Networking
Why Network
What_is_Networking
How_to_make_connections
Warming_up_cold_contacts
Have_your_pitch_ready
Informational_interviews
Sample_Letter_Requesting
and Informational Interview
5_Questions to Have Ready at Business
Functions
Final Words of Networking Advice
It’s not who you know. It’s who you get to
know.
Why Network?
90% of legal jobs are NOT advertised! So before you spend
hours in front of a computer trying to find that perfect
position, keep in mind that personal contact is by far the
most effective way to get a job. (The next method- the highly
touted on-campus interview- accounts for only 12% of legal
jobs!) The purpose of networking is to make sure that people
who influence the people that make hiring decisions get
to know you so they will think of you when they hear of
a vacant position, or vouch for your performance if called
as a reference. Countless jobs are filled when one a hiring
lawyer says to someone they trust, “We need someone
new and smart in our transaction group- do you know anyone?”
This is how, in reality, jobs are filled.
People responsible for hiring at the entry level in legal
organizations often have hundreds of resumes and very little
time. Therefore, if someone calls with a personal referral
for one of the hundreds in the pile, that person will get
noticed. This is why you should network- to get noticed
in a pile of equally qualified candidates.
The opposite of networking is mass mailing, where one person
sends out hundreds of identical cover letters to a list
of organizations. This method does not work. There is a
direct connection to how easy something is and how well
it works. Networking is hard, especially in the beginning,
but the work pays off not only in the short term, but also
in the long term.
Another reason to network is that you are using the same
skills you will eventually use to bring in business as an
attorney. Meeting new people, getting your name out, building
your reputation- it’s all part of networking.
What is Networking? (and What is Not Networking)
Networking is simply making a connection by having someone
or something in common, and keeping up those connections
with regular communication. Your network can help you find
a job, and also add to your lifetime network.
The derogatory phrase “good ole’ boy network”
is not the same kind of network we’re talking about
here. Historically, the “good ole’ boy network”
has been used by white males as a form of receiving preferential
treatment without regard to qualifications. In the sense
of the word here, networking is not using a connection to
make up for a lack of qualifications, and it is not badmouthing
your school or your previous employer. It is simply getting
to know people who can get your resume attention in a pool
of similarly qualified applicants.
How to Make Connections
You already have a lot of contacts that you just have to
tap into. For example, start with the alumni office of your
undergraduate institution. Most alumni offices organize
their alums geographically and by profession, among other
categories. You can call and ask for a list of graduates
who are now practicing law in a particular area- or anywhere
if you’re open to moving. Some schools will suggest
that you buy an alumni directory (up to $100!) but it can
be an investment well worth the price- especially if it
has been updated in the last year.
The way to use an alumni contact is to ask for two things:
an informational interview, which is discussed later in
this section, and whether they know of anyone hiring new
attorneys. You should send a formal cover letter and a resume
(you would normally not send a resume with a request for
an informational interview, but it will give your fellow
alum a snap-shot of what you’ve been doing and plenty
of information for them to use in a pitch to someone else
when they do hear of an opening.) The first sentence of
your cover letter should discuss your alma mater, like this:
“I am a fellow alumna of Hollins College preparing
to graduate from law school.” Many people do not read
past the first sentence when they get a cover letter, so
it’s important to get the school you have in common
right away.
Another resource is the people you have met in your local
organizations- like church, Rotary, BNU (Buchanan Neighbors
United), etc. In other words, your Community Service contacts!
That’s right—all this time you thought community
service was something arbitrarily stapled to your law school
education at ASL. But, in truth, community service is at
the center of finding your career and eventually building
a client base. For example, do you know who Bill Crigger
is? If you’ve ever read the local paper, you probably
at least recognize his name- he’s in the Mountaineer
every week leading the Kiwanas or the school board, volunteering
for this and lending a hand to that. Mr. Crigger’s
community service impacts the community on several levels.
At one level, he truly helps his community and makes a difference
in people’s lives. At another level, he is building
his business. His connections through his volunteer work
extend across the state and beyond- and his network is now
an exchange. He helps people and businesses, and they help
him.
Now think of your own community service. If you mention
to your supervisor that you would like to learn more about
a certain area of law practice, I’ll bet they know
someone who would be willing to talk to you. A talk can
lead to a project; a project to a paid assignment; an assignment
to a job. Sometimes the route is not direct, but you must
take the first step to get to the third step.
Another great resource is professors. Unlike other law
schools, all ASL professors have clerked for a judge and/or
practiced law. That’s great for you! Not only do you
get real life instruction in class, but you can also ask
your professors about their experiences. They all know people-
have networks of their own- that they can tap for you. But
first, you need to get to know them. Going to your professors
with questions about an article they’ve written in
an area you may want to practice in is a start. You may
also want to apply to be a research assistant.
