NETWORKING BASICS

This page contains some of the basics which most networkers agree can make the difference between achieving one's goals and a so-so networking experience. If you wish to change or add to the points included, please contact us. Please note: Applicable material shown on this page will be conformed to N3P standards as they become available.

Bottom line

Build social capital

Lose social capital

Ethics

Definitions

Resources

BOTTOM LINE

• Who: You and everyone you know.

• What: Build lasting relationships with people who can help you.

• Why: You have goals that are easier to reach with people's help than pursuing them by yourself.

• Where: Across the street and around the globe. It's a small world.

• When: All the time, throughout your entire career, until the day you no longer need help.

• How: You build social capital with every encounter (see below). [Top]

BUILD SOCIAL CAPITAL

• Have a specific networking goal firmly in mind.

• Make sure others understand and remember your goal.

• Know the goals of each contact in your network.

• Never overlook an opportunity to make a contact.

• Offer help to everyone even when you're not asked for it.

• Make sure every contact you make requires a follow-up action.

• Initiate communications. Don't ask people to call you, be proactive.

• Try to talk about the contact, not about yourself. Learn what he or she wants.

• Always look for interconnections among people in your network.

• Make personal introductions between contacts with a common interest.

• Create networking transactions that benefit everyone involved.

• Always stay in the loop when there are more than two people involved in a networking transaction.

• Help build the relationship networks of others.

• Be known as an adherent of relationship networking ethics.

• Grow your network continuously.

• Keep track of your networking activities.

• Network daily until you no longer need help from anyone for anything.

• Build social capital with every encounter.

• And, above all else, always remain visible to your network.  [Top]

LOSE SOCIAL CAPITAL

• Have a vague goal. Make it hard for people to help you.

• Miss opportunities to make contacts. Don't return a communication, or follow up on a previous contact. Fail to check in with the people in your network.

• Be passive in communications. Ask people to call you instead of being proactive.

• Stay out the loop. Let networking transactions take place without your knowledge or interest. E.g.: ask person A to call person B without telling person B and following up with person A. 

• Talk about yourself exclusively. Don't show a keen interest in the contact or ask questions about him or her.

• Pontificate or act superior in any way.

• Sell your product or service, or promote your latest venture or idea.

• Blast emails though a commercial online system.

• Don't offer help. Wait to be asked.

• Tell people to use your online network exclusively.

• Make yourself unapproachable by giving the impression that you're busy.

• Let your network "just happen". Fail to recognize it as your #2 asset in business (your skills are #1).

• Violate ethics. (see below)  [Top]

ETHICS

• Respect a contact's independence and right to privacy.

• Keep a commitment. Renegotiate it if necessary.

• Stop gossip and rumor from spreading.

• Do not badmouth a contact, regardless of your experience with that person. 

• Show respect for a contact regardless of his or her position of authority in the business community.

• Do not take advantage of a contact's trust; it's the foundation of networking.

• Be mindful of boundaries, a contact may be your subordinate or supervisor in your company, or a competitor in the marketplace.

• Obey a contact's wish to end a networking relationship.  [Top]

DEFINITIONS

• Contact: a person you know and keep in touch with.

• Ethics: generally-accepted behavior that supports a trusting relationship.

• Goal: your motivation for networking; it continually changes and evolves.

• Help: assisting others without expectations.

• Networking: creating a complex structure of interconnected relationships in which you occupy an influential, central position.

• Networking loop: more than two people involved in a networking transaction.

• Networking transaction: an interaction between two or more people where the underlying purpose is to help each of the participants.

• Reciprocity: giving help in exchange for help; refers to your network taken as a whole rather than a specific individual.

• Referral: recommending one contact to another; transferring trust.

• Social capital: stock of trustworthy relationships that you draw upon to obtain help in solving common business and career problems.

• Teaming: joining forces with one or more contacts to pursue a common objective.

• Trust: the expectation that a contact will observe ethical behavior in all aspects of your relationship.  [Top]

RESOURCES

• FAQs: Comprehensive networking tutorial. You can even propose questions and answers.

• Code of Ethics: RNIA is building a code you can put to immediate use.

• Formalize an Organization's Network: Follow these steps to begin turning your enterprise into a networking organization.

• Networking for Startups: These steps will help your startup get off on the right networking foot.

• Seven Steps to a Personal Network. Create a lifelong network.

• N3P: The Relationship Networking Industry GIG ("global Interest group") is developing standards and a common body of networking knowledge.