Networking skills are key to building and maintaining a successful career as a lawyer. Tapping into a strong network can benefit you in two ways.

 

First you can work more efficiently by drawing on existing expertise, both within your firm and outside of it. No one person knows everything, and a good network can give you access to literally thousands of experts on a wide variety of topics. Second, networking is vital to client development, both in attracting new clients and expanding business with existing clients. You can’t wait for clients to come to you. A network lets you seek out and identify potential clients and establish a relationship with them that can lead to both immediate business as well as future referrals.

 

 

This statement may seem obvious, but it can’t be emphasized strongly enough. Networks don’t create themselves. They are the result of conscious planning and hard work.

 

 

Begin by making a list of all the people you know. This may seem like a waste of time. After all, there’s no way the person who owns the dry cleaner on the corner, or your uncle George in another state can really help you with anything significant, right? You’d be surprised! The key to networks, what makes them so valuable, is they grow exponentially. The dry cleaner has his/her own network, each member of which has his/her network, and so on. It’s the old six degrees of separation concept, which holds that all people in the world are separated by no more than six levels of association from anyone else in the world. Each person you meet has the potential of expanding your network exponentially. So, start creating your list.

 

Next, categorize people on your list by the skills they have or the ways in which they might be able to help you. There are some obvious types of skills you should be seeking. For example, who are the experts in the firm who can help you with a particular issue? Who are the people at the courthouse who process documents or manage the docket? Who controls the tickets for the box seats at the football stadium or the symphony? In many cases, you won't be able to associate any particular skill with a particular person, but include them anyway ... you never know.

 

Finally, keep the list up-to-date and annotate it regularly with information like birthdays, anniversaries and personal facts so you can send a card or call when appropriate. Include things you want to remember about that person. For example, in a casual conversation, you may find out that a person belongs to a particular club, or graduated from the same law school as you or that you have a mutual friend. Make a note of the conversation, so you can reference it later.

 

 

The more contacts you make, the more opportunities you will have to expand your network. Remember that exponential growth factor. Join as many organizations as you can realistically handle, given the demands of your work schedule. Don’t limit yourself to the obvious, like the local and state bar associations. Be sure to join your alumni associations, both undergraduate and law school. Take up a sport like golf, tennis or racquetball or join organizations that revolve around personal interests.

 

Volunteer your time. There are always openings on various boards ranging from the library to charitable organizations. Not only does volunteering allow you to give back to the community, it often gives you access to community leaders.

 

 

Each time you expand your own network, you make yourself a part of someone else’s network. You can’t expect someone to assist you unless you are equally willing to assist them or, possibly, others in their network. It is this dynamic, reciprocal quality that makes networks such a powerful and useful tool. An ideal network is mutually advantageous for all its members.

 

So get busy! Create a list and begin looking for organizations you can join, either professional, personal interest, or volunteer. Not only will you improve your career prospects, you may form relationships that last a lifetime. You may also find yourself giving as much as you receive, and that’s the true benefit of networking.