To meet practitioners in a particular field, consider joining
a trade or professional organization. The ABA has many active
sections identified by practice area. Joining your local
bar association is another way to break into a regional
legal community. Ask if they have student memberships. If
they don’t, ask if you could come to a meeting and
help out. There are also specialty bar associations, like
the Virginia Women Attorneys Association and the Virginia
Association of Defense Attorneys. For a list of each state’s
legal associations, see the blue state legal directories
in the Career Services office or the library
Former co-workers and bosses are usually ready to help
you out with their connections. And don’t overlook
former adversaries! There are few references stronger than
an attorney that has been on the other side of cases with
you and respects you enough to act as a reference. If you
have this kind of relationship with someone, you should
be able to call them and ask if they know of anyone hiring-
especially if you are thinking of switching sides.
Is there are particular area of law you’re interested
in? For example, Trade Regulation or Corporate Transactions?
Look for specialized conferences, particularly continuing
legal education events, where people practicing in the specialty
gather. Sometimes you can go for free, like at PLI conferences.
(www.pli.edu) For conferences that do not allow students
to attend for free, consider volunteering to work the registration
table in exchange for attendance. Your goal should be to
meet one person who invites you to follow up with them if
you want to learn more about that area of law.
Family and friends, service people (like your doctor, insurance
agent, hairdresser…), casual contacts at parties,
the gym and the post office—these are all connections
you have that can help form your network. Just about everyone
knows a lawyer!
Warming up Cold Contacts
When you meet someone at a bar association function or
when you call someone you’ve never met, how do you
get them to want to help you? First, you need to turn that
thought around. What can you do for them?
Many small to medium-sized law firms are in need of research
help. To help a firm see what you can do, and to learn if
you want to really work for someone, offer to work on a
research project for free. Once you complete the project,
if the firm seems happy and you would like to continue working
with them, mention that you are looking for a paid contract
or free-lance research position and see where it takes you.
If they need someone, they may hire you. Even if they don’t,
if you did a good job they will be happy to recommend you
to someone else.
A great way to meet attorneys and be sure you’ll
get in their office is to write an article about them for
the school paper. This is your chance to ask them questions,
and follow it up later by sending a copy of the article.
Once you have developed a rapport, you can contact them
again and ask if they know of anyone hiring in the area
you’re interested in.
Have Your “Pitch” Ready
Imagine that you are attending a lecture at a continuing
legal education conference. There is a 5 minute coffee break.
You are standing next to someone you have not met. Do you
stare in the other direction? No! This is why you came-
your big chance! You should have some information available
for people you meet, so be ready. You will be nervous, so
practice your seemingly impromptu conversation over and
over: “Hello- I’m Sue Book. I’m a second
year student at the Appalachian School of Law. I took a
great class on Family Law, and I want to learn more about
the field.” “I’m Tom Study. I’m
a third year student at the Appalachian School of Law originally
from Asheville, North Carolina. I worked at the Commonwealth
Attorneys office last summer, and I want to learn more about
criminal law.”
Say what you can do! Practice overcoming anything negative
about yourself- have phrases ready. If you have low grades,
for example, don’t make excuses. Instead, acknowledge
them but overcome them: “I wish I’d done better
my first year, but I improved significantly after that.
I’ve taken a particular interest in tax law…”
Don’t apologize, don’t be defensive, don’t
blame your school, your professors or your life- do steer
the conversation back to your career interests.
Is there a gap in your employment? “I decided to
take time to explore different careers, which is why I’m
so sure that tax law is right for me.” Show that you
took control and used the time to enhance your career.
Organizing Contacts for Follow-up
One of the most important components to a good network
is organization. Once you meet someone that could help your
career, you need to be able to remember to send them a note
in six months so they don’t forget you. Some people
use spreadsheets (Excel, Access, etc.); others use index
cards and keep contacts filed, updating the latest outreach
contact. Another method is to collect people’s business
cards and write information on the back. Whatever system
you choose, it’s important that you remember to keep
in touch. Do not leave this to chance- instead, calendar
persistence. For example, if you meet someone at a function
that practices bankruptcy, you should write down their name,
contact information, how you met, what practice area they’re
in and anything that stood out in the conversation. On your
calendar, make a note 6 months down the road to drop them
a line or give them a call. When the date arrives on the
calendar, look for an article related to their practice
area or that relates to any part of your conversation. The
best follow-up contacts are not prompted by the calendar,
but by an actual timely article or piece of news. If you
run across something you think would interest your contact
before the end of six months, by all means, send it! The
calendared contact is a back-up in case you forget or nothing
strikes you in the mean time.
Informational Interviews
An informational interview is an informal conversation
where you essentially interview someone about what they
do, what they like and don’t like about it, how they
got started, what a typical day is like, and so on. It is
not a job interview. In fact, it is fundamentally different,
since you are asking all of the questions. That is not to
say that an informational interview cannot turn into a job
interview, and for that reason you should dress and prepare
as if it were.
