People from “the old school” think networking is for job seekers who need help. “The new school” philosophy focuses on networking as a professional competency. One must master “networking skills” to get his job done well, to advance his career and to get ahead.
It’s a paradigm shift. To get what you want, you must first GIVE to someone else. This is also known as the ‘boomerang effect’ or ‘reciprocity principle.’ When you give something, it will come back to you.
The ’microwave/quick zap’ mentality doesn’t fly anymore. You’re not networking when you’re going to events to simply get what you want. Networking consists of a long-term-relationship-building approach.
“Give first, and give generously.” This is the battle cry from the book Make Your Contacts Count, by Anne Baber and Lynne Waymon (Amacom 2007.)
On their site, Anne Baber and Lynne Waymon document how forward-thinking companies teach their employees to develop networking skills in order to:
- Increase engagement, internal alignment, and inclusion
- Reduce turnover
- Make developing business everybody’s business
- Spark innovation and creativity
- Maximize cross-functional resource sharing
- On-board new hires faster
- Break down barriers between generations
- Give internationals more skill with U.S.-style relationship building
- Encourage collaboration and silo-smashing
Networking is no longer a dirty word. It’s teaching, learning and giving. Be prepared to teach others about your character and competencies, learn about what they do and what may help them out and give them ideas, resources and leads to meet their specific needs.
Are you a giver or a taker? Be honest with yourself and answer that question. Go out on a limb and ask a colleague if they perceive your networking style as a giver or taker. Check out these sites, which provide tips for giving; the key to professional networking.
Make Your Contacts Count- Anne Baber and Lynn Waymon
8 Professional Competencies of Networking –
The Go-Giver – Bob Burg and John David Mann
Be a Giver, Not a Job Seeker – Hannah Morgan
Sue Schnorr is the President of Training Insights, Inc. and Associate for Contacts Count.
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Great article!
I agree, you need to give FIRST, and then wait to receive. Personally, I’ve found that I get a lot of satisfaction from the ‘giving’ aspect. It’s great when you see a job posting that perfectly fits someone in your network, and you immediately call to let them know about it. Start doing this routinely, and then see how many people in your network start calling YOU with job leads. The Reciprocity Principle in action!