Networking 2018: Moving From A Quid Pro Quo Motivation to Influencer

Quid pro quo, the concept of exchanging something for something, and expecting an exchange of equal or higher value, is how many of us approach how we use business networking platforms such as LinkedIn.  Though our motives are appropriate; building our business, our brand, and our exposure to potential customers, we often can miss out on how our citizenship and approach within that network is perceived. It also can ultimately limit the depth of value gained from our participation from this perspective.

If we look at the history of how the phrase “quid pro quo” was first used in English, it seems an appropriate metaphor to how business networking is approached by so many people. According to Merriam-Webster, it was first used in the 16th century by apothecaries to refer to the process of substituting one medicine for another, sometimes intentionally and sometimes fraudulently or accidentally (Merriam-Webster, 2017). From an intentional perspective, it could have been to get a better result with the patient. In other instances, it could work for nefarious reasons or simply be a mistake. In each case, there is an expectation that there is something of equal or greater value.  Quid pro quo. “If I…, will you…”. “Scratch my back, and I’ll scratch your back.” “Join my network and my first message back to you is a hard sell on my company.”  

I have been guilty of looking at business networking from this narrow perspective however, there is a bigger picture here. There is more value to be gained if we remove the quid pro quo mentality and learn to be impactful for the greater good of the network.  No, I am not advocating we give away our services and value for free. I am a raging capitalist. I believe in free-markets, earning what you are worth, making a profit, and financial success. I am also grounded in the foundations of my faith that tell me there is much more to this life.   What I believe is that we should deliver to those we intend to connect to with something of worth, be it advice, new learning opportunities, different perspectives, or help in their network growth. In doing so, we move from a transactional motive to the role of an influencer.  Ultimately, as influencers, the quid pro quo expectation is replaced with a focus on having the most impactful engagement. When we are a valued contributor to the collective group, the benefit to us can be long-lasting.  We become perceived as subject matter experts, advisors, and more desirable members of networks. Our sphere of influence grows and ultimately so do our market opportunities.   

So, what do I believe are the key traits of influencers that we should emulate?

Here is my short list:

1.      Become a Subject Matter Expert. 

We all have skills and abilities we have developed in our career, be it over many years or even in a short time frame. Choose those skills and abilities that give you the most satisfaction when you can employ them productively and build on them. Learn everything you can about each skill set, how you can be more proficient and competent in its use, and how to manifest its value for more significant gains. Such an effort requires a commitment to life-long learning and never being completely satisfied with your mastery.

2.      Become Willing To Share Your Knowledge.  

Erich Fromm, the famous social psychologist, in his book, Man for Himself- An Inquiry into the Psychology of Ethics, defines genuine love as “productive love.” (Fromm, 1947).  Productive love is a love for others that is actionable and includes the traits of Care, Respect, Responsibility, and Knowledge.  By sharing your knowledge with others through your network, you are demonstrating one of these critical characteristics. You build goodwill and establish yourself as a valuable connection.

3.      Seek Opportunities Where You Have the Highest Probability to Contribute

We are consistently bombarded with opportunities in our personal and business life where we can make an impact. Unfortunately, when we do not discern which activities, requests, or projects are the best use of our time, we can either become overwhelmed or disengaged. In Greg McKeown’s book, Essentialism- The Disciplined Pursuit of Less, he puts forth the idea the “essentialist” carefully choosing what activities have the most significant opportunity to do great work.  By adopting this attitude, those contributions we decide to pursue will have the highest probability of being of greater value (McKeown, 2014).  

I had a sign in my office for several years that read “The answer is “No,” Unless what you’re asking is so compelling I must say YES!” It was a reminder to me to choose activities and projects that mattered and had a purpose.   In the same way, as we move from this quid pro quo, “I will give you something if you give me something” approach, toward the role of influencer, we can maximize our potential contributions when we apply the essentialist approach.

 If I am in your LinkedIn Network, I hope you will find that I strive to be an influencer. Yes, there will be times when I will be “hawking my wares,” as we all do. That is commerce and why we are here.  That being said, my goal for 2018 is to become an even more valuable networking partner through providing impactful, relevant, and timely contributions that somehow strike a chord with the audience.

I look forward to the new year and being a part of the LinkedIn community and those networks in which I can bring the most value.

Marion Spears Karr

References:

 Fromm, E. (2015). Man for himself: an inquiry into the psychology of ethics. Place of publication not identified: Routledge.

McKeown, G. (2014). Essentialism the disciplined pursuit of less. New York, NY: Crown Business.

Quid Pro Quo. (n.d.). Retrieved December 23, 2017, from https://www.merriam-webster.com/dictionary/quid%20pro%20quo

Quid pro quo and the Apothecary

In the early 16th century, a quid pro quo was something obtained from an apothecary. That's because when quid pro quo (New Latin for "something for something") was first used in English, it referred to the process of substituting one medicine for another—whether intentionally (and sometimes fraudulently) or accidentally. The meaning of the phrase was quickly extended, however, and within several decades it was being used for more general equivalent exchanges. These days, it often occurs in legal contexts.

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