![\"lawyer](\"https:\/\/www.attorneyatwork.com\/wp-content\/uploads\/2017\/12\/lawyer-networking-events.jpg\" "\\"\\"")
\nTable of contents<\/h2>\n
Table of contents<\/h2>\n\n- Preparing to Attend a Networking Event<\/a><\/li>\n
- Attending the Event<\/a><\/li>\n
- Following Up After the Lawyer Networking Event<\/a><\/li>\n
- Maybe It\u2019s Not That Bad<\/a><\/li>\n
- More Lawyer Networking Tips on Attorney at Work:<\/a><\/li>\n
- Subscribe to Attorney at Work<\/a><\/li>\n<\/ul>\n<\/div>\n
Most lawyers have to attend events. Clients have parties, law firms host events and social functions, organizations hold meet-and-greets and galas, and associations offer networking meetings. If you detest going to these, particularly when you don\u2019t know anyone, I am here to tell you they will be a lot less painful if you are prepared. <\/p>\n
Preparing to Attend a Networking Event<\/h2>\n
Even if you never come to enjoy networking functions, you can make them both tolerable and productive if you go about things the right way. Preparation is one sure way to make attending an event easier (or at least less awkward). What should you do?<\/p>\n
\n- Look at the attendee list in advance, or think about who will be there.<\/strong> Conduct some quick research on a few individuals you are likely to see. Remind yourself of things you have talked about recently. Develop ideas for good conversation starters.<\/li>\n
- Set objectives<\/strong>. What do you hope to accomplish while you\u2019re there? It could be something like sitting with a specific person at dinner, meeting two new contacts or connecting with a client.<\/li>\n
- Rehearse your elevator speech.<\/strong> At a networking function, it\u2019s all but guaranteed that someone will ask you what you do. Be ready to explain, in a brief and understandable way, the kinds of clients you represent and how you help them. Have a \u201cfor example\u201d of a recent matter (without breaching client confidentiality) that you can deliver to make your practice more memorable. (Read \u201cHow to Craft the Perfect Elevator Speech<\/a>.\u201d)<\/li>\n
- Make the most of it.<\/strong> Pack business cards. Old school, yes, but effective. Even the fact that you carry a business card can be a conversation starter. If it\u2019s a cocktail party<\/a>, eat before you go so you don\u2019t carry a plate (preventing handshakes) or have a mouth full of food (preventing conversation). (Read \u201cTips for Designing and Printing Your Law Firm Business Card Online.\u201d<\/a>)<\/li>\n<\/ul>\n
Attending the Event<\/h2>\n
I could give you myriad recommendations\u00a0for being a better networker, but here are some in areas where many lawyers fail.<\/p>\n
\n- Arrive early and stay until the end.<\/strong> If you are racing in for the last 10 minutes of the cocktail party or leaving early to beat the rush, you are not taking advantage of the event. If you go, do it right.<\/li>\n
- Ask a lot of questions.<\/strong> Lawyers often tell me one reason they don\u2019t like networking functions is that they don\u2019t know what to talk about. The fact is, you shouldn\u2019t be talking nearly as much as you are listening. Use conversations to identify people\u2019s interests and issues.<\/li>\n
- Talk to a number of people<\/strong>. Don\u2019t monopolize one person for too long; it\u2019s a networking event after all. If you are enjoying the conversation or want to spend more time together, schedule a follow-up coffee or lunch. If you don\u2019t know anyone, start by introducing yourself to the event\u2019s hosts, sponsors, organizers, or association president. You can always talk to people who are alone.<\/li>\n
- Be strategic.<\/strong> For example, if there is a meal involved, don\u2019t be the first to sit down at a table; you could end up with a competitor on each side. Identify a good companion at the end of the reception and follow that person into the room.<\/li>\n
- Try to look self-assured.<\/strong> Even if you don\u2019t feel that way, it\u2019s important to project confidence. Shake hands firmly, smile, make eye contact and introduce yourself to people.<\/li>\n
- Get the little things right.<\/strong> Ask for business cards and take a moment to look at them before putting them away. Carry your drink in your left hand so your handshake doesn\u2019t feel like ice. Wear your nametag on the right side so it is more prominent when you shake hands.<\/li>\n
