<b>The Place to Network:</b> Creative Networking

This collaboration allowed Schaeffer to prove his worth to the program's participants in a context they could relate to, ie, a business context. By proving he had the capacity to lead an organization, manage a budget, and staff and be accountable, he set himself apart ' lawyers are, after all, not used to being accountable to metrics.

Demetrios Eleftheriou, a senior associate with Willkie Farr & Gallagher, says that for him, some of the best networking he's ever done happened while he was traveling.

Eleftheriou systematically carries large volumes of work with him when traveling, and carries on phone conversations in Greek, which often leads his seat neighbors to ask him about what he does ' and that, in turn, has lead to some very close friendships. He recommends ending the conversation after a few minutes, just to make sure you're not being inopportune, but ending it in such a way as to give the other person an option of picking up the conversation again should they wish to do so.

Thomas Hanley, a partner with Freeman, Freeman & Smiley, learned from another attorney in his field whom he watched build an entire practice out of sporting event tickets. 'Lakers tickets,' says Hanley, 'are huge on the West Coast.' Of course, he continues, 'you have to know your audience ' sometimes, concert tickets will work best.' When making the decision as to who will be the lucky recipient of a pair of particularly sought-after tickets, he asks himself: 'Who do I really owe?' The answer is usually one his contacts that has sent him a lot of business lately and not yet been thanked.

Hanley assures that the method works as well for current clients as for prospective or even past clients. One executive of a company he was representing left for another company, and yet still called him to inquire as to whether he could obtain tickets to the Rose Bowl. Hanley not only said yes, he went so far as to obtain some of the most expensive tickets available ' and the investment paid off almost immediately.

Last but not least, think of turning adverse conditions into profitable times. One very effective way to do this is to use 'wasted time' or 'waiting time.' As a rule of thumb, the more bored people are, the more receptive they are to being approached. Your chances of starting a conversation increase exponentially the longer they've been waiting for the play to begin, the plane to board, or the doctor to see them. This is when your networking efforts can be most successful, so don't let the opportunities pass you by. With just a few more minutes in the course of your day, and a bit of 'gutsiness,' you'll start seeing results.

Even unpleasant times, such as minor health woes, can sometimes be turned into wonderful opportunities. A few weeks ago, for the first time in my career, I had to cancel a speech due to a bad bout with the flu. Despite my innermost conviction to the contrary, the world did not come to a halt. Yes, being out sick for 2 weeks was a burden. Yes, it brought me to run late on several projects. But in an odd way, it was also a blessing. Finally, I had the time to curl up on a couch with my address book, and take all the time I needed to reconnect with old friends, to write cards to the people I'd lost touch with and to experience the joy being cared for (so many kind souls offered to send over cough drops, family doctors, or bring me home-deliveries of chicken soup).

So wherever you are, and whatever you're doing, if you feel like you're wasting your time, try to see if there's a networking opportunity out there somewhere just waiting to be chatted up. And if you have any special recipes for chicken soup, do let me know'.

In order to effectively network, you don't necessarily need to carve time out of your already-packed schedule for 'official networking.' Instead, just focus on meeting people and making connections in your day-to-day activities. For starters, networking need not be confined to 'business activities' or 'business days.'

Holidays, for instance, can be a time of fantastic networking; people are more relaxed and approachable, so you can get to know them on a more personal level. And they're often quite willing to talk shop! I was skiing in a tiny village hidden away in the French Alps, and I'd promised both my family and myself a week free from work. I was convinced I wouldn't even think of networking with anyone there, as this resort is reserved exclusively for government research scientists and their families. Or so I thought. It turned out to be a week of intense networking ' not with the scientists, but with their spouses. One contact led to a particularly prestigious (and well paid) teaching position in Paris.

Civic activities can also create very impressive business-development side effects. AJ Schaeffer, a partner at Greenbaum Doll and McDonald, assures that 'being a civic entrepreneur can translate into business opportunities if you're innovative about it.' For instance, one of Schaeffer's commitments involves partnering with university presidents, CEOs and executives in his state in order to formulate a 10-year strategic plan for the community, spanning business, government and civic sectors.

This collaboration allowed Schaeffer to prove his worth to the program's participants in a context they could relate to, ie, a business context. By proving he had the capacity to lead an organization, manage a budget, and staff and be accountable, he set himself apart ' lawyers are, after all, not used to being accountable to metrics.

Demetrios Eleftheriou, a senior associate with Willkie Farr & Gallagher, says that for him, some of the best networking he's ever done happened while he was traveling.

Eleftheriou systematically carries large volumes of work with him when traveling, and carries on phone conversations in Greek, which often leads his seat neighbors to ask him about what he does ' and that, in turn, has lead to some very close friendships. He recommends ending the conversation after a few minutes, just to make sure you're not being inopportune, but ending it in such a way as to give the other person an option of picking up the conversation again should they wish to do so.

Thomas Hanley, a partner with Freeman, Freeman & Smiley, learned from another attorney in his field whom he watched build an entire practice out of sporting event tickets. 'Lakers tickets,' says Hanley, 'are huge on the West Coast.' Of course, he continues, 'you have to know your audience ' sometimes, concert tickets will work best.' When making the decision as to who will be the lucky recipient of a pair of particularly sought-after tickets, he asks himself: 'Who do I really owe?' The answer is usually one his contacts that has sent him a lot of business lately and not yet been thanked.

Hanley assures that the method works as well for current clients as for prospective or even past clients. One executive of a company he was representing left for another company, and yet still called him to inquire as to whether he could obtain tickets to the Rose Bowl. Hanley not only said yes, he went so far as to obtain some of the most expensive tickets available ' and the investment paid off almost immediately.

Last but not least, think of turning adverse conditions into profitable times. One very effective way to do this is to use 'wasted time' or 'waiting time.' As a rule of thumb, the more bored people are, the more receptive they are to being approached. Your chances of starting a conversation increase exponentially the longer they've been waiting for the play to begin, the plane to board, or the doctor to see them. This is when your networking efforts can be most successful, so don't let the opportunities pass you by. With just a few more minutes in the course of your day, and a bit of 'gutsiness,' you'll start seeing results.

Even unpleasant times, such as minor health woes, can sometimes be turned into wonderful opportunities. A few weeks ago, for the first time in my career, I had to cancel a speech due to a bad bout with the flu. Despite my innermost conviction to the contrary, the world did not come to a halt. Yes, being out sick for 2 weeks was a burden. Yes, it brought me to run late on several projects. But in an odd way, it was also a blessing. Finally, I had the time to curl up on a couch with my address book, and take all the time I needed to reconnect with old friends, to write cards to the people I'd lost touch with and to experience the joy being cared for (so many kind souls offered to send over cough drops, family doctors, or bring me home-deliveries of chicken soup).

So wherever you are, and whatever you're doing, if you feel like you're wasting your time, try to see if there's a networking opportunity out there somewhere just waiting to be chatted up. And if you have any special recipes for chicken soup, do let me know'.