Career Corner

By Jennifer Whitehurst, Esq.

As a career development professional, I spend a lot of time espousing the virtues of networking – develop relationships with clients and colleagues; build confidence; find opportunities; tap into the “invisible job market” – the list goes on. At the same time, I am aware of how many people feel about networking: it’s awkward; it’s intimidating; it’s timeconsuming.

I get it. I do this for a living and even I would be lying if I said I was always 100% comfortable at every networking event. But what I can say is that networking is a skill, and, like any skill, practice leads to improvement. So, I want to share some basic tips to make your next networking event less awkward, less intimidating, and more effective.

1. Like any good lawyer, prepare.

Spend a little time preparing for the event. Give thought to your goals and the type of people you are looking to meet. If you know of specific attendees you are hoping to connect with, do some research and consider about how to connect at the event.

Spend a little time doing some selfreflection, too. Practice introducing yourself in a concise manner and think of some key talking points that might arise, like why you are attending the event or something interesting about yourself. It doesn’t hurt to take a quick glance at some industry news for topical talking points, either.

2. Be approachable, ask questions, and seek common ground.

Once inside the event, be sure to wear your nametag in an easily visible spot (generally your upper right chest) and don’t be afraid to move around the room. I like to start by approaching someone who is standing alone or by joining a large group. If you cannot find a conversation to start or join, try positioning yourself somewhere in the room where others can approach you. Stand somewhere visible to most people, like near the bar or at a high-top table in the center of the room. Avoid areas like the coat closet, outside of the bathroom, or at the end of the food line, as these tend to be areas where people are busy and not interested in starting a conversation.

On the topic of food and drink, never go to an event hungry. Beyond the physical side effects like inability to focus or, in my case, “hanger” (irritability caused by hunger), it can be challenging to keep a conversation going between bites and difficult to shake hands holding a plate of food. Likewise, keep digital distractions to a minimum. It is tempting to assuage our discomfort at events by scrolling on our phones, but others will perceive you as being busy or disinterested.

As you start or enter a conversation, keep it simple. Introduce yourself by name and – here’s the tricky part – stop and actively listen when the other person shares their name. Try to repeat their name as much as possible throughout the conversation. People love hearing their own name (it actually releases serotonin and dopamine in the brain) and it will help you remember it after the conversation ends.

Unless you are at a religious or political event, stick to neutral topics. When in doubt, ask the person questions about themselves, like where they are from, what kind of law they practice, or if they have any fun winter plans. Keep your ear out for common ground and, if you find it, go there. Shared professional or personal interests will connect you on a deeper level and keep the conversation flowing naturally. Bonus points if you can offer your help (“I just used a great expert witness in a similar case, let me give you her name.”) or ask for help (“Do you have any recommendations for books on that topic?”).

When you are ready to exit the conversation, wait for a natural break. Address them by name and thank them for their time. Ask for their business card or to connect on LinkedIn. When in doubt, use an exit line (“I want to make sure I say hello to everyone here,” or “I’m going to step away to grab a drink.”) You can also introduce that person to another nearby colleague or invite another person into the conversation to make the exit even easier.

3. Your connection is only as good as your follow up.

After the event, follow up with your new contacts within 48 hours by email or LinkedIn. If you offered to share specific information, do so then. Invite your contact to coffee or lunch, if appropriate and a good use of both parties’ time. Otherwise, a simple “Hello, it was great to meet you, I look forward to connecting again soon” will suffice.

Perhaps the most important part of networking success is the long-term follow up. If you hear of an opportunity that might be a good fit, share it. If your contacts post content on LinkedIn, engage with it. If they get a new job, reach out with a congratulations and ask for updated contact information. You will be amazed at the return on investment with a little time and effort to maintain these relationships.

I’ll leave you with this: don’t overthink it. Be friendly and approachable. Share information about yourself but try to listen more than you speak. People likely will not remember your sweaty handshake, lame joke, or nervous laugh (and if they do, they are probably just as sweaty, unfunny, and nervous as you). What people will remember is your kindness, sincerity, and interest in the conversation. I have no doubt that you can bring all those things to your next networking conversation and build some meaningful relationships this new year.

Jen is the Director of Career Strategy at Drexel University Thomas R. Kline School of Law’s Career Strategies Office. You can reach Jen with questions regarding professional development and law student recruitment at jmw575@ drexel.edu.