network noun
BrE: /ˈnetwɜːk/
NAmE: /ˈnetwɜːrk/
1. a complicated system of roads, lines, tubes, nerves, etc. that are connected to each other and operate together.
2. a closely connected group of people, companies, etc. that exchange information, etc.
3. (computing) a number of computers and other devices that are connected together so that equipment and information can be shared.
4. a group of radio or television stations in different places that are connected and that broadcast the same programmes at the same time.
The aforestated is the pronunciation and definitions of network from the Oxford Learner’s Dictionaries. The 4 definitions have 1 idea; SHARING. The foundation for initiating and sustaining a networking relationship is sharing which typically involves resources like money, time, ideas, expertise and even networks. Initiating the networking relationship might feel like a task, yet maintaining the relationship is the real deal. In this article, I will be sharing insights on the principles of networking and how to manage them.
Principles of Networking
In contract law, there is this principle; nemo dat quod non habet, which literally means “no one gives what they don’t have”. You can’t pour from an empty cup. You may disagree but you cannot share what you do not have. This means before thinking about networking, you need to consciously assess yourself and document the skills and contribution you can bring to the table. If you find nothing worth sharing, then it is time to work on yourself. Being kind and willing to offer a helping hand can be a good step, but it is never enough if you bring no substantive contribution to the table.
In every sustainable network, sharing begins with trust. You can measure your trust score by assessing your character and your competence. Good characters like being kind and always willing to help create a good ground for initiating trust.
Would you want to nurture friendship with someone who is rude/hostile?
The next thing you should consider is competence. Competence is as attractive as character. People will trust you if you are capable of providing solutions to their needs; no matter how small, give them the results they are looking for.
Would you give your brand-new car to someone who isn’t ‘a good driver’?
Take a look at Steve Covey’s trust matrix below. It could give you insights on how powerful it is to marry your character and competence in this networking journey.
Let’s take a look at the stages of networking which includes initiation, sustenance, sharing and termination.
Initiation
During my formative years, my dad referred to me as “Assemblyman” because I could just walk up to people and ask to be their friend. As a matter of fact, a lot of people knew me; at church and school, in the neighbourhood and everywhere. All these interactions were however ephemeral. Growing up, I have come to understand that initiation of valuable relationships goes beyond forging mere friendships. Networking is an intentional endeavor and a chore that requires a lot of planning and assessments. Just like shopping, you need to assess what you want and who has them. Then you lookout for opportunities to meet these people. This could be either through social media platforms like Twitter, LinkedIn, Facebook etc. or physical events. These plans and processes have to be documented in order to stay intentional.
Beyond character and competence which feed into trust and serve as a solid foundation for building your networks, communication skills play a major role in the process. These skills include probing (the art of asking the right and interesting questions that get the conversation going), active listening to pick up important signals in the conversation and your written communication skills. The last skill comes in handy a few hours or days after the conversation or when initiating a virtual connection where you send a text or an email to your network to increase your visibility. It is also necessary to enhance the breadth and depth of your knowledge. While breadth focuses on possessing knowledge across a huge range of subjects, depth throws light on how knowledgeable you are in each of these subjects. This goes on to define the quality of conversations you can initiate and reinforce the need to show competence to gain the trust of your network. You must also be very attentive to detail and be very observant. Sometimes the opportunities for initiating networking conversations come in a flash and you must not miss the moment. As long as the timing for initiating a networking relationship is important, you should stay observant at all times.
During my formative years, my dad referred to me as “Assemblyman” because I could just walk up to people and ask to be their friend. As a matter of fact, a lot of people knew me; at church and school, in the neighbourhood and everywhere. All these interactions were however ephemeral. Growing up, I have come to understand that initiation of valuable relationships goes beyond forging mere friendships.
Sustenance
At this stage, you have had initial contact with your network and gained their interest and attention. Many people end networking at the initiation stage. It would interest you to note that the actual networking lies in its sustainability and initiating the networking relationship is not as demanding as sustaining it. Networking is synonymous with banking. You deposit in the initial phases and then withdraw when the investment is due. In the process, you need to manage your expectations about the ROI for your time and resources. When you contribute enough value to your networks, you are most likely going to reap returns. It requires strategic thinking and analytical skills which allow you to sense what your network needs at any point in time and puts you in the sharing mode. The best part is that you do not always need to have the solutions directly. You should be able to know a “guy” who can solve the problem. Everybody has a problem and you would be amazed at the kind of problems you can solve for your networks in order to strengthen and sustain the relationship.
This stage of the networking relationship requires dedication of time and resources. It could range from a phone call, to giving out a bottle of wine, lending a helping hand on a project, honouring invitations to events etc. These are the actions that foster the relationship and you have to master them. I have strengthened my relationships with people of influence through basic help like connecting them to the most efficient phone repairer, introducing them to the latest technology and helping them out on certain errands by just asking “What do you need help with?”. The benefits I have reaped greatly supersedes the help I provided. You will realize that it is not about the volume of your contribution but how many of their problems got solved with your contribution. Always discover pain points by using open-ended questions and solve them or find the “guy” who can solve them. Do not wait till you need help before you invest in your network.
Pay it forward – Brenda Okorogba.
Sharing
In the course of time, you will find people asking to share your networks with them. As this may present as an opportunity, it may also be a big threat to your network.
The opportunity: If you let someone have access to your network and that person adds value to the people in your network, it strengthens your reputation and reinforces the trust they have in you. This way, your “deposit” into the networking relationship increases and you are likely to have higher “withdrawals” later.
The threat: If you let someone have access to your network and that person takes them for granted, exhibits the wrong character, does not add value and/or isn’t able to perform to meet expectations, it weakens your reputation and the trust they have in you. They may find it hard to turn to you for similar help.
When you are in a position to recommend someone to your network, that person must be trusted. Whoever you recommend bears your trust score in the eyes of your network and therefore, high expectations will be held of them. No trust = No recommendation. Do you understand why a friend in a higher place did not want to recommend you for a job? Maybe you didn’t sell your value enough or they see you as a mere friend. It could also be that they just don’t want to see you win. If that is the reason, treat such ‘friends’ as acquaintances. They have no place in your network.
Termination
People decide to terminate relationships for various reasons. Although it may seem hard to understand, it is always best to not burn bridges. Learn to swallow your emotions but in the process, communicate your dissatisfaction objectively and respectfully when you get offended. Maintain the relationship at an acquaintance level. This rule may not apply in some extreme cases such as abuse. As much as possible, try to not burn bridges.
I hope you now see networking as an investment that can contribute to your career goals and self development. Networking landed me my first job and it can do a lot for you too. Apply the principles and gain some wins. Your Network is your Networth.
Tip for the month: The surest way to network with the older generation, which has people of influence, is to bridge their technology gaps. Expose them to cool technology stuff that will contribute to their success and solves their needs and you will be amazed at the benefits you will receive. Do not forget to manage your expectations while at it.
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My name is Joel Kojo Abaka Anaman. A Pharmacist by Profession, a Salesman by Occupation, a Career Coach by Passion and a Techpreneur by Vision. It is also my vision to reach 1 million students, new graduates and young people in active jobs with this initiative. Join me on this journey as we debunk some myths and activate some life hacks to propel us towards our career goals. Guess what?! This is not reserved for 9-5 workers; Entrepreneurs will also benefit massively from this.
