The Invisible Network

Some LinkedIn Basics | via Tim's Strategy™

2011-11-29T18:48:00.000-05:00

Using LinkedIn: A Few Simple Reminders | Tim's Strategy™:

At the risk of sounding like a broken record, LinkedIn is a fantastic social media platform. I use LinkedIn for a variety of uses: staying on top of industry news, making connections, and yes, even self-promotion (*blush*). I use some specifically targeted groups to stay even more informed. LinkedIn has so many features now, it's easy to forget its basic underlying purpose: making useful and meaningful connections. As Tim Tyrell-Smith from Tim's Strategy (@TimsStrategy) reminds us, LinkedIn has a simple purpose, and keeping the basics in mind can help us to realize (or re-realize) the value of using LinkedIn. Tim offers the following simple reminders:

(1) Join LinkedIn

(2) Complete your profile

(3) Connect with Friends, new and old

(4) Research your target companies

(5) Resist the temptation to connect with every group and person on LinkedIn

The first couple reminders may be obvious advice, but there might still be some naysayers out there. As I've said repeatedly, you cannot ignore social media. So, if you're holding out, or think you're resisting temptation, the first two reminders are unbelievably importnant. Join LinkedIn, if for no other reason, then to at least to have an easy-to-find (ie appearing at the top of search engine results) and accurate resume or bio. For example, my law firm bio is not as easy to find as my LinkedIn profile.

Making connections is easy, but there's an art to it. I agree with Tim, the connection standards on LinkedIn are more rigorous than other sites, such as Twitter. LinkedIn is billed as a professional networking site. As such, to use it effectively you want to build your network on trust. The easiest way to have a trusting network is to connect with people you actually know or have actually been introduced to. If you haven't been using LinkedIn as of yet, then start with your friends and colleagues, old and new. I promise that people you know are already using LinkedIn.

There are other ways to build trust too, such as by actively building your brand with contribution on LinkedIn. Join groups that interest you, and be active in them. If you're not sure which groups to join, start with alumni groups and industry specific groups. For example, I'm a member of several alumni groups for my undergrad, law school, and masters degree programs. In addition, I've joined the LinkedIn groups for organizations I already associate myself with, such as the American Bankruptcy Institute or the Illinois State Bar Association. Find groups that have active and worthwhile discussions, and try to participate in them.

Having a network of connections that know you on LinkedIn is key. You can use your connections to introduce you to the people you want at companies or businesses you're targeting. To be effective, an introduction on LinkedIn needs to have a level of trust behind. In other words, it's a virtual personal referral. Sometimes we need to remember the basics and get back to effective connecting with LinkedIn.

Networking—It’s Just Building Relationships

2011-11-10T11:33:00.003-05:00

Networking—It’s Not That Bad! | Lawyerist

When we talk about networking, it's easy to gloss over the basic underlying concept: relationship building. The word "networking" has become a term of art (as we lawyers like to say), and gets tossed around freely by just about everyone to seemingly mean just about anything. Networking has become this "thing" that everyone says you need to do. You need to network to find a job, to secure new clients, to develop your brand, to find a fourth for a scramble, to book a florist for your wedding, to fill your fantasy football league, to etc, etc, etc. You get the point.

Because networking has taken on this mystifying personification, it can be an overwhelming idea to someone who doesn't actively "network", even if they have decided to start (or at least believe they need to). If you don't know where to start, it seems like a pretty uncomfortable endeavor.

It doesn't have to be uncomfortable though. We need to remember the basics. What is networking? To me, networking is simply building relationships. There are a number of different ways to get your feet wet. Whether you are at an organized networking event, or just focusing on reconnecting with past colleagues, classmates or friends; networking is simply fostering relationships. Truly, it's not that bad. There is no secret formula or only one right way to do it. Just find what works for you and stick with it. To get comfortable, try building one relationship at a time, over coffee or lunch. Get use to connecting with people by reconnecting with someone you already know. Build a relationship off of a relationship that already exists. This is where I started. While I was building my comfort and confidence, I honed my networking skills by reading as much about "networking" as I could. There are a lot of materials available, so take some time to find what works for you.

"You do not need an extroverted personality to be successful at networking. What you need is patience and persistence. Then, your networking efforts will lead to the job or clients that you want." Start small and build on it. Having patience and persistence is the key to a successful and efficient network.

Linkedin has Incredible Value to Seed Planters

2011-10-27T15:32:00.000-04:00

RevenFlo » The 5 Do’s and Don’ts of Using of Linkedin |

Above I've linked a quick article about the do's and don'ts of using Linkedin. The article appears on Revenflo.com, it may contain only common sense pointers, but it's short and relevant. To start, if anyone has ever heard me speak about networking (some like to call it "preaching"), they know I love using a particular gardening metaphor I first heard years ago at a networking event in Chicago. It goes something like, "your network is like a garden, you need to water it from time to time to make it grow." I wish I could remember the origins of the metaphor to give it proper recognition, but not only has my memory failed me, so has my trusted Google search. Regardless, I love what this stands for. It's about building relationships and growing those relationships.

The article uses a similar metaphor by noting "the value of planting seeds and tending them through relationship for, perhaps, but maybe not, a harvest that may come down the road." It must be my central Indiana roots, but the agricultural metaphors perfectly portray my views on networking. If your goals in networking are to build a relationship, add to that relationship, and then perhaps gain from it down the road; then Linkedin is an excellent tool. I've incorporated my favorite quote from the article as the title of this post, "Linkedin has incredible value to those who are seed planters."

I use several social media outlets, but I find myself using Linkedin more than any others. For one, it's relevant to my business, and I've found it easy to tailor my updates to only those with potential relevance to me. Some people misuse Linkedin, and some people don't use Linkedin as it was originally intended, to foster new connections. I've discussed the benefits and how to use Linkedin in the past in a few pieces: What's Your Online Footprint Saying?; Social Media Not Your Thing?; and the Second Degree of the Network. There's a lot of material available on how to use Linkedin. Regardless of what your take is, the article above keeps it simple and has rules everyone should follow.

(1) Don't collect connections. Do connect with more people. Make meaningful connections. Don't try to out-connect everyone by stockpiling connections with people you don't know. Instead, make connections with "a purpose of wanting to help someone in promoting their business."

(2) Don't pre-script your invites. Do make it personal and specific. I'll admit, I don't live by this rule. I have no problem with using the pre-script when connecting with someone I already know fairly well. However, if you are using Linkedin to make a new connection, or you do not know that person particularly well, then use a personalized introduction.

(3) Don't hard sell. Do be authentic. Anyone who has been active on Linkedin has probably seen the hard sell. It's best to avoid brazenly pitching your products. Rather, find discussions that relate to your expertise and add to the discussion.

(4) Don't group gather. Do join relevant groups. This mirrors the first point. It's pointless to blindly join as many groups as possible. I like to join groups that are particularly relevant to me or my practice, and I contribute to those groups when I can. It would be impossible for me to accomplish this goal in a plethora of groups.

(5) Don't be a taker. Do add value. This point is great advice. Remember that there a lot of real people out there that have fallen on hard times in the last couple of years. A lot of these professionals are working hard in avenues such as Linkedin to find opportunities. Don't be insensitive to those efforts. The article suggests finding one connection a week and offering to help them with whatever they are seeking through Linkedin. This is a reminder that Linkedin is a tool for real people, and it helps focus on building relationships through networking.

These pointers may come as common sense to some, but nonetheless I believe they are important reminders.

8 Networking Tips to Help Us Introverts

2011-10-15T15:02:00.000-04:00

Over the past few weeks, my posts have focused on social media and its affect on job searching, networking, and what I like to call "career development." My new obsession, seemingly, as been fueled in part by my work this past summer with law students. I've found that many students, and young professionals, don't know how to use social media to connect professionally, and many are not taking the precautions to control their online content that may have a negative impact. Recognizing both the benefits and pitfalls of your online footprint is integral in job searching and networking, but this recognition fails to really teach you anything about how to network.

I repeatedly tell my audiences that online networking and social media is a fantastic tool and powerful supplements to your networking efforts, but it cannot completely replace good, old fashioned face-to-face networking. Depending on my audience, a lot of the talk will be about the "networking theory". I feel it's important to stress to students that networking is essential in your career, and it's most effective when done all the time, particularly when you don't need it. But, like many things, networking is a term of art used by career services offices and the likes. It's difficult for some people to understand exactly what networking is or how to network. I usually field both questions.

