Networking – where do I start

Definition of networking: Using contacts made in business for purposes beyond the reason for the initial contact. For example, a sales representative may ask a customer for names of others who may be interested in his product.

Think of a successful networking experience from your professional life. Who did you network with? Why did it work?

1. Know what you want to achieve

Have a clear idea of what it is you are hoping to obtain: information, support, visibility, feedback or anything else. A common mistake is to either approach people without knowing exactly what you want; or if you don’t define what you want you may never take action – as you are not motivated to do so.

Why do we network?

Networking may serve as a useful source of information, assistance and support.

Information obtained from networking can be regarding:

• Trends in industries, organisations and career opportunities
• Clarification of assumptions and expectations
• Advice on the implications of particular career options
• Useful business contacts/services
• Technical or specialist topics
• Potential customers/clients
• Feedback and coaching with one’s career management
• Specific job opportunities
• Experience of others

Assistance that people receive from their network can include:

• Obtaining access to targeted employers/customers/clients
• Partnership or cooperation
• Material sponsorship
• An introduction or referral
• Increased profile through opportunities to attend/speak/write for events
• Specific skills development – coaching

Support may be provided by network members in the form of:

• Emotional support and encouragement
• Sharing of ideas
• Venting frustrations and ways to overcome hurdles
• Confirmation of plan and progress
• Ideas for staying motivated and positive
• A sounding board to keep a realistic perspective

2. Know who may help

You will form relationships and contacts throughout your personal and professional life; these form the basis of your network.

• Draw an inner circle with you in the centre
• Add the names or initials of the people who are most accessible to you and that you are comfortable in approaching, that are able to help you with your want
• Add another circle – these people that are less accessible or approachable, these are your acquaintances
• Draw an outer circle -these are the people that are hardest to connect with, you may not even know their name (e.g. the Hiring Manager at a specific company that you have always wanted to work for)

Write as many as you can think of now. This network map may also be useful to help you with different objectives. Don’t be concerned if you have some people on your network map that appear ‘out of reach’ to you due to seniority, location or power. Include individuals that may not be directly relevant to your objective but may be links in a chain. Think of the six degrees of separation, you will probably know someone, who will know someone, who can help.

You may wish to draw lines between you and your inner circle of contacts, and between you and the next circle of acquaintances, which could lead you to the potential contacts in the outer ring.

3. Know how others may help you

Members of your network can help in a variety of ways, easily categorised into six key functions:

Sponsor

These people are in decision making roles, possibly even hiring a position that you would like. They have the power to help you gain visibility or exposure, providing direct access to your want. They are often in the outskirts of your network map.

Develop

You may be able to acquire knowledge or skills. This may be short term experience or a long term association. Learning something by observing someone or have them observe you and provide feedback can be invaluable.

Inform

Someone who is knowledgeable about a business, product or industry trend and is willing to share this information. If you need more knowledge about an area to guide your decision making these are important people to know.

Support

Someone you are comfortable sharing information with, who will listen to your frustrations, ideas and share the ups and downs. This works best when it is reciprocal, as mutual trust is needed to support choices and decisions.

Mentor

Someone with considerable expertise and experience in your area of interest. If you ask the right questions you may benefit hugely from their knowledge and experience.

Make contacts

Some people may have access to channels that you don’t. They may be able to open doors for you. They may simply be able to link your or refer you to someone who can play a direct role for you.

4. Know what to invest

• Networking takes effort, the more focused you are, the more you get back
• Time, money, or energy will probably need to be invested

Investing time, money and energy

• Decide how important this is to you and allocate your investment
• Time – attending a function / meeting someone / follow up
• Money – paying to join an association / taking someone to lunch
• Energy – enthusiastic and active listening with a networking member
• Follow up – or be forgotten
• Schedule small blocks of time – these are more achievable

5. Know what to offer

Be sure not to forget that effective networking is reciprocal.

In Latin quid pro quo, means something for something – that is you do something for me, I’ll do something for you. This is how networking relationships that last, are built.

It is no coincidence that good fortune tends to bestow those who are known as a person who gives without expecting anything in return.

• Share relevant data or articles
• Promote their ideas and give them due acknowledgement
• Copy and share information that will be of interest to those in your network
• Assist others in brainstorming
• Identify useful contacts or opportunities for them
• Share their business cards with people they wish to reach
• Introduce people to others who may help them
• Really listen and try to understand others
• Ask incisive questions without being overly critical

6. Follow-up

It is essential to follow-up with all of the people you meet through your network. This may be an email to acknowledge meeting them, or pass on an interesting article you had discussed. Following up allows the person to remember you and if they remember you – they can talk about you to their network.

With patience, perseverance and persistence, the dominoes start to fall and before you know it you have the mastered the art of networking.