How a network also makes you professionally fit
Networking, vitamin B or social capital
“He only got the job because he knows the boss!” “And they only got the building permit because one of them works for the city!” We are all familiar with situations and sayings of this kind when someone gains a professional advantage through their network. It’s not uncommon for these statements to be accompanied by a little bit of envy.
But the real question is: can you blame others for networking and making good use of their relationships? And how can you build up a good professional network yourself and use networking to steer your professional future?
This much is clear: networking is about relationships between people. You know someone and they know someone and they in turn know someone who can help you with your problem. That is the principle of networking. Every new member of your network contributes their contacts. This thickens the network of relationships and opens up opportunities for new acquaintances. The result: you not only see an advantage in your job, but your private life also benefits from meeting interesting new people.
What are the benefits of a good network?
Good contacts are often half the battle on the job. The exchange of information and knowledge generates mutual benefits. Here’s an example: You have converted one of your offices into a small “recording room”, which you also make available to other tenants in your office building. The idea behind this? The equipment can be used by anyone. One person needs a camera and a green screen to take photos: You benefit by learning from them.
What do I need my network for?
The keyword is: goal-oriented networking. It starts with questions such as: What can a network be useful for? What do I want to achieve? What or who could be helpful? From this, you can determine which people “fit” best into your network. Of course, this does not mean only surrounding yourself with people who could be useful. You should also consider whether it would be more helpful to have 300 contacts saved in your cell phone or just 50 – but from people who are “good” for you personally or professionally.
Ultimately, it’s about a strategy – not about the purely expedient use of fellow human beings. Not that you’re misunderstanding the whole thing. Networking is about mutual support, sharing knowledge and the fact that you can often achieve more together. What do you want to build your network for? Are you looking for business partners, suppliers or customers? A professional network is not the same as a private one. Who could help you get ahead? For example, people who have already achieved what you want to achieve. They have insider knowledge and experience and can be helpful contacts when problems arise. You shouldn’t be ashamed to seek advice – everyone starts small!
Where you can network
There are many opportunities to network. You just have to be bold. Start-up centers, regulars’ tables, conferences or company events, for example, offer perfect opportunities to meet like-minded people. In some cities, “clustering” is increasingly being practiced. This means that companies from the same sector are grouped together in order to make it easier to make contacts with each other. This includes Silicon Valley in California, for example, where the giants of information technology (such as Apple and Google) congregate.
But let’s keep our feet on the ground: Simply eating together with other colleagues during the lunch break – a small step that may bring great benefits. Friends and friends of friends: this is the basic principle of networking.
Tip:
What contacts do you already have? You should think about who you know and perhaps also: What other people could this person put you in touch with?
How can I make contacts?
When networking, it is important to be open in order to get into conversation with others. A positive and open posture during a conversation is also helpful. Conversations are about showing interest, asking questions and listening. At the same time, it’s not about feigning interest or being pushy. Sounds like a lot of rules? Not really, just put yourself in the other person’s shoes and think about what would be appropriate and what would be unpleasant. The classic “tit for tat” – someone you are well-disposed towards will usually reflect this back to you.
Tip:
To make it easier to make contact, pass on a telephone number or business card. Nothing is more annoying than getting to know an interesting person and losing contact in the end.
Networking on the Internet
Generally speaking, in the age of digitalization, the Internet can and may definitely be used to establish contacts. But what needs to be considered? It is not so easy to read the reaction of the “other person” from a typed text. Harassment and intrusiveness can quickly lead to contact being broken off. It is important to assess relevance and extent. The aim of networking should also be taken into account here: Partner, customer or supplier network? Good networking on online platforms – such as Xing, LinkedIn or Facebook – can help you to keep your eyes and ears open online.
Tips to avoid mistakes when networking
Quantity instead of quality, but also being concerned only with one’s own benefit, can become a problem when networking. Taking the initiative yourself and not just waiting for feedback from others, on the other hand, promotes a lively exchange. This exchange is what it’s all about. If you ask for a favor from a colleague, then you should understandably accommodate them. In a one-sided benefit relationship, your counterpart will feel taken advantage of, and that wouldn’t necessarily be the best strategy for you either.
Networking has a lot to do with good interpersonal relationships. In both their private and professional lives, people will establish contacts more easily if they like the other person and have the feeling that they can rely on each other. If you are simply honest, not afraid of contact and don’t always think only of your own advantage, nothing should stand in the way of your network.
How big is an ideal network?
A study by sociologist Brian Uzzi, which appeared in the American Journal of Sociology in 2005 (source:(https://doi.org/10.1086/432782)), suggests that it does not necessarily make sense to know as many business partners as possible.
This study examined the correlation between successful Broadway musical productions and the number of performers who had prior contact. It was found that productions in which most of the cast members knew each other and therefore had an extensive network were less likely to be successful. Uzzi’s theory on this was that if the members knew each other too well, the necessary new creative input was missing to make the piece successful.
On the other hand, according to the study, it was also not helpful if too few of the participants knew each other beforehand. This apparently meant that the processes were not sufficiently rehearsed. As a result, these productions could not run as smoothly as they could because there was a lack of good contacts between different areas of the production. Therefore, if you have a good network, you should not try to get to know every business partner well beforehand, as it is often helpful and productive when different opinions meet.
And then?
A high-quality network has been established. That’s great! Now it’s time to cultivate and maintain it. The sociologist Pierre Bourdieu described relationships as “social capital”. A well-connected network of contacts can therefore be regarded as a kind of capital. However, this social capital can only be used in an emergency if your network has already been established for a certain amount of time.
So contacts have to be long-term to be helpful. It makes perfect sense: would you give confidential information to someone you’ve just met? Probably not. And that’s exactly how we humans work: Giving, receiving and relationships between people are based on trust. However, this trust has to be built up first – and that sometimes takes time.
Assuming that a goal-oriented network consists of interesting people: Why not just write an e-mail so that you don’t lose contact with each other? You can exchange ideas, offer your advice or ask for some yourself. It is important to recognize each other: pure money issues are not necessarily the best motivator.
Don't be put off ...
This is not a science! With a few tips and tricks, anyone can become a networking pro! And the most important thing: practice makes perfect. Try it – for example, talk to different colleagues than usual at the next company event and see what comes out of it. The more positive experiences you have, the easier it will be for you to approach strangers. And let’s not forget: Networking is fun!
Making new contacts, getting to know interesting people, broadening our horizons – actually, we can only benefit from good old vitamin B. What are you waiting for?
