Networking Skills

What is Networking?
“Networking is the exchange of information and ideas among people
with a common profession or special interest, usually in an informal
social setting.”
“In business terms, networking is the process of speaking to professional
contacts and sharing information with them.”
Networking is based on the idea that you can build a relationship with
people from a point of common interest. This might be, for example,
your professional background, membership of an institution, club or
college, or a business interest.
Networking is important because we all prefer to do business with
people we know, or who are known to people we know. Broadening
your network therefore opens up your business opportunities, whether to
sell, buy, recruit or get a job.
Nature or Nurture?
There are two approaches to networking, which we might call organic
and deliberate.
Your organic network is the network that you build up through your
normal activities and contacts. It will contain work colleagues, people
you have met socially, and points in between. There will be many people
in this network who will be useful to you, and who you can help.
However, there is another, and more deliberate approach to networking.
You can consciously apply yourself to building and maintaining a
network of people based around your career, work and ambitions.
Helen Tupper and Sarah Ellis, in their book The Squiggly Career,
suggest thinking about three aspects of your working life and
career: your current role, your future plans, and your personal
development. They suggest that you should actively build a network that
will support all three.
They also note that most people’s organic network tends to be based
around their current role (and possibly past roles), and therefore NOT
future plans.
It is worth taking a bit of time to consider your network against these
three areas, to see how it matches up, and then to take action to address
any gaps.

When to Network -
Networking is not hard.
Once you understand that networking is simply about building
relationships with people around you, it should be clear that you are
networking all the time. Every time you stop in the corridor to chat to a
colleague, or pick up the phone to speak to a contact, you are
networking.
Of course, there are times when you are networking more actively—for
example, when you go to a professional event, you are almost certainly
planning to spend a certain amount of time catching up with old contacts
and meeting new people.
However, every interpersonal interaction is potentially a networking
opportunity.
It is worth remembering the value of ‘small talk’ in building
relationships. Do not underestimate the value of ‘chat’. Relationships are
built on personal connections, and the feeling that someone else cares
about you, and the minutiae of your life. Take time to ask about what’s
happening in someone’s life. How is the new puppy that they mentioned
last time you spoke? How are their children? Even just commiserating
about the awfulness of their commute can build a bond—especially if
you remember and refer back to it next time. If you prefer to keep things
on a professional basis, ask about their job instead—but build
connections.
If you do this all the time, it will not be a problem when you actually
need something from one of your contacts. You will be able to ask for
information, or even to be put in touch with someone about a job,
because they will know and trust you.

A Fundamental Truth -
It is a fundamental truth that none of us likes to be ‘used’.
Human relationships are, in general, reciprocal. Research shows that we
have an essential need to be part of a community, to build bonds
(relationships) with other people. Those bonds are based, at least partly,
on an understanding that when one of us needs help, it will be provided.
However, that also means that we expect to both give and receive help.
We do not get the same feeling of belonging when we are only
‘taking’—and we certainly don’t appreciate always being the one giving.
If you only get in touch with people when you need something from
them, they will soon stop replying to your messages. Your relationships
need to be maintained and supported over time.
You cannot afford to network only when you want something.

How to Network -
It should already be clear that networking is part of your everyday
working life. You are constantly networking.
However, there will also be people that you don’t see every day, but who
are part of your network, or people who you wish to meet. How can you
get to know them, or stay in touch with them once you have met them?
There are a number of ways that you can do this. They include:
Industry or professional events, such as conferences
Industry and professional events are well-known networking
opportunities. They bring together people with a shared business
interest, often from around the world, and give them time to talk. If you
plan to use a conference as a networking opportunity, it’s a good idea to
make sure that you have plenty of business cards with you.
Remember, this is about building relationships, NOT selling yourself.
Try to build rapport and find common ground with the people that you
are meeting. Listen to what they have to say and don’t simply try to be
clever.
Don’t discard anyone on the grounds that you don’t think they can do
anything for you—you may find that there is a lot more to them than
meets the eye. Take time to chat, and see what you have in common,
even it is just shared amusement at someone else’s pomposity. That very
junior-looking person could be a senior manager in a few years, and you
might well value their friendship then.
It is also far better to make a genuine connection with just one or two
people than press your business card on 20 people.

Some people find the whole idea of networking at big events is too
challenging. They struggle with the idea of meeting so many new
people. If this is you, it may be helpful to read our guest post on
Overcoming a Fear of Networking.

Informal events, such as Meet-Ups -

Meet-Ups are simply meetings that are organised online using the
website www.meetup.com, and held in real life. Meet-Ups are held all
over the world, on all kinds of subjects: book clubs, professional events,
coding meetings and so on. Once you find a suitable community, you
can simply tap into local events, and start to build up your network.
Social media -
LinkedIn is the obvious candidate for social media networking. You can
use your existing network to reach out to new people without seeming
‘creepy’, and to stay in touch with your contacts and see what they’re
doing.
However, Twitter is also a good way to build your network. Start by
following people with similar interests, then engage with their posts, and
hope they reply. Twitter is a really good way to make contact with
people initially and then—especially for those within your
industry—follow up with face-to-face meetings at conferences and
industry events.
Twitter is also an excellent way to stay in touch with former colleagues
in your industry on an informal basis.
Short courses, especially industry- or skills-related
One very good way to meet other people who are developing similar
skills to you is to go on short training courses for particular skills. These
people form your peer network, and you are likely to find that they are
extremely valuable, not least for sharing tips and skills.
There is more about all these options, and particularly how freelancers
can use them effectively, in our page on Networking for Freelancers.

Email -
Email is a very good way to stay in touch with people.
It only takes a few minutes to send an email asking how someone is
doing, and reminding them that you are changing jobs/offices, or going
to be at a conference, and asking if they are also going to be there.
Using Your Network -
Building and maintaining a network is all very well. However, is there a
more active role?
There are two main ways in which you are likely to be actively involved
in your network: when you need or want something, and when someone
wants something from you.
Both are equally important functions of a network: you want to give as
well as receive, because we all value reciprocal relationships.
What you or others might want could be a new job. However, it might
also be as simple as someone’s contact details, or to go out for a coffee,
or talk through a problem. All these are valid reasons to be actively
involved in your network. If you are actively building and maintaining
your network, you may not even notice these contacts as different.
One thing that you might notice, however, is the quality of the
interaction, and your/others’ willingness to help varies considerably
depending on the nature of the request (see box). Only you can decide
what help you need, and what help you are willing to offer. However, it
is worth remembering that you get out what you put in, and that this
applies to both life and networking.
Top Tip! Timebound and specific requests are easier to manage
You might receive an email or message that says,
“I’m looking for a mentor, and wondered if you would be prepared to
help.”
You might be understandably reluctant to get involved. What is the
commitment you are being asked to give? What skills or expertise do
you have that this person values? How much thought have they put into
this mentoring relationship?
However, if the request was worded,
“I want to move into your area of work, and wondered if you would be
prepared to have a coffee and talk to me about what skills I might need
to develop to succeed.”
…then you might be more prepared to help. Agreeing to a coffee and
chat is a very different proposition to an open-ended mentoring
relationship.
When you ask for help, be as specific and time-bound as possible