NETWORKING SKILLS Chris Spence, People & Development Consultant Josh Skyring, Graduate Lawyer
QUT 9 March 2015
Š Clayton Utz
OVERVIEW Prepare Introducing
yourself & introducing a friend Making an entrance, building rapport & exiting a conversation Follow up Networking Tips from a Graduate A little bit more about Clayton Utz Q&A
PREPARE Know
your audience Prepare topics for conversation and questions Background research Have your introduction ready
INTRODUCTIONS - WHO ARE YOU?
Your aim is for the other person to ask you more questions about you and what you do
Avoid using the ‘naked job description’ » “I’m a lawyer” or "I'm a law student"
Make it easy for someone to ask you questions
Make it as interesting and intriguing as possible (mention points of interest)
Keep it to 20 seconds
WHO ARE YOU – A MODEL Your interests
“I'm in my penultimate year at UQ studying Law and Commerce.
I have a strong interest in
What you do/ your indust ry
and/or
Litigation & Dispute Resolution
Your achievements
I participated in the Clayton Utz Negotiation Competition last year
and/or and I am hoping to complete
Your career aspirations
a Vacation Clerkship to develop my skills and knowledge further."
INTRODUCING A COLLEAGUE OR FRIEND Use the same concept as before Never give the “naked introduction” » “John, this is Tammy. Tammy this is John. John is a lawyer and Tammy is a student. See you later.” Flesh introductions out » Give some context » Establish commonality between the two people where you can Don’t leave until the conversation gets going
MAKING AN ENTRANCE - “HEY, CAN I GET INVOLVED?”
People are there to meet other people – it’s ok to get involved!
Walk up and introduce yourself (wait for a break in conversation)
Join a group where you already know someone - that person should make the introduction for you
Look for smaller groups to join » Groups of 5+ are very hard to join » 4 can be hard if two on two
» 3s are easier as there is a natural point of entry » Individuals are the easiest (and should be your focus)
Watch body language for signals
BUILDING RAPPORT
Personal Affiliation
Commonality
Rapport
FINDING COMMONALITY AND PERSONAL AFFILIATION – THROUGH CONVERSATION
You
Work In The News
Travel
Mansion Career
Hobbies
Home
Family
Activities
MAKING AN EXIT – “I’M SORRY, BUT I DON’T WANT TO TALK TO YOU ANYMORE” “Close and move” » “It’s been a pleasure meeting you”; “I/we should mingle”; “A friend / client has just arrived. Sorry, but I must go and meet them” Invite someone else into the conversation » Help them find commonality, then “close and move” Clarify any next steps, then close and move – “I’ll send you a note early next week; let’s meet next week…”
Don’t use your body language to leave a conversation » Tapping your foot, looking at your watch… “I’m bored!” Try to avoid the “I need to go to the bathroom” or “I need more food” » Honesty is a better policy Don’t leave someone on their own
FOLLOWING UP FROM AN EVENT
Make a note of their interests / talking points on their business card or on your phone whilst you can remember » Reference these in your follow up » “Wow, what a memory” Follow up with those people you “connected” with - within 48 hours » LinkedIn » Email » Phone Transition the relationship to a 1:1 basis where appropriate
NETWORKING TIPS Hunt
in packs Be aware of food or alcohol Show interest in others Move around room Be polite Remember, everyone's there for the same reason!
TO HELP YOU PREPARE…..
© Clayton Utz
"TO BE THE LEADING AUSTRALIAN LAW FIRM"
STRATEGIC OBJECTIVE
NATIONAL PRACTICE GROUP STRATEGIC IMPERATIVES
By July 2017, every Practice Group will either be number 1 or 2 – or well on the way to achieving this – and be a team without passengers
14 National Practice Groups
NATIONAL PRESENCE
DIVERSITY & INCLUSION
Gender
Flexibility
LGBTI
Ethnicity
SOCIAL RESPONSIBILITY Community Connect
Clayton Utz Foundation
Supports the communities in which we live and work through community involvement, volunteering and in-kind support
Provides financial support to charities that have a link to Clayton Utz through our: » Pro Bono practice » Community involvement program » Volunteering commitments of our partners and employees
Reconciliation Action Plan Formalises our commitment to reducing inequality between Indigenous and non-Indigenous Australians
Footprints
Initiatives aimed at reducing the environmental impact of our operations and raising awareness of sustainability issues
BENEFITS - CLAYTON UTZ
Social Club, including Sports Teams Community Connect Health & Wellbeing Program CU Assist Bupa Corporate Health Plan Insurance (post admission) Range of offers/discounts (eg gym, technology, financial, health) Parental Leave Secondment opportunities Professional memberships / networking events
VACATION CLERK PROGRAM 3
programs of 4 weeks with rotations in 2 practice groups Access to: » » » » »
practice groups, training, social events, mentoring, Partners and senior lawyers » feedback
2016
programs -
» Winter: 27 June - 22 July » Bond: 22 August - 16 September » Summer: 21 November 16 December Applications:
» Open: 1 March 2016 » Close: 21 March 2016 » Offers: 9 May 2016
NATIONAL GRADUATE PROGRAM
Graduate Program 0 - 6 Months Rotation 1
Graduate Orientation Program GDLP - College of Law National Orientation in Sydney Local Orientation
7 - 12 Months Rotation 2
13 - 18 Months Rotation 3
Graduate Development Program - Graduate Portal is an online training resource centre with access to content when needed for matters in real time - NPG Objectives to guide graduates development - Graduate Buddy to support transition into Practice Groups and support the Graduate to complete learning objectives
Formalised Mentoring Program - Two years - SA/SCs as mentors 19
19 - 24 Months Rotation 4/ Placement
NATIONAL ORIENTATION PROGRAM
PLT +
• Program commences with PLT + • 5 one day workshops will be delivered in our offices by the College of Law • Remainder of the course is online
National Orientation
• Graduates travel to Sydney for 4 days of intensive training • Highlights of this program include: meeting our senior leadership team, workshops with National Practice Group Leaders, legal essentials training and networking opportunities and social events
Local Orientation
• Graduates return to local office for 3 days training • Highlights of this program include: introductions to local teams, library research training and computer education, introduction to local Community Connect Partners
KEEP IN TOUCH!

Visit our graduate careers website:
https://graduates.claytonutz.com/
www.claytonutz.com