Tips on Why and How to Network

Well, this little mini-series on career advice has been fun.  I got good grades in school, but most of what I’ve drawn from in my career is not that book learning but these professional nuances that (if you’re lucky like me) you pick up along the way.  So, having covered job interviews and managing your boss, let’s now talk about networking.

Some of you may think you’re in lines of work that don’t really require networking, and/or consider it to be kind of a slimy and artificial way to backslap your way through a career.  And to be sure, some occupations and industries lend themselves to more science than art, in terms of credentialing and hard results carrying more weight than the shine of your reputation or the size of your social network. 

But, until we’re all replaced by robots, work involves humans interacting with other humans, and networking helps you to be more successful in doing so.  It’s a complex and scary world out there, and we’re predisposed to want to work with people we know and like.  Trust still matters, and trust is formed through relationships, and relationships are cultivated through networking.  So to wit, here are some tips:

1. Breadth AND depth matter.  Our personality types may predispose us to lots of shallow contacts or to a small number of really meaningful ones.  But networking requires both, so if you’re better at one then lean into the other.  Which means folks who value depth need to practice being ok with more casual touches, and folks who are used to flitting about need to put in the work to go deeper.

2. Be proactive, be helpful.  Meeting someone is just the beginning of the relationship.  Like every human relationship, its value lies in ongoing cultivation.  Find a system that allows you to systematically do that: keep piles on your desk, go through your LinkedIn once a month, make topical lists for sending interesting articles.  Whatever it is, just do it, and have your posture be friendly and helpful.  The thing people hate about networking is if the only time you hit them up is when you need to hit them up for something. Don’t be that guy.

3. Own your awesomeness.  Networking is giving, to be sure, but don’t be ashamed of what you bring to the table.  Otherwise, besides being a nice person what compels people to want to be connected to you?  The notion of you as a brand may seem played out or overly slick, but it’s no less valid that you have to figure out what you’re about and have that be understood and appreciated.  And no one will know or promote that brand as well as you will.  If all your communications with someone is you telling them about yourself, that’s no good.  But neither is a relationship in which you’re shy about how you’re awesome.  Know what you bring to the table, and be assertive in telling people that.

4. Bonus tip: don't fish for connections on LinkedIn.  You know what I'm talking about: the slick "saw your profile and would love to be in touch with you."  It helps me that in my LinkedIn network are very close as well as very shallow connections.  But I draw the line at complete strangers who are just casting about.