"Eighty percent of success is showing up." Usually I agree with Woody Allen, who is famous for (among other things) making this remark. But when it comes to networking for purposes of business development, I'll have to differ from the well-known filmmaker.

Confidence and Enthusiasm Are Paramount

Networking is a complete waste of time and money — unless one can sound confident and enthusiastic when doing so. Just showing up is not enough.

Simply put, no one wants to hire an attorney who sounds tentative and is not passionate about what he or she does. Think about it. Would you hire a lawyer who tells you, "I'm not so sure how to do that, but I think I can figure it out"? Would you hire a lawyers who says, "Been there; done that; wish your case were a bit more interesting"? Of course you wouldn't.

Two war stories from my own experience practicing law illustrate the importance of confidence and enthusiasm when networking.

Sound Assured

When I started my career at a large law firm, I was a green employment law associate. I rarely practiced what I now preach. I did little very networking. I was reluctant because my attitude was wrong. I thought, "Why would anyone I meet want to hire me? I have virtually no experience and essentially no clue what I am doing." In short, I understandably lacked confidence.

Shame on me for falling back on such a weak excuse. With a little thought, I could have networked very confidently, truthfully and authentically. A confidentRoywould have said, "I'm a new lawyer and still learning but, if I don't know what to do, someone right down the hall does. Together, we'll get the job done right." I could have made that statement confidently.

Sound Passionate

A few years ago, I was retained by Super Lawyers magazine to help with a significant legal marketing ethics/First Amendment controversy it was facing in the state of New Jersey. My first significant task was to find outside counsel who was licensed to practice in New Jersey.

After talking to other ethics lawyers inMinnesota, where I am licensed to practice, I put together a list of four reputable attorneys. On paper, they all had excellent credentials and sufficient experience. All seemed capable of doing the job.

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