- Act like a host.<\/strong> I read a study once that said the difference between people who are good at networking events and those who are not is the good ones act like hosts and the bad ones act like guests. How would your behavior be different if you were the host?<\/li>\n<\/ul>\n
Following Up After the Lawyer Networking Event<\/h2>\n
Networking doesn\u2019t end when the event is over. Look for ways to follow up with people with whom you connected.<\/p>\n
\n- Write down contact information<\/strong>. Make notes on the back of business cards as soon as you leave, so you don\u2019t forget what you learned about the person. Transfer the details into your Outlook notes or CRM system.<\/li>\n
- Follow up<\/strong>. Send a personal note saying you enjoyed the conversation, mentioning something you learned. Follow up with something appropriate \u2014 an article, a link to a website, an introduction.<\/li>\n
- Send a LinkedIn invitation.<\/strong> Take the time to personalize the invitation.<\/li>\n
- Update your database.<\/strong> If appropriate, add people to your personal contact list or the firm\u2019s mailing lists for things like alerts or seminar invitations.<\/li>\n
- Think about ways to get back in touch.<\/strong> Calendar an outreach after an appropriate amount of time, like calling to set up a lunch meeting or asking for a tour of a company facility.<\/li>\n<\/ul>\n
Maybe It\u2019s Not That Bad<\/h2>\n
If it\u2019s of any comfort, even lawyers who are great at working a room will tell you it\u2019s exhausting. Effectiveness does not exist without effort. So the next time you have to attend a function, steel yourself for the experience and implement to the best of your abilities. It might not be as bad as a root canal after all.<\/p>\n
More Lawyer Networking Tips on Attorney at Work:<\/h2>\n\n- \u201cFear of Mingling\u201d <\/a>by Bull Garlington<\/li>\n
- \u201cDisengaging from a Dead-End Networking Conversation<\/a>\u201d by Mike O\u2019Horo<\/li>\n
- \u201cHow to Introduce Yourself\u201d<\/a>\u00a0by Mike O\u2019Horo<\/li>\n<\/ul>\n
Illustration \u00a9iStockPhoto.com<\/small><\/small><\/p>\nSubscribe to Attorney at Work<\/h2>\n
Most lawyers have to attend events. Clients have parties, law firms host events and social functions, organizations hold meet-and-greets and galas, and associations offer networking meetings. If you detest going to these, particularly when you don\u2019t know anyone, I am here to tell you they will be a lot less painful if you are prepared. <\/p>\n
Preparing to Attend a Networking Event<\/h2>\n
Even if you never come to enjoy networking functions, you can make them both tolerable and productive if you go about things the right way. Preparation is one sure way to make attending an event easier (or at least less awkward). What should you do?<\/p>\n
- \n
- Look at the attendee list in advance, or think about who will be there.<\/strong> Conduct some quick research on a few individuals you are likely to see. Remind yourself of things you have talked about recently. Develop ideas for good conversation starters.<\/li>\n
- Set objectives<\/strong>. What do you hope to accomplish while you\u2019re there? It could be something like sitting with a specific person at dinner, meeting two new contacts or connecting with a client.<\/li>\n
- Rehearse your elevator speech.<\/strong> At a networking function, it\u2019s all but guaranteed that someone will ask you what you do. Be ready to explain, in a brief and understandable way, the kinds of clients you represent and how you help them. Have a \u201cfor example\u201d of a recent matter (without breaching client confidentiality) that you can deliver to make your practice more memorable. (Read \u201cHow to Craft the Perfect Elevator Speech<\/a>.\u201d)<\/li>\n
- Make the most of it.<\/strong> Pack business cards. Old school, yes, but effective. Even the fact that you carry a business card can be a conversation starter. If it\u2019s a cocktail party<\/a>, eat before you go so you don\u2019t carry a plate (preventing handshakes) or have a mouth full of food (preventing conversation). (Read \u201cTips for Designing and Printing Your Law Firm Business Card Online.\u201d<\/a>)<\/li>\n<\/ul>\n
Attending the Event<\/h2>\n
I could give you myriad recommendations\u00a0for being a better networker, but here are some in areas where many lawyers fail.<\/p>\n
- \n
- Arrive early and stay until the end.<\/strong> If you are racing in for the last 10 minutes of the cocktail party or leaving early to beat the rush, you are not taking advantage of the event. If you go, do it right.<\/li>\n
