Professional Documents
Culture Documents
By Robyn Greenspan, Whether you’re a reluctant networker partners and developing revenue sources.
ExecuNet Editor-in-Chief or someone who wants to improve your “With more people becoming specialists,
connection skills, the leading networking networking in order to have access to
etworking may seem like a current experts counter all the resistance points individuals possessing specialized knowl-
N hot trend aided by the explosion of
technology-enabled platforms, but the art
and offer their tips, allowing you to find
the opportunity with anyone anytime and
edge or who know people possessing
specialized knowledge is even more criti-
of building relationships and connecting anywhere. cal in business,” says Bates.
with others is as old as time. The renewed To reach those specialists, Bates taps
emphasis on networking often leads exec- Who into his more than 30,000 direct contacts
utives to assess their ability to form mean- If you are not comfortable networking on he has collected. “I get asked all the time,
ingful relationships, revealing whether your own behalf, you can break the ice by ‘How do you maintain and invest in those
they are among those who feel at ease or introducing others. ExecuNet member relationships?’ My answer, ‘One person at
those who struggle. Sidney Gilford, Ed.D, a senior-level a time — as their needs arise.’ It doesn’t
Wherever you fall on the spectrum, administrator with experience in nonprof- take a lot of effort to have a strong net-
the underlying philosophy of networking its, higher education and corporate, says work when you approach it from the per-
is to give before you take, yet many reach that his networking campaign has intensi- spective of other people’s needs.”
out only when there is motivation. fied now that he is in transition; but he “You cannot meet the entire world.
“Networking isn’t something you do only regularly enjoys facilitating connections. You need to know who you want to
when you find you have a need that can “I like to help others, and I am enjoying meet and why you want to meet them,”
only be addressed by networking — that’s connecting people involved with new reminds ExecuNet member Wendy Taylor,
‘needworking,’” says Ron Bates, managing initiatives that have not yet hit the street chief product development officer at San
principal at Executive Advantage Group, with resources that will help them achieve Francisco-based Prosper Corporation.
a retained executive search firm. their goals and objectives.” “When you identify a person you really
“Networking is about giving, before get- The key, says Gilford, is to not feel want to meet or a company you really
ting, and that implies it’s something you overwhelmed about networking, as a want to work for, reach out to all of your
invest in.” Bates adds that networking measured approach can be just as success- online networks as well as the people in
should be a “careerstyle” — part of your ful. “If you are not reaching out at all your contact database. Let everyone know.
everyday business reality. because you don’t know how you will find Do this every few weeks and keep them
Scott Allen, About.com Entrepre- the time to connect with multiple people updated on your progress.”
neurs Guide and co-author of The Virtual in a day, maybe your goal should just be
Handshake: Opening Doors and Closing one person per day. It may not seem like What
Deals Online, says to incorporate a net- much, but this will be 100 percent more Allen emphasizes the importance of having
working mentality into everything you than you were doing previously.” a networking plan and therefore avoiding
do, but to individually assess each situa- As a result of his efforts, Gilford’s net- haphazard or habitual networking. “Many
tion. He says to learn about the business working with two separate individuals led people just check out whatever seems con-
of everyone you meet to find how you him to the same contact who asked him venient or interesting — choosing a net-
may be of service and to not be reluctant to sit on the board of a new museum in working meeting based on the time and
to talk about your own professional Philadelphia. “Individually, each person location rather than the attendees and for-
needs. “Who says you can’t talk about shared with this lead person how im- mat of the meeting, for example, or what-
business — ever — at Thanksgiving din- pressed they were with my background, ever social networking site they just got an
ner or church or the golf course? If it’s innovation, program development experi- invitation to. Others network by habit —
appropriate, be comfortable with it. Don’t ence and management skills.” going to the Chamber of Commerce lunch
hog the conversation and certainly don’t With some critical skills on the verge every month because that’s what they’ve
deliberately bring it up, but don’t be of shortage, networking for talent is even done for the last five years, or participating
uncomfortable with it either. Except more important for executives who are in just the one social networking site they
maybe at a funeral!” charged with building teams, sourcing found two years ago.”
ExecuNet brings C-level executives together in a private business network where they find answers to business challenges, share
career opportunities and access experts. A recognized authority in executive recruiting and human capital, ExecuNet provides
members access to confidential six-figure jobs listings, proprietary research, and pragmatic advice. Since 1988, ExecuNet has also
helped top executives and corporate and search firm recruiters source executive talent while building their business through direct
connections and critical market intelligence.
ExecuNet, Inc.
295 Westport Avenue, Norwalk, CT 06851
(800)637-3126 or (203)750-1030