Navigating Pivots: A Strategic Approach to Networking Success

My dad had a bit of wisdom he shared with me as I was getting started in a new job. He shared, ‘if you find yourself at the bottom of a hole, put down the shovel’. Never has this wisdom been more true than in our networking activities. We tend to just get started, and then we keep going. Before you know it, we’ve amassed a mountain of connections that we don’t have a clue what to do with or any traction with getting a paying gig.

As professionals navigating to find whatever our new normal will be in our work life, the ability to pivot effectively is crucial. In this article, I'll guide you through 5 Key Strategies to networking and share insights on when and how to adjust your course. By the end of it, hopefully you’ll? recognize when it’s time to put down the shovel and get out of the hole you may be digging.

Strategy # 1. Realistic Self-Assessment:

Before you embark on any journey, it's essential to take stock of where you are. Ask yourself the tough questions and assess your current position realistically. Are you satisfied with your trajectory, or is it time for a change? We often think if we just work a little harder or a bit longer, success will come our way. Sometimes that’s true, but more often I find people hanging on due to the sunk cost of networking time spent rather than recognizing any positive outcome happening. Give yourself a timeline to reach a certain point, it doesn’t have to be a major milestone, but should be something tangible. You can always adjust, but only if you see progress.

Strategy # 2. Celebrate Successes:

Sometimes when we’re not experiencing the success we imagine, we are busy imagining the worst rather than celebrating the positive moments we experience. You will often experience what you focus on, when you just look at the losses, you don’t see the wins. Recognizing what is working provides motivation and a positive perspective, reinforcing your commitment to your goals, you will also recognize that in every step backwards, it’s preparing you for a quantum leap forward!

Strategy # 3. Clarify Expectations:

Are you clear about what you are asking for and what you are looking to achieve? Clearly defining your goals and expectations helps in effective communication and ensures that your network understands how they can assist you. When you meet without a clear ask or provide specific guidance for someone to help you, you will leave people unclear with what action they can take on your behalf.

Strategy # 4. Evaluate Communications:

Take a critical look at your communication strategies. Are your messages compelling? Do they resonate with your audience? Adjust your approach if needed, ensuring your outreach is both clear and impactful. Share the perspective people would see who can introduce you, provide the language they use or external indicators of a need.

Example....when you see an open position for _____________ that hasn't been filled for several months, they might need support of an HR resource.

Strategy # 5. Putting in the Work:

Success rarely comes without effort. Ask yourself if you're putting in the work required to achieve your goals. Consistency and dedication are key when building meaningful professional relationships. While these strategies may sound simple, they are anything but easy and this one is the most challenging. It's work to build relationships and hard work when you are building a muscle that may not be your natural inclination.

That doesn't mean you can't get good at it, it just takes work to get there!

Making Adjustments, Not Abandoning Efforts:

If your assessment reveals areas for improvement, consider making adjustments rather than abandoning your efforts altogether. Sometimes, small modifications to your approach can yield significant results.

Networking by the Numbers:

For knowledge workers, like those in advisory roles, consider a 90-day campaign length. If results are not evident within this timeframe, it's time to reassess. Running multiple campaigns simultaneously, akin to A/B testing, allows you to identify what strategies are most effective.

When you start to find traction in an area, you can reallocate effort and resources into what's working. This can shorten your path to results.

?The Nitty Gritty Numbers:

?- 10 meetings should serve as your warm-up, with at least one generating a valuable introduction.

- Aim for introductions to decision-makers or key influencers.

- If this isn't happening, consider refining your target audience, ensuring your requests are straightforward, and connecting with the right referral relationships.

- 10 Prospect meetings should result in 2 potential scope of work conversations.

- By 50 meetings in you should be at revenue, if not, something in the recipe has to be adjusted. DON’T just keep going!

- I love to see 2 meetings scheduled per day when you first start your prospecting activity if you have an aggressive business development goal, this has you assessing weekly your approach and making adjustments.

- if you have a secondary business development objective, in other words, you provide billable work as your primary role to your firm, I want you to be doing 2 meetings per week. This has you assessing monthly your approach and recalibrating.

Let me tell you something about the origin of my numbers. I made them up in the beginning to get started and used it for my own prospecting, then used the same recipe for my clients. I’m telling you this because I’m giving you permission to borrow it to use your own.

The point is to give yourself a reasonable activity plan and expectation of length of time to give something to work.

Remember, the outlined framework provides a starting point for your networking endeavors. While external factors may always play a role, focusing on these key elements can guide you towards the progress you seek. Career pivots are not about quitting; they're about adapting and thriving in the ever-changing professional landscape.

So, are you ready to build bridges and strategically navigate your career path? Embrace the process, celebrate victories, and always be ready to pivot when needed. Your success in networking is a journey, not a destination.

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