1.8 Scott Love: Recruiting Is Business Development

Barbara and Andrew are joined by Scott Love, President of the Attorney Search Group and host of The Rainmaking Podcast, who has spent three decades placing partners and advising AmLaw 100 and 200 firms on how they grow. Scott makes a simple, contrarian case: lateral partner recruiting is the most effective form of business development a firm can do. When a partner joins with twenty to thirty trusted relationships, that trust transfers on day one. He explains why firms should hunt for force multipliers rather than connection points, why the wall between the marketing and recruiting teams is leaving money behind the sofa, and why distinction, not difference, is what earns attention in a market where everyone chases the same people. He closes on the questions every firm leader should be asking: what problems do we solve, and what business are we actually in.