- Ask a lot of questions.<\/strong> Lawyers often tell me one reason they don\u2019t like networking functions is that they don\u2019t know what to talk about. The fact is, you shouldn\u2019t be talking nearly as much as you are listening. Use conversations to identify people\u2019s interests and issues.<\/li>\n
- Talk to a number of people<\/strong>. Don\u2019t monopolize one person for too long; it\u2019s a networking event after all. If you are enjoying the conversation or want to spend more time together, schedule a follow-up coffee or lunch. If you don\u2019t know anyone, start by introducing yourself to the event\u2019s hosts, sponsors, organizers, or association president. You can always talk to people who are alone.<\/li>\n
- Be strategic.<\/strong> For example, if there is a meal involved, don\u2019t be the first to sit down at a table; you could end up with a competitor on each side. Identify a good companion at the end of the reception and follow that person into the room.<\/li>\n
- Try to look self-assured.<\/strong> Even if you don\u2019t feel that way, it\u2019s important to project confidence. Shake hands firmly, smile, make eye contact and introduce yourself to people.<\/li>\n
- Get the little things right.<\/strong> Ask for business cards and take a moment to look at them before putting them away. Carry your drink in your left hand so your handshake doesn\u2019t feel like ice. Wear your nametag on the right side so it is more prominent when you shake hands.<\/li>\n
- Act like a host.<\/strong> I read a study once that said the difference between people who are good at networking events and those who are not is the good ones act like hosts and the bad ones act like guests. How would your behavior be different if you were the host?<\/li>\n<\/ul>\n
Following Up After the Lawyer Networking Event<\/h2>\n
Networking doesn\u2019t end when the event is over. Look for ways to follow up with people with whom you connected.<\/p>\n
- \n
- Write down contact information<\/strong>. Make notes on the back of business cards as soon as you leave, so you don\u2019t forget what you learned about the person. Transfer the details into your Outlook notes or CRM system.<\/li>\n
- Follow up<\/strong>. Send a personal note saying you enjoyed the conversation, mentioning something you learned. Follow up with something appropriate \u2014 an article, a link to a website, an introduction.<\/li>\n
- Send a LinkedIn invitation.<\/strong> Take the time to personalize the invitation.<\/li>\n
- Update your database.<\/strong> If appropriate, add people to your personal contact list or the firm\u2019s mailing lists for things like alerts or seminar invitations.<\/li>\n
- Think about ways to get back in touch.<\/strong> Calendar an outreach after an appropriate amount of time, like calling to set up a lunch meeting or asking for a tour of a company facility.<\/li>\n<\/ul>\n
Maybe It\u2019s Not That Bad<\/h2>\n
If it\u2019s of any comfort, even lawyers who are great at working a room will tell you it\u2019s exhausting. Effectiveness does not exist without effort. So the next time you have to attend a function, steel yourself for the experience and implement to the best of your abilities. It might not be as bad as a root canal after all.<\/p>\n
More Lawyer Networking Tips on Attorney at Work:<\/h2>\n
- \n
- \u201cFear of Mingling\u201d <\/a>by Bull Garlington<\/li>\n
- \u201cDisengaging from a Dead-End Networking Conversation<\/a>\u201d by Mike O\u2019Horo<\/li>\n
- \u201cHow to Introduce Yourself\u201d<\/a>\u00a0by Mike O\u2019Horo<\/li>\n<\/ul>\n
Illustration \u00a9iStockPhoto.com<\/small><\/small><\/p>\n
Subscribe to Attorney at Work<\/h2>\n
- \u201cDisengaging from a Dead-End Networking Conversation<\/a>\u201d by Mike O\u2019Horo<\/li>\n
- Follow up<\/strong>. Send a personal note saying you enjoyed the conversation, mentioning something you learned. Follow up with something appropriate \u2014 an article, a link to a website, an introduction.<\/li>\n
- Ask a lot of questions.<\/strong> Lawyers often tell me one reason they don\u2019t like networking functions is that they don\u2019t know what to talk about. The fact is, you shouldn\u2019t be talking nearly as much as you are listening. Use conversations to identify people\u2019s interests and issues.<\/li>\n
- Set objectives<\/strong>. What do you hope to accomplish while you\u2019re there? It could be something like sitting with a specific person at dinner, meeting two new contacts or connecting with a client.<\/li>\n