\par Networking Is All About The Follow-Up \par

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Networking Is All About The Follow-Up

The Christmas holiday is coming, and many of you will (and/or should) be making connections while you’re away from campus. I want to go ahead and plant a seed in your mind right now to create a system whereby you will be able to stay in touch with these new or recurring contacts over the following months and years.\par \par There’s no question that just making that first call, sending that first email or initiating with any new contact is one of the most difficult things to do. If you’ve done that, or do it over the upcoming break, you're off to a great start! However, you do yourself and the work you did to make that connection a great disservice if you don’t follow up and maintain that relationship.\par \par I referenced the example in my networking program last month (Story here, and now includes link to video of the full presentation) about the farmer sowing seeds, and how there is a lot of time, work and patience that occurs between the planting and the harvest. We didn’t get into detail about that in-between time, but this is the follow-up. If you don’t maintain the relationship, it will die out, much like a seed that goes without water. When that happens, the initial meeting that you worked so hard to get will be the high point. You don’t want that.\par \par So what do you do after the initial meeting or contact? First, get organized. You need to have some method of tracking when the last time was you communicated with the person, what the content of that conversation was, and when you should reach back out. There isn’t a shortage of ways to do this, from hand-written notes in your planner, to Excel, to more sophisticated sales/customer-relationship-management software. They all are tools to help with the same objective: develop, maintain and improve relationships.\par \par You also need to think about what you bring to this relationship. Sure, there are plenty of attorneys who will get personal satisfaction simply by helping or mentoring a law student. However for some, that won’t be enough (or a benefit at all). What can you do to add value and make it worth their time? Remember this is a relationship, not a one-way-street where they are the giver and you are the receiver. Sure, at this point you might stand to gain more from the relationship than they do. But it won’t be that way forever, and even now there are ways you can reciprocate the generosity they bestow on you.\par \par How about offering to help them in some way? This doesn’t always have to take the form of a (paid) clerkship. Most attorneys do pro-bono work, and perhaps could use someone to help here and there on a volunteer basis. Or perhaps you’re knowledgeable in some area they are not, such as web design or social media. You could offer to help them with their website or write their social media content. Of course you need to be smart about how you present this; some people may not respond well to feeling like you’re calling their website a disaster. But you get my point; offering to help is a great way to add value to the relationship. \par \par Another approach which you should be mixing in with everyone, is just communicating without asking anything at all of them. Send emails or notes just to check in and ask about their family. It's best to end these communications with no requirement or expectation at all on the other person to respond. Notice the difference between “I hope you’re doing well” and “let me know how you’re doing.” While there is a time and place for the second version, the first is great because it doesn’t place the person in the position of feeling rude if they don’t respond.\par \par There is obviously so much more I could (and will) say on this topic. But for now, hopefully you see the importance of maintaining and cultivating these new relationships, and now have a few ideas on how to go about it.\par \par Connect with Daniel at Daniel_Hare@Baylor.edu and/or @BaylorLawDaniel on Twitter.\par \par Job of the Week: Each week I highlight a job in Symplicity you might be interested in but may have missed. This week's job is: Summer Internship with the U.S. Department of Justice in Oakdale, LA(1L, 2L, 3L) Log in to Symplicity to view this job and apply. \par ]]>\par

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