Ways to Leverage Your Network

In previous columns, I have written about effective networking techniques. If you have heeded my advice, then networking has become a regular and ongoing part of your work life.

You have adopted the habits of successful partners at your firm (e.g., meeting other professionals for coffee or lunch on a regular basis, participating in bar association and CLE activities that interest you, getting active in a trade organization outside of the legal profession).


Your focus has been on building relationships and helping others. Along the way, you have given your elevator speech numerous times; but your focus has not been on selling your services or finding an employer to hire you. Instead, you have honed your listening skills and looked for ways to stay connected to individuals in your network.1

If the focus of networking is on building relationships, then how do you begin to ask individuals in your network for referrals? How do relationships turn into business leads? How can individuals in your network help you find another job? Other than feeling a sense of belonging, how can you begin to get mileage out of your network?

Once Rapport Has Been Established
At some point in any relationship, it is OK to begin to ask the other individual for help. There is no magic way of knowing when this occurs. You have to use your intuition to determine when it feels comfortable.

There are some individuals whom you will warm up to very quickly. Other relationships need to build over a period of months or years. It depends in part on your personality and the personalities of the individuals that you meet. It also depends on the context in which you meet.

For example, let's say that you are helping to plan a fundraiser for a non-profit organization. One of the members of the planning committee is a senior manager at a software company. You are very interested in developing more business from software companies and you think this may be an opportunity to "sell" your services. What do you do?

The answer is simple. You do a great job helping to plan the fundraiser, and during the planning process you get to know other members of the planning committee. Ask them questions about their families. Find out about their personal interests. Ask them how they got involved in the non-profit organization. Ask a few questions about what they do professionally, but do not dwell on their work (unless they seem very interested in talking about their work).

At some point, either near the end of the planning process or after the event itself, approach a member of the committee and tell her you have enjoyed working with her. You are also interested in learning more about her industry and you were wondering if she might have time to meet you for lunch or coffee.

Over coffee, you will continue to be a good listener and probe for ways that you can be of help to her. But you will also ask for her advice.

Preparing For A Networking Meeting
Once you have arranged a meeting, you need to do some preparation. Find out what you can about the contact's company before you meet with the individual. The Internet has made this information gathering process much easier, but do not rule out a trip to the library.

The next thing you want to do before a meeting is to prepare a couple of lists. Gather a list of companies in the contact's industry (there are many sources for this information; for example, the Boston Business Journal publishes a different industry list every week). Look up the names of the senior management and board members of these companies and put these names on a second list.

When you meet with the contact, it is now OK to ask a lot of questions about his company and his professional role. Tell the contact that you are very interested in doing more legal work with companies in his industry. After you have gotten past the initial chitchat, take out the first list and show it to the contact.

This Is Not A Test
Try to avoid asking the contact if he knows anyone on the list. If he has already told you that he knows a lot of people in his industry, the last thing you want to do is to "test" his knowledge.

Give the list to the contact and say something like: "Jim, I've brought a list of companies in the medical devices industry. I don't know if it is a good list or if it would help to stimulate some ideas, but is it alright if I show it to you?" A little while later, you can take out the list of names of executives and board members that you compiled and do the same thing.

By offering these props, you will stimulate the contact's creative juices. Notice that you are not going to ask if he knows anyone on the list and you are not going to ask if he can introduce you to anyone on the list. He knows that is what you want.

Even if the contact does not know anyone on the list, the list may give him enough food for thought to come up with other ideas. You are trying to tap into the individual's recognition memory by prompting him. This is much more likely to generate referrals than relying on the individual's recall memory (e.g., by asking "do you know anyone in the medical devices industry"?).

Also, if you ask the contact for advice rather than referrals, the contact becomes more vested in trying to help you to succeed.

Most people want to help others, but they may not always know how to help. By showing the contact where your interests lie and by explaining what you are trying to accomplish (i.e., whether it is finding a job or cultivating new business), you are giving the contact a better chance to help you in a way that you want to be helped.

Reinforcing Your Network
When someone does offer to give you a referral, it is important to follow up in a relatively short period of time. If the individual has called his contact and given that person your name, you want to follow up when your name is still fresh in that person's mind.

