From Job Search to Leadership: Networking Gets You There

Reprinted courtesy of the Pennsylvania Institute of CPAs, picpa.org

For some of life’s most difficult questions – How do I find a new job? How do I win new business? How do I become an organization or community leader? – there is actually a simple answer: networking.

Yes, networking is about building and maintaining relationships with people in your personal and professional life, but it is all about reciprocity. You need to be able to help the people in your network just as much as you’re hoping they can help you. It involves sharing helpful information, collaborating on projects, and offering support. A network is the foundation of a successful career and fulfilling life, but successful networking demands intention and attention.

Commit and Make a List

Networking is a commitment. Period. Just like exercise, it has to be part of your everyday life to get the most out of it.

Build a list of at least 50 people who can help you grow professionally, expand your reach, and provide value. Be sure you can return the favor. Start with who you know: colleagues, classmates, former managers and clients, and friends. Ideally, your list should be a blend of strategic contacts who have relationship-building potential.

There’s no need to cap your list specifically at 50, but there should be a limit. Keep your list to those people you can develop deep, meaningful relationships with. A massive network loaded with superficial connections will become cumbersome to manage and likely won’t be helpful.

Set Goals

Aim for a certain number of calls, emails, and text messages per day and meetings per week. Focus on activity – not specifically on finding a new job, client, or business opportunity. The more you’re proactive, the more meaningful and productive interactions you’re likely to have.

Goals should be aggressive, but attainable. Take a small amount of time to evaluate your progress and identify what’s working and what needs improvement.

Be Thoughtful

Forming or rekindling connections within your network takes thoughtfulness and curiosity. You have to bring value to get the most out of your network; or, more succinctly, you have to give to get. You can’t expect your contacts to have a job or a new business opportunity upon first outreach. In fact, asking for something straight away may quickly shut down the conversation. In your outreach or conversations, make the focus about them.

Be curious and ask open-ended questions. People love to share their personal stories, and this often leads to valuable insight or connections.

Take a genuine interest in the issues your contacts are dealing with and determine how you can be helpful and add value. You might have an article to share, a connection to introduce them to, or an event to recommend. Even a suggestion that seems insignificant on the surface could make a lasting impression on someone. Take notes on your conversations so you have a reason to follow up.

Being thoughtful doesn’t have to wait until a conversation starts. Research contacts ahead of your outreach and proactively determine how you might be helpful. Find out if they’ve recently posted an update to their career or personal life on LinkedIn or Facebook.

Get Out There

Explore and join associations that meet regularly and host events, such as professional organizations, chambers of commerce, or university alumni networks.

If you’re passionate about a particular cause or initiative, volunteer for a nonprofit organization. The organization and its constituents benefit from your help and expertise, and you expand your network by mingling with other business and community leaders. Joining a nonprofit board is often a great stepping stone to for-profit board seats in the future.

Try to attend at least one networking event per month and take the same disciplined approach to these events as you would when building your network. For instance, review a list of attendees in advance and target 3-5 people you would like to meet. Research these targets to understand their roles, industries, and organizations. Stand near a high-trafficked area and introduce yourself. Fortunately you likely won’t have to do all the talking. According to Jerry Maginnis, CPA, author of Advice for a Successful Career in the Accounting Profession, “You can stop talking and invariably people will start to carry the conversation.”

Maintain Your Network

Many of us are good at meeting people, but we don’t always do a great job of maintaining relationships once formed. The follow-up is often more important than the initial meeting. Thank you notes are a personal and memorable touch. Be sure to cite a personal connection from the conversation in the message. Set up calendar reminders at intervals you’re comfortable with so you don’t lose touch with the connections who matter to you.

Conclusion

Successful professionals understand that building and nurturing relationships is an ongoing commitment rooted in authenticity, curiosity, generosity, and thoughtfulness. Whether you are navigating a career transition or seeking new business, your network can open doors that résumés and cold calls never will. 

Jim DeLuccia is director of operations and market research at Attolon Partners in Philadelphia. He can be reached at jdeluccia@attolon.com.