UNLOCKING YOUR POTENTIAL: REFERRAL POWER, NETWORKING CONFIDENCE, LEADERSHIP SKILLS, CAREER ADVANCEMENT

Do you want insights into networking and building long-lasting relationships? Listen to THIS EPISODE of Hiring Insights hosted by Mosah Fernandez Goodman and presented by Top Talent Advocates .

It is no secret that the corporate landscape functions, at times, like a labyrinth, offering up what seem like a thousand different avenues, many of them enticing, yet only one leading to a fruitful destination. The question of how to navigate such a maze elicits various answers, fears, and even excitement. Some say the key lies in one’s commitment to self-aggrandizement, while others contend that the power of hard work is all that matters in getting ahead. For Stewart Hirsch, Managing Director of Strategic Relationships LLC, the secret has to do with embracing the virtue of relationship building.?

Stewart started his journey in a large law firm as a litigator, then moving into a smaller firm practicing business and real estate law.? He moved to an in-house position in a large box retailer.? ? Within three years, a devastating recession hit the retail market in 1990, forcing Stewart to seek alternative opportunities. He formed In-House Attorney Services, where he functioned as an independent contractor for in-house legal departments.? To find work, Stewart did a lot of networking.? Using this crucial skill, he networked his way into organizations such as TJ Maxx & HomeGoods , 史泰博 , Welch's , Cabot Creamery Cooperative , Waters Corporation , and 美国波士顿大学 .?

After a few years, he recognized another need. Lawyers in firms weren’t very strong at developing business.? He started coaching lawyers on networking and business development as early as 1994. His first?coaching client was “really uncomfortable with business development.” One of the major things he realized was …, that “many people . . . were uncomfortable with networking.” For many professionals seeking business or jobs, networking may seem intimidating or unnatural.?

What is the point of getting to know someone just to use them to get a job or business if all you’re after is a job, or business? Similarly, those who view networking as a means to those ends are approaching it all wrong.

Even the highest-earning CEOs at the country’s largest companies are still regular people like you and me.?So, to help move his first client’s outlook on networking in the right direction, Stewart advised him to “go to various events and he was not to ask or look for business. All he was to do was listen and learn about other people.” I agree.? This strategy reorients our view of networking from a mandated ritual to genuine relationship building. At the end of the day, people are people, and although they might be the key to a coveted opportunity, separating our professional motives from the relationship-building process is the only way to make connections that last.?

This point of view is held by many others. Stewart stands in the company of like-minded professionals like Scott Love, host of NALP Talk, a podcast focused on the legal recruiting industry.?

Scott shares, “Relationships are dynamic and should be looked at with context, always being mindful of where one is situated in the lifecycle of a relationship with a client." For example, when I have spoken on this at conferences, I have shared that “Your new prospect does not need another friend. They need solutions. You earn the right to build a relationship with them by demonstrating your value.”? Once you have achieved a few ‘wins’ professionally with them, then you can learn more about them on a personal level, but not too personal, and also share with them what is going on in your life such as vacations, hobbies, and other common interests. But at its core, you always need to demonstrate your value as your relationship grows. This is beyond just doing good work, but expanding your value to them in other areas that may be outside your immediate scope of business such as introducing them to others in your network who can solve their problems, bringing opportunities that can be beneficial to them, and expanding your influence with them in a positive way.”?

Stewart got to where he is today through networking, helping others and finding opportunities, both as a lawyer and a coach, including? through? introductions made on his behalf. Here are some of his?secrets to success, informed by his faith in the power of interpersonal relationships:

• Be patient and get to know the person with whom you’d like to work with. It will be worthwhile in the long run to have developed a deeper relationship with this person.
• Network connections are a form of investment.
• Be nice to people, and treat them with respect.?
• Exercise genuine caring for others, and find ways to let them know you care
• Listen before jumping into a pitch.?

Understand who it is you are talking to, what they value, and what is in it for them–not just what is in it for you. The lessons learned from Stewart on THIS EPISODE are applicable to a wide-array of situations including career management and job seeking. You might appreciate it.?

For anyone wanting to learn more about coaching or business development planning, I highly encourage you to reach out to Stewart. I know many of readers already have a connection to him, but I know Stewart to be accessible and generous with his time. You can reach Stewart here: [email protected].

COMING UP NEXT...

Stay tuned for our next episode featuring Michelle M. Comella - JD and PCC of McDermott Will & Emery . As a seasoned and respected attorney and coach, Michelle's varied experiences will shed light on navigating opportunities and advancing one’s legal career.

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If you are thinking about a career move or want support on your executive branding and social media management, let's have a?conversation. Leverage our network of recruiters, hiring managers, business leaders, and our personalized coaching to get noticed and carve your personalized path to success.

As always, thanks to Lindsay Hofbauer and our previous guests!