The Lawyer Whisperer

It’s the #1 piece of career advice…

…from experts and colleagues to friends and parents. Heck, even your grandma weighs in.

“Networking” is one of the most critical tools for career development and success that a professional has on their toolbox – and is a main staple in the corporate world. That means everyone knows how to do it. Right?

Wrong.

When the rubber meets the road, most professionals don’t know how to network – where to start, what to do, what to say or how to say it. They don’t understand the nuances or psychology behind networking either. So, when confronted with the career necessity of this action, stress and anxiety quickly set in, resulting in procrastination, feeble attempts or avoidance altogether.

Great networking is an art with a little bit of science sprinkled on top. The savvy networking professional is fearless (or fakes it!), strategic, organized, intentional, appreciative, thoughtful, authentic and service oriented. They also understand that people are buuussssyyy. And no matter how much a person may want to help you, there is time, effort and maintenance involved in doing so. So, if the task is too time consuming or cumbersome…it will get left behind. And so will you.

So, how does one become a networking genius? Below is a guide to cracking the code.

State Your Objective.

People have different goals and objectives for networking: A new job, future career options, building their profile, getting to know more people, keeping their finger on the pulse of the market/industry; and desire to feel connected with high quality people – are just a few. The first step in your networking action plan is to determine your current objective. At different points in your life or career, your objective may (and often does) change. But understanding your networking objective today will strategically influence and shape the other components of your plan moving forward.

Set A Schedule.

For maximum efficiency and success, establish clear weekly and monthly goals for expanding your network. Be specific and intentional in defining your targets. How many of these per week/month will you select:

• • # of curated email outreaches to your current network? To new network prospects?
  • # of new LinkedIn connections?
  • # of virtual coffee chats or Zoom calls?
  • # of face-to-face meetings?
  • # of virtual or in person events?
  • # of “asks” fulfilled?

In addition, create a system to track and document your progress. This practice not only keeps you accountable but also provides a tangible record of your growth and accomplishments. If your goals are too easy, add more to your weekly/monthly requirements. If you are overwhelmed, throttle back until you feel comfortable.

Identify Your List of Network Newcomers.

I counsel scores of lawyers on creating effective networking strategies and when we begin, very few are clear about the type of professionals they’d like to add…and why. Without such clarity, you place yourself at a disadvantage and challenges will arise that will thwart your progress. So, before you lift a keyboard finger, take pen to paper and make a list of the profiles of people you’d like to add to your network. When assessing who fits the bill, consider your networking objective and ask yourself the following questions:

• • What are my career goals?
  • What type of roles are or may be aligned with my career goals, now and in the future?
  • Is there something I’d like or need to learn about the market, my profession or area of expertise?
  • What industries/businesses/legal issues are of interest to me?
  • What knowledge or expertise would help me develop as a professional?
  • What type of executives would maximize my exposure to job opportunities?
  • What industry experts would provide valuable knowledge?
  • What type of executives would be the most impactful for my career?

After you’ve answered these questions, make a list of profiles to add to your networking target list. Note: these are not names of specific individuals, they are executive categories. Examples include: CEOs, CFOs, COOs, GCs, HR execs, VCs, PE execs, In House Counsel, Law Firm Partners, Former Colleagues, Recruiters, Media Executives/Reporters, Law School Alums, Law School Career Services, Professors; and Industry Leaders.

The 3 Pronged Outreach.

Now that you have your objective, schedule and targeted list, the next step is to identify and incorporate your methods of introduction. There are three primaries:

1. 1. Existing Network – Your existing network will be one of the most effective sources for new introductions. So don’t be afraid to use it…a lot. Intros from a known commodity have a higher percentage of resulting in more meaningful connections and valuable resources.
   2. Direct Contact – It’s a cold overture from you to another professional. Not as strong as leveraging your existing network and not everyone’s favorite activity, but if executed properly, it can have positive results. So, plug your nose, and just do it.
   3. Indirect Exposure – Professionals can build networks by being excellent and doing excellent things in the corporate ecosystem. A great reputation does wonders for building and cultivating a world-class network. Writing articles, participating on panels, podcasts, presentations, and helping others. These activities raise your frequency and attract other excellent people who want to know YOU.

The Ask.

