
Yesterday I had a lovely evening at a summer party at Merchant Taylors’ Hall courtesy of the barristers at Francis Taylor Building. The weather and the vibes couldn’t have been better.
I walked through the open doors the building, not knowing a soul. When I went to collect my name badge i asked if I could glance through the attendance list, all 10 pages of it, just to see if there were any names I recognized. I noticed some firms, including Avison Young, with whom we do business. But my aging eyesight meant that the name badges attendees wore on their lapels were of little use to me. At least not without invading their personal space. But having taken my drink, it only took me about 15 minutes to find somebody I did know. A barrister with whom I had worked many years ago on a couple of planning inquiries and whom I had met a few weeks earlier at another conference organised by the Ecclesiastical Law Society and who introduced me to a retired judge-turned-mediator – who in turn introduced me to other guests including a lady member of the City Corporation with whom we spoke about Smithfield Market. Later on someone shouted out my name, even though I couldn’t remember who they were. But it was someone I used to work with and we quickly got talking and he introduced me to other lawyer acquaintances. So what do I take from all this?
Never refuse an invitation because you are worried that you might not know anyone else who is attending. Because that is what networking is about. And as my late mother once said, “If you refuse an invitation, you might never be invited again”. So be gracious. Always accept courtesy when it is offered.
A very long time ago I attended a free networking course at the Law Society Legal Services Exhibition at Olympia. I went along with Allison, a former work colleague. The course was free because it was promotional. But that didn’t matter. Because I took away a lot. And I bought the book. Like me, the course promoter, was a big fan of the late Dale Carnegie and his book, “How to Win Friends and Influence People”. So what are my networking tips:
- Get in the habit of accepting invitations when they are offered. If you are not there you can’t network.
- Take a genuine interest in the people and the world around you so that you have something to talk about. That is always an issue for me because in our house, sport is always a ‘turn-off’.
- If you don’t get to speak to anybody it doesn’t matter. Just enjoy the vibe. Say hello to the catering staff.
- Remember that you’re not trying to sell anything. Only yourself.
- Take the trouble to remember someone’s name. Just in case you meet them again.
- Stick to the small talk. You’re not trying to make a point. And never criticize or complain.
- Don’t hand out business cards unless somebody specifically asks for one.
- Don’t try to work the room. Shaking hands with everyone is not going to get you anywhere.
- Be sensitive to body language. All conversations have a natural end. You will know when it’s time to move on.



