Many attorneys are skeptical about the value/cost benefit of networking; they claim to have tried the process with no success. Most assuredly, networking is very time-consuming and can be emotionally difficult. As a result, I expect that many of you "networking skeptics" feel that way because you a) had unrealistic expectations of networking; b) stopped short of allowing the process to work; or c) went about the process inappropriately. And while networking is a far cry from rocket science, many job seekers have not developed the appropriate subtlety and finesse to make the process work for them.
Let me mention a few words about expectations. It is not reasonable to expect a job directly from a networking contact. It is reasonable to expect information, advice, assistance in formulating career plans, and referrals to other practitioners. Your goal should be to come away from each appt having accomplished two things. That is, that the contact person was engaged in the conversation and was left with a very positive impression of you. And, second, that as a result of the positive impression, he/she is willing to provide the names of one or two others you might now contact using his/her name. You need these additional names to keep your network growing so that at some point in the process, it will cause a job opportunity to surface.
To increase the likelihood of succeeding at networking, you should:
Have a "hook".
Lead your initial communication with a prospective contact by mentioning a mutual acquaintance - - your "hook." You should be able to say, "I got your name from Mary Brown whom I understand was a colleague of yours at XYZ firm." Yes, it is possible to network with individuals whose name you obtained from a CLE flyer or in some similar manner. However, it is more likely that you will be successful in arranging an appointment when there is a "hook".
Relieve the anxiety of the other person about what you expect and what they are able to provide.
When setting up an appointment with a potential contact, let that individual know at the outset that you want to meet with him/her to get the benefit of their experience and their expertise. Often I recommend a totally blunt approach. That is, saying to the potential contact, "Let me reassure you that I am not coming to you with the expectation that you can help me find a job. I am still in a decision-making mode; I am contemplating leaving the private sector and going to the government. Therefore, at this point, what I need most is information and ideas to determine whether my assumptions about government practice are indeed realistic. I would value your experience and expertise. Would you be willing to meet with me for 15 - 20 minutes? I will be sensitive to your time constraints." This last comment is a very important one.
Be certain.
that if you've asked for a meeting to obtain advice and information, do not try to turn it into a job interview. Do not begin your meeting with, "Do you know of any openings?" You are most likely to get a 'no', be viewed as insincere, and have lost an opportunity.
Arrange for the networking meeting to be face-to-face!
Those of you with whom I have spoken know how strongly I believe this. It took me years of counseling extremely bright, articulate alums whose networking attempts were not successful before I realized what was happening. You are not likely on the telephone to get more than ten minutes time with a new contact. At the conclusion of that conversation, you are then likely to get, "Send me your resume, and I will contact you if I hear of anything." What is the likelihood this will occur?
Most importantly, effective networking occurs when a rapport develops between you and the individual with whom you are meeting - - and that as a result of the rapport and the positive impression you are making, that individual is willing to share information, be of assistance to you and possibly even to open doors. Would you go to those lengths for someone you have never met but have spoken with for ten minutes? Would you pass on your best contacts to a "voice on the phone" - - to someone you have never met, whom you do not know? I doubt that you would do that since your judgment of character is on the line? And, I doubt that most other folks would do it either. However, most of us make rather quick judgments of people when we meet them - - and if we're impressed – we are likely to offer assistance. While you may not agree totally, I can only tell you that I have seen a tremendous difference in networking results when meetings have been face-to-face.
Yes, of course, coordinating face-to-face meetings is far more time-consuming not to mention doing so without colleagues noticing frequent absences. Clearly, there are practical difficulties; however, the rewards are in direct proportion.
There are additional thoughts I could say about this important process; however, I have shared the things that are often of greatest concern. Good Luck with your own networking attempts!
