NETWORKING

What is Networking?

IN CLASS EXERCISE How would you define Networking?

Dictionary Definition: -The exchange of information or services among individuals, groups or institutions; specifically: the cultivation of productive relationships for employment or business.

How is this definition applied? -Most people would say that the definition of Networking is accomplished by going to events and meeting people.

Proposed “Alternative Definition” of Networking “The cultivation of productive relationships by specifically targeting select people who you know ahead of time you want to meet.”

What does this mean? Based on the dictionary definition, the term Networking already has the connotation of seeking employment or building business relationships. The purpose of Networking should be to build relationships, by meeting people who have a common interest, profession, agenda, or goal.

The Wrong Way to Network -Go up to people and throw your business card in their face -Talk to as many people as humanly possible -Not talking to the people who share your common interest, profession, agenda or goal

How has Networking worked for you? Professor Federer - examples of long term relationships that have turned into opportunities.

So, How do you Network? Go somewhere with a purpose. Know who you want to meet and why you want to meet them before you even show up to an event. Do not overtly ask for a job or a lead. The focus should be to build a connection and relationship. Find common ground.

Practical Tip: Find a list of attendees before you go to an event. Determine ahead of time who will be there. Instead of trying to meet everyone focus on meeting a small number of people (know ahead of time exactly who you want to meet and why).

Practical Tip: If you can‘t identify people ahead of time, have a quick talking point to introduce yourself, and a set of direct questions to ask the people you meet so you can determine immediately if they are someone with whom you want to build a relationship or not, and then move on.

Practical Tip: Once you identify a person(s) you want to continue to network with, exchange contact information

Practical Tip: One you’ve identified people you want to know, ask them questions. Not just professional questions. Look for common ground. Sports teams, education, where they are from, interests.

How Do You Identify People You Want To Meet? get involved with an organization look at who is speaking at MCLE presentations look at who is giving informational seminars in the industry you want to pursue join a charity or non-profit organization get involved with a local network of similar professionals join a chamber of commerce, rotary or other community based organizations

Goals of Networking Identify the people you want to meet in your industry/field/practice area The goal should be relationship building. People do business with those they know, like and trust. Same goes for hiring an attorney for a job. Why would I hire someone I don’t know, when I can hire someone I know, like and trust? If possible, research the person(s) you want to meet, and identify a common interest, talking point, or something to build a connection

Examples: Refer to a presentation, MCLE, or panel the person spoke on; Congratulate them on winning an award or recognition Ask them a question about their specialty Mention a common friend, associate, or business connection This does not happen overnight, it is a process.

Post Networking You never know who you are talking to, always keep it professional, you never know when a chance encounter could turn into a valuable relationship The most important thing about Networking is the follow up. Offer to take person out for coffee, drinks, lunch, dinner, an event

Ask advice oriented questions i.What do you look for when you are hiring? ii.Given my current situation, how would you advise your child to get from point A to point B (professionally)? iii.Don’t ask for a job, but ask how to gain the skills necessary for this person to hire you (if you are lacking the required skills). Find out what they look for, and what they want. iv.Ask them about how they got to the position they currently have v.Invite them to attend a future event, alumni, bar association, or other common interest event – great way to have a chance to continue building a relationship without the pressure of just the two of you - especially helpful early on when still getting to know each other vi.On rare occasions, you may find someone who would be a great mentor, ask them if they would consider mentoring you

Final Tips for Successful Networking Do not just follow up once. Keep this person in your distribution list. Once a quarter (or semi -annually, or annually, depending on your purpose) those on your distribution list to update them on your professional life. Where you are working, the skills you are acquiring, what you are still hoping to accomplish. -Offer to take them out to lunch or coffee to discuss what they are doing This is all part of the relationship building process.