what is networking about?
Networking is far more than shaking hands, introducing yourself and being seen. It's about presence, integrity and having a vision that transcends individuals' goals; bringing ideas and people together that would have otherwise never crossed paths.In fact, the interesting thing about networking is that it is very much like sports. How so? Simple. Some may think that you are out to score 93 goals or notch 216 points. But you're not after either; all you want is to win the Stanley Cup, proverbially speaking of course.
So you are willing to set up your teammates, both new and old, as many times as possible in order for them to shoot and score. Of course, one cannot help but get upset if the person you are setting up never shoots, let alone scores.
Is networking that straightforward? Of course not. In sports, the identity of your teammate and opponent is pretty much a black and white issue. But in business, it's gray at best. In fact, teammates can easily become opponents. In sports, teams announce deals; in business, the press release can come in the form of a stab in the back.
The other big difference is that athletes kill themselves all season for that year-end loot. Business is not about seasons. Yes, companies measure results in quarters and fiscal years, but a company is a going concern that will operate forever -- in theory. Hence the old rat race analogy in corporate America, and why some of us have decided to veer away from the corporate game for another challenge, in which you are master of your own destiny.
getting burned
Do people act selfishly? Well, not on purpose. By nature, human beings are out to survive... remember Darwin's "survival of the fittest"? Most people cannot fathom why you would want to help others out. What are you after? Their job? Their money? Their girl? All of the above of course -- no, no, none of that.You have a greater idea. And you know that in order to get there, you need to set up as many people as possible. You could have the best story to tell, but unless you get that story out to as many people as possible, it's not much more than a fleeting thought.
So, if someone crosses you in business, what do you do? I can tell you that there is so much to accomplish in business, that holding grudges and remaining bitter is a recipe for self-destruction. You're better off simply chalking it up as an experience and a lesson learned, and moving away.
The best part is if you ever run into these people again, they see you and wonder whether revenge is on your mind. But you should just go on your merry way and keep on living, and let others live. Your blasé attitude will shock them enough, trust me.
manage your expectations
The main thing is that you are out to help others and yes, "make a name" for yourself. But before you get cocky and demand the moon in return, make sure that you have a track record and people's confidence. Otherwise, you are nothing but an empty promise.
As a result, if you want to earn a paycheck and punch out, then networking is not for you. But if you want to be a "mover and shaker," as they say, then understand that your cell phone will probably ring off the hook and your inbox will be jammed.
How do you expand your network?
what's all this about?
Great question. As we pile on the experience, we must acknowledge that we are not representing the Salvation Army. It's one thing to refer someone for a job, or open doors by making a call or two. But at which point do you go from being an acquaintance of the company, to a stakeholder who should be compensated? We will return to this topic in an upcoming article.
What drives some is their reputation, earning others' confidence and trust, having others want them to be part of their business, or having senior people treat them the way they know they should be treated -- with respect. It's a shame, but not every young professional acquires such an opportunity.
Corporate etiquette is all about letting the younger generations learn the ropes, but if you see that you can overtake them in one corner, then forget about this game and find a better challenge.
build your house of cards
Business cards are nice and dandy, but they are virtually useless. Yes, in some instances, you should use them as billboards and hand them out. But for the most part, when you meet someone, do not push your card on them like everyone else. By not shoving your business card onto someone, you already stand out. Also, you want to win the mover over with what you have to say. When he notices you saying something interesting and doesn't know who you are, he'll want to know... and fast. Then he'll offer his card to you, or better yet, simply present himself. And if you knew of him beforehand but he didn't know you, then consider it a job well done.
make people mesh
Now assume you have collected your share of business cards, beamed enough people. What next? Do you sit on your business contacts and keep them to yourself or do you share the wealth?
For one thing, keeping contacts to yourself is not even advantageous in the short term; it's detrimental to growing one's network. Think of it; you may have friends from various circles, and your best bet is to make people familiar with one another -- there you have it, you just expanded your network exponentially. The plus? Everyone else sees that you like to help others out.
bring things together
Few people have the capacity to make things happen. Even fewer can walk into a room, sit down with leaders from various companies, and present a vision and action plan to make something happen. Recent Yahoo! CEO Terry Semel was instrumental in the Viacom deal last year, and it's this ability to bring people and ideas together, despite egos, that will make you rise to the top quickly.
If you can pitch to big cheeses and interest them in what you have to offer, then they'll want you by their side. This is business networking. Shoving your card in their faces when they already get two hundred per day is not. Having them ask "who are you ?" is.
it's a people thing
Networking is first and foremost a people business. You want to bring people and ideas together, but the last thing you want to do is waste others' time with empty promises. As a result, show your respect by inviting them to highly relevant events, where you are confident that they will meet someone who is or will be of interest to them.
be unselfish
Do not be self-serving. Too many people were selfish when I was in school and started out in business. These people may even be around you as you read this; they are part of the setting and you cannot do anything about it. But know that it makes sense to sacrifice at times, and even if you do something that will not yield any direct results, it may be a great decision in the long haul.
benefit of it all
Be sure that what you are doing yields some benefit; do not pretend to be a mover and shaker for the sake of saying that you are busy; know people and understand business. You will be measured based on results, so act smart and let your track record be the judge.
By Ash Karbasfrooshan
Career Correspondent
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