‘Working A Room’ Techniques for Legal Job Prospecting

Consider using professional associations like the American Bar Association and local bar organizations as a source of networking. And, be creative. For example, if you have identified a firm or organization in which you have an interest, find out what social events they host and get yourself invited. Or find out what pro bono activities they are involved in and volunteer yourself. Chances are if the partner or general counsels are present, associates and other members of the organization will be too. Your goal should be to make friends first; you can probe for information and openings later. The important thing is to attend events and work the room.

"Working a room" is the ability to circulate comfortably and graciously through a gathering of people. People who are most successful at it are those who genuinely like people. There is nothing calculated or manipulative about it because the process is based on mutual interests. Remind yourself what has brought this particular group of people together and why it is important for you to be there.


Anxiety often allows people to talk themselves out of attending a worthwhile event. The fear of walking alone into a room filled with strangers is pervasive, cutting across boundaries of age, sex, and race, and socioeconomic level, professional and personal experience. But, do whatever it takes to silence those discouraging voices in your head and motivate yourself to go! Bring a friend; promise yourself a treat; buy a new outfit appropriate to the occasion that inspires confidence. Reassure yourself that once you are there, you will be fine. And, in the worst case scenario, if you are truly as miserable as those little voices told you would be, you can always leave.

Five Impediments to Working a Room

In order to successfully work a room you will have to overcome 5 major obstacles and be prepared to challenge some deeply ingrained societal beliefs you always considered to be non-negotiable.

• An aggressive approach to socializing is impolite.

We have grown up believing that it is tacky to use people for personal gain. Being polite means being unobtrusive, not asking direct questions, not talking about our personal lives and drawing as little attention to ourselves as possible. But, by freely acknowledging that attending an event is good for you because it will provide you with the opportunity to develop business, or to have a more active social life, or because it makes you feel good to support a cause or make new friends, or because it provides you with access to potential employers, you will eliminate the feeling of "dishonesty" and "tackiness" and be able to enjoy the event.

• One should not talk to strangers.

Ever since we were children our parents instilled a fear in us about talking to people we did not know. One way to overcome this obstacle would be to consider what it is we have in common with others at the event. Are they all fellow attorneys or alumni or parents or church members or supporters of a political candidate, etc.? Determining the common bond makes it easier to approach people because then they are no longer "strangers." You can then begin a conversation based on the common bond.

• One needs to be properly introduced.

Because it is not always feasible to be introduced by a mutual acquaintance you may need to "properly introduce" yourself. Design a 10-15 second introduction that is clear, interesting and well-delivered. Your goal should be not only to tell people who you are but also to give people a pleasant experience of you. Naturally, what you say will depend on the nature of the event. For example:

• At an ABA convention: "Hello, my name is Lisa Green. I am an intellectual property attorney from NYC."
• At a wedding: "Hello, my name is Lisa Green. I am a former college roommate of the bride."

Remember, the most important person you can introduce yourself to is the host. It is that person's job to make sure everyone is having a good time and the host will help you to meet other people in the room.

• Fear of rejection.

This obstacle is more imagined than real. Very few people will be openly hostile or rude, if for no other reason than that it is bad business. To help overcome this fear, try adapting a "host mentality." Hosts are concerned with the comfort of others and actively contribute to that comfort. By focusing on making others feel welcomed and included, you will become more comfortable. If you are met with rudeness, do not take it personally. There may be a hundred reasons why that person is not receptive. Simply move on.

• Discomfort with small talk.

If you read a newspaper, you are ready for small talk! Also, reading special interest publications can give you a quick overview of what is happening in any business region. Check the directory called Bacon's Publicity Checker which lists over 17,000 magazines, journals and newsletters indexed by categories that cover everything.

Entering the Room

When you arrive at the event, quickly scan the room. Try and get a sense of the crowd. Note where the bar and food are located. See if anyone you know is already there. If so, go say hello. That is the quickest entree to meeting other people. If you do not recognize any familiar faces, try positioning yourself somewhere between the entry and the buffet table. This will enable a friend or colleague (also seeking the quickest entree to the group) to see you; it will also ensure that you will always be surrounded by people.

If nametags are available, they should be worn on your right hand side, making it easy to scan as you shake hands. "As your hand goes out, your name goes forward." Remember to write legibly (and largely) including all pertinent information that seems appropriate to the occasion.

Exit Lines

The objective of attending an event is to meet a number of people, so it is important to circulate. Your goal should be to spend about 8 to 10 minutes with each person. This can be accomplished either by "lapping" the room or by strategically positioning yourself in the flow of traffic.

Do not monopolize any one person's time, and do not allow your time to be monopolized by any one person. If someone has latched on to you, choose whether or not you want to make it your responsibility to take care of him/her throughout the night thereby missing other opportunities present in the room. To make an exit, offer a connecting gesture like a handshake or a pat on the arm or shoulder and simply say:

• I am sure there are other people you need to talk to. I do not want to monopolize your time. It has been interesting speaking with you."
   
• "Excuse me, it was nice meeting you."
   
• "Excuse me, there is someone I need to say hello to." (Make sure you move to another part of the room.)
  To join the next group, simply say:
   
• "Excuse me for interrupting, but I wanted to say hello."

Another option would be to position yourself close to a group already engaged in conversation. Avoid groups which appear to be engaged in private, intimate conversations. Give facial feedback to comments. When you feel included (usually after you have established eye contact with someone in the group), feel free to join the conversation.

Remember to be open to others who may want to join a group you are already a part of. If you are doing the introductions, remember to "introduce up." Bluntly put, that means introduce the person with the lesser title to the person with the higher title (associate to the partner, partner to judge, etc.)

Business cards are a must, whether you are employed or not, as you may want to facilitate the exchange of information with people you meet. Place your business cards in an easy to reach place. You may want to invest in an attractive card carrying case. Once you have established rapport and decided you are interested in exchanging cards, offer yours first.
People will surely return in kind.

Remember, simply collecting business cards is not effective: being a participant is! Demonstrate your capabilities by becoming involved. That gives prospective employers the opportunity to witness your abilities first hand.

Do not rush to network at every occasion. Feel out the situation and use your judgment. If all you talk about is needing a job, people will run when they see you. Your goal should be for people to have a pleasant, positive experience of you. You do not need to "close the deal" at this event; you simply need to create an opening to use at a later point in time.

Follow-up is the key. Write a letter within one week of the event, reminding your contact where you met and about the conversation you had regarding a particular subject. Restate your interest in the subject and ask for what you need-15 minutes of her time for advice and information.

Finally, remember that you are completely responsible for what you bring into a room and for what you project onto other people. Dress like the confident professional that you are. Be positive and upbeat. Project a proud, confident image. If you look and act like a loser, that is how people will respond to you.