The term “networking” is one of the most overused and often misunderstood terms. One of the problems with most young engineers
trying to network is that they do not grasp the concept that the most
valuable form of networking cannot be done without investing in
relationships. This misunderstanding is only further exacerbated by the
emergence of social networking, a topic which prompted its own discussion.
The very definition of networking dictates that a network is “a
supportive system of sharing information and services among individuals
and groups having a common interest.” Supportive in the sense that
networking is all about building mutually beneficial relationships, from
which all parties can derive positive benefit. A classic
“scratch-my-back-and-I’ll-scratch-yours” type of an engagement.
So, how you approach networking matters, since it provides the basis
of how you might interact with people in your professional life. The
following list provides 10 often ignored tips which provide crucial
insights into networking by building sustainable and productive
relationships.
1. Never make assumptions
Always approach every networking opportunity with an open mind. In
other words, never make assumptions about anyone you meet. The worst
thing you can do is to assume that a particular individual is not worth
networking with because he/she lacks the characteristics you might be
looking for, say a VP of an engineering company.
One of my favorite books, The Tipping Point, provides an interesting
analysis of the type of people the author terms as “connectors.”
Connectors, according to the author are those “people with a special
gift for bringing the world together.” So, the casually dressed
gentleman you meet at the airport lobby might be a connector with
access to several VPs of engineering companies. Share your bagel with
him.
2. Relax
Networking is like golf, if you try to hard it shows and you end up
playing badly. If you remember one simple fact, that networking is
primarily social and secondarily business, you will be able to network
more effectively. At the end of it all, the more comfortable you are,
the more comfortable the person you are talking to will be with you.
3. Listen more than you talk
This goes back to the earlier point about networking being a
mutually-beneficial relationship. From the initial meeting, both parties
involved should be able to derive meaningful purpose from interacting
with each other. So, if you find that you are the one doing most of the
talking, and constantly shifting your focus from on candidate to the
next, then you are wasting your time.
4. Find a common interest
The goes back to the very definition of networking. In order to
cultivate the most beneficial relationship with anyone, it is a good
idea to establish early on that you and the other person have common
interests or common goals. If you cannot find any, don’t create them
but at least look for commonalities by exploring activities and
interests that might have been mentioned in the course of the
conversation.
It is usually easy to find a common ground with fellow engineers, be
it career, school or the passionate dislike of Biology. However, if
after ten minutes you still cannot find a connection, move on.
5. Be impressive
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Always make sure you have your business cards |
Have you ever had a conversation with someone and realized that at
the end of the conversation, you were still did not know anything about
the person. This happens because most people’s idea of networking
usually involves reciting their skills and objectives to as many people
as possible. This type of exercise is not only counterproductive but
also negates the desire for anyone to interact with you in the future.
So, how do you capture someone’s attention and leave a positive
impact? Simply be yourself and stick to what you know. Networking is
all about cultivating potentially beneficial relationships, so rely on
your best attributes to impress whoever you are interacting with.
Never, under any circumstance, try to bring up topics you are not
familiar with in the name being impressive. If you fail at this
all-too-common networking tactic, you end up appearing disingenuous and
vague.
6. Make a graceful exit
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Networking at social events |
There is usually an undisclosed time limit when it comes to
networking, especially if you are in a networking event. General rule of
thumb is, if you start running out of content, it is a good idea to
give others a chance to interact as well. However, if you feel that you
have something productive to contribute, or you feel that you need to
get to know someone better, stick around as long as you are not making
the other party uncomfortable. Otherwise, close off by telling the
person that you enjoyed meeting. At this point you should have already exchanged contacts.
7. Follow through
This is by far the most crucial part of any networking encounter. It
does not make sense to go to a networking event, establish a contact and
then never follow through afterwards. The initial follow through should
NEVER be an immediate request for a favor. Nothing breaks apart a
potential networking relationship than only calling when you need
something. Remember, networking is all about cultivating beneficial
relationships. Thus said, you have to act fast, before you disappear
from memory and build up on the initial meeting. Realize that even at
this point you still have to maintain a high level of professionalism,
so do this in a proper and professional manner.
A good follow through conversation should basically reiterate key
points from earlier discussions and leave an open ticket for future
correspondence. Ideally, you should seek a face-to-face meeting, but
please do this tactfully.
8. Personal Touch
Since networking is, at its most basic level, the building of
mutually beneficial relationships, it is important to nurture those
relationships beyond business. This could initially be in the form of
subtle communications such as Christmas cards, gift certificates etc.
As the relationship progresses, you can move on to bigger and better
things.
9. Harvest the networking benefits
You should never be afraid to utilize your networking contact on
anything within the realm of their abilities. Such connections might be
in the form of job referrals, introductions or help in furthering a
particular business agenda.
When you have established that the individual is the proper resource
for the type of connection you are seeking, approach them and articulate
your request. If you have nurtured a good relationship, then the rest
should be easy.
The most adept networkers know how to convey appreciation for
networking favors. If someone has been helpful to you, let them know
that you appreciate it. A simple thank-you card should be sent to the
person as quickly as possible.
10. Become a resource for others
When you are known as a strong resource, people remember to turn to
you for suggestions. In the continuing nurture of the networking
relationship make sure you make your contacts aware of your strong
points and how you can help them. Whenever favors are requested of you,
act on them quickly.
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