Tempesta & Associates, Inc. - The Other Side of Networking

The Other Side of Networking

written by: Kathy Bornheimer

How to Benefit by Providing Information
Contribution by: Corrine Kunz, Investment/Insurance Consultant, Milwaukee, WI

The word "networking" is much espoused these days, but few people really know the depths of the concept. When approached with a question or request for a referral or help, the willingness to assist others is often a gauge of your character or knowledge.

Sometimes it is a part of your job responsibilities. Other times, it just makes good business sense. Remember the adage, "What goes around, comes around". Plus, often you'll get the help back some day. If someone is a giving person and is seen as such, others will approach them for ideas, assistance or feedback on situations. Most people do not mind helping other people, however, when the circumstances are reversed they want to know others will be there for them. The field of IT benefits from the true meaning of networking. This is how people and opportunities really get together. Most of the qualifying can be done by each party before the connection is made and time is not wasted. It is one "techie" talking to another.

It is wise to even provide leads to people no matter how far fetched the lead may seem to be. It may turn out to be the right match. Let's review the true spirit of networking.

Basic Rules of Networking

-Be there and be accessible. Are you there when your friends and colleagues really need you, or do you turn people away? Assisting others will profit you personally and professionally. People will remember your generosity and willingness to help. They may even present you with an opportunity as a way of thanking you which you would not have gotten otherwise.

-Be willing to listen and help. When you call or meet with a person whom you've asked for help, it's always frustrating to hear " I don't know anyone or know anything about…." This is especially true if you've done your homework and know that this is a person who can help you, but for some reason they refuse. This appears to be an excuse for not wanting to be helpful or not wanting to be bothered. In today's world of work we all have tremendous demands put upon us so taking the time to assist others may seem overwhelming. Be careful how you refuse people, you may be perceived as apathetic, incompetent or someone who is professionally isolated and truly doesn't know what's current in their field, company or industry. This could come back to haunt you in the future.

-Make the effort. Go as far as you can to help or refer them to someone who is better able to provide them with the needed information or resources. Developing a reputation of willingness and accessibility will attract people to you. If you are in a sales oriented profession, you couldn't ask for anything better.

Refining Your Network System

Now it's time to get more sophisticated in your networking. It's not just enough to give help, but ask for follow up to find out if the information you provided was truly valuable to them. Ask for status updates until the person has achieved their goal. It's a bothersome function, but you will thank yourself later. If you do not follow through you may not be aware that that individual may eventually be in a position to help you out. It's not that you have to "hound" them that they owe you one, but opportunities can be lost if you drop the ball. Ask yourself, " Which kinds of networking acts will I track?" and "What's the best system for me to keep these records?" Many people swear by new technology and go "computerized". Others still prefer the business card route. The important thing is to develop a system you will use and is expandable. This is the best way for all professionals to keep current on the "action". However, it is critical for IT, especially your first ten years when you're establishing your reputation (personal and professional). Remember: quality attracts quality. You will be known by the company you keep.

Getting started will be the hardest thing to do, so give yourself a deadline and stick with it. Remember if you don't track the times you've been helpful to others, you won't have anywhere to start when you're looking for major help. There's nothing wrong with " calling in your chips" when you need to.

Be Thankful

Let's say you've been looking for a new or better job. You've done a considerable amount of networking plus talking to friends and strangers who have been helpful with leads. You've finally landed that great job and you want them all to know! If your new employer isn't sending a notice and hasn't asked you for a list of people to send postcards to do it yourself. Send everyone who helped you your new business card so your networking can continue. It's the counterpart to the thank you note. Postcards look professional and it's worth the investment. Your network can not grow if people lose track of you or you end up wondering " Whatever happened to…?" A network that doesn't grow will become obsolete within six months. You don't want to start over again each time. Think of a database, inaccurate information is useless and should be purged. Keep adding and updating so quick action can be accomplished when required.

Also remember to always be polite and professional to others even when you're busy. If the timing is bad arrange or suggest an alternative time instead of just turning them away.

Networking is a two way street; giving and receiving. Align yourself with people who understand and practice reciprocity. Everyone will benefit and help each other succeed.

Tempesta & Associates, Inc.
6525 North Green Bay Road
Milwaukee, WI 53209

414-967-9250