When I first started consulting, one of my business partners said to me “Bob, you know so many people in the industry and you are known to so many people, your people resources are so valuable to our business.” I hadn’t thought of it that way before. I’d merely been interested in making as many contacts as I possibly could so that I could build my knowledge of the industry and at the same time, help others.
Rule 1: Build volume and diversity in your network
As we all do initially, I networked for friendship. It’s natural to start building your network with people who are similar to you in personality, style, career and personal interests. However, the people who have the best networks also have the most diverse networks. Add those people who are different to you in personality, style, likes and professional interests to your network. In this way, you will be more likely to capture the help you need, when you need it.
As one famous author on the subject, Keith Ferrazzi (2005) once said “The best time to build a network is before you need it.”
New managers, when building a network, often make the mistake of first looking upwards to their senior managers – surely it is those “up there” who can be of most help. Do not only look upwards – go for everyone. Everyone is a potential network member. Often it is the people that you least expect to be of help that provide you with the introduction or direction that you need.
Sales people reading this article may recall the story James Lavenson of The Plaza Hotel in New York told about his idea to have all employees using their networks to promote sales. You can imagine the scepticism which greeted one of the ladies who worked in the laundry when she asked if she could participate. The result? Well, she organised a luncheon for her small church group. “500 church members showed up for lunch at the Plaza dressed to the heavens and paying cash.”
Rule 2: Give, give, give!
It feels really good when you are able to help someone else. But there is another reason for giving. When you give, people are more likely to give back. In fact the social psychologists have a term for it, “reciprocity”. The research clearly shows that the more you give of yourself, the more likely people are to help you when you need it. In fact in his recent book “The Happiness Hypothesis”, Jonathan Haidt cites compelling social psychological evidence that reciprocity is an inbuilt human response. “You scratch my back and I’ll scratch yours” is not just a saying, it’s actually part of our basic makeup.
You might be saying, “Yes, that’s OK, but how do I give? How will people come to me? Why should they?” Become an expert. You may recall Kevin Costner saying in the 1989 film Field of Dreams – “Build the field and they will come”. Build and promote yourself as an expert and they will come! You need to focus on an area of skill or knowledge and develop yourself as an expert in that field – learn all you can about it.
Rule 3: Make contact with your potential network members
Members of your network should be both within your organisation and external to it. Internal network members are more likely to be of help with getting things done. External members are more likely to be of help in developing your knowledge and expertise. Additionally, both will be of considerable help in developing and progressing your career.
How do you make contact with potential members? Here are some suggestions – you’ll probably think of some more as you read through the list.
– When next you are in an interdepartmental meeting or project team meeting, make contact with someone who has impressed you and suggest that you get together for a coffee. Give this person some positive feedback about what you liked that they did in the meeting.
– Ask your boss for the names of some of the people outside of your department that could be of help to you. Call them up and arrange to meet. Make sure you have a topic to discuss, or if you are new to the organisation, you could ask for their advice on navigating your way through the organisational deep waters.
– Arrange to meet with key customers or suppliers of your department or organisation. Always make sure you know as much as possible about your contact before meeting them. Offer advice or help on an area of interest to them.
– Regularly attend professional / industry events. Make PVC Profiles Suppliers a point of making contact with at least two people at each event. These are people that you will definitely call later and meet with. They are in addition to all the people with whom you will swap business cards during the event.
– Join Industry and professional or trade associations, local chambers of commerce, etc. Make contact with at least two people with whom you will later meet.
– Join special interest group committees, or if your time does not permit, offer to speak at their sessions or conferences. Once again, make contact with at least two people with whom you will later meet.
– Finally, as was said before, develop yourself as an expert in a particular field. Become known both inside and outside the organisation as someone “who knows a lot about that”. In this way, people will start to beat a path to your door.
Rule 4: Keep in touch to maintain your network
Making the first contact is obviously important. However, keeping in contact over the longer term is the only way to maintain your network. This requires some discipline. If you are that way inclined, then you’re off to a flying start. If not, then make your diary work for you – e.g. all of the computer planning and diary systems have the ability to enter people’s names and follow up dates, so use these aids.