The answer is both simple and complex. There is no magic formula to networking. Like many things in life, it's personal, so find what works for you, and practice what you find successful. The easiest thing for me is to collect tips from others, try them out, and eventually develop your own networking style. Networking can seem to come naturally to those who are outgoing, but what about those of us who are introverted or get anxiety about meeting new people. For us, like anything, it takes practice. I've come across a couple of articles recently that give some simple, but nonetheless useful pointers for those of us who have difficulty "networking."

Two short articles worth sharing are, 8 Ways To Shake Your Nerves And Network Like a Pro, by Alana Horwitz, Business Insider (this article was linked to by the one sited below, and can be found on www.openforum.com); and, Networking: Be Confident in any Environment, by Martha Newman, JD, PCC, TopLawyerCoach, LLC. Combined, these articles offer 8 easy tips:

(1) Start small. Attending large networking events can be overwhelming, so start small. You can tap into networks you already know, like old friends or acquaintances you've lost touch with. Focusing on a small group of people is an easy way to start growing your network. You never know who your old acquaintances might know. Someone you have lost touch with may be a great foundation for meeting new people.

(2) Listen. This is an oft overlooked skill which is essential to effective networking. Not only that, but it's easy for those of us who are not outgoing and not comfortable driving a conversation. For law students knee deep in job searches, I half jokingly tell all of them, follow the stereotype: lawyers love to talk, and usually really love to talk about themselves. Networking is a two-way street. Nobody wants a contact who is constantly taking and never giving back. Law students always say to me, I have nothing to give the managing partner of a firm. They couldn't be farther from wrong. If someone wants to meet a student to offer advice or help with their job search, then what they want is for you to LISTEN to them. This applies to networking in general, not just job searching. Listening is a great way to get to know someone, and, for example, an easy way to discover what someone's goals may be at a networking event. It's not always this easy, but don't forget to listen.

(3) Smile. This sounds ridiculous, but I agree with the advice. I attended a networking event in Chicago years ago put on by the Chicago Real Estate Council (CREC). Unfortunately, at the time my law practice was consumed by two particular litigation cases, where my opposing counsels were not always conducting themselves with the professionalism most lawyers like to see in their practice. For a young attorney, the stressed seemed unbearable. The day of the event happened to be a particularly bad day. I was allowing the stress of these cases to affect me outside of the office. I was approached at the event by a real estate partner at a small/mid-size firm in Chicago. I knew the firm well, and may have enjoyed working there. I wasn't rude, but let's just say I wasn't my usual smiling self. Our conversation was very short, and he quickly moved on. I have always regretted that moment. Moral of the story, I should have smiled.

(4) Find Common Interests. This goes hand-in-hand with the first tip. Start small. Find something you're interested in and get involved. One of the articles suggests attending a wine tasting event, great suggestion. Meet people at a smaller event who also enjoy drinking wine. Events like these are less intimidating environments and give everyone a conversation starter, the wine.

(5) Be Prepared. The articles suggest having an amusing story to break the ice or fall back on if you get nervous. This can be a good suggestion, but I think your preparation better served by focusing on the common interest, or theme, of an event. For example, if your at a business networking event for an alumni club, it's easy to ask how active an attendee is with the club. If there's a speaker at the event, use that as a conversation starter. Throwing out a random story about a past job might not always be a safe fall back. If the conversation lends itself to that, then by all means go ahead. The important thing here is to prepare yourself to drive the conversation if you have to. This can be difficult for us introverts, so try to prepare with something simple. Ask a simple question and be prepared to listen.

(6) Don't Be Late. The articles make a great point, if you arrive late, most of the attendees may already be involved in conversation. It might be a lot harder to break into one, and it definitely be a little more intimidating to do so. I was early to one of the first true networking events I attended. I had no idea what I was supposed to do, and I was actually early by accident. I was approached by the person who organized the event and she quickly introduced me to two people. I must have had that deer-in-the-headlights look. Like any true Domer, I had already found my security blanket, the bar and a beer in my hand. That might have tipped her off that I needed help. Being early allowed me to helped by one of the volunteers at the event. Had I arrived late, they might have been already tied up and been unable to help my lost soul.

(7) Volunteer at Networking Events. This is probably one of the best tips out there. If you volunteer to be a greeter at an event, you are forced to talk to virtually everyone. This forces you to get past any anxiety you might have about meeting new people. It also puts you in good favor with the people who organize the events, who are then more likely to introduce you to some of their contacts.

(8) Use Social Media. I know, back to my obsession. I just can't get away from it. Use social media to follow up with people you meet. Connect with them; send a link you think they might find interesting; use it to keep in touch and schedule an "informational interview" (another career services term of art). There is a ton of materials out there concerning how to use social media. Try to find some advice that discusses using social media in your industry. Someone in sales may use it differently than a lawyer does. Also, read my recent posts, and don't worry, I'm sure I'll be revisiting this soon and often (it is an obsession after all).

Remember, there is no secret way to network. There are definitely ways to network that have proven to be effective, and there are definitely things that don't work. If you're thinking about networking and trying to get better at it, then you're already ahead of most people. Like GI Joe used to tell me, knowing is half the battle.

How Do You Protect Your Online Image? - Could You Survive a Social Media Background Check - Law.com - LTN

2011-10-11T23:10:00.000-04:00

Could You Survive a Social Media Background Check?:

Being conscious of your online content is a theme I've been focusing on for the past couple of weeks. How social media affects your career development is a hot topic in recent career commentary. I've come across countless articles and blog posts concerning both how to use social media as well as what not to put on it. The article linked above, which comes from Law Technology News on Law.com, is one of the better articles I've read recently on how social media and online profiles can harm your job search.

The articles states, "as of September 2011, the U.S. Bureau of Labor Statistics reported that 14 million people are unemployed." This figure should be eye-popping. With every advertised job opportunity, a hiring manager or recruiter is likely to receive hundreds, if not thousands, of responses from interested job applicants. As I've stressed before, monitoring your online footprint is becoming more and more important. The social media background check "is considered new, [but] it's actually been in use for quite some time." Many employers are using the internet and the popularity of social media to conduct online background checks of potential candidates before you would ever be invited to interview for a position. I recently discussed how employers are using social media to screen candidates in my earlier post titled "What's Your Online Footprint Saying?", and I discussed the importance of knowing what information you are making available to the public in the post titled "Google Yourself!"

The article from Law.com goes even further. It explains that presently, employers have the option of using companies like Social Intelligence Corporation to conduct FTC-approved background checks on potential employment candidates. I'm not sure if Social Intelligence Corporation is the first of such companies to be approved by the FTC, or if it's just an example cited by the article. Regardless, "Social Intelligence scours the internet for everything prospective employees may have said or done online in the past seven years. The company then assembles a dossier with examples of professional honors and charitable work, along with negative information that meets the employer predefined criteria...." This predefined criteria could be things such as: "online evidence of racist remarks; reference to drugs; sexually explicit photos, text messages or videos; flagrant displays of weapons or bombs; and clearly identifiable violent activity."

If you've never considered how your online activity could affect your career, you need to take a second look at your past activity. The article offers six pointers to help you survive a social media background check. Here's a quick overview of the advice offered, but read the article for expanded content. Trust me it's worth the read:

(1) Google yourself!!! I have stressed this several times. It's important to research your own social media background check to figure out what your potential problem areas are.

(2) Change your privacy settings on social networking sites such as Facebook.

(3) Go through your online photos and photo albums.

(4) Self-sensor your posts, such as status updates and comments. It's worth going through past posts and deleting any post that could be viewed negatively by a potential employer or professional contact.

(5) Re-evaluate your online "groups." Steer clear of joining or "liking" any groups that could be construed as offensive. And finally....

(6) If you blog, re-read your entries from the perspective of a potential employer. Remove or edit postings that could hinder your job search or career development.

You need to be pro-active and conscious of your online footprint and what it says about you, not only to prospective employers, but to all of your professional contacts.

Fifteen More Law Schools to Be Hit with Class Action Lawsuits Over Post-Grad Employment Rates « Above the Law: A Legal Web Site – News, Commentary, and Opinions on Law Firms, Lawyers, Law School, Law Suits, Judges and Courts

2011-10-10T09:53:00.000-04:00

Fifteen More Law Schools to Be Hit with Class Action Lawsuits Over Post-Grad Employment Rates « Above the Law: A Legal Web Site – News, Commentary, and Opinions on Law Firms, Lawyers, Law School, Law Suits, Judges and Courts:

So news about class action suits against law schools for allegedly misrepresenting their post-graduation employment data is not really in line with my previous postings. However, this one kind of hits home for me. By the time I was a 3L in law school, I was beginning to believe that the pre-admission hype about my career opportunities after graduation wasn't exactly feasible. I graduated in 2004. My class should have been reaping the benefits of the booming economy being led by the real estate industry. That said, reality was far from that. It was difficult to find employment for the class before mine, for my class, as well as the following. I haven't seen any official data, but by keeping my ear to the ground it seems to me that the career opportunities for fresh law school graduates have gotten progressively tighter with each year. This year seems to be the first time that hiring of new-grads has picked up a little bit since at least 2008.

