitement of this in person event in sunny San Diego (yes, this is important to me as I hail from Chicago), there are various professional development and networking strategies to know and have up your sleeve so you are getting the most out of your experience at the conference. Here are my top three pieces of advice to you which cover both scenarios. Professional development:
Networking:
Lastly, I will leave you with this: be present. This is your once-a-year best possible environment to tap into everything you need from the LMA. Put away your phone and soak it all up. It’s not lost on me that there will be times this won’t be possible and you can also manage your team and partners accordingly where it is possible. Subtle phrasing around your professional development goals for the conference and what you’re learning and intend to bring back will get you respect for setting the boundary and leaning into your purpose at the conference. This is your time and your firm has invested money to have you there. Enjoy it and reap the rewards! Cheyenne: I'm excited to embark on my maiden voyage at the LMA conference, ready to glean wisdom from my esteemed mentor, Kate, and fully engage in the experience. With enthusiasm propelling my attendance, I am eager to be fully present and absorb every invaluable insight and opportunity the conference has to offer. Leveraging the resources of continued learning, diverse speakers, and staying attuned to industry trends, I am poised to navigate the ever-changing landscape of business development and annual strategy with confidence and enthusiasm. Here are some of the pieces I am most excited to take home from the conference. Continued Learning Opportunities:
On reflection, as I prepare for my debut at the LMA conference, I'm filled with anticipation and readiness to embrace the wealth of insights and connections it holds. This conference marks the dawn of an exciting journey towards professional advancement, and I eagerly embrace the opportunities. I look forward to seeing you there and meeting you in person! Growing up, the influential women who raised me all worked in the home. My mother, my grandmother’s, they had all dedicated their lives to either the men of the household, or the numerous children that they seemed unquestionably devoted to.
As I came of age and tried to find my career path at the tender age of 16 and 17 - when all these life-changing decisions seem to have to be made - it was my father who impressed upon me the importance of university and where that would take me in my generation. To me, Women’s History Month is a time where I reflect on the relative newness and complexity of having work both inside and outside of the home, and being relied upon heavily in both. I also know that while I, too, am unquestionably a devoted parent, I also am lucky. On one side of my family, university was not offered to the women, only the men. It seems both shocking and lucky that just one generation before me the expectations of others changed drastically, and just like that I could have a career if I wanted. Us Harrys typically don’t do things in halves. My sister chose medical school and I chose law school. Boy, did we change the path. Modeling for our Children Today, our five-year daughter proudly dressed up for “Career Day” at her school. She will never know a world where the choice is not the same for women and men, like it was in my family just one generation before. I frequently think about how our daughter sees my husband and I and what assumptions she might be making and what roles she may or may not associate with gender. I envy her that she simply may not know another way other than both parents work hard at their careers and in the home with her. I dream about what just “will be” for my daughter. How Far We Have Come When I arrived in Chicago over 12 years ago, I joined a Fantasy Football league with some friends I’d made. I wanted to immerse myself into American culture and I arrived at the start of the football season (back when the Bears were kind of, sort of, good). I somehow became the Commissioner of this league and it’s still running strong to this day. I also learned more about football than I perhaps ever cared to. Specifically, I learned of the “dual threat” quarterback, which is essentially a quarterback who can do so much more than “just” get into position and throw the ball to one of their zippy receivers or running backs. Working mothers are, I think, dual threats. We have broken out of a role that was labeled for us, and are surprising everyone by what else we can do and handle. To that extent, I feel like we are just getting started. Each day I amaze myself with what I am capable of. For example, I don’t think I can juggle a work commitment with my daughters' various activities (“is it gymnastics, ballet or swimming day?”), or I think the cross-over of work and parenting seems just too overwhelming, too hard. As dual threats, we have power and poise and unlocked potential. We will tell stories to our children’s children of how the pandemic halted our professional lives and created minimal boundaries in work and life. We will help our children navigate what their generation's “pandemic” will be and we will be amazed by all the things they do and juggle. For our part right now, let’s keep swinging for the fences. I am definitely a “go big or go home” person and I love surprising myself… and my daughter. Let’s see what's possible and keep forging this unknown path that is working mothers in 2024; and I think you’ll be amazed. –Kate Harry Shipham As Women's History Month unfolds, I find myself reflecting on the multifaceted journey of motherhood, a path that I've walked