It is also a good idea to let the original contact know what is happening with the referral. Send an e-mail to the referral and copy the referral source. That way the referral source is reminded that you are out there, the referral source sees that you are a person of action and the referral is reminded of your connection to the referral source. You can also send a letter to the referral source updating her. You can also explore innovative ways to strengthen professional ties by watching Legal Networking Strategies: How Attorneys and Law Students Can Build Connections to Land Jobs.

If the referral leads to anything, let the original contact know about the success and thank that contact again.

Another way to reinforce your network is to volunteer to introduce people in your network to others in your network. Introduce a general counsel to some vendors that you like working with. Set up a lunch meeting with all three of you and you will be helping both of your contacts. At the same time you will have another reason to spend time with both of them.

Conclusion
Building a strong professional network is something that can take years. Like investing for retirement or college, what you get out in the end has a lot to do with what you put into it.

Furthermore, the sooner you start investing, the larger the rewards are down the road. But before you start making withdrawals, make sure you have built a strong "nest egg" of good will. If you allow your business relationships to grow over time, your contacts will be much more helpful to you when you do finally start asking for advice.

Endnote
1 Some of you reading this article may be in the job market right now and do not have the luxury of spending several years slowly building up a network. Some of you may have been told that you need to bring in some business... now. In an ideal world, you would not be in this situation. Your network would already be established before you actually "need" something. The reality, of course, is that many of us only turn to networking when we do have a need. As long as you remain sensitive to the needs of the professionals that you are turning to for help and abide by basic principles of good networking, it is alright to follow the suggestions outlined in the remainder of this article. If you want practical examples of leveraging relationships for opportunity, this video — How Attorneys Can Network: Why Networking is Essential to Attorney Success — explores how top attorneys transform connections into career momentum.


About Harrison Barnes

No legal recruiter in the United States has placed more attorneys at top law firms across every practice area than Harrison Barnes. His unmatched expertise, industry connections, and proven placement strategies have made him the most influential legal career advisor for attorneys seeking success in Big Law, elite boutiques, mid-sized firms, small firms, firms in the largest and smallest markets, and in over 350 separate practice areas.

A Reach Unlike Any Other Legal Recruiter

Most legal recruiters focus only on placing attorneys in large markets or specific practice areas, but Harrison places attorneys at all levels, in all practice areas, and in all locations-from the most prestigious firms in New York, Los Angeles, and Washington, D.C., to small and mid-sized firms in rural markets. Every week, he successfully places attorneys not only in high-demand practice areas like corporate and litigation but also in niche and less commonly recruited areas such as:

• Immigration Law
• Workers Compensation
• Insurance
• Family Law
• Trust and Estate
• Municipal law
• And many more...

This breadth of placements is unheard of in the legal recruiting industry and is a testament to his extraordinary ability to connect attorneys with the right firms, regardless of market size or practice area.

Proven Success at All Levels

With over 25 years of experience, Harrison has successfully placed attorneys at over 1,000 law firms, including:

• Top Am Law 100 firms such including Sullivan and Cromwell, and almost every AmLaw 100 and AmLaw 200 law firm.
• Elite boutique firms with specialized practices
• Mid-sized firms looking to expand their practice areas
• Growing firms in small and rural markets

He has also placed hundreds of law firm partners and has worked on firm and practice area mergers, helping law firms strategically grow their teams.

Unmatched Commitment to Attorney Success - The Story of BCG Attorney Search

Harrison Barnes is not just the most effective legal recruiter in the country, he is also the founder of BCG Attorney Search, a recruiting powerhouse that has helped thousands of attorneys transform their careers. His vision for BCG goes beyond just job placement; it is built on a mission to provide attorneys with opportunities they would never have access to otherwise. Unlike traditional recruiting firms, BCG Attorney Search operates as a career partner, not just a placement service. The firm's unparalleled resources, including a team of over 150 employees, enable it to offer customized job searches, direct outreach to firms, and market intelligence that no other legal recruiting service provides. Attorneys working with Harrison and BCG gain access to hidden opportunities, real-time insights on firm hiring trends, and guidance from a team that truly understands the legal market. You can read more about how BCG Attorney Search revolutionizes legal recruiting here: The Story of BCG Attorney Search and What We Do for You.