For this reason, I fully believe you have to distinguish yourself. The legal market is over-saturated. There are seemingly more and more lawyers graduating from law school, but fewer and fewer jobs to support them. The article states that these additional 15 schools are being targeted "because they are in 'markets that are saturated with lawyers, making the statistics implausible.'" There are plenty of attorneys out there. Because of this, when it comes to the technical aspect of performing legal work, we're all replaceable. You have to distinguish yourself from the masses.

In my view, the best way is through networking. Your professional relationships and how you use them have value. This is obvious when it comes to business production and bringing in new clients, but it goes beyond that. Your relationships with other members of the legal community or with a referral network add value to your career and your firm. The ability to confidently refer a client to another attorney to handle a problem outside the scope of your work translates to happy and satisfied client. Not to mention, maintaining relationships with other members of the legal community also leaves doors open if you decide a career move is appropriate.

For the new grads, networking is a way to find those opportunities that go unadvertised. Over the past 3 years or so, on campus interviewing has slowed incredibly, if not dried up completely. So how do you find all the other opportunities out there with the firms, businesses, or agencies that don't participate in OCI? The answer is simple, networking.

Your network alone can make you stand out. The referral you get for an opportunity can already put you ahead of other candidates. I think the one thing this article and these class actions suits can tell us is, very few are handed a job out of law school. You have to work to find your opportunities. Get interested in networking, gather as much information as you can about it, and develop a networking process that works for you. There is no magic formula. If you take the time to recognize its importance and pay attention to your efforts, you are already ahead of the young masses. For networking tips, read some of my past posts and stay tuned for more.

Google Yourself! I Lawyer Rating Services: What Will Potential Clients See When Searching for You? | Lawyerist

2011-10-06T19:14:00.001-04:00

Google Yourself!

Lawyer Rating Services: What Will Potential Clients See When Searching for You? | Lawyerist:

This post is a follow up to my last post concerning what I like to call your "online footprint." The article I link to above is geared towards the legal industry, but the points made are applicable to professional development in all industries.

The article's title refers to lawyer rating services, such as Avvo, Martindale, Super Lawyers or Lawyer Ratingz; however, the content of the article is directed at the need to be conscious of your online persona and how potential contacts are viewing such. As with a lot of industries, potential clients in the legal industry rely heavily on relationships and trust when vetting attorneys. In the past, this process occurred entirely offline. While relationships and trust are still extremely critical and relevant today, the same vetting process now occurs at least in part online.

More experienced professionals can be notorious for rejecting technological advances. Surprisingly, there are a number of students I've met with recently that are also under-utilizing some of the tools available to them. This can be a potential mistake no matter what industry you are in. An important question to ask yourself is, what tools do my target contacts use? Are they using social media? Are they blogging? Do they research online? I bet the answer is yes to a lot of the questions you'll ask yourself.

So, what's my point? You need to have an online presence. As a lawyer, your law firm's website should do a pretty good job of describing your experience and the nature of your practice (if you don't have a firm website, get one). But, there's no guarantee that your target audience will ever see your law firm's web page. A great pointer offered by the article is to create, claim and update your various social profiles. "Often, these 'search authoritative' sites will out rank your own website in search engines." Your public Linkedin profile will almost always appear in a google search for your name before your law firm, or other employer's, profile does. Make sure your social networking profiles (the ones used for professional purposes) are up to date and contains relevant information you want potential clients to see.

As for lawyer rating sites, like the article does, I'm going to go ahead and gloss over them for now. The personal referral (i.e. trust and relationships) is still king and plays the most crucial role in developing and using your network. The role of the online footprint is to supplement your good work and reinforce your networking efforts. Too many people are using these resources to simply ignore them.

What's Your Online Footprint Saying? | How Are Employers Screening You Through Social Media? | CAREEREALISM

2011-10-01T14:42:00.002-04:00

WHAT'S YOUR ONLINE FOOTPRINT SAYING?

How Are Employers Screening You Through Social Media? | CAREEREALISM:

Using social media can be a tricky thing when it comes to career development. You want to establish an online footprint, but it needs to be a professional reflection of that "you" that you want potential employers, clients or contacts to see. It's easy to let your online presence damage your reputation.

Above I link to an article about employers and recruiting screening potential candidates through social media. If you haven't realized yet that your online presence can and will impact a job search, then you need to. The article states that "recent studies indicate that 85% of employers and 100% of recruitiers will look you up on Linkedin before calling you."

First things first, as we sit here today, Linkedin has established itself as the premiere social networking site for professionals. This will probably not always be the case, but it is right now. If you don't have a Linkedin profile, you should. It's free and easy to create. No, I'm got getting paid money to endorse them, but it's a site I use often and in a variety of ways. The groups are a great source of industry news, as well as industry specific opportunities. It's also a great supplement to your networking efforts (it will never replace traditional, face-to-face networking, but can definitely help it). One of the ways I use Linkedin is to keep track of my network. I can see when my contacts move companies, get promoted, publish an article, or like recently (for those of you who have read my recent posts) are referenced or commended on CNN Money or the like.

So how do I use this information? I use it to water my garden and keep my network fresh. A friend of mine from college recently left his position at a bank in the Kansas City area for a new opportunity with another bank in town. I congratulated him on his move, and through that we have reconnected. In fact, we already have plans to meet up to tailgate at the upcoming Notre Dame / USC night game in South Bend this year. While this will clearly be a social call, I happen to represent banks in my legal practice, and his new employer is not currently on my client roll call.

So, hopefully I've given you a glimpse of some of the benefits of having an online footprint and using social media tools to your advantage. Now how do you protect your image, particularly when job searching. As the article above describes, first Google yourself. If you use them, Google variations of your name too. My business card says "Nathaniel", but those who know me know I go by "Nate." This will give you an idea of how your online footprint is showing itself.

The article continues to briefly cover Facebook, Linkedin and Twitter. If you're using any of these, take note of the author's advice. As I stated above, for me Linkedin is the clear leader in professional social media. Facebook is definitely more social than professional. For that reason, I keep any and all social updates confined to my Facebook account, and I put all of my professional or career related updates on my Linkedin account. I protect myself by keeping my privacy settings such that a career contact cannot see my Facebook profile without also knowing me socially. As a general rule of thumb, Facebook and similar sites are for "social" networking, and Linkedin and similar sites are for "professional" networking. This seems to be how the general populous treats these tools, so you should too. Posting strictly "social" updates on Linkedin can be damaging to your career.

If you use Twitter, you need to always think about how you want to be perceived in your career. Do you tweet useful information, or are you sending out potential career damaging updates? It's still to be seen how newer sites such as Google + will play out. Right now, I treat Google + as a mix of Facebook and Linkedin, but I'm always conscious of the information I publicize. The best two tips from the article are to restrict public access to your "social" profiles, and to make sure your profile picture is always one that you want a potential employer to see (remember profile pics are always public).

There are a lot opinions about using social media out there today. Just remember to use your best judgment and always keep in mind that a potential employer or client my be seeing whatever you are doing online.

Are “Years of Experience” Requirements Fair to Younger Workers? | BNET

2011-09-28T11:56:00.001-04:00

Are “Years of Experience” Requirements Fair to Younger Workers? | BNET:

Recently I've spoken to several groups of law students about the importance of networking and its benefits for recent grads and new lawyers. When I spoke at Notre Dame's law school, the program was aptly titled, "Networking for New Lawyers." Due to these recent discussions, I've been paying particular attention to material and advice geared towards entry level candidates. I recently came across a short piece, actually a response to a question to the author, which focuses on the "years of experience" requirements that are often present in job postings. The piece appeared on bnet, part of the CBS interactive network and is linked above and throughout this post.

The question posed to the author, are years of experience requirements fair to young workers? It's frustrating as a new grad or a young worker looking for opportunities when everything out there seems to require some minimum threshold of experience. The truth of the matter is, today's market is an employer's market. Hiring inexperienced talent is an expensive business to be in. This piece paints this picture perfectly: "So, when a manager has gobs of time and cash and all that, she's willing to take the risk of hiring someone without enough experience and train him herself. When deadlines are tight, finances are tighter, and stress levels are high, she wants to hire someone that someone else has trained."