in both the realms of working and stay-at-home motherhood. Each role presents its own set of hurdles and rewards, shaping me into the woman I am today through overcoming challenges and cherishing moments of joy. Working Mothers: Balancing Act Extraordinaire In the realm of working mothers, time becomes a precious commodity, often divided between career aspirations and the desire to be present for our children. The struggle to maintain a clean, organized home while also preparing quality meals can feel like a never-ending juggling act. Yet, amidst the chaos, there are rewards aplenty. The sense of self and purpose derived from pursuing professional goals, the opportunity to socialize beyond the confines of home, and the invaluable contribution to the family's financial well-being all serve as poignant reminders of the strength inherent in working mothers. Stay-at-Home Mothers: Finding Fulfillment in the Everyday Conversely, the journey of stay-at-home motherhood brings its own set of hurdles and rewards. While the uninterrupted time with our children is undeniably precious, the loss of a distinct identity outside of the home and the overwhelming task list can weigh heavily on the spirit. Yet, amidst the challenges, there is solace to be found in the comfort of a well-kept home and the unparalleled joy of witnessing every milestone in our children's lives. The Resilience of Working Single Mothers: Navigating Life's Challenges Solo In acknowledging the strength of working single mothers, we must confront the unique hurdles they face. From shouldering the burden of every task, both at work and at home, to navigating the loneliness of solo parenthood, the challenges can seem insurmountable. Yet, in the face of adversity, working single mothers exemplify resilience and fortitude. Through their unwavering determination, they impart invaluable lessons of strength and perseverance to their children, laying the foundation for a future defined by resilience and self-assurance. As we celebrate Women's History Month, let us honor the diverse experiences of mothers everywhere, recognizing the hurdles they overcome and the rewards they reap along the way. Whether working outside the home, dedicating themselves to the role of stay-at-home parent, or bravely navigating the path of single motherhood, their contributions shape the fabric of our society and inspire future generations to embrace the journey with courage and grace. – Cheyenne Cupp The best candidates will be doing all of these 10 things simultaneously when you are interviewing them.
Watch for these cues and note how they handle themselves in the moment
As a final word, I'll add this: A lot of candidates are great interviewers, and fewer are great in the role. Distinguishing between the two can be a challenge, and we are always here for you during these tough moments. Throughout my professional trajectory, I have cultivated a diverse skill set, fostering profound
expertise in areas such as business development, marketing, interpersonal communication, and client relations. Upon acquainting myself with Kate and KHS People, I was immediately struck by her authentic empathy and commitment to delivering unparalleled service to clients. The remarkable year-over-year growth of the company left a lasting impression on me, prompting a strong affinity towards Kate and a desire to contribute to her team. The role of Executive Recruiter at KHS People piqued my interest due to its emphasis on client relations, business development, and marketing, aligning seamlessly with my professional aspirations. This multifaceted position presents an exciting opportunity for me to expand my knowledge within the legal domain, while leveraging my expertise to further advance in my career. I offer the following five interviewing tips for consideration:
Last updated: March 2024 With so many resumes out there, what makes a resume stand out and what do hiring managers appreciate? Given law firms typically want to see a more straight-down-the-line resume, it can feel tough to stand out. Here are four key things to remember so that your resume is distinct from your peers: Start with... a short professional summary. This is a short and very specific summary of who you are as a professional and what you are seeking. Done right, this is impactful and punchy and saves the reader any guess work. It should include "your ask" in terms of the role you are seeking. An example: Legal marketer with 18 years of experience in both national and global law firms. Key experience lies in leadership and management roles, and can act as a hybrid in both the strategic and day-to-day. Feedback has consistently centered around being a strong collaborative and energetic team player who can own projects with a solutions-focused approach. Seeking a senior role within a progressive law firm that includes elements of change management, people management, and the opportunity to have upward mobility in years to come. Try to include... the relationships you have built. Even the most qualified and experienced candidates fall into the default pattern of simply listing all their duties. Go beyond this and go deeper. Briefly describe the types of relationships you have with the partners or key leaders. Follow up with how you built that relationship, how you nurtured it, and the lasting effects of this. An example: I successfully brought together 110 attorneys across the firm to form an industry group X which could serve the varying degrees of our banking and corporate clients, including high net wealth and entrepreneurial clients. This included travel to be in person to enhance relationship building and frequent touchpoints with Industry Group