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Relationship Building

Understand Networks​

A network is a web of mutually beneficial relationships with individuals and groups inside and outside your organization that you and your team need to succeed.

And networking is the process of building and maintaining such webs.

Identify key people within the company, meet with them, know about the company from them. Listen and learn. What's valuable, what they cherish, the culture, and how you can support them. Don't underestimate the value of these networks.

Some common misconceptions about networking:

  • it's a waste of time
  • you have to be an extrovert to do it: it's a skill anyone can learn
  • people should only form relationships naturally: deliberate relationship building builds a heterogeneous ecosystem around you
  • our closest relationships are the most important: you need a diverse network to succeed
  • networking is self-serving/political: it's about reciprocity, giving as much as you get

You can be helpful by resolving problems, acting as an information conduit, learn about new opportunities, capitalize on needed resources, speak for and protect your team.

Part of leadership is managing your network. We depend on others to get our jobs done. And many of the people we depend on, we have no formal authority over. You have to know what's on the cutting edge of your area of expertise. The only way to know that is to look outside your organization.

There are 3 different types of networks:

  • Strategic: Translate external trends for your colleagues. Understand what's going on in your company.
  • Operational: Who are you dependent on, to get things done.
  • Developmental: what you get to do is based on who you really know. You will only be assigned to things by people who trust you.

Map And Assess Your Networks​

Create a map of 10-12 people. Create one map for each goal you have. A map only has one type: Strategic, Operational, or Developmental.

Categorize people under (Frequent, Occasional, Infrequent) and under (Same Dep, Same Org, Different Org). Label people according to their Expertise, Level, Source Of Introduction, Perspective, Role.

Connect people who should be connected to each other. Identify "super-connectors".

Strengthen Your Networks​

Networks should be helping you meet your goals. A network should not only contain people you met yourself. Get introduced by others. Connect other people too.

Evaluate, for each person, the level of trust and reciprocity. Trust arises from a person's:

  • competence: technical expertise, track record of accomplishment.
  • character: consistently honest and respectful.

Find energizers (energy enhancers), people who make you feel great and motivated. Steer clear of energy drainers.

To improve your network, keep in touch with people, remember that relationships are reciprocal, and think strategically about how to connect. Don't fail to follow up. Don't ask for favours too soon (wait an entire year). Don't make the other person do too much work. Don't ask how you may be helpful, make a specific suggestion.

Create opportunities to meet people face-to-face. Especially outside your org. Use virtual tools to increase your Reputation, Specialization, and Network Position. Build a strong digital presence. Some people don't even take you seriously if you don't have an online presence. Build a credible identity, show proof that you made an investment in an area.

Develop Relationships​

Learn to love networking. Research shows it leads to more opportunities. Focus on the positive aspects of these activities. Do your homework, research conversation starters, develop thoughtful questions, craft ideas for how you can help. Find a higher purpose.

To attract people to you, be an expert, nd be an information forwarder.

Learn when to say no to connecting to people. Otherwise it can be exhausting.

Put Your Networks To Use​

Do the right things, do things right. Use your networks to foster innovation.

Interact with people in unfamiliar places, tap outside experts facing problems similar to yours, gather information from people who are different from you, attend idea-sharing events, get together with your creative confidants.

Sustain Your Networks​

Offer to help, wait before requesting big favors, be likeable. Don't force connections. Keep in touch over the years.