Networking: Why and How

Networking is the exchange of information and ideas among people with a common profession or special interest, usually in an informal social setting. Networking often begins with a single point of common ground.

Professionals use networking to expand their circles of acquaintances, find out about job opportunities in their fields, and increase their awareness of news and trends in their fields or the greater world.

There is an old African proverb.? “If you want to go fast, go alone.? If you want to go far, go together”

My modern twist on that is you will only go as far as your network allows.? In my business I meet people all the time who have excellent technical or analytical skills. These people are absolutely critical to the success of any business.? The only problem is that the career path for individual contributors with below average networking skill is quite narrow.? It’s the people who are good in the room.? The people that win the hearts and minds of the people.? Those are your leaders and it doesn’t even matter whether they have the formal title.? The people have chosen them.?

Networking is incredibly important to a successful business career.? I shock people sometimes when they hear me say that “Who you know” is at least as important as “What you know”.? Your network is in rooms that you aren’t in personally.? Your network is coming across incredible opportunities for you while you are sleeping.? Your network is promoting your name and reputation when it would come across as arrogance if you pushed those same messages.? Someone in your network has a relationship with the person who has a relationship with the person you need to meet to take your business or idea to the next level.?

Networking isn’t just about exchanging business cards; it’s about forging genuine connections and leveraging relationships to achieve mutual goals.? There a few big common mistakes that I have seen people make in regards to networking:

1.??? Not Networking.?? This one should be obvious by now, but in case it’s not I will state it plainly.? Your Network is your Net Worth.? Avoiding networking would be the equivalent of avoiding success

2.??? Inauthentic relationship building.? I learned a long time ago that I’m not good enough at my job to carry on inauthentic relationships with people even if having a relationship with those people would be helpful to me personally.? I go into every new business relationship with a spirit of cooperation and collaboration.? In business I am more invested in the person I’m doing business with than I am invested in a successful outcome of the deal.? If they don’t benefit from an association with me or the product/service I am proposing then I don’t burden them with either.??

3.??? Transactional Networking.? Connecting with someone on a purely transactional basis is okay if both parties are approaching it with a transactional mindset but in any long-term relationship being transactional will not work.? It won’t work because by being transactional your network will not cast as wide enough net to bring you a world of opportunities.? Personally, I revel in the opportunity to be of service to someone who appears to have no chance of being of service to me.? One thing I will never do is a favor for someone in my network with the intention of getting them to do a favor for me.? If you make yourself useful and of service to people then you will never have to ask people to do a favor for you because they will be searching for opportunities to do something on your behalf.? Many people miss out on networking opportunities because of a misplaced belief that the person is not of use to them at the moment.? The thing is that we are all evolving and changing.? Today’s vendor to your company is tomorrow’s executive in your company.? People remember how you treated them before it was clear they could be helpful to you.

4.??? Digging your well AFTER you are already thirsty.?? One of the big mistakes people make in networking is waiting too long to start.? I see people ramping up their networking when they are in search of a new job or actively increasing their networking activity because they have something to sell.? That type of networking is almost sure to fail because your obvious need reveals a level of inauthenticity (see the previous point) that undermines the building of any true relationship.? If you are constantly being of service to people and expanding your network then you will be ready when the time comes.? I always get a chuckle during the Law and Order type shows on television where the suspect demands to see his lawyer instead of talking to the police, because I recognize so many people don’t even have a lawyer in their active network of contacts.? I’ve never actually needed a criminal defense lawyer, but I will tell you that reaching out for one for the first time from the interrogation room is not putting yourself in the best position to prevail.

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I would be remiss if I didn’t address the elephant in the room in regards to networking in poor communities.? We don’t teach it, we don’t encourage it and often times we assume that leveraging relationships is somehow unfair.? I will use myself as an example.? My mother and I were out to dinner when I noticed the CEO of a major airline waiting to be seated so I say to my mother I’m going to go over there and introduce myself to him.? This was her response

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·????? Leave that man alone

·????? You do not know him

·????? You are only going over there because he is someone important

·????? I repeat, leave that man alone

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In reality, I agree with her premise that I’m only going over there because of “who” the person is at the moment and she is also correct that I do not know him, however I’m not approaching him to ask for a favor.? If I approach him it is to be of service, genuinely.? Here is how the conversation went:

“Excuse me sir, I saw you standing over here and recognized you as the person talking in the pre flight videos I watch 5 times per week while flying your airline.? Just wanted to come over here introduce myself, shake your hand and thank you for the work that you and your colleagues do everyday.? I’m normally traveling with lots on my mind but thanks to your team one thing I never think about is the safety of the aircraft.? I will let you get back to your dinner now and thank you again”.? His response was that he really appreciated the gesture and then made a joke that most people who recognize him fly frequently enough to recognize him on sight but only approach if they have a complaint.? We shook hands and I returned to my table.? On my way out of the restaurant he nodded in my direction as we exited the establishment.? Fast forward two weeks later and I’m at a local country club and I hear someone approaching “Well the golf is better here but I still prefer the other place for the Steaks”. It was the Airline CEO.? We talked for a bit and even promised to link up to play a round someday soon.? I STILL don’t want or need anything out of him but having the CEO of my preferred airline as part of my personal network can only be viewed as a good thing and it didn’t happen by coincidence.? It happened because I was intentional about networking with him and authentic in my desire to be of service instead of being transactional.? Which leads me to the “Do’s of networking”

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1.??? Practice intentionality.? Networking occasionally happens by accident but most times it requires someone to make the leap.? A few helpful tips.

a.??? I try to personally talk to every single one of my LinkedIn Connections over the phone or video conference.? It can be a tall order but its worth it when you are asked to make a connection or referral to one of your LinkedIn contacts if you actually know the person.? It also allows me to meet lots of people I wouldn’t meet otherwise and gives me many chances to be of service to those people

b.??? One of the best skills people can master in life is learning to be comfortable in uncomfortable situations.? So if you find it uncomfortable talking to strangers the very best thing you can do is start immediately talking to strangers.? The next professional conference you attend worry less about the number of LinkedIn connections you collect and instead focus on adding 1 genuine relationship to your network.? You don’t have to focus on the relative importance of the person either.? I was at a conference a few years ago with a bunch of telecommunications executives.? I ended up having a fascinating conversation with the photographer assigned to capture the event on film.? To this day he is a great friend and have introduced him to a number of people that required his skillset. (If you need a top notch photog you won't find a better or harder worker than Gavin Delisser )

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2.??? Connect your network to each other.? There is tremendous power in introducing the people in your network to each other.? It amplifies your impact when you make great connections for other people.? You may not be the person but you are incredibly valuable as the person who knows the person.? For this to be effective you have to do an effective job in vetting the people in your network.? Anyone you suggest or connect implicitly comes with your stamp of approval so be diligent in vetting your network before making any introductions. A couple super connectors in your network will also do wonders (Thank you Charles Neal PMP, CSM Dr. Maxine Cain Simone Knight Anthony E Tuggle Shernovius Bennett Sue Hrib Kevin Isaacs )

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3.??? Keep your contacts current.? If you make an effort to genuinely know all the people in your network then everything you see or read will remind you of someone in your network.? When you have that thought reach out to them with the story or photo attached to say hello and that you found something interesting related to them.? Don’t search for it and keep it authentic.? Your follow ups are better off being infrequent than irrelevant.?

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4.??? Remember the number one currency of networking is information.? Make yourself a valuable resource for information across a variety of topics.? Stay versed in current events, emerging trends and of course stay on the cutting edge of discussions in your core business.? Quality information will elevate your status in the networks of other people.