How to make networking easier

Ping. E-mail. The subject says: ‘You’re invited…’. This promises to be one of the better messages of the morning. Intrigued, you open it.

And the first line is ‘… to network with the partners over drinks’. That optimism is quickly tinged with dread. You’re a trainee solicitor. Surely this sort of thing is a ‘must do’?

It is. Becoming – and remaining – known by partners at your firm can make the difference between you getting the seat of your choice or not, and indeed the NQ offer in the practice of your choice or not. And of course beyond qualification, your ability to network well with potential clients will strongly influence the work you’re able to draw to the firm.

Most people don’t become networking supremoes overnight. It’s an ability that can be grown gradually. But how? Let us take a few easy first steps.

The aim.  Let it be to leave people that you speak with feeling positive about you and the opportunity to cross paths with you in the future. A first chat’s not the time to try and clinch the deal.

The first five seconds. They can set you up well – or not. What impression do you want to make in that moment? Look at yourself. Do you make it? Does the top or tie you’ve chosen add or detract from that message? You’d think about both for that reason if you were dressing for a date. Do the same here. And a warm and friendly smile is easy.

Who to approach? Go for a group with a gap. Individuals or pairs may seem less daunting, but joining a group logically means you meet more people in one go, and share the burden of conversation amongst more of you. Don’t just appear and stand there furtively. Straightforwardly ask, “May I join you?”. It’s highly unlikely anyone will say ‘no’, and it gives the group the opportunity to positively acknowledge you and for you in turn to introduce yourself to them. If you’re already in the group, be the person to quickly summarise what you were discussing to the new joiner.

The power of silence. It seems counter-intuitive, but silence can be more engaging and persuasive than talking. Not indifferently or absently silent of course, but silent because you’re actually listening. Listening to what people are saying – and indeed what they’re not.

May I take… your business card? Be gently proactive and open. Ask them for theirs, and offer yours. When you’re handed someone’s business card, don’t shove it straight in your pocket. Look at it carefully and handle it respectfully. Think of it as an extension of the person you’ve been talking with. It’s also a way to remind yourself of their name before leaving, if you’ve forgotten it.

Follow up. The next day, build on that first positive conversation. Most people don’t. A LinkedIn message or e-mail’s good, a short handwritten note sent by post is really memorable and will further set you apart.  

Andrew Fieldhouse

Qualification Career Consultant

Andrew Fieldhouse is an experienced Qualification Career Consultant with our NQ legal recruitment team. If you would like to know more about the market then you can call Andrew on 0161 233 6360 or email andrew@douglas-scott.co.uk.