or lose I get support to implement it.
• I met and swapped business cards and email addresses with the MD of a new company and first to use incubator facility. I’ve followed up today – gave him details of the guy who is designing my company logo.
• I met a young guy who is trying to get into sports journalism. I know a guy who writes footy reports for The Guardian – his dad runs a manufacturing company up the road from where my old factory premises were in Manchester. Seems like a fair contact swap. I will meet him at the business school to sort it out.
“So, as you can see it was a successful evening… I’ll continue to put the theory into practice and see what happens. As they say, the ‘big man’ helps those who help themselves.”
I chose this particular case study because I was impressed by the way Neil grasped the nettle with both hands, talked to lots of different people, and didn’t discount any of the contacts he made. Research may show that there’s no single,
correct method which will guarantee that you reach networking heaven. But there are a few golden rules to set you on the right track. Here are my top 10.
Networking top ten
1. Make time to network Don’t network only when you’re in a fix – make networking a habit so that you gradually build a rich and diverse resource that you can call on when in need.
2. Understand that giving is better than getting One-sided relationships where they give and you take eventually turn sour. Flip the coin and find things you can give – information, an introduction, a quick phone call – that’s easy (for you) yet valuable (to them).
3. Connect people Make a point of introducing people in your network who have shared interests. The more you are known as someone who knows interesting people, the more people will want to be linked to you, and the more effective your network becomes.
4. Value your acquaintances and friends Although friends are vital for our wellbeing, they often don’t have access to new information. So don’t disregard ‘mere’ acquaintances who can often point out opportunities that you hadn’t heard about on the grapevine.
The ‘order winner’ is that unique attribute which gets you the business, the job, the funding or the promotion
5. Appreciate the iceberg Most people’s networks are largely invisible to all but their closest friends. Remove your blinkers and connect with lots of different people. You can never, ever predict who knows who, and who will be able to introduce you to someone who could move your career in a new direction.
6. Build rapport If someone doesn’t warm to you, they’re unlikely to help, even when asked. So build rapport with your contacts – by listening to what they have to say, seeking common ground that can connect you, and helping out where possible.
7. Nurture your network Even the most superficial relationships are based on trust, and that takes time to build. So make an effort to stay in touch, and gradually strengthen the tie.
8. Network internally Don’t stay stuck behind your desk, working away diligently but anonymously. Make a point of chatting to people internally – in the lift, at the water cooler – so that when your name comes up, you’ll always have an advocate.
9. Raise your profile Blow your own trumpet, gently! Attend professional meetings, lectures and conferences, and get involved where you can. That way, your name will ring a bell, and people are more likely to think of you when an opportunity arises.
10. Practice makes perfect If you find aren’t comfortable chatting to strangers, practice in an unthreatening environment: at the post office, in the supermarket check-out queue. After a while, you’ll be able to start a conversation with almost anybody, anywhere.
Judith Perle
is a co-found- er and director of training consultancy Management Advantage. She’s also co-author of The Network Effect (www. TheNetwork-
Effect.co.uk). Contact her on JPerle@ ManAdvan. com or via
www.ManAd
van.com
www.trainingjournal.com September 2015
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