Reaching-Up Networking: Students Who Don't Understand that Sophisticated Process Can Hurt Themselves

In the intensely competitive (and increasingly downsizing) field of professional services students seem to be frantically looking to get an edge, any edge. Of course they have heard about the importance of networking. 

So, no surprise on professional anonymous network Fishbowl Big Law, a successful lawyer poses the question: With so many law students reaching out for networking touch points such as coffee chats how much obligation is there to respond?

That's part of the issue. How much do those who have made it have to pay forward?

The other part, which ambitious but inexperienced in the world of business students might not realize, is this: Approaching networking wrong can be counterproductive. In the process, at the very least, they could be traumatized by a harsh reception. More seriously, they can find shade thrown on their emerging brand. People talk - a lot. 

The reality is that networking is a complex process of white-collar horse trading. Sometimes that goes by the term "Favor Bank." The dynamics are essentially: I am asking you for such-and-such, in exchange I can offer you this-and-that. 

Going into the force field of establishing networks students have to take an inventory of what they can "trade" for information, insight, encouragement, referrals and so on. And then try out how that plays out in creating relationships, then sustaining them. 

Being a youthful influencer, for example, can even motivate those already in the sector to seek  out students for some trades. Another trade item could be sharing insights about how this tech-savvy generation sizes up the potential impacts of Gen AI on the sector. 

One student who did it all-wrong with me and is probably doing it all-wrong with others was an undergraduate at an elite Manhattan university. I was targeted for a cold call on the phone because I frequently analyse the business strategies of law firm Paul Weiss. Most recently it's been positioned as a global disruptor.

The request was explicit: Set up an interview with Paul Weiss chair Brad Karp. The student was toying with preparing for a career in law. No, there was no attempt at making a horse trade. I hope that my response created embedded trauma. 

In contrast, a student who wanted input on how to establish a freelance career approached me with an offer to be interviewed for the university newspaper. 

What was interesting was the insight which popped out and surprised the student. It was in response to the question about my work support system. 

I disclosed that I primarily seek "support" outside my own profession. That goes back to the 1970s research of sociologist Mark Granovetter about the power of weak ties or the documented reality that most professional opportunities come via those outside your traditional networks. Also, given that we in the same sector are competing with each other, there is the matter of trust. Once and only once I confided to a peer my distress when my enterprise was slow. I never did that again.

What is the takeaway? Think strategically about building networks. You might not be ready to participate in the high-stakes process of "reaching up." Practice where power is more equal. Along with the horse trading, required is performance art.

In business and life you usually have only one shot at whatever. Up the odds of success with Jane Genova. I am an intuitive coach, tarot reader and content-creator. Complimentary consultation (please text/phone 203-468-8579 or email janegenova374@gmail.com)