| There is an old saying most often attributed to Woody | | | | Be Polite |
| Allen that "90% of life is showing up." Actually, it turns | | | | When calling someone, ask whether the timing is |
| out that the number is somewhere between 75 and | | | | convenient. If not, thank them and end the call. If they |
| 90, depending on the recollection of the person reciting | | | | have a minute, take it, but not much more. Learning |
| the quote, but either way, the balance of life is about | | | | about the person you are calling is also a courteous |
| following up. | | | | gesture. Be sure to understand his or her business |
| Allen's point is a good one. Just get involved, make the | | | | practice area (a Google search should suffice) and try |
| call, or introduce yourself. The results will astonish you. | | | | to find some memorable common ground (something |
| In fact, once you take the initiative, momentum alone | | | | as simple as practicing in the same city may work, but |
| can drive you toward your goal. | | | | being alumni of the same school or residents of the |
| Where many of us falter, however, is in the follow-up. | | | | same town is ideal). The key is to be yourself in the |
| We expect to be rewarded for our risk taking, not | | | | most positive way that you can while relating to the |
| realizing that success is the product of both good | | | | person you are contacting on both a professional and |
| ideas and great execution. That execution requires you | | | | personal level. |
| to be one part relentless telemarketer (in the most | | | | Be Succinct |
| respectful way, of course), one part super cheerleader | | | | Once you find common ground, get to the point. |
| (without the pom-poms) and one part Zen master (to | | | | Chitchat is fine, but your goal is to follow up on |
| control the anxiety), all of which are contrary to | | | | whatever you original request may have been. Your |
| traditional legal training. | | | | contact knows you are calling out of the blue for a |
| Even the most successful among us get rejected the | | | | specific reason and is giving you an opportunity to |
| first few times we attempt something. That rejection is | | | | share it. Take the opportunity and run. Describe |
| usually not a reflection of the merits of an idea or | | | | exactly what you are following up on and why it is |
| strategy. More often, it is simply a function of poor | | | | important for him or her to consider. |
| timing. If someone sends you a letter thanking you for | | | | Be Resilient |
| your resume and advising that there are presently no | | | | If (when) you get rejected, don't over analyze that |
| openings, it is very possible that there really are no | | | | judgment. The best action you can take is to send a |
| openings. Our collective instinct is to assign another | | | | thank you note and move forward. Immediately follow |
| meaning to that message and consider it a negative | | | | up with the next person on your list. You will eventually |
| judgment on our qualifications. Next time, considering | | | | speak with someone at a time that is convenient for |
| following up with a thank you note and check back in | | | | him or her, and who has a sincere interest in what you |
| a few months. | | | | are discussing. |
| The great follow-up balancing act is to control the urge | | | | Evaluate Your Performance |
| to call or e-mail someone ten times per day, but fight | | | | Although it is a mistake to criticize yourself for |
| the complacency of making contact once and giving | | | | rejection, the great achievers and connectors use it as |
| up. Here are some tips to manage the follow-up | | | | a chance for personal-evaluation. Have you mastered |
| process. | | | | your pitch? Is your tone authoritative? Be honest. |
| Establish a Schedule | | | | In the end, the key is to follow up in a way that |
| Between classes or billable hours, you must schedule | | | | demonstrates thoughtful commitment to the issue, but |
| items you need to complete. To-do lists are fine, but I | | | | flexible understanding of the circumstances surrounding |
| would suggest using an electronic calendaring system | | | | that level of contact. You already get 90% for |
| of some sort with reminders. If you speak with | | | | showing up, work for the extra 10% and you will be |
| someone about a job or client development | | | | handsomely rewarded. |
| opportunity, add a follow-up e-mail or phone call to | | | | This article was originally published on April 14, 2008 by |
| your calendar. It could be a month, it could be six, just | | | | the National Law Journal online. |
| keep in touch. | | | | |