Speaking to Lawyers Weekly, Paul Ippolito, principal of Ippolito Advisory; Selina Nikoloudakis, principal of Divorce Legal; and Vicky Martin, special counsel at Thynne + Macartney, offer their expert advice on how lawyers can effectively balance their demanding schedules with strategic networking.

Planning and prioritising networking

Ippolito emphasised that prioritising networking regularly within one’s schedule is a “non-negotiable”, even amid the pressures of a heavy workload.

Notably, he highlighted that in an era where AI and technology are increasingly integrated into the profession, “human relationships and strong connections are more important than ever”.

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“Whether you are a partner, principal, or early career lawyer, checking in with clients, stakeholders and other lawyers, as well as making new contacts, should be a constant priority of normal legal practice. Lawyering is more about people than it is about law,” Ippolito said.

While online platforms like LinkedIn are valuable for maintaining connections, Ippolito stressed that face-to-face interactions are irreplaceable, as they foster essential qualities like trust and authenticity.

“Online networking has its place for busy lawyers. Sharing, liking, or commenting on LinkedIn and reaching out virtually can help build and maintain connections, but in my view, face-to-face conversations matter more and work out better more often than not.

“Face-to-face networking builds authenticity, trust, and stronger relationships. Trust is everything. If people like you and trust you, they will tell others, send you work, and become your referral and brand ambassadors,” Ippolito noted.

He explained that lawyers should not view networking as a way to “bring in new or more work”. Instead, it is about “staying informed, connected with others and, most importantly, adding value to the work of others”.

For Nikoloudakis, practice planning is the key to successfully prioritising networking within a lawyer’s busy schedule. She recommended assessing “what your work schedule may look like for the next month and fit networking opportunities around your work schedule”.

Through careful planning, Nikoloudakis asserted that networking events need not be perceived as “a chore and something that you must do”. Instead, they will be viewed as “a break from your day-to-day tasks and an opportunity to meet and mingle with like-minded business professionals”.

One of the key strategies Nikoloudakis recommended to avoid over-committing to networking events is to establish clear, specific goals to achieve.

“I am not suggesting that you attend a networking event each month. Set yourself a goal. For example, you may say to yourself, in the next six months, I want to attend three networking events. This will provide you with time to plan, investigate the networking opportunities, and balance your caseload,” Nikoloudakis stated.

Martin echoed this sentiment by highlighting the importance of quality over quantity regarding networking. She suggested that if participating has no potential benefits, it’s better to forgo attending.

“You can’t say yes to every invitation you receive. This might sound harsh, but you need to think about whether there is a prospect of any referrals coming from the particular networking opportunity you are presented with. If there is no prospect, then it will be a total waste of your time,” Martin outlined.

Building meaningful relationships

To cultivate meaningful professional relationships, Nikoloudakis shared the importance of approaching networking events with an “open mind” and without having “any expectations”.

Nikoloudakis also encouraged lawyers to focus on “meeting new people”, “hearing their stories”, and gaining an understanding of what motivates them in “the work they do”. At the same time, she advised being prepared to “tell them a bit about yourself” and “why you’re attending the event”.

While Ippolito acknowledged that LinkedIn is helpful for “staying updated”, he stressed that the most effective way to build meaningful relations is to be proactive and engage with individuals “face-to-face”.

“The best networking strategy is therefore quite simple – look for opportunities to meet people face to face. A quick coffee or a casual drink with a colleague or contact helps reconnect and build stronger relationships over time,” Ippolito said.

He also advocated for small and practical actions, such as “never eating lunch alone”, as an effective networking strategy, as a powerful networking strategy that fosters authentic connections and makes networking “feel natural rather than forced”.

The key to networking, Ippolito believes, is ensuring that you “be yourself, be present, and be patient” as “if you come across as forced, desperate or transactional, people will see through it”.

For Martin, she shared the importance for lawyers to foster meaningful professional relationships with professional referrers. She explained this could be achieved by arranging in-person meetings, as such interactions greatly enhance the development of a strong rapport.

“Personal relationships with your referrers is important. Meeting people for coffee, lunch, or drinks is a great way to build rapport with a potential referrer so that you have a chance to get to know them personally and they get to know you,” Martin said.

Once an individual has provided a referral for your work, Martin stressed the imperative to send a note of appreciation “to acknowledge and thank them for the referral”. Additionally, if deemed appropriate, she added that you can “keep them updated regarding the progress of the matter”.

Balancing workload and networking

The prospect of attending networking events may appear to be an additional source of stress amid demanding workload responsibilities; however, there are effective strategies to incorporate networking into a busy professional schedule.

Ippolito stressed that the “biggest mistake lawyers make is treating networking as an extra task”. Rather, he suggested that lawyers need to start recognising it as an essential component that plays a crucial role in cultivating a successful career.

“Billable hours matter, but they are not the only way to build a successful practice. Branding, marketing, and the ability to build relationships are just as critical. Networking is no longer just for rainmaking partners, it is something every lawyer in the law firm needs to embrace and do,” Ippolito said.

He also conveyed that while networking “does not always bring immediate results”, lawyers should not become discouraged or perceive it as “a waste of time”. Instead, he emphasised that “the best opportunities often come from unexpected places” and advocated for lawyers to “keep showing up and staying engaged”.

Nikoloudakis expressed a similar perspective regarding the need for lawyers to re-evaluate their approach to networking, suggesting that they should value this as an “opportunity to meet like-minded people and to be inspired”.

To achieve an effective balance, Nikoloudakis articulated the necessity of meticulously planning and prioritising your tasks within a well-structured schedule.

“Balancing workload is difficult, but plan ahead. Prioritise your work. Make a list of what you need to achieve on a particular day, in a particular week, in a particular month. Include networking on your list!” Nikoloudakis noted.

Martin advocated for lawyers to adopt a strategic approach regarding the individuals you “reach out to” and the “invitations to events and meetings you accept” to prevent burning their resources and efforts.

She added: “When you do go to events/meetings, make sure to send an email afterwards to thank them or say how much you enjoyed, etc. It’s the little things like this that stick in people’s minds, and they will remember you for them.”