Confidence at Work: Building a Network Before You Need It

February 24, 2020 Heidi Lumpkin

Connecting a network of people is one of those activities - almost like keeping a resume updated - that we tend to put off and off.

And off.

Or maybe the need to work on your networking connections doesn’t come across your radar at all.

And then one day, after a job loss or a business opportunity, you find the network you need right now -- the professional and social infrastructure we could leverage to support us -- doesn’t exist.

Stop thinking of networking as a ‘singular’ activity and start thinking of it as a way to continue connection while creating new relationships and strengthening existing ones. Reframe networking activities as ways to connect with other professionals. the act of connecting can be the reward itself.

I didn’t come up with that phrase, ‘build a network before you need it.’

That’s from author J. Kelly Hoey who wrote the book Build Your Dream Network.

But it’s the perfect catchphrase, isn’t it?

As a Leadership Coach who often coaches on building the confidence skill, I have found that confident professionals consistently network.

And those that lack confidence, don’t.

How Confident Leaders Socially Engage

They view building a network as a positive, necessary, mutually-beneficial, and interesting activity.
They find (or create) opportunities to build authentic professional connections.
They ask open-ended questions, not viewing this as ‘small talk’ but as a way to learn about others or find a mutual interest.
They know most people, including themselves, like to be asked about their expertise.
They actively participate on LinkedIn and/or other professional industry platforms and social groups.
They view networking as a way to not only connect but to contribute (‘what can I give’ v. ‘what can I get’). And because they have a positive view of networking, they actively seek opportunities to do it instead of actively avoiding it.

I’ve coached some leaders to come up with a strategic networking plan: an approach that involves creating a map (formal or informal), establishing a baseline and defining gaps in connections so that they can seek to fill those gaps, effectively rounding out their networks with a diversity of thought and opportunity.

What exactly is networking?

“Networking needs a rebranding,” says Hoey. She says we seem to be stuck with this outdated version of what build a network really is: making connections so you can benefit from them.

Yikes. No wonder we avoid it.

The dictionary tells us networking is an exchange of information or services among individuals groups specifically the cultivation of productive relationships for employment or business.

....snore.

Hoey offers a reframe by taking the root word ‘net’ for inspiration to offer the view of networking as an ongoing process of establishing and strengthening relationships, not some one-time activity that we do in order to get something (although that's what it can become when we wait to do it).

Why would someone avoid building a network?

First, it’s the way we view it. So let’s consider additional ways to productively reframe the way we think about it.

I like to think of networking or building an online infrastructure as the act of ‘connecting.’ Susan Cain first introduced me to this concept from her book Quiet: The Power of Introverts in a World that Can't Stop Talking.

Instead of viewing the activity of networking as akin to making small talk, challenging yourself to find areas of connection.

Also, for us introverts and ambiverts out there, actively engaging online is a time where it’s all right -- beneficial -- to act more extroverted than you really are.

For example, I just had a client who found himself proverbially flat-footed when he got laid off because he didn’t have a LinkedIn profile set up.

He then had to spend precious job-hunting time creating the profile, connecting with those he knew and building up that online presence.

Did you know about 95% of recruiters use LinkedIn to source candidates? That could translate to 19 out of 20 open job requisitions where recruiters are proactively looking for candidates!

Plus, you can build your network somewhat passively...connections on LI can come to you.

I don’t subscribe to the approach that I already have to know the person if someone wishes to connect with me.

I realize for some that’s a necessary filter. For me, I like to connect with others if there may be a mutually-beneficial reason for doing so.

What about the social networks you already have?

There’s more than one type of network, and chances are you have a few networks already in existence. So where do you start when you think of leveraging a network?

Your Existing Network

One way is to leverage the immediate network you have - although you might not view it as a network: those in your personal life that support you, both personally and professionally.

My cousin, a VP, calls his immediate network his ‘Board of Directors’ -- that group of people you already call to bounce ideas off of, share with when something great (or bad) happens in your life. They’re the ones you likely go to for advice or guidance or input when you’re mulling over a big decision.