In the legal industry, as well as others, there is added pressure from clients. There have been grumblings the past couple of years, particularly in biglaw, that in a depressed economy, clients are paying closer attention to their legal bills and are not willing to pay the cost of training new lawyers. The pressure has been to add lateral hires and not recent grads in need of training. Law schools, like a lot of academic programs, generally don't teach students the necessary skills needed to survive in the work force. The author highlights this point rather bluntly: "Sorry to say, but universities generally stink at teaching skills that help you survive in the workplace."

The years of experience requirement is out there to reduce the amount of training a new hire will need. There are two suggestions given by the article to combat this. First, she focuses on internships. Your internships are experience and can be used to meet lower experience thresholds. This is an important point, taking a summer job in college that has nothing to do with your desired career because it pays well, or you like doing it, or some other reason, may hamper your post-graduation efforts. This is good advice, but sometimes finding an internship is just as hard as finding a job.

"So, what's a younger worker to do? Same thing as an old worker: Network." Networking for the less experienced can seemingly be more difficult. You don't have the experience, and more importantly you don't have the industry contacts that someone who has been in the game for years has. But this should not discourage the recent grad or young worker. Networking is even more important to them because there is no "experience" to fall back on. Networking is a way to separate yourself from the general working population. When looking for that first job, or even a second or third, the most important thing you have might be the right personal referral. A referral from a trusted source is often the easiest way for a recruiter or employer to differentiate a potential hire from the masses of applicants. Several years ago I posted regarding personal referrals, that brief post can be found here and is worth revisiting.

So, years of experience hurdles are not prohibitive, they are just annoying. Often they are there for a reason, but in the current employment market, they seem to be there more often than not in order to minimize the amount of training. Use you network to surpass those hurdles, and more importantly, use your network to find opportunities that aren't public postings.

From unemployment to startup - The recession: Bring it on! - CNNMoney

2011-09-26T11:07:00.000-04:00

From unemployment to startup - The recession: Bring it on! - CNNMoney:

Congratulations to my friend Steve for being featured in this piece on CNN Money. Looks like his drive and ingenuity have led to a flourishing and successful career path.

As some readers may have noticed, I took a long hiatus from posting. There was a little too much happening in my life that forced my writing to sit on the back burner for a while. Actually, it's been long enough you can say it was in the slow cooker. Last week I put some new content up. While I don't plan on writing everyday, I couldn't pass this piece up.

The article features eight young entrepreneurs who left the file and rank employment world and followed their drive to create successful start-ups. Steve and his company Vorsight are featured in the piece. An important thing to take away from this is to remember that traditional boundaries are often more perception than reality. If you have the passion and drive, you can create your own successful career path. Steve is quoted stating, "if you can't find the job you want, you should create it."

Entrepreneurship is not everybody's cup of tea, but important lessons can be taken from this. It goes back to a simple question, in today's market, an employer's market, how do you differentiate yourself from the masses? For me, it's networking. I use my network and the way I use my network to separate myself from those around me. For those featured in this piece, it was entrepreneurship, taking a good idea and hard work and running with it. These generalizations are obviously simplifications. Hard work is behind all success stories. But being able to focus on a goal can help you excel in this current economic environment. Even in a depressed economy, there are opportunities out there, you just need to know how to better position yourself to take advantage of them. An excerpt from the article captures this sentiment beautifully:

"While many people are cursing the economy and its effect on their businesses, Richard believes that the recession has played a large role in Vorsight's success. It has allowed him to attract great employees who were willing to work for his fledgling company. Also in a depressed economy businesses need more help than ever with sales techniques."

The recession has allowed Vorsight to focus on services that companies need more than ever. A down economic environment exposes shortcomings in sales techniques. Kudos to seizing this opportunity. The other key point in that excerpt is screaming at me. The recession allowed Vorsight to attract great employees.

So if you're not ready for entrepreneurship, the question to ask is, how do you position yourself to join these opportunities? I believe the answer is networking. Being patient and persistent, and watering your network garden enough to keep yourself relevant in the front of the minds of those people who can lead you to opportunities. When companies like Vorsight are seeking out qualified candidates, it's always easier to consider a candidate from a trusted source or from a trusted personal referral. A lot of opportunities are won by being in the right place at the right time. The goal of effective networking, particularly for the job seeker, is to position themselves to be closest to those opportunities.

For me, this article is more than a few success stories. It's a reminder to stay focused, stay persistent and stay patient. Congratulations again to Steve and Vorsight for the feature.

MSN Careers - Social media not your thing? It could hurt your job search - Career Advice Article

2011-09-23T16:43:00.002-04:00

MSN Careers - Social media not your thing? It could hurt your job search - Career Advice Article

I came across a great article today that's in line with some of the networking principles I believe in. It focuses on social media, not necessarily how to use it, but why to use it. The undertones are pretty clear to me though: use your network, and use social media as a tool.

As you know, I firmly believe that social media will never replace face-to-face networking; however, it's an excellent supplement that should not be ignored. This is a topic that I've mentioned before in a post from June 2009. While social media has grown in the past few years, so have my views on its importance. Face-to-face networking is key, but social media can go hand in hand with it. The article gives some interesting figures which show that social recruiting is where many recruiters and employers are now investing their time and money when it comes to recruiting new talent. As social media continues to evolve and impact the professional world, employers and recruiters will continue to utilize this tool. The article (which as always is linked above) is definitely worth your read.

By far the most compelling line in the article is almost mentioned in passing. The author states the following, "the Bureau of Labor Statistics estimates that up to 85 percent of career opportunities go unadvertised, which means that you have to use your network." I cannot stress the importance of networking enough. There are opportunities out there. There are employment and business opportunities all around, you just have to know how to find them. Often, that means being in the right place at the right time, but it's more than that. You have to put yourself at that right place at the right time. That's where your network comes into play. The key is to be patient and persistent. Networking is most effective when done all the time, not just when you need it. Your goal should be to stay in the front of someone's mind. When an opportunity crosses their desk, you want to be the first person they think of. Social networking is an excellent way to help accomplish that, by using it to keep more regular contact than you usually would.

I take the time once every few weeks to go through my contacts so I can effectively "water my garden." I scan through them to see who I haven't talked to in a while and to reach out to a few of them. Now, more and more, instead of browsing my outlook contacts, I'm scanning my Linkedin contacts. So, with that, read the linked the article, think about and take note of the different ways social networking and social media can supplement your network.

An Article from ere.net - Are You Leaving Job Candidates with a Negative Impression? - ERE.net

2011-09-22T11:42:00.001-04:00

Are You Leaving Job Candidates with a Negative Impression? - ERE.net:

As you know, typically my posts involve everything networking: networking events, networking tips, and my insights into networking in general. However, today I stumbled across this article, which is written as advice to recruiters and in-house HR departments. This struck a cord with me. As a past job-seeker, I too have a standing negative impression from a potential employer by their failure to remember me after an interview. The notions of courtesy that are stressed in this article run true in every facet of your career. I'm reminded of Robert Fulghum's book, "All I Really Need to Know I Learned In Kindergarten." (It's been so long since I've read that book that I have no clue whether or not that reference is even appropriate, but at least the title is so go with me).

Since I began my "grown-up" career after law school, I can't tell you how many times this situation has happened to me. Admittedly, many of those times, I was probably underqualified for a position I applied for. I was likely either a law student, or a recent graduate looking for employment with little to no experience. That being said, I was surprised and somewhat insulted when this happened to me recently during my job search when I decided to relocate from Chicago to Cleveland.

I interviewed at a handful of law firms in Cleveland for a lateral hire position during my search. The firms ranged from big law, midsize, and small firms. One of the firms, which will remain unnamed, did just what this article describes. After I traveled from Chicago for an legitimate interview with the heads of the practice group I was seeking to join, I never heard another word. I became a forgotten candidate. My practice was not an exact match for the position, but that does not excuse the lack of courtesy following the interview. I really appreciated the opportunity, regardless of whether I believed it was a good fit. I sent thank yous expressing my appreciation, only to receive no response and to never be notified of the results of the interview.

Unfortunately, I agree with the author of this article. From my experience, I believe there is currently a culture in career recruiting where it's acceptable, if not the norm, to forget about every candidate as soon as it's determined they are no longer useful, no longer a potential hire. This defies logic and defies notions of common courtesy.

With the influx of applications and resumes received for every open position nowadays, I admit it's easy to do this. However, like the author, I believe this is a problem. Something as simple as a follow up can avoid forever tarnishing a company's image to a person who is most likely an eventual competitor. So I guess my thought for the day is to remember those things you learned in kindergarten. Courtesy and thoughtfulness go a long way in the development and maturity of a career.

