Networking 101: Tips of the Trade

What is Networking?

• Managing relationships that help you get things done, get ahead, and develop personally and professionally.
• Using shared interests to develop and maintain mutually beneficial connections.
• Building a portfolio of relationships that offer resources you need to develop your career.
• Tapping into information, influence, and support to create opportunities for yourself and others.

Types of Networks at Work

• Social Networks - personal connections based on a common background or set of interests that involve higher levels of closeness and trust.
• Career Networks - relationships with people who provide career guidance, exposure to upper management, and advocacy for promotions.
• Task Networks - for exchanging job-related information, expertise, and professional advice.

Despite its importance, networking is difficult for some of us to do. About 25% of us are introverted types who cringe at the thought of meeting new people and networking.

Networking for Non-Networkers

1. Understand what networking IS and what it IS NOT.
2. Recognize and deal with the aspects of networking that bother you most.
3. Realize that relationship building is a skill you can learn.
4. Create a structured plan with goals - and stick to it!
5. Connect to your passion - what field, industry, product, service or cause excites you?
6. Talk to people when your energy is highest
7. Consider having a script ready to direct your conversations—not word-by-word, but with main ideas and points mapped out.
8. Take time to replenish yourself - allow for downtime to recharge and make your networking effective.

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Tips for Effective Networking

1. Be confident - have an effective handshake and a memorable introduction.
2. Have a 30-second elevator pitch prepared.
3. Take interest and really listen to the other person - remember, you are communicating with their entire network as well!
4. Think of connections you can make for the person with whom you are speaking.
5. Be sure to follow up - send an email or a thank you note!

Resources:

Baker, W. Networking Smart. 1994. McGraw-Hill
Billington, J. Can a Shy Person Learn to Network? Harvard Management Update, 1996.
Ibarra, H. Managerial Networks. Harvard Business School Teaching Note, 1995.
Krattenmaker, T. A Blueprint for Constructing a Personal and Professional Network. Harvard Management Communication Letter, 2002.
Rosemarin, J. Networking Strategies for Shy Professionals. Wall Street Journal. February 2003.
Pless, K. Powerful Networking Tips for Women Who Don't Like Networking. http://www.webmomz.com/Direct-Selling/direct-selling-woman-networking.shtml
Rochester Women's Network, Networking Tips http://www.rwn.org/tips.htm

15.990 Practicing Management F07
Networking 101 Exercise

Suppose you want to learn more about networking. Here's an idea: Put into practice the tips for effective networking while actually networking at a party! Consider using the opportunity to ask others about networking.

Directions:
1. Find someone at the party whom you don't know at all or know only slightly.
2. Introduce yourself (now's your chance to try out your effective handshakes and memorable introductions!).
3. Use your conversation to learn about their networking experience. The questions below are a starting point if you need some ideas.

• What types of networks do you have?
• How did you develop them?
• What do you wish you'd known about networking earlier in your career?
• Is networking easy for you or do you find it difficult at times?
• How have you used networks in your recent professional life?
• How have you gotten better at networking?
• How have you used networks to develop your career?
• How have you used social networks?
• How have you used task networks on the job?
• Do you use online professional networking tools such as LinkedIn?
• What's been the most surprising thing you've learned about networking?
• What advice do you have for me as I build up my networks?