Networking? Conversations with benefits
Corporate networking strategist, Bella Rareworld (@bellarareworld), asks in the Epoch Times this morning, “What is Networking?”
Great question for lawyers, and a great piece by Rareworld. Lawyers get their work based on relationships and a strong word of mouth reputation. Both are achieved through networking — off line or online.
Why should you network and how does it work?
Networking is basically communicating with another person. However, networking is also a unique tool that equips you to take conversations to another level with benefits. There are endless benefits to be won when you network and the simplest way to describe networking is that it has a “mutual win-win for all parties’ based on building relationships”. Networking benefits come from competitive research, learning about an industry, helping your job hunting, finding a supplier, introductions to key decision makers, sourcing new employees and developing your business. Most important throughout is the building of new relationships, which is the primary reason to network in the first place. (emphasis added)
People hire people, says Rareworld. In the case of lawyers, people (consumers, business executives and in-house counsel) hire lawyers, not law firms.
In business “people buy people” and everything begins and ends with the relationships you have built over time. Not being built overnight, these relationships should be nurtured and not rushed. Just like fruit takes time to ripen, new relationships take time to grow. It can even be a long term process. The more effort you invest in networking the greater the results. (emphasis added)
Some tips from Rareworld, with the online commentary from me.
- Preserve the balance of giving and getting. Just as we have two ears and one mouth, when networking in person or online we should listen twice as much as we speak.
- Networking is a long term process. It is advisable therefore to network as often as you can so that you are continuously making new connections to grow your network base. You will then be visible and frequently noticed, which is an excellent way to raise your profile.
- The path to success in networking starts the next day after your conversation or connection because an integral part of that path is the follow-up.
- Networking success is not based on how many business cards you can distribute and receive — or connections online. Email, phone, coffee — you have to do it. You must invest time to network initially then make the effort to maintain and keep in touch with your new connections.
Networking sounds like a dirty word to many lawyers. “We went to law school so we didn’t have to network like bankers and insurance sales people.”
An attitude like that will leave you an unhappy lawyer, forever doing legal work you don’t enjoy for people you don’t enjoy. Worse yet, it’ll leave you without a book of business to support your family.
Networking doesn’t have to be hard. Just treat it as conversations, with people you on enjoy, about subjects of mutual interest. Then follow up, just as you do with friends, to better get to know them as people.
The benefits are relationships and reputation.