How to unlock networking success to build your client base, 5 lessons for new partners & 6 tips for nailing peer and market feedback

Welcome to edition #8 of Trifecta and our first LinkedIn newsletter! The idea behind Trifecta is simple - we bring you two things (three if you're a Trifecta subscriber) that will increase your BD and marketing knowledge, make you better at BD, and help you build sustainable habits to ensure you don’t drown - all packaged neatly into one monthly newsletter.

Interested in hearing insights from industry experts? Each month, we sit down for a chat with leaders in the field, discussing how they've developed their practice, their business development efforts, and the valuable lessons they've gained.

Sign up for the full newsletter here to unlock these golden Q&A sessions, but because we're feeling generous, here's a snippet of our chat with Charlie Lawson , Professional Speaker and Networking Coach at Unnatural Success.

The secrets to great networking | Lessons from a networking expert

As a Professional Keynote Speaker and Author of 'The Unnatural Networker' and 'The Unnatural Promoter', Charlie specialises in guiding professional services firms to generate leads, grow their businesses and increase profits by leveraging the power of networking. He offers practical tips to people who find networking and self-promotion challenging, helping them build confidence and reap the benefits of their networking efforts.

What is an ‘Unnatural Networker’?

Someone who doesn’t find networking easy. It may seem strange to think that despite being a networking expert, I am definitely an unnatural networker. Here’s an example: when walking into a networking event, I’m always struck by the buzz and noise of people talking, and my first instinct is ‘Everyone seems to know what they’re doing, but I don’t’. I know, rationally, that others felt exactly the same when they walked in, and I also know that I’ll get into a conversation, and it will be fine. But doesn’t stop it from being nerve-wracking.

It often comes from being something of an introvert, or from poor prior experience – but I love to show how unnatural networkers can not only go networking, but also enjoy it and, crucially, get results.

What are some common misconceptions unnatural networkers have about networking, and how do you dispel these myths?

I’ve got plenty, but let’s start with 2.

Firstly, there’s the question of what networking really is. So many people think it’s about making sales – and while I do get that there’s got to be a return, it can’t be about a hard sales process. How many times have you been at an event, and someone’s tried to sell to you? How many cold sales solicitations do you receive on LinkedIn? It happens all the time. But here’s the issue: no one goes networking with the intention of buying anything – so it is literally pointless trying to sell. Instead, focus on building relationships – have conversations and get to know people.

Secondly, as many unnatural networkers are more introverted, they think that they can’t network as effectively as a natural networker. I would argue there’s a strong case that an unnatural networker can actually be BETTER at it. If networking is about building relationships (and it is), then because I’m more reticent to go and talk to everyone I can, I’ll spend more time with people. This means we’ll have a better conversation, and get to know each other more – i.e. we’ll build a deeper relationship.

In the end, it’s less about whether natural or unnatural networkers are better at it – they just have two different approaches.

Want more info on how to nail your networking? Sign up for the full interview here: Sign up to Trifecta.

5 lessons for new and junior partners

Stepping into the role of a partner in a law firm can feel like diving into uncharted waters.

Many junior partners find themselves lacking the necessary business development training, leaving them scrambling to find their footing.

With the weight of expectation on their shoulders, the pressure to win new work on top of everything else can be totally overwhelming.

If you're a new or aspiring partner, here are five straightforward pointers to help you navigate this journey and succeed in your role.

Directories: Six easy ways to boost your peer and market feedback throughout the year

With the Legal 500 submissions done and dusted (🎉), it's always remarkable how much effort goes into them (and we see A LOT of submissions) - and regardless of how organised you are, it always feels like a sprint to the finish line. We can now, thankfully, all breathe a sigh of relief that the 2024 directories process is almost finished (don't forget the interviews and that you can provide updates to the researcher if you need to).

After such an intensive process, it might not come as a relief to be given yet another directories-related task but bear with us on this one. If you can put in some legwork throughout the year building your profile and network (which also doubles up as some great BD activity - win-win ✅ ), making sure that you have that elusive peer and market feedback nailed for the next round may feel a little less stressful. Check out our latest article, which is part of the Directories 101 three-part series in case you missed it, for six things you can do to help boost your profile throughout the year - because, let's be honest, the next round always arrives sooner than you'd like.

Bonus content: Why doing a good job isn't good enough - Gemma's LinkedIn Live

This is a controversial title, but one we feel strongly about at GFC. Today's clients are more sophisticated than ever — they know what good looks like, want more bang for their buck, and are more willing to take their business elsewhere. Relying on doing a good job just doesn't cut it anymore.

Check out the video here: Legal BD: Why Doing a Good Job Isn’t Good Enough

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