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Effective networking

By Adele Kimber

When it comes to career success it’s often about who you know, not what you know. Networking is now a critical part of managing a successful career and it is important to build up a wide network of contacts you can call on for help, advice or even a job.

Career consultant Hilton Catt, author of The Power of Networking, found that in the engineering sector, 50% of junior to middle-management workers find jobs through networking.

Email and internet technology has transformed the traditional ways of making business contacts. Networking groups and discussion forums on industry and professional association websites are a tremendous way of making contacts, asking for advice and sharing experiences. A number of websites dedicated to business networking have also been set up and are attracting thousands of members. Many of these sites offer extra opportunities to attend networking events.

The good news is that networking is a skill we can all learn and use to our advantage:

• Start by looking at the network you’ve already got. You’ll be surprised how many useful people you know both through work and hobbies.
• Find new ways to make contacts. Check out some formal networks such as professional associations, chambers of commerce or local business groups.
• Attending training courses and conferences is also an ideal way to make business and professional contacts.
• Keep in touch. Remember networking is not just about collecting business cards, it is also about sharing ideas. Getting to know people involves making a regular effort to keep in touch, so always follow up conversations with an email.
• Be economical with your contacts. Don’t attempt to juggle a huge network of people that would be difficult to maintain. You need to stay in control and networking isn’t possible with too many people on the list.
• Don’t be afraid to ask for help or advice. But make it clear what you are asking your contacts to help you to achieve, and how far you wish them to go.
• Always maintain a professional image. Treat networking as if you were in a lifelong interview. This may sound a daunting prospect, but just as you wouldn’t go along to a job interview and confess all your darkest faults, it is vital to keep up appearances with your network.
• Be positive. For example, if you are in a rotten job, don’t sound off in general, however tempting it may be. If you wish to move on, say: “I want to make my next move – do you know of anyone who is looking to recruit?”

Relationships and trust are central to successful networking, and the skills of networking are no different from the interpersonal skills required to build, explore and maintain relationships with others.

The Chartered Management Institute says the key attributes of a good networker include:

• treating others as you would wish to be treated yourself and looking for a mutual balance of give and take;
• keeping in touch – making unprompted communication on matters that may be of interest to the recipient;
• building bridges – making connections on behalf of others;.
• cultivating contacts – building relationships by giving time with no expectation of return; and
• feeling comfortable with asking for what you want.

Useful links

• The Chartered Management Institute offers advice and contacts for general management networking.
• The Ecademy website allows online networking for business people and offers regional and local networks in the UK.

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