Chairs to present key findings and go-to-market strategies. After the start-up phase, most months I would travel to industry conferences with key partners to support their business development efforts, including specific speaking opportunities. For each role... succinctly explain your purpose or focus. Every role you've had was to fulfill a particular need. What was that need and did you achieve it? These little insights give that "laundry list" more credibility and more clarity. An example: Large Law Firm, 2021-present Business Development Manager I am responsible for building a small team of elite players who can support the firms' highest revenue generating Corporate Group, with specialisms in Private Equity, M&A, Securities and Real Estate. Supporting 300+ attorneys across these subgroups and managing three business developers of varying seniority, our group has increased revenue by X and increased its ranking by X. What KHS loves to see... the whole you. You have a personal life and things that "keep your cup full". What is it that keeps you going? Is it friends, family, children, LMA family, hiking, skiing, seeking out a peaceful beach. Whatever those things are, share it with us. We are fascinated by the whole you, and in our experience that often shows another angle or layer which adds to who you are today. Let's celebrate that! Some wonderful examples we've seen over the years: - Marathon runner - Ex-chef - Fly fisherwoman - Amateur photographer - Ballet dancer - Travelled 93 countries and counting
The legal marketing industry is famous for many things. One is how wonderfully confusing titles can be. They can mean everything. They can mean nothing. There is always more context to share in terms of titles. Consider the following, which shows the most common years that we all see and know in titles. The other puzzle piece is the range for each title, which - in my view - are not acknowledged enough. We are all used to the middle column. Let's now unpack the column on the right.
These are the ranges in law firm marketing years that come with each title, and this can be further digested in these salary reports. I see ranges "up to" these years, which means, Coordinators can bring five years of experience, Specialists can bring 11 years of experience, Managers can bring 26 years of experience, and so on. This allows the industry a ton of flexibility and versatility when considering talent and when individual legal marketers are building and crafting their careers. On the flip side of this, there is trickiness in how to compensate these titles knowing the "up to" ranges. Here's my guide on how to break this down:
Applying this formula let's you benchmark within a range. This is hard, and it confounds many, and it is absolutely necessary. For candidates: this self-assessment will give you a meaningful baseline to work from. The top of the range is reserved for the highest level of it's kind and most don't sit within that top spot; and this is not talked about enough. For firms: this will help benchmark based on facts. Socialize this process internally so that the reasoning is understood. Last updated: February 8, 2024 Resumes are highly individualized documents that share the highlights of your professional career to date.
hey should be brief and summarize, in chronological order, your different roles. While it may be tempting to outsource this task, try to write it yourself and use your own words and voice throughout. So, "what do I say" I hear you asking... What should your resume actually say? Your resume should say only the following:
Triple-check. You might be surprised to hear that most resumes I read contain some sort of error. Many people have looked at it 20 times and are simply unable to see the mistakes. My tip? Read your resume out loud, or, read it while pretending you’re reading someone else’s resume with the intention of looking for errors (trust me, this method works!). Style versus substance. If you’re going to seek feedback on your resume, ask only for their substantive comments. Its really important your style and voice stays in the document. And many people make the mistake of correcting on style only, because substance involves a higher knowledge base. Brevity. Be brief and concise. A resume is not a place to list everything and hope something resonates. It is a summarized version of your professional self that is tailored exactly to the role you are applying for. This means you should have different versions of your resume depending on the different roles you're applying for. Tailoring. Understand the role you're applying for and really tailor your resume to speak directly to that role. Hiring managers don't have time to look for the detail, so don't bury the lead. Focus on your strengths and connect that directly to the key priorities in the role. Clean versus busy. Law firms like a clean, easy to read resume. To marketers, this may feel like a resume that doesn't show creativity. Remember: Who is the reader of your resume? What do they want to see? How much time do they have to digest your experience? FAQ’s:
Last updated: February 6, 2024
The offer stage is exciting, no doubt! It can also be intense. There is usually limited time to consider all the elements and make an informed decision. Knowing how to handle this stage will help alleviate this final part of the interview process:
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AuthorKate 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 14 years and prior to that was an attorney. She loves what she does, and is always open to continuing the discussion: kate@khspeople.com Categories
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