4 Reasons To Make Friends At Work - Careers Articles

2011-09-21T12:33:00.002-04:00

4 Reasons To Make Friends At Work - Careers Articles:

This is a follow up to my post yesterday regarding the importance, and oft-overlooked value, of networking in the workplace. I came across this short blurb on the Huffington Post which gives four reasons why making friends at work is worthwhile.

The first three reasons go hand in hand. First, research apparently shows that you'll be a better worker. The research isn't cited, but this makes sense. Your overall mood in the workplace will definitely have an effect on your work product. Second, you'll engage more with your work. Anyone who is accustomed to or prefers working in a team environment knows that friendly relationships at work help foster collaberation and will keep most employees engaged. Third, you will be less negative. Negativity makes you less engaged and a worse employee. Enjoying your work environment makes you less negative towards work in general. Regardless of your job situation, avoiding or minimizing negativity is important in any career. Negativity can create a bad personal stigma that may be difficult to shed. The final reason given is obvious, but nonetheless an important benefit. Having workplace friends improves workplace communication. Communication is an integral part of any collaborative or team work environment.

Keep in mind, making friends in the work place mirrors networking in the workplace. Your goal should be good professional relationships among individuals with diverse roles at work. You can build an efficient network in the work place, and focus on bettering your work environment (and keeping your sanity).

3 Rules for Networking at Work - Management Tip of the Day - September 16, 2011 - Harvard Business Review

2011-09-20T16:09:00.002-04:00

3 Rules for Networking at Work - Management Tip of the Day - September 16, 2011 - Harvard Business Review:

Here's an interesting "tip" from the Harvard Business Review regarding a networking topic that is often overlooked: networking at work. It raises a point that seems to be more relevant in a larger office setting, but nonetheless an interesting point.

The three rules are important and relevant to the everyday work environment. First, it's easy to deepen relationships with those that you work with or interact with daily; however, relationships with members of other teams or other departments will require more focus to foster. Second, focusing on an efficient network rather than a large network is important no matter where you are networking. The goal is not to know as many people as possible, but rather to know the right people for when the right moment arises. Focus on a broad network, not a big network. Lastly, go for the personal referrals. Find the people who have "cross-over" experience to give you a variety of introductions. Focusing on this combines the importance of the personal referral with building a broad network.

It good to see someone addressing a networking opportunity that is often overlooked. We shouldn't forget about our co-workers, this may be the easiest environment to build a network and hone networking skills.

Happy Birthday Michelle

2009-10-28T10:55:00.001-04:00

So I know things have fallen silent here the past couple of months. Please accept my apologies, unfortunately it seems that I can't find the time to do anything nowadays. That aside, I want to wish Michelle a Happy Birthday! I hope you enjoy it, and congratulations again on your new place!

Wedding Festivities

2009-07-22T11:51:00.001-04:00

Congratulations to Darcy and Brian. The wedding was a great time, and I hope you have fun in Hawaii. I think we're all jealous not to be going.

New York Times Article

2009-06-16T11:19:00.003-04:00

As many of you may know, I am currently in school getting an LLM in real estate law. I received an email from the school's career services department that brought to my attention an article from early May from the New York Times. The article is about networking in the wake of layoffs and lost business, and is particularly relevant to what I am doing here.

Review of "Job-Search Networks, in all Shapes and Sizes"
from the NY Times May 3, 2009

As I explained above, the article Job-Search Networks, in all Shapes and Sizes was recently brought to my attention. This article is a commentary on the different types of networking efforts that people are organizing today. Right now, there are multitudes of unemployed and underemployed professionals. The article mentions that thousands have flocked to online networking sites, such as Facebook and Linkedin, but focuses on and details different types of offline community networking efforts.

I suggest reading the article (see the hyperlink above) to get a sense of what kind of efforts people are going to in order to expand and strengthen their professional networks. That said, there are several good points made, albeit some are just mentioned in passing.

First, for the jobless and recently laid off, networking can provide a venue for support. Meeting with others in similar situations can help to deal with the hardship of losing a job or losing a big client. That said, the article states a point raised by Duncan Mathison, a management consultant in San Diego. Some networking groups for the recently unemployed can focus on the wrong things. It is easy for these groups to turn into "gripe sessions." Negativism defeats the purpose of networking and can be counterproductive to the goals of the group.

The second point is more prevalent throughout the article, the benefit of face-to-face networking. As I have stated before, online networking tools have been great, but they serve a limited role. Online networking should supplement offline efforts. Face-to-face networking lets you actually get to know somebody and builds trust in that person.

Lastly, and probably the most important point the article makes, networking is a two way street. All the members in a networking group have to be interested in helping the other members, as well as looking to get help. Rachelle J. Center, president of RJC Associates, a management consulting firm in San Fransisco, cautions to be aware of networking groups that have members who are only seeking to take from the group. "'It has to be a quid pro quo,' she said. 'You help them, they help you. Successful networking is as much about what you can do for others as it is about what you can get from them.'"

Review of an Illinois Bar Journal Article

2009-05-26T17:39:00.004-04:00

Shakin' the Pink-Slip Blues (review of the article)

The May 2009 edition of the Illinois Bar Journal has an interesting article by Helen Gunnarsson titled "Shakin' the Pink-Slip Blues." The article is written with a recruiter's perspective and directives on the proper steps to getting back into the legal work force after being laid off. While this is an interesting article for several reasons, it's particularly relevant here as it focuses on the importance of networking. Gunnarsson counsels that the first step is doing a self-inventory of your experience and skill sets. Second, identify which jobs are right for you. This means evaluating potential alternatives for your future based on your skill sets. After that, she dives into the networking aspects of career development.

For the substance of the article, Gunnarsson relies on the thoughts and comments of several recruiters and career counselers, including: Sheila Nielsen, founder of Nielsen Career Consulting Service ; Pamela DiCarlantonio, a managing director of the Chicago office of Major, Lindsey & Africa; and Marilyn Moats Kennedy, founder of Career Strategies.

The article talks about going to, and through, the "village outside the castle." This is a catch phrase Nielsen is quoted with coining. The concept is simple. The company or the job you want is the "castle," and the HR department or person receiving either blind resumes or a response to a job posting is the "dragon." The dragon may pass your resume onto the right person, but it might also just eat up the paperwork. So, instead of going directly to the castle, as Nielsen explains, you need to go through the "village outside the castle." This metaphor is referring to the traditional process of professional networking. You need to go behind the scenes to make sure your resume gets to the right person.

Networking Dos and Don'ts

The networking portion of the article begins with some networking pointers. The focus of this section is making sure to ask the right questions. This goes back to the earlier parts of the article requiring you to do a self-assessment and using that assessment to figure out the right jobs for you. Use this information as your background knowledge to make sure you are asking leading questions that will get you to your goal. Most people who are out of work, or who are students looking for their first job, simply ask who is hiring. This is not going to get you anywhere. Instead, with networking, you need to pitch yourself, and then ask your contact if they know of any places where your skills would fit in. If the contact has some suggestions, ask them if they know a contact person at that firm or company for you to talk to.

The basic idea here is that your networking needs to have an end goal. The article refers to networking as a quest to get to the castle. You make small steps to move closer to your goal.

Note that this differs from some things I have said in past posts. As a lawyer, I think it is important to have an open mind when networking, and not just dismiss someone you meet because they do not fit in to your goals for a particular event or networking situation. Always remember that anyone can be a client or lead to a client. That said, this article is focused on networking for employment. In this case, while keeping an open mind, you need to also have a specific goal and stick with it. Continue on the quest to get closer and closer to your goal.

Persistence Pays

Continuing the quest, or staying the course is key. Networking is not easy, and it takes time. Like I have said before, networking is about building professional relationships, creating and marketing self-value or worth, and building professional trust. The metaphor of a quest is absolutely appropriate. It is easy to get discouraged, but you need to stick with it. Making a contact is basically an informal interview. You use these opportunities to continue meeting people and to gain new contacts which may be closer to your end goal. Being persistent means continuing to network in order to, at the very least, get noticed by the right people. In other words, network in a direction and always follow up.

Network When You Don't Need To

In my opinion, the last part of the article is the most important, and the most overlooked aspect of networking. It is important to network when you don't need to. Too many people think that networking is only important when they need a job or something else. This is the wrong approach. Like I stated above, networking is about building professional relationships and building trust. Networking is a two-way street, not a one-way street. Students, particularly, miss this point. I know I did when I was a student. If you have established a network before you need a job (or even while still in school), it's much easier to use that network when you need it, rather than to try and start building one in your time of need.

