{"id":1343,"date":"2023-06-25T11:29:07","date_gmt":"2023-06-25T11:29:07","guid":{"rendered":"https:\/\/unnaturalsuccess.com\/?p=1343"},"modified":"2023-12-20T09:28:45","modified_gmt":"2023-12-20T09:28:45","slug":"lawyers-love-hate-networking","status":"publish","type":"post","link":"https:\/\/unnaturalsuccess.com\/news\/lawyers-love-hate-networking\/","title":{"rendered":"What Lawyers Love (and Hate) about Networking&#8230;"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"1343\" class=\"elementor elementor-1343\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t<section class=\"ob-is-breaking-bad elementor-section elementor-top-section elementor-element elementor-element-5cf663b3 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"5cf663b3\" data-element_type=\"section\" data-settings=\"{&quot;_ob_bbad_use_it&quot;:&quot;yes&quot;,&quot;_ob_bbad_sssic_use&quot;:&quot;no&quot;,&quot;_ob_glider_is_slider&quot;:&quot;no&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-22dac2b4\" data-id=\"22dac2b4\" data-element_type=\"column\" data-settings=\"{&quot;_ob_bbad_is_stalker&quot;:&quot;no&quot;,&quot;_ob_teleporter_use&quot;:false,&quot;_ob_column_hoveranimator&quot;:&quot;no&quot;,&quot;_ob_column_has_pseudo&quot;:&quot;no&quot;}\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-40e0d023 ob-has-background-overlay elementor-widget elementor-widget-image\" data-id=\"40e0d023\" data-element_type=\"widget\" data-settings=\"{&quot;_ob_photomorph_use&quot;:&quot;no&quot;,&quot;_ob_perspektive_use&quot;:&quot;no&quot;,&quot;_ob_poopart_use&quot;:&quot;yes&quot;,&quot;_ob_shadough_use&quot;:&quot;no&quot;,&quot;_ob_allow_hoveranimator&quot;:&quot;no&quot;,&quot;_ob_widget_stalker_use&quot;:&quot;no&quot;}\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.21.0 - 25-04-2024 *\/\n.elementor-widget-image{text-align:center}.elementor-widget-image a{display:inline-block}.elementor-widget-image a img[src$=\".svg\"]{width:48px}.elementor-widget-image img{vertical-align:middle;display:inline-block}<\/style>\t\t\t\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"2560\" height=\"1707\" src=\"https:\/\/unnaturalsuccess.com\/wp-content\/uploads\/2023\/06\/Network-Like-a-Natural-scaled.jpg\" class=\"attachment-full size-full wp-image-1344\" alt=\"What lawyers love and hate about networking\" srcset=\"https:\/\/unnaturalsuccess.com\/wp-content\/uploads\/2023\/06\/Network-Like-a-Natural-scaled.jpg 2560w, https:\/\/unnaturalsuccess.com\/wp-content\/uploads\/2023\/06\/Network-Like-a-Natural-300x200.jpg 300w, https:\/\/unnaturalsuccess.com\/wp-content\/uploads\/2023\/06\/Network-Like-a-Natural-1024x683.jpg 1024w, https:\/\/unnaturalsuccess.com\/wp-content\/uploads\/2023\/06\/Network-Like-a-Natural-768x512.jpg 768w, https:\/\/unnaturalsuccess.com\/wp-content\/uploads\/2023\/06\/Network-Like-a-Natural-1536x1024.jpg 1536w, https:\/\/unnaturalsuccess.com\/wp-content\/uploads\/2023\/06\/Network-Like-a-Natural-2048x1365.jpg 2048w\" sizes=\"(max-width: 2560px) 100vw, 2560px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"ob-is-breaking-bad elementor-section elementor-top-section elementor-element elementor-element-8475cc1 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"8475cc1\" data-element_type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;_ob_bbad_use_it&quot;:&quot;yes&quot;,&quot;_ob_bbad_sssic_use&quot;:&quot;no&quot;,&quot;_ob_glider_is_slider&quot;:&quot;no&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-5a11482d\" data-id=\"5a11482d\" data-element_type=\"column\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;animation&quot;:&quot;none&quot;,&quot;_ob_bbad_is_stalker&quot;:&quot;no&quot;,&quot;_ob_teleporter_use&quot;:false,&quot;_ob_column_hoveranimator&quot;:&quot;no&quot;,&quot;_ob_column_has_pseudo&quot;:&quot;no&quot;}\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-48448282 ob-harakiri-inherit ob-has-background-overlay elementor-widget elementor-widget-heading\" data-id=\"48448282\" data-element_type=\"widget\" data-settings=\"{&quot;_ob_use_harakiri&quot;:&quot;yes&quot;,&quot;_ob_harakiri_writing_mode&quot;:&quot;inherit&quot;,&quot;_ob_harakiri_text_clip&quot;:&quot;none&quot;,&quot;_ob_perspektive_use&quot;:&quot;no&quot;,&quot;_ob_poopart_use&quot;:&quot;yes&quot;,&quot;_ob_shadough_use&quot;:&quot;no&quot;,&quot;_ob_allow_hoveranimator&quot;:&quot;no&quot;,&quot;_ob_widget_stalker_use&quot;:&quot;no&quot;}\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.21.0 - 25-04-2024 *\/\n.elementor-heading-title{padding:0;margin:0;line-height:1}.elementor-widget-heading .elementor-heading-title[class*=elementor-size-]>a{color:inherit;font-size:inherit;line-height:inherit}.elementor-widget-heading .elementor-heading-title.elementor-size-small{font-size:15px}.elementor-widget-heading .elementor-heading-title.elementor-size-medium{font-size:19px}.elementor-widget-heading .elementor-heading-title.elementor-size-large{font-size:29px}.elementor-widget-heading .elementor-heading-title.elementor-size-xl{font-size:39px}.elementor-widget-heading .elementor-heading-title.elementor-size-xxl{font-size:59px}<\/style><h1 class=\"elementor-heading-title elementor-size-default\">What Lawyers Love (and Hate) about Networking...<\/h1>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-53d8d43 ob-harakiri-inherit ob-has-background-overlay elementor-widget elementor-widget-text-editor\" data-id=\"53d8d43\" data-element_type=\"widget\" data-settings=\"{&quot;_ob_use_harakiri&quot;:&quot;yes&quot;,&quot;_ob_harakiri_writing_mode&quot;:&quot;inherit&quot;,&quot;_ob_postman_use&quot;:&quot;no&quot;,&quot;_ob_perspektive_use&quot;:&quot;no&quot;,&quot;_ob_poopart_use&quot;:&quot;yes&quot;,&quot;_ob_shadough_use&quot;:&quot;no&quot;,&quot;_ob_allow_hoveranimator&quot;:&quot;no&quot;,&quot;_ob_widget_stalker_use&quot;:&quot;no&quot;}\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.21.0 - 25-04-2024 *\/\n.elementor-widget-text-editor.elementor-drop-cap-view-stacked .elementor-drop-cap{background-color:#69727d;color:#fff}.elementor-widget-text-editor.elementor-drop-cap-view-framed .elementor-drop-cap{color:#69727d;border:3px solid;background-color:transparent}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap{margin-top:8px}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap-letter{width:1em;height:1em}.elementor-widget-text-editor .elementor-drop-cap{float:left;text-align:center;line-height:1;font-size:50px}.elementor-widget-text-editor .elementor-drop-cap-letter{display:inline-block}<\/style>\t\t\t\t<p class=\"reader-text-block__paragraph\">As a lawyer, you understand the importance of networking. Whether it&#8217;s building relationships with clients, connecting with other professionals, or just expanding your network, networking is an essential part of your business.<\/p>\n<p class=\"reader-text-block__paragraph\">However, it&#8217;s very apparent that there is a love-hate relationship with networking that can be both exhilarating and exhausting. In this article, we&#8217;ll explore what lawyers love (and hate) about networking and provide some tips on how to make the most of your networking efforts.<\/p>\n<p class=\"reader-text-block__paragraph\"><strong>Love: The Power of Referrals<\/strong><\/p>\n<p class=\"reader-text-block__paragraph\">One of the things lawyers love about networking is the power of referrals. Referrals are the best way to grow a business, because the introduction is made on the basis of trust. This makes them easier to close than other sources of business, and tends to mean the clients stay as clients for longer.<\/p>\n<p class=\"reader-text-block__paragraph\">The beauty of referrals is their ability to open previously closed doors. Where once it was hard to get to speak to a prospect, being referred in by a networking contact makes a world of difference.<\/p>\n<p class=\"reader-text-block__paragraph\">Interestingly, a number of lawyers I contacted in researching this piece pointed to the importance of networking with other lawyers. As Asit Jansari says:<\/p>\n<p class=\"reader-text-block__paragraph\"><em>\u2018The best thing about networking as a lawyer is meeting other lawyers. They are a great funnel of work for me if their own firms don&#8217;t deal in the area of law that I deal with.\u2019<\/em><\/p>\n<p class=\"reader-text-block__paragraph\"><strong>Hate: \u2018I\u2019m just going to get sold to, aren\u2019t I?