Networking - Is it Worth It?

By Harry Peasley

"Oh look! There's Bob. I understand he's very skilled and incredibly knowledgeable. He'd be a great person to know."

"Yes. I heard Bob is considered to be one of the most influential people in our field."

"Having a person like Bob in my network could really help advance my career. [Tom walks by] Oh! [long pause with rolling eyes] Now that guy’s got an attitude [points at Tom]."

"Who?"

"What did I just say??? Anyway, I hate the way he [air quotes] 'works the system' to get what he wants. I can't believe how people don't see through him. He's such a suck up!"

"Ohhhh! You’re referring to Tom. You can't deny the success he's had. He does get results."

"Results - humph! I'd rather not have him in MY network. He's a blowhard, suck up with no integrity at all!!!"

Networking is a necessary evil in today's business environment. Many people see the merits of networking, but it seems there are many stigmas attached to the practice of this art form. A common myth about networking is one must have an extroverted personality to be good at it. This myth is truly a myth (I often wondered how these myths get started). Even if you are an extrovert, there are more skills involved than only talking (And yes, talking is a skill when done correctly). In fact, the best networkers I know are more introverted in their personality type than extroverted. You may be surprised at that comment but read on and you'll understand my observation better. This article isn't intended to be a synopsis of personality types. Extroverts can have their problems in networking also. For example, when an extroverted person becomes successful in their ability to network, sometimes out of spite or jealousy, they gain a reputation. The fact is - they may be everything their reputation demonstrates, but that could either be a self-fulfilling prophecy or a topic for another article. Many times, a poor reputation can ruin a career.

Networking by definition, according to the Merriam/Webster dictionary, is the exchange of information or services among individuals, groups, or institutions. To me it's all about untangling the web. Not the World Wide Web, but the web of who you know and leveraging the power of humans for knowledge and/or assistance.

Recently I was listening to a presentation from a man who was talking about his organization. During his speech I decided I needed to get him and a friend of mine together to network as they work in the same career field and could possibly help each other. After his presentation I went over to meet him and introduce myself. As I was walking in his direction, I thought about my friend, what I was going to say to this nice man and I played this 30 second script in my head. "Hi, I'm Harry Peasley. I loved your presentation! You sound very passionate about your organization and what you're doing for the community…" As I introduced myself and started talking, it was as if a little red light started flashing over each of us. We worked in the same company about 13 years earlier, but in different departments. Once we got over the initial shock of this unlikely reunion, our discussion turned into a history tour of where we've been in our lives the past 13 years. I told him about my friend, how they should get together and why. In the coming months, he and I spoke a few times and have been good sources of information and inspiration for one another. Meeting this individual in this manner is what I refer to as "dumb luck." "Dumb luck" would have never happened if I didn't approach him to talk. I had a game plan in my mind and knew I could create a situation where others could benefit. They say stuff like this only happens in the movies, but I think it happens much more. When something like this happens to me, I hear the song "It's a small world after all" ringing in my head and every time I'm truly amazed.
Before networking begins, one should take personal inventory. As professionals, the last thing you want to do is go up to somebody, introduce yourself and babble like the teacher in the Charlie Brown cartoons - "wha wah wah wah wah." That doesn't leave a first good impression. Personal inventory, by my definition is to clearly understand what you want out of your life and your career. Understand what you value and what you don't. Determine your passions and what frustrates you. This information gives you instant credibility in making first impressions. Many people think they know themselves already, but ask them who they are without telling you about their job and see what they do. Hopefully you've noticed I didn't bring up the words extrovert or introvert? Here's where the introverts win out, as they tend to do a much better job of self-analysis than most extroverts. Sometimes the introverts are too critical about themselves, but at least they're checking in. Extroverts tend to wear their emotions on their sleeve so much they quit listening to themselves (I'm not trying to offend anybody as you can probably tell I'm more extroverted by nature). Personal inventory should take some time and is very important to write down. Once you write down what you want out of your life and your career, ask someone who knows you well to give you some feedback. They may have some additional thoughts for you.

Good and true networking is reciprocal. Each party should have a reason or the motivation to continue putting energy into each other. Can you network without taking the time to do the personal inventory? The answer is yes. However, in this art form we call networking, it's much better to be prepared. Can you network without being reciprocal? That answer is also yes. However, how would you feel if you were constantly giving and never receiving anything in a relationship? I know - a topic for another article.

The steps one should take in networking is:

• Begin a salutation or script in your mind before you introduce yourself, then execute your imagined salutation or script.
• Let the person know you appreciate them (their knowledge, abilities, work, etc.)
• Know what you want before taking the plunge.
• What strengths, skills, and advice can you give back? Are you willing to do so?
• Understand how others can potentially assist you in your endeavors - the person you're talking with may know somebody else.
• Thank them, exchange business cards if you have them or make a commitment to talk at a later date. One pointer that is always good if you exchange business cards. Write the date, function, and any pertinent information on the back of the business card as soon as the person's out of sight. It always blows others away when you can "recall" details about the first time you met.

Networking takes time and effort, but the rewards can be outstanding. When networking to look for a job, there are a few other steps involved to get a resume to the right people and eventually the interview. The focus on this article is mainly for personal growth and development. If you follow some of the above steps, what's the worse that can happen?

You know yourself better - well, maybe. You're on your way to that dream career - possibly. People call you names - I can't guarantee they won't. You lose your job over networking - I doubt it. You earn the respect and friendship of another human being - I suggest the investment in time and effort truly pays dividends. Maybe not right away, but since it's extremely difficult to predict the future, wouldn't it be nice to have some options? Start networking today and enjoy the journey!

Copyright 2004, New Heights