I have previously blogged about traditional networking. However, there is another type of networking in which you actually try to develop a one on one relationship with other attorneys. This is different than “working a room” because you are actively trying to develop deeper relationships.
In this type of networking, you seek out established lawyers in fields that you are interested in. You use a referral source of your alma mater, your friends, or merely cold calling, in an effort to arrange for coffee to meet with the attorney. In these days an e-mail invite may get a response, but it is still better to attempt to make contact with the telephone. One word of caution, remember that everyone you deal with is going to have an opinion. As an example of what not to do, there was once a new attorney that called my office in an effort to network. He was put through to my secretary and demanded a lunch appointment with me. When my secretary asked “Is Mr. Dukelow aware of this?,” his response was something to the effect of “it doesn’t matter, you just need to set up the lunch.” Needless to say, this is no way to ingratiate yourself to anyone, and you would be naïve to believe word of this behavior would not make it to this attorney. You would be foolish to think the attorney would forget the behavior.
Once an attorney has agreed to meet with you, be flexible in setting up the meeting. Most attorneys are more than happy to talk with you for fifteen minutes. However, they are unlikely to juggle their schedule because you have other things going on. Also, be prepared that the meeting may not be this week, but weeks from now.
If meeting for lunch or coffee, be prepared to offer to pay. While most lawyers will laugh and take the check, realize that you are the one that asked for the meeting and, just as in dating, expect to pay.
At this point you will be engaging the other attorney not for a job offer, but to get to know her, and to let her know a little about yourself. You also will want to get the names of other attorneys that you can talk with. Ask to use the attorney’s name in making these further contacts.
After the meeting, send a hand-written thank you card. It is more effective, and more memorable than an e-mail thank you. In fact, it’s so effective, that I routinely send thank you notes to witnesses that testify in my cases. You should not be surprised by how many referrals that leads to over the years.
Lastly, realize that you are developing a relationship. All good relationships take time. Most are not entered into after a single meeting. So make a point of letting the attorney know you are out there. Let him know that you enjoyed meeting so and so on his referral. Let him know you have opened your own office, or you are contracting with a firm. These follow-ups can be as simple as an e-mail or a phone call. But it is important to continue to cultivate the relationship.