Networking Strategies
Why network?
Networking is ONE OF THE most effective and successful ways to get a job. Statistics indicate that 75% of job seekers gain employment through networking and contacts.
What is networking?
Networking is the exchange of ideas and information in such a way that it builds personal relationships.
Remember that networking is a give and take situation. You hope to receive information (and ultimately, a job) and to form a relationship with someone. Similarly, if you can provide helpful information to someone else, your relationship becomes stronger, and the likelihood of your receiving helpful information is better as well. Other people really do enjoy and appreciate being able to successfully help you, and you should feel the same about helping others.
Successful networking requires work, perseverance, time, and patience. Never think that you can stop networking. Even after you have landed the job you want, continue networking so that, for professional and personal reasons, you maintain the relationship you have established. For example, you never know when you will change jobs, by choice or through circumstances, and will need to tap your network for resources and information, and another job. According to career counselors, "[a] carefully tended network will last a lifetime."
Who are contacts?
Contacts are potentially any people you meet. Typically, they are colleagues, friends, former co-workers, fellow alumni (undergraduate and law school), professors, relatives, neighbors, members of professional, social, philanthropic, and hobby organizations, church members, and volunteers, for example.
Usually we think of contacts as people we already know. Contacts, however, can also be people we do not know, but get to know. The key to maintaining existing contacts and making new ones is talking to people. Whenever you meet someone, tell them who you are and what you are looking for. Talking to people to make contacts can be accomplished through simple activities like standing in line at the grocery store or bringing in dry cleaning, to more involved events such as attending professional or social gatherings and participating in informational interviewing.
When you make contacts, you can learn more about the market or a particular company or firm or area of law; discover actual or potential job openings; obtain referrals for jobs or other contacts who may know of jobs or at least about a particular market; and possibly obtain a job interview. Each contact you have or make can lead to more contacts. If you have and/or make twenty contacts, and each one has twenty contacts, soon you have a network of 400 contacts!
Establishing a Network
Definite steps exist for establishing a network:
Your network begins with your first contact. Contacts are sources of information. They are not people who "pull strings" for you or "get you a job." They are people who can assist you in gaining employment because of who they know, what they know, or what they do. Your best contact is the person who does what you want to do and does it well.
To establish a network, follow this suggested procedure:
Identify your resources. Use your address book, collection of business cards, employee directories, and phone lists. Select those people who have found reasonable success and fulfillment in what they do.
Contact these people. They are your "primary contacts." Your purpose is to get information about employer, decision-makers, and referrals.
Contact the referrals your "primary contacts" give you. Your purpose is to get market or employmen information. If this contact indicates a specific job opening, your next step is to set up an employment interview. If this contact indicates no job opening but seems knowledgeable and willing to talk, your next step is to set up an informational interview. If this contact indicates no opening and seems either not knowledgeable or unwilling to talk, ask for another referral.
Follow-up is crucial. It is the difference between successful networking and failure. Be gracious (but not gushy) in thanking your contacts. Stay in touch with your primary and secondary contacts. Follow-up contacts should be brief. Your purpose is to update the person on your progress, ask if they have any new information, thank them, and let them know you'll be staying in touch.
Networking is simply the process of increasing personal visibility through social contacts. Jobs are filled when preparation meets opportunity. Making these contacts may not always be easy. Some people will not be helpful; many will be helpful. Be persistent. You will find a good job, and you will meet a lot of fun, interesting people along the way.
Strategies and Tips for Successful Networking
Successful networking in a business, social, or professional setting calls for preparation, participation, and practice. Almost no one enjoys the prospect of entering a room in which you know no one but are hoping to meet many people and establish viable contacts. In her book, How to Work a Room, A Guide to Successfully Managing the Mingling, Susan RoAne gives some very helpful, practical tips for being more comfortable and, therefore, more effective and successful, in networking situations. Taking the time to be prepared for the event you are going to attend is the best investment you can make.
Ms. RoAne suggests "seven steps for planning your presence":
1. Adopt a positive attitude.
2. Focus on the benefits of the event.
3. Plan your self-introduction.
4. Check your business cards.
5. Prepare your small talk.
6. Remember eye contact and smile.
7. Practice your handshake.
Ms. RoAne also suggests that before you attend an event, ask yourself what you hope to accomplish, both professionally and personally, by attending. When she asked what benefits people achieved by networking at an event, the people she surveyed gave the following answers in both a professional and personal benefits category.
Personal benefits:
1. Comfort
2. Self-confidence
3. New contacts/friends
4. Newly acquired knowledge
5. Fun
Note that FUN is the common word/benefit in both categories. Networking can be and is fun when you are prepared and ready.
