The Best and Worst Advice: Be Patient
As as a first year associate at a law firm, Matt Glavin received what he thought at the time was the worst advice from a senior partner: “Be Patient.”
He interpreted it as “Wait for your time (but it’s not now).” Eager to move up quickly, the advice deflated him.
Today, he looks at the advice differently and he shares it all the time. With his own twist.
“Be Patient, but Relentless.”
Being patient doesn’t mean waiting for something to happen—it means it takes time to build a career, a network. So do the work, build your networks, and you will be surprised how quickly you can move up.
That was just one of the great gems Matt shared during our time having coffee.
He started his career in politics. A friend from college introduce him to the chief of staff of Senator Dick Durbin and a career was born.
He recalled clearly his first cocktail reception while an intern. He didn’t know a lot of people. At first it was awkward. People were gravitating towards their groups and it was hard to break into conversation.
He was alone, but not for long.
He started talking to the other people that were alone and voila, connections were made!
A few of Matt’s other tips:
Shifting Your Mindset: From "What Can I Get?" to "What Can I Offer?"
Matt emphasizes that successful networking is not about what you can get from others, but rather about the value you can bring to them.
Instead of focusing on making sales pitches, prioritize genuinely connecting with individuals and understanding their needs. This approach fosters trust and allows you to offer your expertise or assistance, building stronger, more sustainable relationships.
If you’re young and starting out, you might wonder what assistance could you bring? A lot.
A recommendation for a movie or restaurant, or an insight from an article you just read will add to the conversation.
Tracking your Interactions: Small Wins Lead to Big Results
It may seem that one interaction won’t change your life, but if you have a tracking system you can see how one leads to two leads to four, and so on.
Matt uses the app Trello to track his contacts. I use an excel sheet. There are many systems, you just have to find the right one for you.
Stepping Outside Your Comfort Zone: Embrace the Power of Small Groups
While large gatherings can be overwhelming, Matt suggests seeking out smaller networking events or one-on-one meetings. This allows for more meaningful conversations and reduces the anxiety associated with crowded rooms. Remember, quality connections are more valuable than a large quantity of superficial interactions.
Preparation is Key: Do Your Research and Be Ready to Engage
Before attending an event, take some time to research the attendees and organizations involved. This allows you to tailor your conversations and ask insightful questions, demonstrating your genuine interest in connecting. Even a simple Google search can go a long way in making a positive first impression.
Networking Within Your Organization: Don't Underestimate the Power of Internal Connections
Building relationships with colleagues and senior members within your organization is crucial. By actively connecting with individuals within your firm, you not only gain valuable insights and mentorship, but also position yourself for potential opportunities within the company.
While working at the law firm, Matt had one regret: not reaching out of the head of the firm to get his advice. A lost opportunity.
Finally, Matt reminds us all that Networking is a skill. It can be learned—and like any skill it takes time and practice to develop. Be patient and relentless.
Do you want to empower your team with the best networking skills? Contact me to schedule a conversation and see how I can help.
PS. Coffee with Matt was like taking a mini-masterclass in networking. It was also fun to catch up because it reminded me we have a lot of ties from Senator Durbin to JT Strategic Communications. It really is a small world.
