I advocate a targeted networking approach rather than the shotgun approach of attending networking events. I say you should pick the people you want to get to know and go after them rather than leaving it to chance.

When picking your targets, it’s important to evaluate the potential of each person as a networking partner. Is this person likely to be able to refer? Is he or she the kind of person you’ll enjoy spending time with at lunch?

Using Careers to Decide Who Is in the Best Position to Refer

One excellent criterion for evaluating particular networking targets is their profession. Certain jobs lend themselves to being able to meet people and make referrals. Of course, my focus is family law, and the professions that are best for me to target as a divorce lawyer will be different from those that are best for you if you practice in a different area.

I’ve found that the highest value targets are other lawyers. I suspect that’s true for most of us, regardless of practice area. Most lawyers, including me, are asked for referrals to attorneys in other practice areas on a daily basis.

Behind attorneys, at least in family law, are mental health professionals. Whether they’re psychologists, psychiatrists, clinical social workers, or coaches, they’re all good sources of referrals. They also happen to be fairly entertaining at lunch or coffee.

Next up are clergy members. Clergy obviously have a connection with the many members of their congregations. Much like the mental health professionals, they play a role with their members and are often on the front lines of helping with a crisis. They can be reliable sources of referrals.

Finally, there’s everyone else. That includes accountants, physicians, hairdressers, and financial planners. I’ve never had much luck with any of these potential referral sources. Accountants usually hear about family law issues after they’re over. They’re rarely on the front lines. Physicians are hard to get to reach, so they’re not particularly valuable targets. Financial planners and hairdressers have never been of much use to me, unfortunately.

There are exceptions to every rule, and you’ll find great referral sources in professions other than law, mental health, and religion, For me, however, focusing on these professions in this particular order is the highest and best use of my networking time. Your mileage may vary.