When it comes to The Ask, most professionals either beat around the bush or aren’t clear about what type of help they want. So be specific, direct and gracious. Warning: writing a thoughtful Ask takes time. So, don’t treat it like a text message to your teenager.  Here are a few samples:

“Molly, it was great seeing you at the ABA event last week. I wanted to reach out because I’m building my network to include high quality bank finance attorneys as part of my business development plan for 2025. You are so well regarded in this space – to the extent you feel comfortable, I would be grateful for introductions to those you think would be great for me to know.”

“Hi Jerry, I read your article on Generative AI and wanted to reach out to let know that I thought it was excellent. I have passed it along to my network. I am a former product lawyer turned AI attorney, and I am trying to learn as much as I can about the evolving technology. Given your expertise, I’d love to connect live to get your thoughts on a few industry questions if you’d be willing to spare a little time. Let me know if you’d be open to a 15-minute conversation in the upcoming weeks.”

“Barbara, one of my 2025 goals is to build my network with more CEOs and CFOs in the SaaS industry. I know you are super connected, so if there are any execs like this in your network that you think would be great for me to know, I’d sincerely appreciate your recommendations and introductions.”

“Hi Taylor, Happy New Year! I hope 2025 is off to a great start. As we start the new year, I’d love to reconnect over coffee to catch up if you are up for it. I know you are busy – so how about getting together in mid-late February? If that works, I can send the invite!”

Write Your Own Introduction.

It takes time and thought to introduce two professionals-even if the introduction is brief. The quality of the introduction is also being judged. So, there is maintenance to the exercise. Because of this, people asked to make intros often procrastinate on completing this task, which can increase the risk your important introduction will disappear into the ether. By writing the introduction yourself, you make the task easy. Example:

“Claire, I’m starting to think about my next move and as part of that effort, I’m building my network of VC’s. To the extent you believe there is someone who would be great for me to know, I would sincerely appreciate an introduction. I know you are busy, and introductions create more work, so I’ve provided some language (below) that you are welcome to use if the opportunity arises. Many thanks! Beatrice

Hi ________, I hope all is well. I wanted to introduce you to Beatrice Lam. Beatrice currently serves as the #2 lawyer for Company XYZ. Prior to this role she was a partner at Law Firm Q where she and I worked together as associates. Beatrice is interested in GC opportunities with private companies and as part of her search effort, she is building her network with high quality VC’s. Given your impressive background and occasional GC needs for your portfolio companies, I thought it would be great for you to know one another. I have cc’d Beatrice so she may correspond with you directly. Warmest Regards, Claire

No Pressure.

As soon as people start feeling pressure, they start feeling resentment. So, steer clear of entitled and aggressive tones as well as too many follow up reminders about your Ask. Instead, acknowledge busy schedules, express appreciation and don’t box them in on any timeline. The less pressure they feel, the more likely they are to help.

No Tricks or False Promises.

Don’t pretend you have something to offer someone in your network to get them to do a favor for you in the form of an introduction or anything else (i.e. offering a new case or transaction deal, possible referrals, opportunities etc.). People can see those motives a mile away and they’ll end up making you look disingenuous and calculating. People often use this approach when they feel uncomfortable asking for assistance. But there are more virtuous ways of easing one’s anxiety around asking for help. So, keep things open and honest and you’ll feel much better about the situation…and yourself.

The Thank You.

It should go without saying, but I’ll say it anyway. Send a written “thank you” to anyone who helps you along your path (email/text is fine). If someone has made an introduction for you, send a brief note of thanks and gratitude – and offer to be of assistance whenever they need it. This closes out the dynamic on a positive note and makes the person who has helped you feel good about you and their recommendation.

Audit Your Efforts if You Are Not Feeling Successful.

If you have gone weeks or months without new or minimal connections or introductions from your existing network, something is not working. To course-correct, start by confirming that you have adhered to your networking schedule. Also review your emails and/or verbal messaging and try and assess them as objectively as possible (or ask a friend for an honest opinion). What’s your tone? Is your message thoughtful or lazy? Do you come off as entitled? Are you clear about what you’re asking for? How high maintenance is your request? Are you following up graciously? Are you saying thank you? Once you’ve found the culprit/s, you can revise your approach and hit the reset button.

Many legal professionals (well really, professionals in general) dread networking. Without a “how-to” to guide them coupled with a strong dose of anxiety, they abandon the efforts or use approaches that compromise their efforts – with results that speak for themselves. Effective networkers are made, not born. So go easy on yourself. Follow the strategy above – to a tee. Learn from your mistakes and continue the practice. By doing so, your new networking genius will build confidence, advance your career and build a world-class web of confidants that would make Albert Einstein proud.