Networking: useful or overrated?

What words come to mind when you think of networking? 'Dread'? 'Overrated'? 'Intimidating'? If any of these resonate with you, you are not alone! Few people actually enjoy networking, while others are sceptical about its effectiveness. Often, those who think it is overrated are those who aren't actually very good at it, so it's not surprising that they don't find it effective or beneficial. They also often have an expectation of instant results, simply writing it off when nothing good happens immediately.

So what is the point of networking? Many people who are starting training contracts, attending law fairs or looking for work in the legal profession will either have experienced some form of networking or will be looking for tips on how to do it successfully. Whatever your reason, the key to success is understanding what you want to achieve.

Ultimately, the long-term goal is to build business contacts or get a job. However, that will only happen if the short-term goal is achieved - ie, the person you are speaking to likes and remembers you. Sometimes people get so caught up in focusing on the long-term goal that they forget about achieving the short-term goal! I believe that you need to look beyond the idea of networking as being something that you're expected to do and start seeing it as way to build on your network of 'friends'. At the end of the day, nobody wants to do business with someone they don't like.

It is considerably easier to build relationships with someone if you are interested in that person and you have no expectation of getting something from them. Taking that approach also takes the pressure off you and the person you are talking to doesn't feel like they are being used. You don't want that person to think: "You're only talking to me because you want me to give you a job/business."

The power of connecting with people can open many doors. Opportunities can arise in social and professional environments; you may only realise the potential opportunities if you change your perception of what networking means to you. The chance to network is everywhere, not just at pre-arranged work events.

Naturally, some people are better at networking than others, so here are some tips on how to make your networking experience effective:

• P = Positive. Don't call it 'networking' if you don't like that word - call it something else! It will make you feel better.
• A = Action. Be proactive. Take business cards or ask people for their contact details if you want to keep in touch with them.
• R = Rapport. It is evident when you're getting on with someone and enjoying yourselves.
• T = Target. Do your research and find out who will be there and who you are interested in meeting.
• Y = Yourself. Be yourself; it's hard work trying to be someone else!

What it boils down to is seeing networking as a bit of a P.A.R.T.Y, somewhere you will meet new people and decide whether you want to connect with them. Good luck and don't forget to smile!

Neeta Halai is a corporate skills trainer and solicitor. She owns New Heights Training, where she provides communication and legal skills training to lawyers, business professionals and students.