Network More Effectively with This Checklist

Networking is frequently thought of as an impromptu activity that is highly dependent on serendipity. I don't buy that. I think that networking can be greatly enhanced by a person's attitude, by planning, and by following some rules of the road. Here are some ideas that have helped me to be a more effective networker. I believe they can help you, as well. Attitude * Make networking an attitude, a way of life. * Remember that reciprocity is at the heart of all networking activities. * Assume that everyone you meet has some information that would be useful to you or your colleagues. Each meeting is an opportunity to seek out that information. * Go out of your way to be helpful to others, even though there may appear to be immediate or direct return. * Don't be reluctant to express admiration for an individual or the company he or she represents. This will go a long way toward explaining your interest in their work. * Try to understand others' perspectives instead of filtering through your own paradigms. * Don't be afraid to admit that you don't know the answer to a question you've been asked. It can be dangerous to guess. However, you may be able to suggest where the answer can be found. * Be clear about your expertise and the resource you can be for others--think about your capability, experience, training, etc. * Allow yourself (and other people) to be recognized as a powerful, effective networker. The balance between seeming arrogant and being humble isn't easy to find, and almost any position will offend someone. Try not to take the inevitable criticism too personally. * Networking involves repeated interactions with another person. You have to live with the consequences of each interaction, both positive and negative. The quality of networking increases as trust is stimulated by repeated, satisfactory exchanges. Similarly, unsatisfactory exchanges can be the death of networking. So, think of the long term. * Don't take on tasks that you have enthusiasm for, because you won't do a good job. There is an art to saying no without causing offense. Planning * Don't wait until you need a network to build one. Building a network takes time and you need to be proactive about doing it. * Develop a network diagram-- encircle yourself with balloons that describe sources of your network (e.g., professional associations, committees, friends, clubs, alumni, etc.). From each balloon, draw lines to the key individuals. Work to develop those key contacts. * Be organized! It can be very frustrating to you and to others to know that you have a paper or report somewhere. Information isn't of value if it's not retrievable. * When attending professional society meetings, examine the attendee list as early as possible for individuals or company representatives whom you should make an effort to meet. * Prepare prior to networking events. Make notes of any specific information that you or your colleagues may need. * Identify target companies as well as people. * Think of things that you can share and also those things that are proprietary and are not to be shared. * When you telephone someone for information, make notes of the topics or issues you wish to cover. It is easy to get involved in a conversation and only remember after you have put the phone down that you forgot a key question. Developing Networks * One way to build a network is to join a professional society. But it doesn't stop there. You need to be an active member. That means running for office, joining a working team, etc. Then you have to do a decent job. * Go out of your way to obtain member address lists from organizations with which you are associated. * Become comfortable hosting or leading a networking meeting. * It is easier to join an existing network when you have something to bring to the party. …