In an increasingly connected world, networking is seen as a fundamental skill. Who has not heard the expression, “It’s not what you know; it’s who you know”? Expanding your professional networks is a key investment to ensure success. Or is it?
The more, the merrier.
Networking is our set of personal contacts that provide the support, feedback, and resources needed to help advance our careers. Many employers value this as a powerful “core skill” and look for people whose networks span many disciplines. Networking has also become a critical part of the job search. In their 2017 survey, Global Recruiting Trends, LinkedIn found employee referrals are the top source of quality hires.
For NeXters, social media makes it easy to stay in touch and build new connections. The greater your visibility, the more exposure you’ll get, the more you’ll learn about opportunities, and the greater your chances of moving forward with your goals. “Networking is a profession, so become a professional at it,” business pundits advise. But are they looking through the wrong end of the telescope?
Are you making the right connections?
Swapping business cards and adding LinkedIn contacts may grow your network, but doesn’t necessarily add value. Professionally, what really matters is who knows you. And that comes from what you’ve done—not just who you know. It’s all about competence.
Most employers are attracted to people who have accomplished something noteworthy. If you don’t have a track record, however, you may find it remarkably difficult to engage with them. Worse yet, in over-promoting your “connectedness” (superiority trap*), you risk being marginalized as a lightweight (see: The good, the bad, and the bias).
“Who you’ll know tomorrow depends on what you contributed yesterday” advises psychologist Adam Grant in Good News for Young Strivers (2017). Although building a powerful network doesn’t require you to be an expert at networking, you need to be an expert at something. Once you’ve got cred, “Instead of having to push your way in, you will be pulled in” Grant says.
It’s about the doing, not just the knowing.
Developing credibility—rather than schmoozing—is more important to building an effective and useful professional network. So, if you’re spending more time networking than producing, turn the telescope around. Tempted to try speed networking? Fuhgeddaboudit. It takes time and involvement to create meaningful and lasting relationships. Of course, as a certified smart person you already knew that.
To best position yourself to successfully network, systematize your work, organize your time, and PRODUCE. Then follow the pundit’s advice and make networking a profession. Not only will what you’ve accomplished help you make connections; it will also help sustain those connections. Make that what you do!
What we think, or what we know, or what we believe is, in the end,
of little importance. The only consequence is what we do.
~ John Ruskin, English reformer
* Questionable beliefs can “trap” our better judgment, leading to poor decisions and unintended consequences. In the superiority trap, we often exaggerate the extent of our knowledge, ability, or importance. Learn more about this, and other interesting topics, in the Young Person’s Guide to Wisdom, Power, and Life Success.
Image credit: “On future social networks” by alphaspirit, licensed from 123rf.com (2018).
