De-Mystifying Networking

Your mere presence on LinkedIn already demonstrates your intent to network. Beneath the digital veneer, there are constant questions or hidden concerns about actualizing networking skills and identifying networking purpose. Let me iterate that the inevitable blend of developing networking skills and purpose can cause confusion and sometimes "networking fatigue".

Three Common Networking Barriers

Let's flush out some common barriers occurring in a networking process:

No 1: Sounds and Feels like a One-Way Street

There is no free lunch in being blunt or direct about one's "ask". There is a mis-led assumption if your agenda is not business-related, your outreach for advice from a distant contact is going to be free or acceptable. It is not entirely wrong but an inefficient networking method that weakens one's social capital and energy.

Excerpt from blinded INmail messages:

"I am confused now as to my next steps for XX. I am in a XX role with X organization. Not sure if I wish to go XX or should I go back to XX or explore other related fields like XXX."        

This is a moderate example, and the context is harmless and honest. However, the minor issue rests in the limited build-up of rapport and trust in posting the "ask" within 10 mins of introductory message. Accept the notion that experienced executives are cautious about giving advice without the buildup of trust or clarity of context.

There is one caveat for being direct; only if the request is a low-context agenda, which is less emotive and sensitive, such as placing an informal message in an alumni group:

Hey, I am traveling to London and Paris in July. Any recommendations for authentic local restaurants? PM and happy to catch up! :)        

No 2: Time is a Commodity

Respect and value the recipient's time. If your message is #TLDNR #corporate-jargon-overload #resume-attached; anticipate to be "ghosted" by the recipient as the connection fails to be uniquely authentic enough to justify a response. Setting up "weak ties" in the form of employer and school alumni helps set common ground. Going in with a cold request is as good as receiving a bank tele-sales call for personal loans. "Do I need a loan? No, thank you - bye!"

No 3: Not Leveraging on Weak Ties

Many experienced executives fail to leverage on the power of weak ties. In the fast-growing digital economy, the demand for swift outcomes derails the emphasis and importance of weak ties. Working on weak ties imply that the effort-benefit ratio is not so apparent but affirming that all relationships matter. Weak ties are the bridge to your wider network and investing appropriate time can convert weak into stronger ties. From my perspective, strong ties are bonded by trust and weak ties are bonded by relevance. If the relevance is actualized, the weak tie becomes a strong tie.

All relationships matter and working in progress. I like to think networking is like running a bubble bath where each bubble is unique but forms a large network of bubbles as I control the flow of water.

Interventions: The TIARA Mindset

It is difficult to train empathy but there are frameworks to ease thoughts into conversations. Adopting the TIARA framework into a mindset is a life-long skillset to help soften conversations with savvy questions. It is unrealistic to run the entire framework in a coffee chat with a prospect but preparing your mindset with this framework will build your ability to capture insights.

Trends

? How has your business or field changed most since you started?

? How do you think your business or field will change most dramatically in the next several years?

Insights

? What’s the best lesson you’ve learned on the job?

? What’s been your most valuable experience at your employer so far, and why?

? If you had to attribute your success to one skill or trait, what would it be??

Advice

? What can I be doing right now to prepare myself for a career in this field?

? If I got hired, what should I be sure to do within the first thirty days?

? If you were me, what would you be doing right now to maximize your change of breaking into this industry/field/function?

Resources

? What next steps would you recommend for someone in my situation?

Assignments

? What project (s) have you done that you felt added the most value?

Off-Line Visibility

The duality of networking in the social media and real world is now the norm as well as the challenge. While career opportunists and job seekers are compelled to be active on LinkedIn, I would opine that investment in off-line relationships are pivotal to acquiring insights and dotted lines to opportunities. Continue to aggregate knowledge resources about networking whether on LinkedIn communities, journals or self-help books. Avoid flooding your calendar with network events to avoid networking fatigue. Consider working with an accountability partner, such as a mentor or coach to bounce ideas and feedback. Strike a balance between "carpe diem" or simply enjoying a bubble bath!

#networking #mindset #framework #careerplanning #inseadcareers #trendsinsights #jobsearchstrategies #careerexploration #opportunities #relationshipmatters

About the author: Brian is an INSEAD executive career coach for the GEMBA (Asia & Middle East), TIEMBA, EMFIN and EMC degree programmes. He is a certified career practitioner since 2017 with major institutions in APAC and bridges18 years of talent acquisition and management experience from London, Hong Kong, Shanghai and now Singapore.