Starting out: How to network – don’t look for the canapes

Being a lawyer is not just about knowing the law. There is an expectation to bring in work and have an understanding of legal business. A significant part of being able to bring business into the firm is down to your own network. Many junior solicitors groan at the thought of networking, but it is a key part of being a successful lawyer. Practising this while a junior will stand you in good stead whenever there is an expectation to bring in new clients.

What is intentional networking?

With the legal sector awash with events, it can be hard to decide what to attend and be intentional with how you network. Networking is about more than collecting business cards or attending every event on your calendar to show the partners you are busy. It is about being strategic and purposeful in how you build and nurture professional relationships. It can be tempting to say yes to every invitation but it is important to be deliberate about how we spend our time. This approach, known as intentional networking, can be a game-changer for juniors as they begin networking and building connections.

Understanding intentional networking

Intentional networking is the practice of being deliberate and strategic in how you develop a professional network. It involves carefully choosing which events to attend, how to interact with others, and how to follow up on connections. The goal is to create a network that aligns with your career objectives and personal values, rather than simply accumulating a large number of contacts. For example, you might think that there is no need to attend internal social events, but these are the perfect practice ground to try out networking with colleagues in other departments. It can also be helpful to have good relations with colleagues in other departments, as often they can refer you work.

Being intentional also means you can balance any events you attend outside working hours to fit your schedule. No one is expecting you to attend every single event for the entire duration, so think about the right ones to go to.

There are of course also many other ways that you can develop your network, such as one-to-one meetings or online.

Choosing the right events

Not all networking events will provide you with the same value. When deciding which events to attend, consider:

Relevance: Does the event align with your industry or career goals?

Attendees: Will the right people be there? Research speakers and likely attendees. Also, take into consideration which events others in your team are attending. Proactively identifying events and sharing these within your department can be welcome to partners who do not have time to go into the detail.

Location: If all your clients are based in Manchester, it does not make much sense to go to Liverpool to network just because it seems like a fun event.

Remember, quality trumps quantity. It is better to attend fewer, more targeted events than to spread yourself thin across numerous gatherings. The latter can lead to burnout and eat into your personal life.

Meaningful connections

Once you are at an event, focus on making genuine connections rather than simply handing out business cards and talking only to people you know. Of course, it is easier to talk to the colleague you arrived with, but that is not going to be productive.

Here are some strategies:

Prepare talking points: Have relevant topics or questions ready to discuss.Questions about the event topic, host or venue are always easy to start with. It does not have to be all business. People you meet will not be asking questions about the law but they will remember that nice conveyancing solicitor they met when they are buying their own home.

Listen actively: Show genuine interest in others’ experiences and perspectives. Do not look around the room when people are talking to you. The canapes will make their way to you eventually.

Offer value: Think about how you can help others, not just what you can gain. This is the gold dust of networking. If you know someone they might be interested in talking to, then a quick email afterwards connecting them can go a long way in developing a relationship.

Eileen Donaghey is a business development and marketing consultant