How to: network for success

Quick guides www.learningmatters.com offer downloadable learning modules across a wide range of subjects. This guide provides some handy hints on effective networking.

Networks are built on direct and indirect contacts in the personal, professional, or organisational arenas. The overriding goal of networking is to build and manage productive relationships.

Networks can assist you in achieving many of your goals such as finding a job, locating information, creating a social life, and so on. As networks are human, they need to be respected and nurtured.

The neglect or exploitation of a network results in its eventual collapse and the possibility of your being left without resources when you need them most. You will already have some networks. These include family, friends, and your school or university contacts. You may also be part of a professional body or have some expertise that links you to others whom you may not have met yet.

Networking FAQs

Isn't networking all about playing political games to meet personal goals?

Networking certainly can feel like this for those who are being used by someone who doesn't understand the importance of relationships. The best approach is do-as-you-would-be-done-by. In this way, you can put yourself in the other person's shoes and ask yourself whether your demands are reasonable.

I'm not a natural networker, but I see others using this technique and succeeding. How can I do the same?

There are many ways of building and nurturing networks. Not all require you to be an extrovert or display high levels of confidence. If, for example, you are uncomfortable in a roomful of people you don't know, you may like to think about what you could offer others that doesn't demand a high level of social interaction. You could use media such as the telephone, e-mail, or the Web to build your network. These relationships can be just as valuable as personal ones.

I can see that conscious networking could be helpful to me; I just don’t know where to begin.

The first thing to do is to map the network that you already have. Many people are surprised to see how extensive their network is when they go through this exercise. When calling on your primary network resources, ask those people to suggest others in your area of interest. Add their names to the map and continue to extend it as if it were a spreading family tree.

I want to make contact with someone who I know is very difficult to get hold of. How do I do this?

It’s surprising how few people you need to contact in order to access someone you wish to meet, however remote they are. Think about the linkages in your network and the contexts in which people live or work. Do any of these overlap with those of the person you wish to contact? In most cases it takes a maximum of four contacts to reach almost anyone!

I feel awkward asking people to do things for me. How can I do this without making them feel exploited?

One way of avoiding the feeling of exploitation is to offer something of value to the person you are approaching. You may have noticed that they have a particular interest or a need for some information. If you anticipate and offer some information or a contact tailored to that person, you will be able to pave the way for a reciprocal favour. Be sure to build in plenty of goodwill, though, so as not to foster a reputation of being someone who makes offers simply to get something in return.

Making it happen

1. Map your networks - these networks can be as follows:

personal—friends, family
organisational—teams, project groups, committees
professional—associates, colleagues, clients, suppliers
strategic—inter-organisational, political

Put your name in the middle of a large piece of paper surrounded by the names of your present contacts and draw the links out. Connect the names with lines to show the relationships between them. You could use different colours for different networks and/or different widths of lines for the depth of relationship.

2. Identify your style

See if you can identify your natural networking style. Conscious networkers have clear goals; they recognise the gaps in their network and identify opportunities to build relationships for the future. Intuitive networkers often feel happiest surrounded by people so they can follow their instincts and interests. These networks are built on serendipity. Political networkers build relationships to fuel their ambitions and to win power. Their relationships often don’t ‘make sense’ to observers, but there is bound to be a reason behind them.

3. Clarify your goals

To be a successful networker you need to have a destination in mind. This will focus your energies and help you to convey exactly what you need so that others can assist you. It also helps you make good decisions, as each will be made in the context of your overall goal. Either/or debates and chasing empty possibilities do not cloud the issue when you have a goal.

Four primary goals should motivate your networking activity.

Information

In order to find the latest information you need to identify your sources, sometimes called hubs or informers. These people are the repositories of useful information. They often understand market trends and developments and are able to point you towards opportunities or provide new approaches and perspectives on a situation. However, information can sometimes be tainted by gossip or a political agenda, so make sure that you consult with a variety of sources to get a balanced picture.

Development

A professional who isn’t developing isn’t performing—and it’s every individual’s responsibility to maintain their own development. Your network can be used to seek guidance and feedback and to act as a mouthpiece to inform others of your achievements or your willingness to take on new challenges. It can also alert you to valuable development and career opportunities.

Support

Ask yourself: Who should I surround myself with? Who are the people that give you consistent support? Who are those that act as sounding boards when you need to put your thoughts in order? And who will help you achieve your objectives by combining their efforts with yours? These people can often be taken for granted. It is worth thinking of how to reward them for the value they bring to you.

Influence

There may be people in your network who are able to influence your destiny. These will be those who are prepared to give you resources, to promote your cause and increase your visibility among the ‘right’ people. You might find it helpful to have a mentor with whom you could discuss your decisions, from whom you could learn new things, and who will act as an influencer on your behalf.

Plan the route to your goals

In planning the route to achieve your goals, you should first appraise your network. Ask yourself if there are any gaps or obstacles in the way. You may think that some relationships need attention, while others could be pruned, either because they are draining your energy or because they are no longer relevant to you.

This may sound harsh, but there is no point in keeping relationships alive through feelings of obligation or guilt. They do not serve anyone.

There is an unwritten code of ethics for good networking practices. If you look after networks with care and attention, you will reap the rewards. When developing networking behaviours, consider the following:

Be open-minded.
Keep commitments.
Do as you would be done by.
Don’t be afraid to ask.
Give generously.
Recognise problems and deal with them directly.
Always say ‘thank you’.

Remember you are a part of others’ networks

Keep your eyes and ears open for chances to help others. By involving yourself in the lives of the people who belong to your network you will soon learn of the sorts of things they like and value. An article on a topic of interest to them, information on an event that they would enjoy, a ticket to a concert or community event, anything of this sort will reinforce the relationships that you value in your network.

Enjoy the benefits

Understanding and investing time and energy in your networks benefits both the professional and personal areas of your life.

Ensure balance

By constantly monitoring and managing your networks you can ensure a state of equilibrium is achieved.

Create visibility

If you know how to network and how to identify the hubs and informers, people will get to know you. This will help you to network more effectively.

Ensure employability

Successful people know that the way to good opportunities can come from a network. Thus, a network that includes people in your organisation can actually reinforce your impact at work and the impression you make on your employer.

Common Mistakes

You don’t show appreciation for others’ help

Many people forget to show appreciation once their networking goal has been achieved. People like to know when their assistance has been successful and welcome a brief thank you note or other sign of appreciation. If this continues to be absent after several favours have been requested, the quality of the relationship diminishes and no further value can be gained from it.

You don’t establish boundaries

It sometimes happens that your professional network begins to take on the characteristics of your personal network. You may start socialising with colleagues and begin to know them as friends rather than professional acquaintances. Unless the boundaries are clearly established, this can threaten professional objectivity, for example when a difficult work decision comes into conflict with newly formed personal relationships.

You can’t say ‘no’

Enthusiasm for networking can lead to exhaustion as every opportunity is sought to build relationships—just in case. Learning to say ‘no’ and being able to control the amount of time and energy you put into this activity is important.