When I started off in law, I thought that 90% of the job was knowing the law. After all, clients were going to be astounded by my breath-taking in-depth analysis of their legal issue and suggested solutions, right?
Wrong.
Knowing the law is simply a base-level expectation of (pretty much) anyone who approaches a lawyer for advice. Which, when I think about it, makes sense - why would you go to a lawyer who didn't know the law?
Instead, so much of the job actually revolves around building connection. After all, people buy from people. People that they know and can trust to help resolve whatever issue is currently playing on their mind.
This realisation initially filled me with dread. I thought of having to 'work the room' at large-scale networking events. Floating from contact to contact, schmoozing, and making small talk. Any extroverts reading this will likely be thinking "that sounds great!", but introverts don't get our energy from social interaction. In fact, it can very much have the opposite effect of draining us.
And faking being an extrovert? Even worse. Not only do we end up drained, but end up with a deeply uncomfortable feeling of inauthenticity.
Yet, while we may be wired differently to extroverts, introverts can be great at building actual authentic connection. We just need to approach things differently.
Starting from zero
When starting out in professional services (whether that be law, financial services, or other consultancy roles), it's difficult to know where to start.
The question running through my own mind was where on earth was I going to find these connections? I didn't know anyone.
Until one day, I received a new connection request on LinkedIn. Someone working in the industry at a similar level to me had reached out. His name was Adam. Adam was looking to develop connections in the area and asked if I'd like to meet up over a coffee.
A month or so later, I had been working on an intense job alongside certain of our client contacts. One of those contacts, Lucy, who I had got along well with on the job, was just starting out, and I decided to pluck up the courage to see if she would like to catch up over breakfast. "That would be great", came the response.
Within a few months, I decided to brave going to a drinks event organised for 'next-generation' professionals by one of our local industry organisations. There were around 20 of us in total, and you could drop in (and leave) at any time you needed (or desired) to. By a stroke of luck, both Adam and Lucy were there. I had spotted this on the attendee list circulated the day beforehand. What's more, they had come along with a colleague each, and also introduced me to a couple of other people they knew at the event.
It dawned on me that I had gone from having no contacts whatsoever to knowing a group of individuals who worked in the same field within a matter of months.
Developing those initial connections
So how did I get here? A bit of luck, a bit of experience, and a stretch beyond my comfort zone. Looking back, there were four core things that made the difference, and they can help you to start building your connections too.
Make the call
If you're working alongside someone at a similar level on a job, use the opportunity to get to know them.
Have a query you need to discuss? It might be tempting to fire off a quick email, but a phone call does more to build that initial connection, even if it's just asking how things are going on the job, or asking about their weekend. It also feels that bit less transactional than yet another email in their inbox.
Follow up
If you've worked alongside someone, why not see if they fancy a catch up over a coffee once the job has finished?
You could also consider inviting a willing colleague and seeing if your new contact wants to bring someone too.
Embrace events (on your terms)
Many industries have events specifically designed for juniors or next-generation professionals.
While events can be daunting for an introvert, remember that they are filled with people in exactly the same position as you. What's more, they often come in all shapes and sizes, so if going for drinks after work just isn't your thing, some events will include activities (run clubs, indoor golf etc), which can make those ice-breaker conversations that little bit easier!
There is also no obligation to stay for the entire event - if you feel that you can only join for an hour or two, go for it. And you don't need to meet the entire room, even going away with one new connection, or developing an existing one is a success in my book.
Utilise LinkedIn
Love it, or hate it, LinkedIn is a powerful tool for identifying and following up with connections.
Even if you don't want to post content, those in your industry might. Using LinkedIn as a way to stay connected can be as simple as following up with a connection request after meeting at an event, or commenting on posts.
In addition, if you do sign up to attend an event, sometimes invite lists are circulated beforehand. Do take a look at the list to see if there is anyone in particular who may be a good connection for you, and you can use LinkedIn to find a bit more about what they do ahead of the event.
Keep an open mind, and go build
Keeping an open mind and acting intentionally can go a long way to developing those initial connections. Approaching things in our own way, rather than forcing ourselves to be someone we're not, is what makes it feel both comfortable and authentic.
Already building your own network? What's the one networking move that's worked for you?