\u2019<\/strong><\/p>\n<p class=\"reader-text-block__paragraph\">Yes, referrals are great \u2013 but there is a lot of fear about what you\u2019ll have to go through when networking to get to them. Whether that\u2019s being hard sold to, stuck in a boring conversation being told that we can do X, Y, and Z for you, or being \u2018pitch-slapped\u2019 (I love that expression, thank you Isobel Willoughby!) \u2013 it\u2019s clear that lawyers need to dig deep to find the real gold.<\/p>\n<p class=\"reader-text-block__paragraph\">The challenge with trying to sell anything when networking, whether online or in person, is that no one goes networking with the intention of buying. Even if you were in the market for someone\u2019s service, there\u2019s no way you\u2019d actually complete a purchase or sign up as a client at a networking event itself. So why do lawyers (and, to be fair, every other profession) do it?<\/p>\n<p class=\"reader-text-block__paragraph\">Much better is to spend time building relationships. That means listening to what people are saying. That means helping people where you can. That means looking to find common ground \u2013 and when you find a shared interest, there\u2019s the added bonus of the conversation itself being more interesting!<\/p>\n<p class=\"reader-text-block__paragraph\">If there is the potential to do business, or to share contacts and generate referrals, that\u2019s much better done over a coffee (or on Zoom) in a one on one format later.<\/p>\n<p class=\"reader-text-block__paragraph\">\u00a0<strong>\u00a0<\/strong><\/p>\n<p class=\"reader-text-block__paragraph\"><strong>Love: Building a Community<\/strong><\/p>\n<p class=\"reader-text-block__paragraph\">I talked to a number of lawyers to put this article together, and virtually every one mentioned how important building a network of likeminded positive people around them is. To pick one of a number of similar comments, Daisy Doardo said:<\/p>\n<p class=\"reader-text-block__paragraph\"><em>The best thing about networking, for me, is getting to know a range of people from different backgrounds and industries. I\u2019ve had the opportunity to learn from senior professionals who have been generous with their time\u2026 a supportive community is a valuable resource no matter what you are seeking to achieve.<\/em><\/p>\n<p class=\"reader-text-block__paragraph\">Having a network of good people around you is great for business \u2013 and not just because you want to get referrals. Being able to ask a piece of advice, get a pick-me-up in a time of need, or experience that warm feeling from giving someone else a referral is so powerful.<\/p>\n<p class=\"reader-text-block__paragraph\"><strong >Hate: Traditional views about networking<\/strong><\/p>\n<p class=\"reader-text-block__paragraph\">The best networkers, both within the legal sector and throughout business, are those that view it as a way of life, rather than something that we have to go and do from time to time.<\/p>\n<p class=\"reader-text-block__paragraph\">The challenge created by this is that networking events can be based on traditional ideas. How often for example, are events entirely based on alcohol, which isn\u2019t inclusive for some, and perpetuates the myth that you have to have a drink to be able to speak to people you don\u2019t know?<\/p>\n<p class=\"reader-text-block__paragraph\">Florence Brocklesby makes the point that:\u00a0<em>Some of my female clients find that their employers or colleagues perceive them as not being strong on business development because they don\u2019t network in the same ways, such as via golf. In fact they are often networking differently and very effectively, but without getting credit for this.<\/em><\/p>\n<p class=\"reader-text-block__paragraph\">I agree: networking is just a term used to describe talking to people \u2013 so I would argue that we\u2019re networking a lot more than when we\u2019re at a networking event, on LinkedIn, or on the golf course. Having a coffee with a client \u2013 that\u2019s networking. Going out for dinner with some friends \u2013 that\u2019s networking. You wouldn\u2019t necessarily describe it as such \u2013 but when viewed in the right mindset, they\u2019re just as powerful ways of bringing business in.