Developing an influential network isn’t easy—we are often tempted to stick to close contacts and colleagues. However, good networking can make a real difference at strategic times. How to target networking efforts and cultivate contacts effectively?
01
Cultivate your existing contacts
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Spontaneously do people favors when you have the chance, e.g. Recommend someone you trust on social networks.
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Regularly reach out to your contacts, e.g. Share an interesting article, schedule regular lunches.
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Optimize your networking time, e.g. Take advantage of opportunities to meet people in groups.
02
Expand your network
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Diversify your contacts to expand your sources of information, e.g. Managers of other departments, external experts, professional associations.
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Trigger meetings, e.g. Participate in a cross-company project or conference to make an important contact.
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Cultivate contacts likely to introduce you to new networks.
Take action
Plan your ‘network’ actions for the coming month (30 min)
A voluntary and planned action is required to develop a quality network of acquaintances.
Set yourself one or two priority objectives for the coming month. E.g.: Diversify your network by establishing new contacts, reactivate “sleeping” relationships, get involved with one section of your network.
Identify the means that you could use to reach these objectives. E.g.: Register for a seminar to meet experts on a topic of concern to you, organize two luncheons with relationships to reactivate, figure out who can put you in touch with a person you have identified, explore social networks, etc.
Fix a slot in your agenda for each of these actions.
Do one of your contacts a favor, without expecting anything in return (10 min)
A relational network functions all the better when the exchanges are not directly done out of self-interest.
Identify one of your contacts whom you could easily help. Here are a few examples of possible favors. E.g.: Communicate interesting information (article, conference summary…); recommend this contact to other people in your network; introduce him/her to another person.
Be clear that you don’t expect anything in return. A generous action will help you win the trust and the respect of your counterpart, and will contribute to a sustainable relationship. Networks thus reach a balance over time.
Identify the persons you would like to add to your network (1h)
A widespread and diversified network will enable you to multiply your effectiveness and your influence.
Perform an audit of your relations and consider the persons you should know to succeed better in your function.
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Do you have some former acquaintances you should get in touch with again? (Experts, informers, consultants…)
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What influential persons should you know?
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What types of expertise would be useful to you?
Adopt a proactive stance to meet these persons:
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Don’t hesitate to ask acquaintances to help you. E.g.: Organize a three-way meeting.
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Volunteer to participate in workgroup sessions or seminars that they are likely to attend.
Practical Tips
> Cultivate your network to generate opportunities
> Develop quality networks to extend your influence
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© Managéris