observed that opportunities are attached to people and not floating about in the atmosphere.


“Companies lean towards wanting to ‘hire and wire’,” says Kingsley. “By that I mean - hire well-connected people and wire into their networks. We live in an age where it is not what you know, or even who you know, but who knows you. Also, your network is portable – you created it and you own it. When you switch employer, your network goes with you and companies are tapping into this concept. It is also a way to get to know people from different backgrounds. Research shows that if your organisation does not reflect the diversity of the economy in which you operate and the society in which you live then you, as a company, underperform.”


‘Social Capital’, says Kingsley, as defined by Wayne Baker, depends on who you know and how well you know who you know. In a competitive business environment ‘Social Capital’ can be the real difference maker. Kingsley warns that ‘social capital’ should be ignored at your peril.


Kingsley’s experience of living and working in six countries has shown him that networking is the glue that helps makes everything happen. He has witnessed good networkers and realise that they have certain things in common: “They work hard at it, they don’t brag about it, and they don’t keep score,” he explains. “They are confident it works even if they are not sure how. Good networkers think like farmers who plant a seed in the spring, water and nurture it and are confident there will


be a harvest in the autumn. They understand the importance of asking for and offering referrals. They appreciate the power of technology but also know the power of personal face-to-face communications.”


However, one skill that great networkers have refined is listening. As Kingsley explained, giving forms a large element of networking, and the most important thing you can give is your full and undivided attention. But this tends to be absent.


“Most people aren’t in the habit of listening. While listening, most people are preparing what they will say next without processing what the other person has just said. Conversations are constantly interrupted by people who want to impress us with their ideas and wow us with their opinions. When we stop speaking, they assume we want to hear their thoughts rather than encouraging us to continue.


“The challenge is to learn to become a great listener and to view listening not as a sign of weakness or not being an expert,” says Kingsley, “but instead to see it as a form of activity and an opportunity to learn. You learn nothing when you are speaking - you learn everything when you listen.”


Join Kingsley Aikins and the IITD at a Networking Masterclass event in Dublin on November 28th. Check out www.iitd.ie for details.


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