Time Kills Deals

Time is a deal killer. And I've seen it too many times over the years.

I recently had a top-tier litigation boutique firm interviewing an elite, very hard-to-find senior-level associate attorney who had it all. It took four months to get to an offer. Seventeen years of recruiting, and that was a first.

Four months was a first. Time killing a placement wasn't.

What happened over those four months? Partnership promises were made, origination bonuses were built up, and the smoking-hot iron went cold.

Had the firm gotten to an offer within a reasonable time, it would have been a done deal — the attorney was very interested, and so was the firm. That happens more than it should.

What Stalling Actually Costs You

When a firm drags its feet on getting to a resume, an interview, or an offer, here's what you're really doing: handing the clock to everyone else.

1. Other opportunities land on the attorney's desk while you're still deciding.
2. Feet get cold — the move starts to feel riskier the longer it sits unresolved.
3. Their current firm steps in with a counter: a raise, a bump to Of Counsel or Partner.
4. A trial or a deal comes up, and the move takes a back seat to what's in front of them.

I've seen each of these play out. More than once.

The Flip Side: When Attorneys Stall

It cuts both ways. When an attorney takes too long to make a decision, the firm starts wondering: Are they actually interested? Are they holding out for another offer? Can they even make a decision? Often, in situations like that, they pull the offer.

I don't know why, but I'm always in a rush. Half the time, I'm in a rush to get nowhere. Nothing drives me crazier than being stuck behind a slow car. People might think, "Chris, chill, tranquilo" — but in attorney headhunting? Hell no. That sense of urgency serves me very well.

I Get It — From Both Sides

But the longer things drag on, the more time there is for something to change.