THE BUSINESS REVIEW FOR PROCUREMENT LEADERS
by Sarah Lim
Whether you like it or not, life in the executive league is increasingly about social capital – who you know, not what you know. Yet despite this, it’s surprising how many people have yet to recognise the importance of successful networking. At its core, networking is about building contacts that lead to lasting relationships of trust, opportunity and mutual benefit over the long term.
There’s more to it than simply swapping business cards, though. Even if there is no immediate payoff, chances are the person in front of you has some excellent contacts. If you try hard enough, there will be common ground between you, no matter how unlikely this may seem on first impressions.
At conferences, there is a hierarchy to networking, which could be described as a series of concentric circles leading to the “inner sanctum of power”. On the outer circles are the “observers”, often more introverted by nature, seemingly engrossed in their mobile phones – possibly to disguise feeling uneasy at such events.
“Activists” occupy the inner circles and inner sanctum: often extroverts, on the face of it engaged and in the know. In reality, they are often locked into cliques made up of current or past colleagues, and rarely make the effort to move outside these circles.
Irrespective of whether you can identify yourself in one of these roles, consider the following to enhance your own effectiveness in the networking game:
1. Smile!
It makes you approachable and invites people to talk to you.
2. Be open and positive
Appearing arrogant, uninterested or trying to be smarter than the person you
are talking to is sure to kill any interest they may have in you. What have
you got to lose by being open and upbeat?
3. Remember, you’re not alone
While initiating the first contact can feel daunting, it’s always worth
remembering that most other people feel the same way as you. Most people are
pleased if it seems you are genuinely interested in talking to them.
4. Keep it simple
Find a way of briefly and simply explaining what you do. Business jargon may
sound impressive, but this isn’t about posturing: it’s about
finding common ground and building your network and new contacts.
5. Listen carefully
Take time to find out about the person you’re talking to before showcasing
your own achievements. Remember, most people like to talk about themselves
rather than listen to others. Letting them do so is far more likely to build
rapport and establish areas of common interest.
6. Be generous
Learn to help others with contacts, experience and knowledge before helping
yourself. Many people fail at networking because it’s obvious they are
only after what they can get out of it. Ultimately, you get back what you give;
by helping others they will trust you and your business.
7. Get outside your comfort zone
To stretch your thinking you need to make the effort to establish new contacts
from different places and backgrounds. If you work globally, start to develop
a network of global contacts – people who can give you advice about
working in their respective countries. They may be able to help you in the
future with social, cultural or employment issues.
8. Think about the future
Don’t be dismissive, however humble your acquaintance may appear. You
never know what they may have to offer, or in what circumstances you may meet
them again (including on the way down!)
Networking is a two-way street; the best networkers know it is as much about giving as it is about getting. So respect others and show a genuine interest in those you meet. Buy into this concept and you’re well on your way to mastering the art. The potential rewards are high: opening the door to the latest thinking, a new job, or even a boardroom seat (statistics show that more than 60 per cent of jobs are appointed through formal or informal networks, particularly at executive level).
Make the most of your network. It’s what our business is really all about.
Sarah Lim is director of recruitment at the consultancy Purcon (slim@purcon.co.uk)
