BE THAT LAWYER Brian Haugh: Mastering the Lateral Move
In this episode, Steve Fretzin and Brian Haugh discuss:
- Navigating a selective legal market
- Preparing for a lateral move effectively
- Building control through specialization
- Approaching interviews with intention
Key Takeaways:
- The current recruitment landscape favors lawyers with portable books and proven client relationships. Service partners without clear revenue streams face fewer interview opportunities than before. Understanding this shift helps lawyers position themselves strategically for lasting success.
- Before making a move, gather concrete data on your clients, billables, and performance metrics. Research each potential firm to assess culture, support systems, and compensation structure. Avoid counter-offers and be ready to explain your motivation with confidence and clarity.
- Developing a focused niche and growing a book of business provides leverage and stability. Lawyers with established clients can earn up to 20% more while shaping their own trajectory. Becoming a market master turns expertise into opportunity and independence.
- Strong interviews center on curiosity, alignment, and authenticity, not just compensation. Show genuine interest in the firm’s mission while understanding its support for your growth. Preparation and presence create trust, leading to stronger and more strategic offers.
"All you got to do is focus on the next second, the next minute, the next hour, the next day, the next week-whatever it is, you don't have to solve the world's problems right now." — Brian Haugh
Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.
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About Brian Haugh: Brian G. Haugh is a Partner and Senior Partner at Shapiro Legal Search, a member firm of the Sanford Rose Associates network. He helps lead the firm’s legal recruitment services, specializing in identifying top legal talent and placing senior-level attorneys who bring both technical excellence and business insight.
With years of experience in legal search, Brian’s work sits at the intersection of law practice strategy and executive recruiting. His approach emphasizes integrity, transparency, and long-term relationships, helping candidates and firms navigate complex career transitions with clarity and confidence.
Outside of his professional role, Brian is a certified private pilot and an active member of the Entrepreneurs’ Organization – Chicago. He holds a degree from the University of Illinois Urbana-Champaign and remains committed to continuous learning and high-performance leadership.
Connect with Brian Haugh:
Phone: 312-593-0810
Connect with Steve Fretzin:
LinkedIn: Steve Fretzin
Twitter: @stevefretzin
Instagram: @fretzinsteve
Facebook: Fretzin, Inc.
Website: Fretzin.com
Email: Steve@Fretzin.com
Book: Legal Business Development Isn't Rocket Science and more!
YouTube: Steve Fretzin
Call Steve directly at 847-602-6911
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