In the article, Kennedy is quoted as saying, in pertinent part, "networking episodically is far more painful than doing it on an ongoing basis....This is called career insurance, and you make it yourself." This is the perfect comparison for the importance of networking. When you need your network, it will be there for you. If you start networking only when you need it, you have a lot longer road to travel, and under the conditions it will be much more stressful.

This was an excellent article. I recommend reading it. If you cannot get your hands on a copy, let me know and I will send it your way.

I Know, So the Posts are Only Trickling In Right Now

2009-05-22T11:25:00.003-04:00

This post is going to be short, sweet and apologetic. Unfortunately, my work, school and personal schedules have been hectic over the last five or six weeks. It's made updating my blogs slow to a virtual crawl. I always hate when stuff, particularly work, gets in the way of things I actually want to do. Anyway, there is more to come very soon. Hopefully over the next few weeks I will be able to provide more a lot substance up here. I have a couple of articles regarding networking and blogging that I want to comment on in the near future. In addition, I will be completing some very stale, old drafts that never got published here. Make sure to check out the archived posts for when they show up.

In the mean time, I have still been keeping up my networking efforts. I have not had the time to attend any networking events recently, but I have made time to meet some people for lunches. I like to keep the rule to thumb of always try to schedule one lunch a week with someone. This keeps my network fresh. That said, in practice, sometimes it's difficult to manage. In addition to in person lunches, I've taken the time to touch base with people by sending a few emails every couple of days. It's important to keep up good communication, even if you don't have time for any face-to-face interacting.

As always. thanks for reading so far, and I hope you continue reading and checking for updates. On that note, I want to take the time here to give a shout out to a loyal reader. Thanks Michelle for reading and checking the site for updates. It's much appreciated.

Hidden Networking Opportunities

2009-05-06T17:31:00.005-04:00

While it's clear to all of us to recognize the value and opportunities associated with organized networking events, it can be easy to overlook other everyday networking opportunities. There are plenty of hidden networking opportunities that occur all the time. The trick is to recognize those opportunities and be able to take advantage of them.

The idea behind this post was suggested to me by a friend, in a round about way (thanks Darcy). The suggestion was to write about the forced networking that can happen on airplanes while traveling. It makes sense, you're confined to a seat with complete strangers stuck directly beside you for the exact same amount of time, so why not use the opportunity to network. This seemed like an excellent suggestion, but I struggled with how to discuss this narrow and specific situation. Then I realized that the airplane example is just a good depiction of a broader idea, recognizing hidden networking opportunities in everyday life.

Hidden networking opportunities can occur in many shapes and sizes. Often, casual social settings can open doors to business relationships. For example, as an attorney who practices in real estate law, I've met people in social settings who have ended up hiring me for their residential real estate closings. Residential real estate closings are not the focus of my practice, but through casual conversation I learned their need for an attorney for their transaction, and likewise they learned of my experience in real estate law and transactions. In this instance, dinner and drinks turned into a client for me, and an attorney for them when they needed one. This is just one example of many depicting the value of hidden networking opportunities.

We need to keep in the back of our minds that any social setting can be a networking opportunity. In addition to the example above, I have helped people that I met in situations ranging from weddings to ND tailgates. In sum, pay attention to people you meet and be conscious of the every day happenings around you and the opportunities that go along with them. You never know when a friend of a friend or a total stranger can turn into a long term contact.

A Brief Note on Personal Referrals

2009-05-04T10:33:00.013-04:00

As an attorney, I receive promotional calls, emails, and snail mail from people and organizations on almost a daily basis. Typically these offer services for use in my practice, but sometimes offer products or services for my personal life. Almost every single one of these goes into my trash can, my spam folder, or my voicemail to be deleted. My time, or more accurately my billable time, is money. If evaluating an offer takes away from what I can accomplish in a day, it's often not worth the initial review. I feel that I need someone else to evaluate a product or service provider’s value before it crosses my desk. Thus, in my experience most connections, including new clients, are made by referrals. Referrals are a valuable resource that can be overlooked.

The personal referral is the most effective way to expand your network, and can be a great resource for obtaining new clients and business. For attorneys, if I am introduced a personal referral, then there is already a level of respect and trust present. In other words, someone else has made the initial review of what the skills I am providing and has approved those skills by referring me to prospective client.

In addition to the introduction, the personal referral helps build my reputation. Even though it jump starts building a reputation with a new contact; it is important to remember to continue to nurture and build your reputation in the new relationship.

A professional network is like a garden, you have to water it from time to time in order for it to grow (Credit for this metaphor is being given here, but I'm not sure to who. I first heard this from a speaker at a networking event, who also gave credit. I can't recall either name). Maintaining your network does several things; it keeps current contacts or clients happy, continues to build your reputation, and allows for further expansion of your network. A new relationship does not end at the close of a deal.

While a personal referral can be the key to the first step of building a professional relationship, maintaining the relationship requires many different tools and resources. The use of emails, letters, and online social networking platforms can be used as a great supplemental tool to maintain your existing target network.

The Second Degree of the Network

2009-04-12T19:05:00.003-04:00

On Linkedin I received a promotional notice of a new book out called "How to REALLY use Linkedin", written by a networking coach named Jan Vermeiren. Jan had previously written a networking book called "Let's Connect." Now I'm a strong proponent of networking, and I consider myself fairly seasoned at it. Additionally, I know my way around online social networking platforms. That being said, I'm not currently in the market for purchasing a book on the uses of Linkedin. While it seemed the book could be quite useful, I was still more excited to see that Jan was offering a free, light version of the book in pdf format. I downloaded the light version and have taken some time to read through it.

From the book, the five fundamental principles of networking are as follows: (1) networking attitude, (2) the golden triangle of networking, (3) the real power of the network is in the second degree. (4) quality and diversity are both important, and (5) your "know, like and trust" factor.

In this blog, I'm going to focus on the third fundamental principle: the real power of the network is in the second degree. Who you know, or in other words, your network, is considered the first degree. On Linkedin, the first degree network is indicated by a number 1 next to the name of your contacts. The second degree are your contacts' connections. These people are denoted with a number 2 next to their names.

The book makes some good points regarding the second degree, and reinforces my ideal that everyone at a networking event is worth the time and the conversation. While someone may not be in an industry that you view as important, beneficial, or even relevant; you never know who they know. Their network always has the potential to be very beneficial to you.

Also, as I've said before, networking is a two-way street. If you are seeking benefits of any kind from networking, it's essential to offer benefits to others. You have to have some value to offer. Not only does every person in your first degree lead to your second degree network, but you also provide others with a second degree network. By taking the time to speak with an individual who at first doesn't appear to suit your goals, you may learn that they are looking for someone in your network. This point is important and should always be in the back of your mind. Referrals can be a great source of customers, clients, mentors, etc.

The second degree network is beneficial because you have easier access to those individuals by having the first degree network act as a bridge between you and them. The first degree can offer an introduction or referral to the second degree. With a personal introduction or referral, someone else has in essence taken the time to evaluate the value of the contact. Linkedin makes this easy because it allows you to see not only your connections, but also those people in the second and the third degrees beyond your network. For example, if you're searching for someone with a certain expertise on Linkedin, the results may show an individual who falls into your second degree network. Linkedin makes this easy to see.

In short, if you want a brief overview of the benefits to using Linkedin as a networking tool, check out How to REALLY Use Linkedin, or at least the light version. For other questions, as always, feel free to contact me.

Mocktail

2009-03-02T17:50:00.006-05:00

February 17, 2009

The Center for Real Estate Law at JMLS hosted a "Mocktail" for students to work on their networking skills where they invited a number of alumni to participate. The Mocktail is the follow up to the Center's Networking 101 workshop put on the week before. The idea behind the event was to simulate a cocktail party and for students to get feed back from the alumni on their networking skills and demeanor.

The idea is good in theory, but was a little awkward in practice. I was stuck on a phone call in the office and so I arrived a little late. I missed the introductions to the event so I had to break into an ongoing conversation between a student and an alumni. Making an introduction, especially if it involves interrupting a current conversation, can be the most difficult thing to do at a networking event. An easy way in is to approach someone you already know. Obviously, this only works if you actually know someone there. In this case, that's exactly what I was able to do. I briefly interrupted a conversation to say hello to someone I recognized from class, then introduced my self to the person they were speaking with. There's plenty of ways to make an introduction, but I typically like to warm up with familiar faces.

The awkward part about the Mocktail was that it was broken into timed segments. So after a short amount of time, everyone in the room was stopped and all alumni in attendance were asked to give feedback to the students. The timed segments were often not long enough, and on several occasions the conversations felt as if they were cut short. That said, I was still able to get some good pointers.

