As attorneys, we constantly hear the buzzwords “professionalism,” “networking” and “rainmaking” and are told that if we do these “things” we will achieve success in our careers.
But what do these words and the concepts they represent really mean? And how can we find application in our everyday lives?
Whether we realize it or not, they all come within the sphere of long-term relationship building.
I am fortunate, as a transactional attorney for the federal government, to work with many attorneys from all over the United States. And when it is time to close a deal, I find myself sitting around the table with attorneys who have wide and varied experience.
Some are young lawyers still in the “fake it ‘til you make it” stage of their careers, while others are seasoned dealmakers with decades of experience.
Some are attorneys who have spent their entire careers working on real estate transactions, while others are new to the practice area. A few are even former attorneys who are coming to the deal as clients.
Given this wealth of know-ledge all in one room, I would be remiss not to ask these lawyers to share a piece of positive practice advice with our law student externs.
It is no easy task summing up one’s best piece of practice advice for young lawyers to-be, but the advice is always sound. And often very similar.
Time and again, I hear the same wisdoms, and they are all variations on the same theme: long-term relationship building.
The sum of the advice is that a strong network is crucial to long-term success as an attorney.
But how can we each build or strengthen our own networks?
Be genuine
Many of us equate “networking” with attending an event, making small talk and handing out business cards. But networking is really about the opportunity to start developing a relationship with someone new to your professional or social circles.
While it may be important to treat everyone you meet as a potential client or referral source, it is more important to connect with people in a genuine way in each and every interaction.
Find a commonality, show interest and be engaged in the conversation.
Be professional
True professionals demonstrate high character in every aspect of their career.
Being a professional is about more than following to the letter the code of ethics to which all attorneys are bound.
It is about having integrity and a sense of fair play. Be an individual of high character, it will engender trust and respect from clients and other members of the legal community.
Make a conscious decision to set high standards and expectations for yourself and hold yourself accountable, even when it means accepting responsibility for an error or misstep.
Be respectful
Be kind. Show respect and civility not only to your attorney colleagues, but to the support staff: your staff, the other side’s staff, and your client’s staff.
These individuals are here to help us, as attorneys to get the job done. Respect and utilize their strengths and abilities.
Get involved
Involvement with voluntary bar associations, civic organizations and social groups is a powerful way to develop your network.
If you have a desire and willingness to serve, speak up and make your interest known. Volunteer for a committee, project, or event. Whether you have a small role or a large role, establish yourself as an asset to the organization by being dependable.
Other members of the organization will take note of your effort and dedication. Commit to your task, work hard, meet deadlines and do a great job.
Ask questions
If you have a question, it is valid. Of course, do your homework first — read a treatise, attend a seminar, consult the Internet — but don’t be afraid to ask questions of your colleagues, supervisor, staff or clients.
Spinning your wheels wastes time and money. Instead, expend the effort up-front. Your work output has greater value when you fully understand the input.
Ask questions to clarify what your client or supervisor wants you to do, and be sure you have sufficient knowledge of the facts or law to do it.
Build and strengthen your own network each day by developing long-term relationships based on genuine interest and mutual respect.
These professional and social relationships won’t win the case or close the deal, but they will directly contribute to your success as an attorney in the form of referrals, recommendations, opportunities, and informal mentoring.