<\/p>\n<p class=\"reader-text-block__paragraph\"><strong>\u00a0<\/strong><\/p>\n<p class=\"reader-text-block__paragraph\"><strong>Love: The variety of networking options<\/strong><\/p>\n<p class=\"reader-text-block__paragraph\">There\u2019s no doubt that there are lots of places to network. One positive to come out of the Covid era is the proliferation of online networking opportunities that allow lawyers to network despite having childcare or health issues to think about. Geographic boundaries are no longer an impediment to networking \u2013 jumping on a Zoom or Teams call with a networking contact is as good as being in the same room as them.<\/p>\n<p class=\"reader-text-block__paragraph\">In fact, the more open you can be to different opportunities to network, the more options you\u2019ll find there are. Naomi Edwards told me about how her firm offers \u2018netwalking\u2019 on a regular basis:<\/p>\n<p class=\"reader-text-block__paragraph\"><em>\u2018People from all industries take a couple of hours out from their day netwalking in a very informal environment to enjoy the fresh air and local countryside, and meet new contacts in person who want to do business with those that share the same values.\u2019<\/em><\/p>\n<p class=\"reader-text-block__paragraph\">It certainly pays to think outside the box when it comes to networking \u2013 it\u2019s not just about attending networking events.<\/p>\n<p class=\"reader-text-block__paragraph\"><strong>Hate: Networking feels false<\/strong><\/p>\n<p class=\"reader-text-block__paragraph\">For many lawyers, the idea of selling themselves can be uncomfortable, and networking can feel forced and inauthentic. Shabnam Ali-Khan\u2019s biggest dislike of networking is:<\/p>\n<p class=\"reader-text-block__paragraph\"><em>\u2018It can be quite false and it&#8217;s easy to feel as if people are talking to you purely for potential work. It can feel disingenuous.\u2019<\/em><\/p>\n<p class=\"reader-text-block__paragraph\">I get that. The overall goal of going networking is to bring in new clients and grow a business \u2013 so, for the uninitiated, it may well seem that you really are just having to try and have conversations with that sole purpose. If you\u2019re doing that, it will feel false.<\/p>\n<p class=\"reader-text-block__paragraph\">Instead, focus on getting to know and like people. We don\u2019t tend to go networking to make friends \u2013 but think about it \u2013 do you have a better time with your friends than with people you don\u2019t know?<\/p>\n<p class=\"reader-text-block__paragraph\">When you have a genuine desire to build relationships, the end result is that you do build friendships \u2013 and when you have that, it doesn\u2019t feel false at all.<\/p>\n<p class=\"reader-text-block__paragraph\"><strong>\u00a0<\/strong><\/p>\n<p class=\"reader-text-block__paragraph\"><strong>Love: Becoming a Gatekeeper<\/strong><\/p>\n<p class=\"reader-text-block__paragraph\">Having a good network around you allows you to become a \u2018gatekeeper\u2019 to the rest of your network. When someone you know needs some help \u2013 they come to you. An old school friend rings me up periodically asking \u2018you know that networking thing you do?<\/p>\n<p class=\"reader-text-block__paragraph\">\u2018Yes\u2019 comes my reply. \u2018Who do you need?\u2019<\/p>\n<p class=\"reader-text-block__paragraph\">When you put a contact in touch with someone else in your network, it makes you look good, and adds to your credibility. As Steven Mather puts it:<\/p>\n<p class=\"reader-text-block__paragraph\"><em>\u2018What do I like about networking? I like the network that it brings \u2013 the ability to say to a client: I know someone who can help with that. Being that &#8216;gatekeeper&#8217; makes me look better, more commercial and connected.\u2019<\/em><\/p>\n<p class=\"reader-text-block__paragraph\"><strong>Hate: People wanting free legal advice<\/strong><\/p>\n<p class=\"reader-text-block__paragraph\">Lawyers are good people to know. They can help and advise on many aspects of business. You know that \u2013 you\u2019re a lawyer.<\/p>\n<p class=\"reader-text-block__paragraph\">But unfortunately, other people know that, and often try to take advantage of a networking conversation by sneaking in a quick \u2018what would you do in this situation\u2019 type question.