{"id":290026,"date":"2026-04-21T16:32:32","date_gmt":"2026-04-21T14:32:32","guid":{"rendered":"https:\/\/dailyjus.com\/?p=290026"},"modified":"2026-04-21T16:56:39","modified_gmt":"2026-04-21T14:56:39","slug":"learning-to-navigate-networking","status":"publish","type":"post","link":"https:\/\/dailyjus.com\/index.php\/2026\/04\/21\/learning-to-navigate-networking\/","title":{"rendered":"Learning to Navigate Networking"},"content":{"rendered":"\n

Lawyering Plus Webinar: S2 EP<\/strong>4<\/h2>\n\n\n\n
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THE AUTHORS<\/strong>:
Lucian Ilie<\/strong><\/a>, Barrister at Outer Temple Chambers<\/strong>
Mihaela Apostol<\/strong><\/a>, Independent Counsel and Arbitrator<\/p>\n\n\n\n

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\u201cAs the legal profession continues to evolve, it\u2019s clear that success today demands more than just technical ability. Networking isn’t just about collecting contacts\u2014it’s about cultivating relationships that grow with your career. Learning to navigate networking with confidence, authenticity, and purpose can transform professional opportunities.<\/em>\u201d<\/em><\/p>\n\n\n\n

Lucian Ilie<\/strong><\/a><\/strong><\/p>\n<\/blockquote>\n\n\n\n

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About Lawyering Plus<\/strong><\/strong><\/strong><\/h2>\n\n\n\n

Lawyering Plus<\/strong><\/a> is an initiative set up by Mihaela Apostol<\/strong><\/a>, Dr Ilka Beimel<\/strong>, and Svetlana Portman<\/strong><\/a> to help lawyers build soft skills. Lawyering Plus organises webinars and invites expert speakers to share tips on a particular soft skill. Each episode ends with an interactive Q&A segment. The first season<\/a> focused on communication skills, followed by season two on Business Development & Branding. <\/p>\n\n\n\n

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Fourth Episode: Networking<\/strong><\/h2>\n\n\n\n

In today\u2019s competitive professional landscape, networking is often misunderstood as a transactional activity focused on short-term gains. In a recent discussion, Lawyering Plus spoke with Lucian Ilie about what effective networking truly entails. Drawing on more than 15 years of experience across diverse legal cultures (including France, the United Kingdom, and the United Arab Emirates), Lucian has developed a nuanced understanding of professional interactions. His insights reframe networking as a component of long-term business development and professional identity. Rather than being an isolated task, networking is presented as the starting point of a broader process: building meaningful relationships grounded in authenticity, trust, and reciprocity.<\/p>\n\n\n\n

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Networking Is a Door Opener<\/strong><\/h2>\n\n\n\n

Lucian Ilie describes networking as a door opener. It is only the first phase of a much longer journey, an initial interaction that creates the possibility for future collaboration.<\/p>\n\n\n\n

However, the real value lies in what follows. The second phase involves \u201ckeeping the door open,\u201d which means maintaining contact, nurturing relationships, and gradually building trust.<\/p>\n\n\n\n

One of the most important mindset shifts, Lucian emphasises, is the need to approach networking with a long-term vision. Many professionals, especially juniors, expect immediate returns from networking efforts. When those expectations are not met, they become discouraged. Lucian challenges this approach, explaining that most networking interactions will not produce immediate opportunities. Instead, networking should be treated as a long-term business plan, where results may emerge months or even years later.<\/p>\n\n\n\n

Lucian identifies three essential qualities that define a strong networker. These traits form the foundation of meaningful professional relationships.<\/p>\n\n\n\n

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  • Authenticity<\/em><\/strong>:<\/em> Effective networkers are genuine, approachable, and natural in their interactions. They do not treat networking as a performance or a sales pitch.<\/li>\n\n\n\n
  • Listening<\/em><\/strong>: Networking is described as a two-way process, yet many people tend to dominate conversations with self-promotion. Show curiosity and allow others to share their perspectives.<\/li>\n\n\n\n
  • Reciprocity<\/em><\/strong>: Shift the focus from \u201cWhat can I get?\u201d to \u201cHow can I help?\u201d<\/li>\n<\/ul>\n\n\n\n
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    Where to Start<\/strong><\/h2>\n\n\n\n

    Lucian cautions against feeling pressured to generate clients early in one\u2019s career. Instead, one should focus on observing how experienced professionals interact and building confidence gradually.  Importantly, even junior professionals can contribute value. Simple actions, such as making introductions or sharing information, can be meaningful and come at no cost.<\/p>\n\n\n\n

    To address the common fear of networking, Lucian simplifies the process: treat it as a conversation, not a transaction. A simple step-by-step approach is as follows:<\/p>\n\n\n\n

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    1. Start by introducing yourself briefly;<\/li>\n\n\n\n
    2. Ask 2-3 open-ended questions;<\/li>\n\n\n\n
    3. Based on the answers received, see if there are any areas of common interest to continue the conversation and build a rapport.   <\/li>\n<\/ol>\n\n\n\n
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      Preparation Matters: Choosing the Right Events<\/strong><\/h2>\n\n\n\n

      Effective networking begins before the event itself. Lucian highlights the importance of strategic event selection, particularly as professionals become more senior.<\/p>\n\n\n\n