Importantly, I spoke with one of the participants regarding how to handle the situation where you have absolutely no knowledge or understanding of what an individual does for a living. It's difficult to have an engaging conversation about someone's "profession" when that profession is completely off your radar. We found that there are two easy answers to this dilemma. One, make small talk to see if there is a common subject the two of you can discuss; and two, ask them to explain what you don't understand. This can be accomplished simply by asking what the person does day to day. A lot of times, people are happy to talk about their profession and explain what they do. Keep in mind, that person is there to network too, and they may want you to have a good understanding of their work. You may have some professional value to them that you haven't been able to sense.

In my case, I spoke with a gentleman who is a partner at a law firm that specializes in real estate tax. I'll be honest, tax is a topic that is often completely over my head. He was happy to explain his work to me. He knew that I may have clients that need a real estate tax attorney, or that my firm may be in the need of a real estate tax co-counsel at some point in the future. Understanding what he does allows me to recognize when I could use his expertise. Particularly in the legal profession, facing this situation at a networking event should not be avoided. For attorneys, typically everyone is potentially a client, and inevitably a client is at some point going to need expertise outside your scope of knowledge. Therefore, it's good to know how to handle the situation and not just move on to meet other people.

The Mocktail was a great idea. It was perhaps a little too short to be as effective as possible, but nonetheless it was definitely worthwhile to those who attended. The Center is definitely doing a great job in emphasizing the importance of networking to its students.

Conversations with Peter Eisenberg & Ken Morino

2009-03-02T16:38:00.003-05:00

February 12, 2009

I attended a small lecture by developers Ken Morino and Peter Eisenberg. The lecture and the Q&A session afterward was geared toward the state of real estate development industry in today's economy. Since this is a networking blog, I'm going to focus on a few comments they made relating to networking in regards to real estate development, and all but ignore their comments on the state of the industry right now. However, first, to sum up their thoughts concerning the industry in today's economy, it's a great time to have capital and a horrible time to be leveraged.

That said, a majority of the conversation was about the Harold E. Eisenberg Foundation. Harold Eisenberg passed suddenly in 1999 from cancer involving the liver. Shortly thereafter, the Harold E. Eisenberg foundation was founded in his memory. The foundation was founded to promote cancer research and to promote learning and mentoring, specifically in the real estate industry. Peter Eisenberg, one of the lecturers, is the son of Harold Eisenberg and is extremely active with the foundation.

The foundation has a great program for students where they can mentor numerous industry leaders. More information regarding the foundation's mentor program can be found on their website at www.eisenbergfoundation.org/mentorship/mentor-program.aspx. The program is great in that it allows students to get a taste of the real world in fields they are interested in by mentoring some of the best in the industry. The mentors are from a number of real estate related industries ranging from development, brokerage, REIT's, lending, site acquisition, and property management just to name a few.

That said, the underlying theme of the conversation was Harold Eisenberg's interest in people and his relationships with them. The mentor program was born out of that. Peter and Ken confirmed the importance of relationship building. Both believe the real estate development business is a relationship oriented industry. Networking is integral in a developer's success, and professional relationships are the key to that success.

It is clear, that no matter what industry you are in, networking is essential. Successful networking opens doors, whether it be gaining new clients or customers, new business opportunities, job opportunities, or some other benefit. The importance of professional relationships and relatioship building has never been as evident as it is today. Having a network already in place can be a safety net in this economic environment. Even if you have no network in place, now is a great time to start building one.

Networking 101: A Workshop for a Student's Perspective

2009-02-11T11:06:00.011-05:00

February 10, 2009

The assistant director of the JMLS real estate center hosted a networking workshop for students. Attending the workshop was actually a prerequisite to attending a mock networking event at the school next week. The workshop, titled "Networking 101: Practical tips for converting a cocktail party into a long-term network", covered a lot of good points and presented an outline for having a strategy at networking events. Admittedly, I arrived a little late, so I missed the beginning. That said, I tried to take some good notes so I could describe some of the better points of the workshop here. Below is an overview infused with some of my own thoughts Keep in mind, the workshop was presented from a student's prospective seeking to network with potential employers.

The workshop focused on developing a plan and goals when attending networking events; and then executing that plan through preparation, confidence, and follow up. The key to effective networking is right in the title of the workshop: turning a networking event into a long-term relationship.

First, you need preparation. Many structured networking events will provide a list of the people who are attending, or at the very least are themed such so that you know what industry is likely to be there. That said, prepare goals beforehand and stick to them. Your goal should reflect what you want to get out of the event, such as meeting a certain professional or gaining certain knowledge. Keep in mind, the ultimate goal of forming a long-term professional relationship is accomplished through the follow up after the event.

Second is the event itself. The assistant director offered several good tips and strategies for easing the tension of a networking event. Upon arrival, take time to review the program if there is any, or survey the registration table to get a feel for who is going to be there. Take a lap around the room to see if there is a particular person who you want to meet. The most important thing to remember is that every one is there to meet people, and that all if not most people are a little nervous about the introduction. Therefore, you need to stay confident and introduce yourself, even if it feels a little awkward. By taking the initial step, you most likely are relieving the pressure from the other person. To help with this tension, many structured events will have an activity, such as formal introductions or games like meeting ten people in order to be eligible for a raffle.

When you are past the introduction, make sure you ask questions. Try to only ask questions you want to know the answer to. If your goal is information, ask questions focused on leading to that information. Likewise, if you are seeking to meet particular professionals, make sure you discover who those professionals are.

Ending a conversation can be as awkward and just as difficult as beginning one. The workshop suggested to end a conversation when it is not meeting your goals, or it has run its natural course. That said, keep in mind that networking is about relationship building. It is difficult to predict the path your career will take, so be wary of prematurely ending conversations that might not be "meeting your goals" for the evening. Also, always bow out of a conversation gracefully. If there is not an out, then remember there's nothing wrong with simply ending the conversation with a "nice to meet you" and a hand shake.

The final point the workshop focused on is, I believe, the most important: the follow up. Networking events can be similar to speed dating. The idea is to get to know someone enough in a short amount of time to want to speak with them again. Make sure you send a follow up email or note to people you want might want in your professional network within a day or two. However, do not just coldly send a resume unless it was requested. You need to follow up in person first and begin to build a relationship. Remember to take notes at the event to help you remember people. The easiest way is to jot a few things down on the back of their business card, including the name they use if different from the formal name on their business card.

As the workshop described, the idea behind networking events is to be able to meet new people and hopefully grow relationships such that they become part of your professional network. That needs to always be the mindset, even for students seeking employment.

Nate

ND Face-to-Face Event

2009-02-03T18:06:00.011-05:00

December 15, 2008

Back in December was the second Face-to-Face networking event for the ND Alumni Network on Linkedin (www.Linkedin.com). The event was quite a bit more popular than the first one. Space was limited, so the number of attendees was capped at twenty-five, which filled up easily. The meeting was held in the offices for Weaver Boos Consulting, of which the organizer serves as corporate counsel.

There was an open networking period with wine and appetizers before we all got together and set down around the conference room table. I spoke at some length during the open networking period with the owner of the Chicago Diamond and Jewelry Exchange (www.chidexx.com). We met at the first ND face-to-face event, but didn't have much time to talk. It was interesting on getting a feel for what a diamond broker does and how Chidexx might be useful to me one day.

The discussion after the initial open networking was focused on introductions and ideas concerning how to use these events and Linkedin for effective networking. Much of the talk focused on building relationships and how we can effectively help those who are newly looking for work in this economy. The comments made go straight to some of the core principles of networking and building relationships. There was a general consensus in the room to pass along opportunities or keep individuals we know in mind whenever we hear of something. The idea is that if we build relationships, we're better able to match opportunities with people we know who may fit those opportunities.

After the discussion, there was another open networking period. There were several younger Domers there I recognized from when I was a student at ND. I was able to reconnect with a person who I recognized from the old days in the NDH (North Dining Hall). We raught up some and realized we had several mutual friends. All in all, the second face-to-face was an enjoyable event. It's a great example of how online social networking platforms can be used to supplement in-person networking.

Older Events

At this point, it's pretty noticeable that I am recounting old events here. I had the idea for this blog for some time before I was able to actually start posting. As a result, there are many events I attended several months ago, but wasn't able to post them as quickly as I would like. Unfortunately, I now feel I am falling too far behind in my posting and am not listing current events as quickly as I should. Therefore, I am going to start posting more current events, and thus there are several older events which will be posted completely out of any sense of logical order. I'll catch up one of these days.

