by Paddy Barr, Managing Partner, Barr Performance Coaching and IMI associate
You cannot be in two places at once consequently we rely on our network to be our eyes and ears in those locations where we are not present. Strong leaders surround themselves with high calibre people. No matter what you do the vast majority of significant opportunities that come your way will come through your network. Building a network is the process of growing the number of people with whom you have a positive working or social relationship. Specifically, you would like the people in your network to think of you when they come across information that may be of use to you or hear of an opportunity and connect you with that opportunity.
Networking is a two-way street. Your value in the network is enhanced when you connect others to information or opportunities that may be beneficial to them. If you only engage your network when you have a need then you will be seen as a “taker” as opposed to a positive contributor to the network. We must engage our network when we see opportunities for others as opposed to only when we require something. Networking is usually a long-term play – you build relationships and facilitate connections. You may not be the short-term beneficiary, but by positively engaging with others you increase the likelihood of opportunities coming your way.
Networking is not selling. Networking is building mutually beneficial relationships that may or may not lead to an opportunity being realised in the future. If you approach it as a purely sales activity then you run the risk of alienating others or conveying a disingenuous purpose to the potential relationship, i.e. I am only in it for what I can get out of it.
Why Do I Need to Network?
You don’t know what you don’t know! You only have one set of eyes and ears, thus the amount of research you can do to find opportunities is limited. Your network acts like extra sets of eyes and ears for you, picking up information and identifying opportunities when you are not in the room.
The bottom line is, many opportunities for business development or career enhancement are initiated or spread by word of mouth. With career opportunities in particular, it is estimated that in more than 50% of the cases, senior positions are likely to emerge through your network. Furthermore, many opportunities are never made public because the need was met by someone known to the hiring manager, so the opportunity was never advertised. Human nature is positively disposed to personal references or recommendations, and it gives the person doing the hiring a sense of comfort if they feel they can trust the source of the recommendation.
Think of opportunities as being like fish in the sea – if you have a small net, the likelihood of you catching many fish is low and it is impossible for you to catch a big fish; If you have a big net, your probability of catching fish increases dramatically and your ability to catch a big fish is greatly improved.
How Do I Start Networking?
There are two forms of networking: internal networking (which is particularly important if you work in a large company) and external networking.
Internal Networking
This is the process of building relationships with people who may now, or sometime in the future, be in a position to help you. In essence, you are expanding your profile and reach within the organisation. The best way to commence networking internally is to do some of the following:
- Get a mentor
- Ask for advice on something you are working on from a third party with whom you would not normally work
- Volunteer to get involved in projects or initiatives that will involve working with people from outside your team
- Attend social events, join clubs and societies (set up a club or society if none already exist) • Meet people for lunch or coffee
- Offer to help others
External Networking
This is the process of building relationships outside of your company with people who may now, or sometime in the future, be in a position to help you. In essence, you are expanding your profile and reach outside of the organisation.
The best way to commence networking externally is to do some of the following:
• Be active and post articles on LinkedIn
- Join industry associations
- Write an article for an industry publication
- Write a blog
- Volunteer for charities
- Attend conferences – or better still, speak at conferences
- Join industry think tanks
- Join University Alumnae groups
In both types of networking you are listening to see how you can help by joining the dots and making connections for others. That may be as simple as making an introduction to another person or forwarding an article you come across at a later date, or simply sharing your own experience.
When asked by a third party what it is that you do, either as a company or as an individual, weigh up the balance between information, value and need.
Tips, Tricks and Takeaways
❖ Be Clear: Make it easy for others to help you by being clear about what is of interest to you and your vision for your future or your company’s future? What challenges or opportunities are you facing?
❖ Actively listen to the needs of others: Make a note of who you have met and how you could help them – and how they could help you in the future.
❖ Keep your network current: Review your network (every 6 months) to ensure are you keeping it current. If you haven’t engaged with an individual for 12 months or more, then the relationship is probably dormant at best.
Reflective exercise:
Stay in touch: Make a list (set up a spreadsheet) of people you know and could be of assistance to you in your career. Alternatively, you could use the ‘Friends’ or ‘Connections’ lists on your Facebook or LinkedIn profiles, if you have them. Once you have your list, ask yourself these questions:
1) When was the last time I made contact with this individual?
2) What can I do to help this individual?
3) Have I made this individual aware of either what is new about me or what they could to do help me?
NB: Put a reminder in your calendar to repeat this exercise every 6 months.
Meet up: if you were given the opportunity to meet with three or four people from your network in the next month, who would you choose and why?
Now: what is preventing you from setting up a meeting, or making contact with these people? Really challenge yourself: is the barrier to connecting real, or self-imposed.
About the author
Patrick is the owner & Managing Partner of Barr Performance Coaching a boutique coaching and leadership development company focusing on enabling clients maximise their potential and achieve exceptional personal and professional results. Patrick’s commitment is to collaborate with clients to design, develop and implement high quality business, career & personal development strategies using challenging innovative processes and creative, insightful thought leadership.