Open your mind, and think about who you would like to
ask about their job. Is it the general counsel of Major
League Baseball? The author of a book you just read about
criminal law? Think big. What is your dream job? That is
the person to start with. They don’t have to be famous,
but they should be at the top of their field or known in
a particular region. Make a wish list of 10 people you would
like to ask candid questions of.
If it is someone you have never met, send a letter first
asking for the interview, following up with a call a week
or two later. Do not send a resume- at this point you are
searching for information, not for a job. If you have met
them already, you can call. Either way, you should introduce
yourself and explain why you are writing or calling. A sample
letter is at the end of this section. The phone call would
go something like this: “May I speak to Ms. Reno?
This is Sue Smith from the Appalachian School of Law.”
(Janet Reno comes to the phone) Hello Ms. Reno. I am a law
student, member of the law school democrats and interested
in pursuing a career as a prosecutor. I was wondering if
I could come by and ask you a few questions about your career
choices- maybe for 20 minutes or so. Would you be willing
to meet with me? I would be happy to bring lunch!”
If the person does not answer and you have to leave a
message, leave a similar message as above for voice mail;
just your name and number if it’s the secretary taking
the message, unless she asks for details and has the time
to get your whole story. If you have written to the person
and left three messages and still heard nothing- move on.
You don’t want them to remember you as the stalker!
Once this type of interview is granted, be sure to show
up on time. Bring a list of questions with room for notes.
If you sense that a good rapport has developed over the
course of the interview, you may want to ask if the person
knows of anyone hiring in the area you have talked about.
Even if the talk has been stilted, be sure that the last
question you ask is, “Can you suggest anyone else
I might talk to about this area and what is their phone
number or email?” This ensures that you will meet
another person and add them to your network.
Make sure to send a hand written thank you note within
24 hours of the interview.
Sample letter requesting an informational interview:
Susan Smith
PO Box 459
Grundy, VA 24614
276-555-4349
ssmith@asl.edu
August 17, 2003
Elizabeth Wright
Partner
Team, Hill & Pond
PO Box 2100
Washington, DC 20090
Dear Ms. Wright:
I recently read your book, Strategies for Cross Examination
in Criminal Trials. As a 2nd year law student that just
completed an externship with the Honorable Ann Aiken in
Northern Virginia, I observed several of the tactics you
talk about in your book used by both the defense and the
prosecution. I hope to pursue a career as a criminal lawyer,
but have not decided which side I want to work on.
My first inclination was to be a criminal defense attorney.
However, when Janet Reno came to speak at our law school,
she mentioned that prosecutors have more power, and therefore
more ability to show mercy. I am interested in what you
think, and would appreciate any advice you might have for
a young lawyer interested in this area.
Would you be willing to talk to me for about 20 minutes?
I would be happy to arrange my schedule and travel to you
at your convenience. Thank you for considering my request.
Very truly yours,
Susan Smith
5 Questions to Have Ready at Business Functions
If you come prepared with these open ended questions, you
will never have to endure an uncomfortable silence. Once
the initial question is answered, keep asking follow-up
questions. People love to talk about themselves! They will
only remember that they liked you.
1. How did you get started in this field?
2. I’d like to hear about what you do.
3. Where did you grow up? (You may know their sister)
4. How long have you been a ______? (What did you do before
that?)
5. What is your commute like? This may sound strange, but
in fact it is the number one topic of conversation across
the country at business lunches!
In addition to these questions, your goal at each networking
event should be to remember one new name. It can seem overwhelming
to walk into a room with 600 or more people, but you will
only have time to get to know a few- so make sure you remember
a name! Don’t take friends with you. People have a
tendency to only talk to people they know- and you are likely
to spend the event with your friend. If you and a friend
are interested in the same event, make sure to split up-
and stay that way!
Final Words of Networking Advice
Never, ever burn a bridge. You may be sick of a place you’re
working at and think- awe hell! It doesn’t matter
how I leave or what I say- I’ll never see these people
again, and even if I do I won’t be working for them!
Wrong.
There are countless stories of people’s lives unexpectedly
crossing more than once. The more educated and powerful
you become, the more likely it is to happen. For example,
I worked at a company in New York with a colleague I just
could not stand to be around. Complain, complain, complain
is what she did! But I bit my tongue, knowing she was unhappy
and would soon move on. Good thing, because her next job
was as a traffic judge in a town I drove through a lot!
There is a professor here who blocked someone’s candidacy
because the person withheld notes when they were in a study
group together as first year law students. It truly does
not pay to cross people. But the rewards of helping other
attorneys, even adversaries when it does not compromise
your client, are limitless.
Almost every law firm has a list of attorneys who are known
for not practicing fairly- they act like bullies, or misrepresent
things, or they do what they can to make other attorneys
look bad. These unfortunate members of the bar are treated
differently by everyone else. Attorneys share this information
with each other so they’ll know that they can’t
ever have a reasonable discussion with that attorney. I
call them “B-Advocates.” Do not become one of
these attorneys.
ASL
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