Thursday 1.15pm, 10 June 2010

As an executive coach one of the areas I'm often asked to help people with is relationship management.  Not necessarily of a personal type, although that comes along occasionally as well, but of the professional variety.  Broadly speaking these conversations fall into one of three areas: how to manage conflict more effectively, how to develop 'my' personal brand, and how to network. 

Networking conjures up many images for people and, unfortunately, in some quarters has come to be seen as the preserve of the gregarious extravert who can talk about anything with anyone and loves to be around people and be part of a group.  But that, alone, isn't actually networking.  Networking is not so much about the ability to talk, but to listen.  Not so much about socialising but about memorable impact, and we can do that just as effectively one-on-one as in a group. In fact the smaller the group we are networking in the better.  Why?  Because there are less distractions and it's all about making an individual the focus. 

Why do we network?  That's a good question and often overlooked.  Is the mark of a successful networker the one with the most business cards in the rollerdex, the largest address list in ones email database, the number of names in a little black book, or the one who has the most business lunches?  The answer is, none of the above.  The mark of a successful networker is someone who builds relationships in business that LAST and with people who ADVOCATE for you.  What's more the principle of 'givers gain' applies.  The best networkers are those who genuinely like people and want to help them.  It's reciprocated over time, don't worry. 

So, a few networking tips. 

1) Organise your database.  Contacts are like plants, they need watering.  A network has to be maintained.  If you don't stay in touch with people then they're not part of your network, they're only in your address book.

2) Be selective.  The simple reality is that while you may value everyone not everyone is as valuable as everyone else.  Some of your contacts will be more critical than others and when it comes to having limited time to show people they're important sometimes we need to prioritise.  May sound a bit mercenary but it's not, it's realistic and practical.

3) See networking as an investment not a cost.  Relationships take time, it's just that sometimes we aren't sure if the time we're spending is worthwhile.  That doesn't mean that we shouldn't network but that we need to focus our resources for the times where we are most alert and engaged and the individuals who matter the most.

4) Join a networking group.  You'll learn a lot of tips, skills, strategies that work and you can use to create your own handful of networking habits that suit you and your style.

5) Ask questions and listen more.  We all like to talk about what we are interested because, lets face it, everyone is busy and no one listens enough. 

Right, nuff said.  That's a good start and good luck:)