Your Peer Network

How about your colleagues as a peer network?

When I coach leaders, a common point of discussion as that coveted skill of ‘political agility,’ (similarly known as organizational agility) -- being able to navigate within a company, making visible connections, exerting influence at specific levels, and getting things done through both formal and informal channels.

Not only can increasing your organizational agility strengthen your cross-collaboration skills at work but practicing the skill can raise your visibility organically and expose you to additional opportunities.

Your Former Colleagues

An additional type of network is the larger group of professionals you’ve collected along your journey - and that's where the tool of LinkedIn becomes so invaluable. This network is comprised of former colleagues, the occasional neighbor, and others you’ve connected with on LinkedIn.

It’s ripe for leverage and is the network that, if you nurture it, you’ll likely be able to count on in a natural way when you need them, either for information, conversation, connection, and/or introductions.

Building a ‘Defined Purpose’ Network

Last but not least, a topic I've coached on more than once in the past couple of years is people looking to build a network for specific purposes.

Think of a young executive on a steep career trajectory who desires a sounding board that includes varying perspectives (thought diversity).

A network can provide that outsider clarity in situations that those who are involved in or even at the same company don’t possess.

How to build one? Define your end goal in creating one first.

I was recently asked to join a Defined Purpose Network on LinkedIn. The woman who created it did so by doing a quick search for women in leadership businesses in her LinkedIn connections, invited us all to a message thread, and bam! Instant network group.

We all chat at least once a week in this group.

We share ideas, resources, and invitations. It’s been great to be a part of the action.

All the woman who initiated the network wanted was a group she could refer business to and have a conversation with…and look what it became.

What are some easy ways to begin building a social network?

What is neutral networking?

How to start ‘neutrally’ networking; What’s that, you ask? Intentionally creating passive connections while you’re doing what you do.

I look at it as the least risky way to network, hence the term ‘neutral.’

Just think about how you network today - the things you’re already doing.

For example, when you have cross-collaboration projects at work, use the opportunity of working together to take the conversation one step beyond the work.

A simple inquiry about another’s career might be the start of a real business connection. How did you end up in this role? What do you like best about it? What brought you to XYZ company?

Start a conversation, learn about your colleague.

Chatting the company cafeteria line? Bingo. I say that counts as networking. So you may already be actively engaging more than you know...

How to ‘Level 1’ Network

Join the conversation on LinkedIn: read, explore, comment on others’ posts. Doing this automatically raises your visibility as LinkedIn may add the post you comment on into others’ feeds.

Start a conversation by asking a question on LinkedIn (sensing a theme here?).

Join one of the many groups already available on LInkedIn. Find some groups around professional topics you might enjoy. Do #1 and #2 above in the group.

Ask a colleague who’s an acquaintance to coffee or to chat and talk about the projects you’re each working on.

Contact a former colleague you’ve kept somewhat in touch with or wanted to. Ask how they’re doing and what they’re working on.

Read my article: Building Confidence and a Dream Network where I share my results from some of these ideas in action!

See this form in the original post

What is ‘Level 2’ networking?

Well, if there is “Level 1” networking there must be level 2… This type of social engagement is a little more extrusive only because it will require you to walk into what might be a room full of strangers.

Industry events - this one’s been great for me. Management, IT, accounting, marketing...all these fields have professional organizations made to further your knowledge and craft. Attending a conference or continuing education course is a great place to expand your network.

Find the publishers, authors, brands you like and sign up for their email lists to find events near you. I’ve made several professional connections this way - some of whom I still keep in touch with or could reach back out to if need be.

If you still find yourself avoiding, try this tip from Susan Cain, author of Quiet: she suggests

setting a quota for yourself in terms of a goal within your socials.

That’s probably enough to get you started… started on viewing your network a bit differently, as opportunities to connect with a give-and-get handshake (the best kind of handshake).

Don’t forget the ‘getting’ part… it’s okay to receive from your network too. But let’s not make that the only goal.

You can do this.