The Most Trusted Career Advisor for Attorneys

Harrison's legal career insights are the most widely followed in the profession.

• His articles on BCG Search alone are read by over 150,000 attorneys per month, making his guidance the most sought-after in the legal field. Read his latest insights here.
• He has conducted hundreds of hours of career development webinars, available here: Harrison Barnes Webinar Replays.
• His placement success is unmatched-see examples here: Harrison Barnes' Attorney Placements.
• He has created numerous comprehensive career development courses, including BigLaw Breakthrough, designed to help attorneys land positions at elite law firms.

Submit Your Resume to Work with Harrison Barnes

If you are serious about advancing your legal career and want access to the most sought-after law firm opportunities, Harrison Barnes is the most powerful recruiter to have on your side.

Submit your resume today to start working with him: Submit Resume Here

With an unmatched track record of success, a vast team of over 150 dedicated employees, and a reach into every market and practice area, Harrison Barnes is the recruiter who makes career transformations happen and has the talent and resources behind him to make this happen.

A Relentless Commitment to Attorney Success

Unlike most recruiters who work with only a narrow subset of attorneys, Harrison Barnes works with lawyers at all stages of their careers, from junior associates to senior partners, in every practice area imaginable. His placements are not limited to only those with "elite" credentials-he has helped thousands of attorneys, including those who thought it was impossible to move firms, find their next great opportunity.

Harrison's work is backed by a team of over 150 professionals who work around the clock to uncover hidden job opportunities at law firms across the country. His team:

• Finds and creates job openings that aren't publicly listed, giving attorneys access to exclusive opportunities.
• Works closely with candidates to ensure their resumes and applications stand out.
• Provides ongoing guidance and career coaching to help attorneys navigate interviews, negotiations, and transitions successfully.

This level of dedicated support is unmatched in the legal recruiting industry.

A Legal Recruiter Who Changes Lives

Harrison believes that every attorney-no matter their background, law school, or previous experience-has the potential to find success in the right law firm environment. Many attorneys come to him feeling stuck in their careers, underpaid, or unsure of their next steps. Through his unique ability to identify the right opportunities, he helps attorneys transform their careers in ways they never thought possible.

He has worked with:

• Attorneys making below-market salaries who went on to double or triple their earnings at new firms.
• Senior attorneys who believed they were "too experienced" to make a move and found better roles with firms eager for their expertise.
• Attorneys in small or remote markets who assumed they had no options-only to be placed at strong firms they never knew existed.
• Partners looking for a better platform or more autonomy who successfully transitioned to firms where they could grow their practice.

For attorneys who think their options are limited, Harrison Barnes has proven time and time again that opportunities exist-often in places they never expected.

Submit Your Resume Today - Start Your Career Transformation

If you want to explore new career opportunities, Harrison Barnes and BCG Attorney Search are your best resources. Whether you are looking for a BigLaw position, a boutique firm, or a move to a better work environment, Harrison's expertise will help you take control of your future.

Submit Your Resume Here to get started with Harrison Barnes today.

Harrison's reach, experience, and proven results make him the best legal recruiter in the industry. Don't settle for an average recruiter-work with the one who has changed the careers of thousands of attorneys and can do the same for you.

About BCG Attorney Search

BCG Attorney Search matches attorneys and law firms with unparalleled expertise and drive, while achieving results. Known globally for its success in locating and placing attorneys in law firms of all sizes, BCG Attorney Search has placed thousands of attorneys in law firms in thousands of different law firms around the country. Unlike other legal placement firms, BCG Attorney Search brings massive resources of over 150 employees to its placement efforts locating positions and opportunities its competitors simply cannot. Every legal recruiter at BCG Attorney Search is a former successful attorney who attended a top law school, worked in top law firms and brought massive drive and commitment to their work. BCG Attorney Search legal recruiters take your legal career seriously and understand attorneys. For more information, please visit www.BCGSearch.com.