<\/p>\n<p class=\"reader-text-block__paragraph\">The challenges are numerous: it may not be an area of law that you specialise in, you need to know all the facts to be able to give advice (and that\u2019s just not possible in a busy networking environment), there may well be regulatory issues to consider, and that\u2019s before you think about the fact that you\u2019re there to meet other people to grow your business!<\/p>\n<p class=\"reader-text-block__paragraph\">Unfortunately it\u2019s the rest of the world that needs to know how inappropriate this practice is &#8211; but that\u2019s not possible to solve here and now.<\/p>\n<p class=\"reader-text-block__paragraph\">My suggestion is that if someone asks for some legal advice and you could help \u2013 tell them you\u2019d be happy to sit down over a coffee and talk through your services. If they ask for advice and it\u2019s not an area of law you cover \u2013 great, you\u2019ve got a referral for someone in your network!<\/p>\n<p class=\"reader-text-block__paragraph\"><\/p>\n<p class=\"reader-text-block__paragraph\"><b>Summary<\/b><\/p>\n<p class=\"reader-text-block__paragraph\">Let\u2019s finish on a point that affects the legal industry more than most. To decide whether attending a networking event is worth it, it is understandable that you might look at the returns you could get from it.<\/p>\n<p class=\"reader-text-block__paragraph\">For example, if you bill your time at \u00a3300 per hour, and the event lasts for 90 minutes, you might be tempted to think \u2018I need to get a \u00a3450 return from this event to make it worthwhile\u2019.<\/p>\n<p class=\"reader-text-block__paragraph\">But this will never be a good way to approach networking. You cannot guarantee any sort of return from attending one event \u2013 but you can be assured of powerful returns if you approach networking as a way of life. Any conversation you have is a potential networking opportunity \u2013 you may not describe it as such, but it is.<\/p>\n<p class=\"reader-text-block__paragraph\">Building the right networking strategy is the key: it needs to generate you referrals, build a positive community round you, utilise the many networking options available, and promote you as a gatekeeper so that your network come to you when they need help.<\/p>\n<p class=\"reader-text-block__paragraph\">With such a strategy in place, you\u2019ll find the negatives above fade into insignificance.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>What Lawyers Love (and Hate) about Networking&#8230; As a lawyer, you understand the importance of networking. Whether it&#8217;s building relationships with clients, connecting with other professionals, or just expanding your network, networking is an essential part of your business. However, it&#8217;s very apparent that there is a love-hate relationship with networking that can be both [&hellip;]<\/p>\n","protected":false},"author":3,"featured_media":1344,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_mo_disable_npp":"","_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"categories":[17],"tags":[19,24,23],"_links":{"self":[{"href":"https:\/\/unnaturalsuccess.com\/wp-json\/wp\/v2\/posts\/1343"}],"collection":[{"href":"https:\/\/unnaturalsuccess.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/unnaturalsuccess.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/unnaturalsuccess.com\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/unnaturalsuccess.com\/wp-json\/wp\/v2\/comments?post=1343"}],"version-history":[{"count":5,"href":"https:\/\/unnaturalsuccess.com\/wp-json\/wp\/v2\/posts\/1343\/revisions"}],"predecessor-version":[{"id":1492,"href":"https:\/\/unnaturalsuccess.com\/wp-json\/wp\/v2\/posts\/1343\/revisions\/1492"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/unnaturalsuccess.com\/wp-json\/wp\/v2\/media\/1344"}],"wp:attachment":[{"href":"https:\/\/unnaturalsuccess.com\/wp-json\/wp\/v2\/media?parent=1343"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/unnaturalsuccess.com\/wp-json\/wp\/v2\/categories?post=1343"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/unnaturalsuccess.com\/wp-json\/wp\/v2\/tags?post=1343"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}