BEST PRACTICE SERIES USING YOUR NETWORK EFFECTIVELY

IFLR | WOMEN IN BUSINESS LAW GROUP1

The network effect

Cleary Gottlieb Steen & HamiltonBy counsel Sarah Lewis

Developing an internal network at yourfirm is the first step towards formingmentoring relationships and a sup-

port system to help guide you through your ca-reer. More senior colleagues you work withregularly will develop into natural mentors whocan help advise on your career, whether that’swithin the firm or otherwise. Identify the type ofwork you are interested in, and the senior col-leagues who work on those matters, and seekopportunities to work with them. You do notneed to limit your internal network to the peopleyou work with regularly – it is beneficial to alsocultivate relationships outside your practice areaor department. Go to internal events and joingroups such as women’s, LGBT or other net-works. They will become your sounding boardand provide an outside perspective.

Your internal network helps you to develop

and build an external network of clients andcontacts at other businesses. When you hearthat a senior colleague is meeting with an in-teresting client or contact, ask to join them. Ask

colleagues who they would recommend thatyou meet, and over time, you will build yourown relationships with, and through, thesecontacts.

Sarah Lewis

““Senior colleagues youwork with regularly will develop into natural mentors

Businesses are always espousing the benefits of building a strong network. And it’s true – developing and nurturingprofessional relationships both inside and outside of the firm can, among other things, help win you work. But

how do you do it as a trainee when you simply don’t have the contacts? Or as someone who just doesn’t particularlyenjoy canapés, cocktails and small talk? Representatives of the Wibl group offer some advice.

DLA PiperBy partner Sarah Smith

A s a lawyer, your network of con-tacts represents your best oppor-tunity for developing new business

and winning work. It is crucial to devoteenough time to maintaining your existing pro-fessional relationships and making new con-tacts, throughout your career, to build yourbrand and practice.

While it is important to look for opportunitiesto develop relationships with new contacts by at-tending networking events and investing timegetting to know your clients, don’t neglect yourexisting network. Invite your contacts to eventsorganised by your firm and by the professionalbodies you are involved with, and send them rel-evant alerts and updates. Don’t bombard peoplewith emails but keep in touch regularly – clientslike to know you are thinking of them. Think ofways you can help your contacts, perhaps by fa-cilitating introductions to colleagues and othersin your network – you should do this even whenit does not obviously directly benefit you, as itbuilds goodwill and cements relationships.

Make sure you don’t neglect your internalnetwork. Client contacts are a source of di-rect instructions, but your colleagues in yourfirm will also refer work to you and are morelikely to think of you if they know you and, im-

portantly, know what you do.Finally, developing and maintaining your

network is important whatever stage you areat in your career – today’s trainees are tomor-row’s GCs.

Sara Smith

“Keep in touchregularly – clientslike to know youare thinking ofthem

BEST PRACTICE SERIES USING YOUR NETWORK EFFECTIVELY

IFLR | WOMEN IN BUSINESS LAW GROUP2

Shearman & SterlingBy partner Jessica Delbaum

We hear often about how network-ing is important – whether youwork in private practice, in-house,

a government agency or a non-profit – butwhat does that really mean? There are lots ofways to network, including mingling at confer-ences, joining the local bar association, miningalumni from your firm, keeping in touch withformer classmates, and developing and main-taining connections at your current and pastjobs. Former satisfied clients can also be anexcellent networking source – after all, you al-ready have a shared experience and they arefamiliar with your work.

It also helps to keep in mind what the over-arching objectives are for your organisation,your practice and yourself – as opportunitiesarise, you then can be flexible about whichones you devote your resources to.

Part of networking is self-promotion, andwomen often find it difficult to toot their ownhorn. I often advise that when meeting with apotential client or networking ‘connector’(someone who is able to expand your circle),mention the capabilities of your team or yourfirm if you feel uncomfortable talking only aboutyourself. Telling stories is another good way tocommunicate your strengths without seemingto brag. You could also bring someone with you,

for example, schedule a follow-up lunch andbring a colleague who can help do the selling.

It’s important to find a way to network thatresonates with you personally. Maybe you likeone-on-one meetings but are less comfort-able speaking at conferences – but youshould also push yourself to expand your net-work using other means. Good connectionscome from repeat touches. As I read the

news and industry press, I keep an eye to-wards what the people in my network wouldfind interesting and will send them a note. It’san easy way to stay on top of mind.

The most important thing to remember isthat you should give as much as you get. Net-working is about give-and-take; be therewhen someone needs you, and they in turnwill be there for you.

Jessica Delbaum

Lloyds Banking GroupBy lawyer Sitara Perera

Whether you are just starting out orestablished in a career or busi-ness, effective networking is im-

portant. Research and preparation for anynetworking opportunity is key. Consider notonly who can boost your career or business,but who you may want to stay connected within future, and who may be a good mentor foryou.

It is not only important to know yourstrengths and skills but also showcase these,

or to use that old cliché, sell yourself. Too oftenwe know we are good at what we do but forgetto sell ourselves when the opportunity comesup. This is a two-way street, and both you andthe other party could benefit mutually from thisinteraction. Not comfortable with face-to-facenetworking? A subtle reminder to your clientsor customers to rate you on LinkedIn couldsoon establish you as a specialist, and an ef-fective Twitter feed could expand your networkbeyond geographical boundaries.

“Telling stories isa good way tocommunicateyour strengthswithout seeming to brag

“Both you and theother party couldbenefit mutuallyfrom thisinteraction

With thanks to IFLR’s Women in Business Law Group's gold sponsors