Chicago Real Estate Council Holiday Event

2009-02-03T18:02:00.006-05:00

December 2, 2008

In August I decided to go back to school, so I began the LLM program for real estate at the John Marshall Law School. The program at John Marshall was great for me for several reasons, the first and most obvious being that it is the only real estate LLM program in Chicago, and I believe it was the first of such programs in the country (or so they tell me). The second good reason for choosing John Marshall is the school is located less than a block from my office. It's nice to be able to walk over to school in less than two minutes.

I noticed a major difference being in the LLM program as opposed to my law school days back at IU. Law school focused primarily on theory and caselaw, while the LLM program takes a much more practical approach to transactional real estate practice. As part of this practical approach, the real estate center constantly stresses the importance of networking. I noticed that many of the students are not yet practicing attorneys or have not yet began their professional career. As such, they may be overlooking the importance of building professional relationships. This is partially why I decided to start this blog. In addition to blogging, I try to attend as many events with the center as possible, and I volunteered to help the center with their networking programs.

As a result, the center asked if I would be interested in attending the Chicago Real Estate Council's Holiday Event, so I jumped at the opportunity. I am obviously interested in real estate, but the difficulty I'm having is meeting good contacts in the industry. I work with lawyers everyday, but I'm not nearly as familiar with the non-legal side of the industry. I figured this would be another good opportunity to meet professionals outside of the practice of law.

The CREC's Holiday Event was held at Nacional 27 on West Huron, in the bar area at the front of the restaurant. This was the first time I'd been to Nacional 27. It has a great environment.

At first I spoke with a couple of people who both happened to also be attorneys in the real estate law practice. I spoke briefly with each about their practice and the effect the market is having on it. I also saw the two other students from John Marshall who were there. I spoke at some length with one of the students, whom I did not know beforehand, regarding his position as an administrative law judge here in Chicago. Additionally, he and I met a commercial broker who specializes in finding properties for his clients that are not publicly listed for sale. We spoke at great length about his work, both as a broker and as a property owner and manager. The conversation between the three of us was insightful and what I was hoping to get out of the event. I met two new people who were able to offer me knowledge about important aspects of real estate in Cook County. I was able to get their opinions on the city building codes and inspectors, and the effect that has on owning rental property in Chicago.

In conclusion it was a great event. I had some good appetizers, had a few drinks, met some new people, and gained knowledge I didn't have otherwise. I look forward to keeping in contact.

Nate

The First ND Face-to-Face Event

2009-02-03T17:55:00.005-05:00

November 10, 2008

The rise of online social networking in the past few years has intrigued me in relation to the building of professional relationships. With younger generations particularly, the emergence of MySpace and Facebook, and other similar websites, has seemingly taken a minor monopoly of internet use. Likewise, resources such as Linkedin (www.linkedin.com) have emerged for professionals to connect in a similar way. The use of an online networking platform such as Linkedin provides a way to easily stay in in touch with your network, as well as to easily stay in tune with changes and progression in each individual's career.

That said, online networking cannot replace the value of in-person relationship building. Rather, online networks serve has an excellent supplement to personal and professional relationship building. Tongiht's event is an excellent example in how online networking, specifically Linkedin, led to a beneficial meeting among ND alumni. ND alumni have a group on Linkedin known as the Notre Dame Alumni Network that the Career Center at ND has endorsed as the official group for ND alumni on Linkedin. One of the members of this group began discussions on the group page proposing a face-to-face meeting for members here in the Chicagoland area. Tonight was the result of these discussions and the first of such meetings.

The face-to-face was a success, and there's now a discussion about tentative future meetings with the goal to expand on the number of attendees. The meeting was held at the Rosebud Theater District restaurant on West Madison, and there was a turnout of roughly fifteen Domers. Those who attended included several attorneys, both in private firms and in-house; an executive consultant and turnaround specialist; the now president at St. Francis High School; the owner of Chicago Diamond and Jewelry Exchange; and the CEO of the Attainable Housing Alliance among others.

The discussion centered on introductions of those present and then focused primarily on ways to best utilize these face-to-face events. There were a lot of good ideas and good discussion about networking in general and how to use Linkedin to further our relationships. The event was a success and a popular idea among those present. We agreed to hold future face-to-face events, which I am looking forward to attending.

Nate

ND Attorney Networking Event

2009-02-03T17:49:00.014-05:00

November 6, 2008

Tonight was a joint networking event with the attorney networking group of the Notre Dame Club of Chicago and the Texas Christian alumni club. The event was at the Metropolitan Club in the Sears Tower and included appetizers with a cash bar. There were a number of professionals present and current students from the TCU MBA program, who were visiting Chicago through the career services department of the school. There was a cocktail hour with an open meet and greet period. Then there were two speakers featured, followed by another open networking period. This is a common setup at networking events and the same setup I've experienced at previous ND attorney networking events.

The two speakers were both from the academic world, one a business law professor in the TCU MBA program, and the other an ND alumni, employment lawyer, and professor at UIC. Both speakers focused their talks towards the industry and the non-attorneys present. Their topics involved the increasing use of mandatory arbitration to settle disputes, and employment law concerns from a business prospective.

During the open meet and greet, I bumped into a friend of mine who I met at a similar event. She's a great networker and is always trying to help others develop their careers.

Additionally, I spoke at length with director of the Graduate Career Service Center for the Neeley school of business at TCU. We discussed different resources here in Chicago to aid MBA students in their search for employment after school. Particularly we discussed CoreNet Global, its Chicago chapter and the CoreNet University Alliance and Resume Bank for students. CoreNet Global is a professional association for corporate real estate executives. Check out the Chicago Chapter's website at www.corenetglobal.org/chapters/chicago. The Chicago Chapter's Universioty Alliance serves as a way to link students to senior real estate executives. It's a great resource for students. Check out the website at www.corenetglobal.org/chapters/chicago/universityalliance.html.

I left shortly after the speakers, but despite my early exit, the event was informational and I was able to meet some new people and discuss some great resources.

Nate

Real Estate Happy Hour

2009-02-02T14:35:00.014-05:00

January 21, 2009

In late January I was invited to a holiday networking event by a VP of the title company I use for my commercial real estate transactions and minutes of foreclosure, Guaranty National Title Company. I wasn't sure if I could squeeze the event in or not, but I reasoned it was important for me to go. I realized beforehand that I probably would not know anyone there. Notwithstanding, with as much emphasis I'm putting on networking nowadays, it only stands that I would have been a hypocrite for not attending.

The event was held at a new bar on Wells Street called Bull and Bear. It was actually the night before the bar officially opened to the public. It was a pretty cool atmosphere inside, with a ton of TV's for sporting events. Needless to say, I think I'll be back there at some point in the near future.

Since there was not one person present who I knew beforehand, this was an exercise in the introduction at a networking event. First things first, I ordered a drink, then started making the rounds. I introduced myself to a number of people, the first of which were a couple of younger guys who worked for developers and builders. I'm interested in the business side of development, so I tried to use this as a chance to gain some practical knowledge. Unfortunately, it shortly became clear that these guys were not actually there to gain any contacts, rather just to take advantage of the drink special.

While most people attend networking events to actually network, this is not always the case. Particularly as a lawyer, I'm a strong advocate that most everyone at a networking event is worthwhile to talk to. You never know when anyone can turn into a client, referral or otherwise. However, there is one exception to this philosophy, and that's when the person is not interested in networking period. This person is not looking for any type of ongoing relationship or even ongoing communication. So in this instance, it's important to recognize that your time and effort is best spent elsewhere. That said, I quickly moved on.

There were plenty of other people I met in the next hour or so. While I failed to meet anyone who I feel gave me an immediate benefit from the event, like I stated above, almost everyone you meet has potential benefit. Plus, this event gave me the opportunity to address the one situation where, in my view, it is important to quickly end the conversation and move on.

Introductions

2009-01-31T22:50:00.008-05:00

"I am invisible, understand, simply because people refuse to see me."
- Ralph Ellison

While I don't intend, in any way, to echo the themes and issues posed in Ellison's novel "The Invisible Man", admittedly I did copy the title of my blog from Ellison. The quote above can be equated to modern day networking in that as a networker you need to be "seen" by your peers. Ellison's narrator constantly laments being invisible. Simply put, visibility is the core goal of networking. Becoming visible in a way that showcases themselves and their abilities is the struggle every professional has in building their network.

You need to be seen by your network and to be known by your network. Networking is the building of relationships and trust in the professional context. Basically, networking is no different than building personal relationships. A strong network will consist of people you can rely on, and who in return can rely on you.

This is the first installment of my new blog centering on networking today. I will share personal experiences as well as contribute essays on relevant aspects of professional relationship building. The hope is that my experiences will illustrate building relationships in different social settings as well as specific networking events. Secondly, I hope to offer some useful insight by contributing the aforementioned essays. Until next time.

Nate