Watch future issues of InsideTrack for Michael Moore’s series on lawyers in transition. He’ll address conducting a job search in a tough economy, networking, and going solo. In addition, Moore will discuss how lawyers may need to transition their law practices to thrive in today’s economic environment. If you’d like Michael to address a particular issue, please contact him at mmoore@moores-law.com.

By Michael Moore, Moore’s Law, Milwaukee

Aug. 19, 2009 – When I was young we often spent our vacations in a small cabin in the North Woods. As the chill of the night air settled in, my grandfather would say, “That stove won’t make heat all by itself, ya know.” This was a signal for me to haul in some wood so he could make a fire. This was also my early introduction to the concept of Give to Get. The next time you are working your network, keep in mind two simple questions: “Have I invested in my relationships with the people in my network?” “Have I been proactive in managing these relationships?” Effective networking requires a proactive Give to Get mentality.

Being proactive increases effectiveness

Lawyers need to be proactive and build effective networks to be successful. Stephen Covey makes Being Proactive the first of his seven habits to becoming highly effective. It means more than simply taking initiative. Proactive people take responsibility for their own lives. Their activities are a product of choice, regardless of the conditions around them. My last office activity each day is making a short list of things I must proactively get done the next day. While events of the day may force me to alter my plans, I have a proactive reference point to effectively guide my activities throughout the day.

Give to Get helps your job search

Searching for a new opportunity presents an opportunity for Give to Get. A critical part of any search strategy is enhanced visibility, and by getting involved, you can enhance your image. Pro bono opportunities, bar association committees and local network groups are all available now that you have the time. Volunteer on boards and work at their functions. Once, as a favor to a friend, I joined a local museum board, and when they needed a new executive director, my firm got the business. Organizations will make room for successful, dynamic people, and your volunteer performance may translate into real opportunity.

Give to Get enhances social networking

As social networking has exploded, lawyers are turning to these online communities as a way to maximize visibility, make introductions, and generate revenue. This requires a Give to Get mentality. One of the most effective examples of using social media for lawyers is creating a profile on LinkedIn, a site used primarily for professional networking. Be proactive. Take the time to learn and make use of the site’s many benefits. Use LinkedIn as a personal Web site; share information about your personal, as well as your professional, interests and accomplishments. You are more than “a lawyer.” Reach out to groups and individuals; offer your help or opinions on issues relevant to them. Recommend others’ work and they, in turn, likely will recommend you. These recommendations are one way to enhance your LinkedIn profile.

The essence of the Give to Get mentality

The Give to Get mentality is more than just joining groups and attending functions. It requires participation, lending time and knowledge without regard for immediate payback. It requires genuine interest in those we hope to add to our network. Covey calls this expanding our Circle of Influence. By working on things we care about, we generate positive energy, which can magnify our personal influence. My 13 years as a volunteer on a local school board created professional relationships that continue to return value to me. I met one of my mentors, a very successful lawyer and businessperson, only because I coached his daughter in soccer. The more we Give to our network, the more we will Get from it.

Invest in your relationship bank

When you first meet someone who may be a potential addition to your network, ask questions about their interests. Listen effectively and build your knowledge of the contact. Then, after the event, invest in building the relationship by periodically sending information of interest to your contact. It could be as simple as news clippings or industry statistics. Sending a personal note, even scrawled on a yellow sticky, is better than emailing attachments. Over time, invest further in the relationship by attending similar events and having more conversations. In this way you earn the right to ask for help, and when the time is right, your contact will gladly give it. If you don't make deposits in your own relationship bank, don’t expect much when you go to make a withdrawal.

Remember, “That stove won’t make heat all by itself, ya know.” Embrace the concept of Give to Get. Be proactive, and enlarge your personal Circle of Influence. Spend the extra effort giving value to your network, and you will be rewarded by getting value from your network. In the words of the great country lawyer, Abraham Lincoln, “Good things may come to those who wait, but only things left by those who hustle.”

Michael Moore, Lewis and Clark 1983, is a professional coach for lawyers and the founder of Moore’s Law, Milwaukee. He specializes in marketing, client development, and leadership coaching for attorneys at all levels of experience. Moore also advises law firms on strategic planning and resource optimization. He has more than 25 years’ experience in private practice, as a general counsel, in law firm management, and in legal recruiting. For more information, visit www.moores-law.com.

• Next InsideTrack: Social networking means 33 million people at lunch

• Previous article: In transition? Don’t let it bring you down

• Related: Lawyer resources in a down economy (WisBar.org)