Networking skills for business

The ability to network in the business environment is a skill which can significantly aid your career development.

Networking, put simply, is meeting informally with others who have common interests which could potentially benefit your business or personal needs.

Why is this important?

Networking is a key soft skill. Many individuals have attributed their personal and business success on the ability to network. Networking and the development of good contacts can generate a variety of opportunities. Whether you are actively looking for a new position or researching markets or companies you are interested in working for, networking and the exchange of knowledge is essential. Networking can be the key to those job opportunities that never get advertised. It can also be used to secure new business and find out the latest industry manoeuvres and top-level thinking making it a desirable skill to have.

Building a network:

One approach is to make contact with present and past colleagues, former managers, fellow students and other acquaintances in your relevant sector or profession. This can help you to gain advice and guidance on your areas of interest and discuss the state of the industry and profession. You’ll be able to spot the opportunities and which companies to watch. To expand your network and gain new knowledge you can also actively seek out relevant professional associations, industry events and interest groups directly or via your contacts.

Many of today's senior managers and directors spend time attending networking events and are members of clubs and associations in order to network with fellow peers and potential prospects.

Top tips for networking in a business environment:

Join 'Friends Reunited' and other similar web networks.

'Friends Reunited' is an example of a network which has successfully connected former school friends. There are also many business networks so conduct some research to discover the one most appropriate for you. For example many entrepreneurs are members of the FirstTuesdayClub because it provides a great opportunity to discuss innovation ideas for new projects with like-minded people.

Keep a long list of all valuable contacts:

It is important that once you begin to build your book of contacts, you stay in touch with them on a regular basis. One simple way to do this could be to send email updates on your progress with projects they have contributed too. Christmas cards also serve as a way to remind the contact of you and your organisation.

Use e-mail to establish contact:

E-mail makes networking easy and simple to conduct because it is unobtrusive. However a more useful approach may be to combine email with face-to-face interaction and phone calls. This will allow you to develop a strong personal relationship with your contact. A top tip you may wish to consider is to include a company newsletter or business round-up in a Christmas card to keep your contact informed of your latest projects.

Try to pass leads to people so that they reciprocate:

The key to successful networking is 'giving and receiving' information. This will make your contact value you and remind them to provide you with information for opportunities when they arise.

Keep an open mind:

Someone you thought you didn't have much in common with could be a great networker and surprise you at how helpful they can be. Think about networks you already have access too, they could be potential avenues for building useful contacts including your student alumni and friends and family.

Never make enemies unnecessarily:

Networking is built on the foundations of good personal relationships with peers. However, if this does not work out it's important to draw a line under the experience. Becoming negative with others about a former contact could work against you in the future.

Spend time maintaining contact:

The art of successful networking is based on personal contact, sharing information and building trust. The best way to achieve this is to keep up the contact yourself. Relying on others may be viewed negatively and your contact may choose to network with someone else who can devote more personal time.

Further advice:

Even if you have not had much business experience, you will be surprised how much of a personal network you already have. You can develop this further by:

Make sure you have a reason before making contact with former acquaintances so that you can be specific as to why you are writing, emailing or calling.

You have to constantly develop and nurture your network. So it will require some maintenance. An effective way to do this could be to create a database which you can capture contacts details, company information and interest areas. You can use this system to note any follow-up actions that you or your contact agree upon.

Networking is a two-way street. As a young professional, you will be building a valuable network that could be useful to your other contacts. So remember to help others whenever you can.

Develop good 'one liners' to describe what you do in a way which explains your value to others. This is what the Americans call the 'elevator pitch' - how to sell yourself in a lift between two floors.

Networking can be an enjoyable activity even though every contact may not be productive. Some people find it more difficult than others. It can be tough, but like many things it does become easier once you have tried it a few times. Remember to be a good listener and not a loud talker.

Set yourself personal expectations. This will help to ensure that you continue to improve whilst meeting and succeeding your own standards.

Professional training with companies such as TACK International can help you to develop your skills.

By Eric Pillinger, Director, TACK International - TACK International is a sales and sales management training and development organisation

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