When you hear the word “networking,” what’s the first thing that goes through your mind? Unless you are an engineer or computer geek, you probably groan and mumble to yourself “I hate networking.” Well, whether you love it or loathe it, networking is a fact of life. Every day you are networking whether you intend to or not. The question you should be asking yourself is whether your networking is effective and positive.
First thing’s first, what is networking? The standard belief is that it involves seeking out new people and selling yourself. This fits a very narrow range of networking.
The other, broader range of networking takes on a more holistic view. Every person you meet is a potential mentor, client, and referral source. On the other hand, every person you meet could take a dim view of you or your services. The question is which would you prefer?
Personality Type
Do you classify yourself as an extrovert, introvert, or somewhere in between? The answer to that question may determine your approach to holistic networking. If you consider yourself an extrovert, you may find it easier to do the traditional “networking,” of walking into a room full of strangers and introducing yourself. Sure, you will still be nervous, but unlike some of us introverts, you have the “gift of gab,” as my grandmother used to call it. The main thing to remember is that you are there to not only sell yourself, but meet people. Realizing that it’s not all about you is a big step towards impressing people as opposed to turning them away. A major way to impress people is to get them talking about themselves. How do you effectively conduct voir dire? You get the potential jurors talking. When is voir dire ineffective? When you do all the talking. The same is true for networking. Get them talking and take the time to actually listen to what is being said.
Now this doesn’t mean that you should not offer anything. Not many people are impressed by brown-nosers, and you do not want that reputation. But you do want to learn something about the other person to find out what you have in common.
Another way to fail in the endeavor is to shut another person down. This is easily and often unintentionally done by extroverts. Someone is talking about their love of spoon collecting. Instead of engaging the person, sometimes an extrovert will abruptly change the subject to something more interesting (or so they think). If dealing with an introvert, this could quell the conversation and, worse, leave a bad impression.
What if you are an introvert? Woody Allen is attributed with saying that “80% of life is showing up.” In networking, 100% is showing up. It is easy to skip events, to sneak out early, to not engage. Easy, but not effective in furthering your career.
A better way is to set goals and strive to achieve them. It’s as simple as sitting down on Sunday with a memo pad and writing down your goals for the coming week.
- Call 5 new people.
- Arrange coffee with at least one of them.
- Attend the CLE I signed up for.
- Talk to my neighbor(s) at the CLE.
If crossing off the list does not give you enough sense of accomplishment, motivate with money. One dollar into the “fun money” kitty for each goal accomplished might not seem like a lot, but it adds up quickly.
As an introvert, it can be easy to shut down. Things that excite extroverts, can be draining to an introvert. With the lack of energy, you may be tempted to leave early. Hey, I showed up, your self tells you. Don’t give into temptation. Achieve all the goals and get all that free money!
Types of Networking
The traditional type of networking events for lawyers are CLEs, Bar Association gatherings, awards presentations, Inns of Court, and other professional gatherings. Each of these involves showing up and striking up conversations with people that you may have never met. There are ways to alleviate the stress of this event, but each has caveats. First, agree to go with a friend. However, make an agreement that you will not hang around with each other for the entire event. The point is to engage with new people.
Second, alcohol can be a social lubricant. Obviously, though, it is not of use for everyone. Also, it is not something to overindulge in for obvious reasons. You are there to meet people, not make a spectacle of yourself.
Third, familiarize yourself with the event. If going to an awards presentation, know the background of the awards. If invited to attend an Inns of Court event, figure out before you arrive what the hell it is. If someone is being honored, find out why.
Now that you are a lawyer, you are a lawyer at all times. Whether playing basketball, attending religious services, or volunteering, you are representing your abilities as an attorney. In these events, just as when attending legal gatherings, it is important to present yourself in the best possible light, as each person you meet is a potential client and/or referral source.