Networking is also more fun or enjoyable when you fully participate. You must approach people and introduce yourself, actively mingle or meet as many people as possible, engage them in conversation and listen carefully. You want to remember each person you speak with (not just speak to), and you want each of those people to remember you.
Susan RoAne offers seven qualities that encourage other people to talk so that you accomplish your successful networking goal:
1. Eye contact
2. Nodding
3. Smiling
4. Asking relevant questions that indicate interest
5. Making statements that reflect similar situations
6. Facial expressions
7. Body language that is open and receptive
Finally, the old saying, "practice makes perfect" strongly applies in networking situations. The more often you attend events, meet people, and use your networking strategies, the better you will become at successful networking.
Rules for Successful Networking
As a summary of all her advice on successful networking, Susan RoAne ends her book with her "Ten Commandments for Connecting":
1. PREPARE: Attitude, focus, self-introduction, conversation, business cards, smile, and handshake.
2. ATTEND: R.S.V.P. and go! Act like a gracious host (not a guest).
3. TRY STRATEGIES THAT FEEL COMFORTABLE: Read nametags. Go with a buddy. Talk to white-knuckled drinkers. Approach and be approachable. Smile. Allow for serendipity. Listen. Care. Extricate courteously and circulate gracefully. Follow up. Call or send "thank you's."
4. SAY SOMETHING . . . ANYTHING: Don't wait; initiate. Take the risk; the rewards are yours. Listen with interest to the response. Smile and make eye contact.
5. MIND YOUR MANNERS: Learn old and new etiquette and brush up on your manners. Acknowledge others. Treat everyone nicely.
6. AVOID THE COMMON CRUTCHES: Do not arrive late. Do not leave too early. Do not drink too much. Do not gorge at the buffet table. Do not misuse the buddy system by joining yourselves at the hip.
7. REMEMBER THE THREE E's: Effort, Energy, Enthusiasm.
8. DRESS APPROPRIATELY: Unsure? Ask.
9. REMEMBER THE FOUR C's: Courtesy, Caring, Charm, Chutzpa.
10. BRING YOUR SENSE OF HUMOR: Use the A.T.&T. Test (Appropriate, Tasteful and Timely).
Networking Do's and Don'ts
Anytime you meet an attorney in a social context, work context, in court, at a wedding, baptism, bar mitzvah, etc., do not miss a valuable networking opportunity. Many attorneys will be happy to offer advice and will be flattered to ask for it. Also, create new networks by attending Bar meetings, join professional, community, or social organizations, for example.
Networking Do's and Don'ts when you meet an attorney:
Do's
1. Ask about his/her practice area. Inquire about the specialty . . . what are the trends; are the cases interesting; would they recommend the area of law? (You can add your knowledge on the subject. "WOW" them if you can.)
2. Ask if he or she hires clerks for summer/school year or ask if they are looking for new associates. Ask if you can send a resume.
3. BY ALL MEANS get his/her business card. Make sure you write a note to yourself on the card to remind you when/where you met them. You might write a note to the attorney after your meeting telling the attorney how glad you were to meet him/her, that you would like to talk again at his/her convenience, and that you would be appreciative of any advice they might offer.
4. Have your resume completed and closely available; you never know if someone will want it.
5. Remember names so that when you see an attorney again, you can call him/her by name.
Don'ts
1. DON'T WALK AWAY WITHOUT DOING ANY OR, BETTER YET, ALL OF THE DO'S.
2. Don't just say, "Hi, glad to meet you," and walk away without obtaining additional information.
3. Don't be a pest. Being persistent, assertive, and confident is to be encouraged, but there are limits. Gauge the attorney's response to you--if he or she takes an interest and is encouraging, you can be more assertive than if he or she seems uninterested or unresponsive.
4. Don't be negative or appear desperate. No matter how difficult your job search is or may become, stay confident in yourself and your abilities.
5. DON'T GIVE UP.
Escaping Unwanted Conversations
If you encounter someone and it turns out you have nothing in common, how do you get away politely? Here are a few examples:
First, form a bridge . . . and always use their name. This can be a comment or an inane question:
"I enjoyed meeting you."
"I enjoyed our conversation."
"It's been nice talking to you."
"How did you like the meeting?"
"How did you like the speaker?"
"Do you attend these events often?"
Second, take a slight step back and make a comment on something the person has said. For example:
"Good luck on your case, but I have many people to meet yet this evening and I know you have other people to meet. Maybe I'll catch you next week."
If you want to be a little more delicate extend your hand for a handshake or give them a gentle touch on the arm, to soften the impact of abandonment and say, "It was nice talking to you, but . . .
I think I see someone across the room who I need to speak to before she leaves.
I need to ask the (host/speaker) a quick question.
Don't hurt someone's feelings, but move on to meet more interesting, productive people, so always be friendly and smile. It's a small gift to give and is always appreciated.