Networking? Accessibility Makes the Difference
By Robert J. Duminiak
Robert J. Duminiak is an associate with Howson & Howson, a full-service intellectual property law firm in Fort Washington, Pennsylvania.
While attending a CLE recently, I approached a colleague I recognized from the Philadelphia area but turned back when I noticed he was on his cell phone. On five separate occasions during the two-day course I attempted to say hello, only to be blocked either by the cell phone or his near-constant conversation with his coworkers about happenings at their firm.
Walking back to the hotel after the first session, I invited an attendee to have dinner with others I had just met and was astonished that he planned to hole up in his hotel room drafting a motion.
Volumes are published about how to work a room, yet the examples above illustrate how easy it is to unintentionally do the opposite—close yourself off. Two lessons emerge:
1. Turn off your cell phone and make appropriate arrangements at your office so that you have an opportunity to network.
While a young associate can’t be expected to tell her supervisors that she won’t be accepting phone calls, a few things can help free yourself for networking. First, organize your files and let others know how to deal with expected issues before you leave. Second, let your colleagues know when you will be able to return messages on your cell phone, and avoid checking for messages during opportunities to meet new people—breaks and meal times. If you must have a lengthy conversation about a matter, try to do it early in the morning.
2. Travel alone to CLEs and other meetings and events, particularly if you’re not outgoing with new people.
My first evening in New York I met more new people having dinner at the hotel bar than at any time when I attended an event with colleagues. You’re more approachable when traveling alone, but if you can’t shake the crowd, the following tips may help:
• Break away from your colleagues momentarily for a drink, restroom break, or phone call, and use that time to meet people on the other side of the room.
• Maintain some physical distance with your colleagues when you are together and invite others to join your conversation.
• Broaden the conversation to topics that others can join in discussing.
• If you have to dine with a colleague, avoid the booth and eat at the bar—you never know when your next client may sit next to you.
While we need the support of both colleagues and innovative communication tools—cell phones, e-mail, PDAs—it’s important not to let these resources stand in the way of face-to-face networking. Even if you’re uncomfortable meeting new people, simply removing roadblocks allows others to at least say hello.
READY RESOURCES
• A Lawyer’s Guide to Networking. 2006. PC #CEV06LGNB. ABA Career Resources Center, Young Lawyers Division.
Visit www.ababooks.org to order.