      Key considerations include:<\/p>\n\n\n\n

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      • Budget and time constraints (maybe pick 3-4 big events per year);<\/li>\n\n\n\n
      • Relevance to one\u2019s practice area;<\/li>\n\n\n\n
      • The profile of attendees and speakers;<\/li>\n\n\n\n
      • Opportunities to contribute (e.g., speaking roles).<\/li>\n<\/ul>\n\n\n\n

        Preparation should also include identifying 3-4 potential individuals in advance to connect with, by familiarising yourself with their work and considering how you can contribute. This targeted approach is far more effective than attempting to meet as many people as possible.<\/p>\n\n\n\n

        Lucian advises attending events outside your specialisation. For example, if your practice is primarily in arbitration, you might consider attending events on finance or compliance. Similarly, if you are active in a particular industry, such as tech or oil and gas, make sure you attend events where industry professionals are present.<\/p>\n\n\n\n

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        How to Focus on Client and Business Needs During a Pitch?<\/strong><\/h2>\n\n\n\n

        Turning to the pitch itself and the difficult question of how to focus on the client and business needs during the pitch, Charlie highlighted one key aspect: listen first<\/strong>. Ask what outcome the client truly wants. Charlie emphasised that clients\u2019 objectives are not always to \u201cwin\u201d at all costs \u2013 early settlement or commercial solutions may be preferred. Be ready to pivot strategy in response to client goals.<\/p>\n\n\n\n

        Other considerations when focusing on client and business needs during the pitch are, first, demonstrating the ability to problem\u2011solve in the moment \u2013 that distinguishes you from equally technically capable competitors \u2013 and second, to address fee sensitivity proactively. Provide cost frameworks and options so in\u2011house teams can present realistic budgets internally.<\/p>\n\n\n\n

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        Demonstrating Competence and Building Trust<\/strong><\/h2>\n\n\n\n

        Trust is a critical outcome of networking, and Lucian explains how it can be developed organically. Rather than listing credentials, professionals should convey their expertise through conversations about their work and experience:<\/p>\n\n\n\n

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        • Discuss recent cases they worked on;<\/li>\n\n\n\n
        • Share insights from a publication they prepared\/read;<\/li>\n\n\n\n
        • Offer insights from other events or projects.<\/li>\n<\/ul>\n\n\n\n

          These examples demonstrate competence in a natural and engaging way.<\/p>\n\n\n\n

          Equally important is honesty. Admitting when something is outside one\u2019s expertise can actually strengthen credibility. Authenticity and transparency are key to building lasting trust.<\/p>\n\n\n\n

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          Follow-Up: Turning Contacts into Relationships<\/strong><\/h2>\n\n\n\n

          Networking does not end when the event concludes. Follow-up is essential to transforming initial interactions into meaningful relationships.<\/p>\n\n\n\n

          Lucian outlines a practical approach:<\/p>\n\n\n\n

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          • On the very same day, if possible, connect on LinkedIn shortly after the event with a personalised message (e.g., \u201cIt was great meeting you. Happy to connect, I hope to have the chance to discuss\/catch up later on topic X\u201d).<\/li>\n\n\n\n
          • For those with whom you established a stronger connection and common areas of interest, follow up via email within 48 hours, so they have your email handy in case they need to reach out to you in the future.<\/li>\n\n\n\n
          • Suggest a meeting, such as coffee or lunch, as a follow-up.<\/li>\n<\/ul>\n\n\n\n

            This progression helps deepen the relationship over time.<\/p>\n\n\n\n

            However, moderation is important. Over-communication, such as frequent generic newsletters, can become counterproductive and damage the relationship.<\/p>\n\n\n

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            \"\"<\/figure>\n<\/div>\n\n\n
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            Accessing Clients: Rethinking Assumptions<\/strong><\/h2>\n\n\n\n

            The discussion also challenges common assumptions about accessing clients.<\/p>\n\n\n\n

            Lucian notes that:<\/p>\n\n\n\n

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            • Decision-making is not limited to senior partners;<\/li>\n\n\n\n
            • Senior associates often play key roles;<\/li>\n\n\n\n
            • Peer relationships can evolve into client relationships over time.<\/li>\n<\/ul>\n\n\n\n

              He also suggests practical strategies:<\/p>\n\n\n\n

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              • Use LinkedIn to identify relevant individuals within the targeted industry (the general counsel, the head of legal, etc.);<\/li>\n\n\n\n
              • Target those events where those individuals are speaking or attending;<\/li>\n\n\n\n
              • Ask mutual connections to make an introduction (rather than sending a direct message).<\/li>\n<\/ul>\n\n\n\n

                After establishing first contact, see if there are common areas: if studied at the same university, publication of an article on a topic of interest, etc. <\/p>\n\n\n\n

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                Final Thoughts: A Human Approach to Networking<\/strong><\/h2>\n\n\n\n

                The overarching message of the discussion is that networking is not about volume, visibility, or immediate results. It is about people.<\/p>\n\n\n\n

                Effective networking requires: authenticity, consistency, a willingness to help others and a long-term perspective.  These principles closely mirror those involved in building a strong business persona: knowing who you are, communicating it clearly, and showing up consistently.<\/p>\n\n\n\n

                Ultimately, networking is less about \u201cworking the room\u201d and more about building relationships that endure. By focusing on genuine connections rather than transactional outcomes, professionals can create a network that supports both personal and professional growth over time.<\/p>\n\n\n\n

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