By Jonathan H. Westover, PhD
Abstract: This article discusses best practices for developing a strong professional network based on leadership research. It argues that networking is a foundation for career success, as relationships often influence opportunities more than skills alone. The article outlines strategies for initially building a network through industry events, professional associations, social media, and leveraging existing contacts. It emphasizes forming high-quality connections by focusing on rapport, shared interests, and in-person meetings. Next, it explores techniques for cultivating meaningful relationships over time, such as helpfulness, consistent follow-ups, recognition, and collaboration. The article then advises strategically leveraging one's network through suitable referrals, reciprocal promotions, and gratitude. It provides tips for operationalizing these practices at conferences, trade groups, and LinkedIn. Overall, the article asserts that systematic yet judicious networking yields advocates, opportunities, and broader career success through developing strategic, long-term professional relationships.
In today's competitive job market and fast-paced business world, networking has become a crucial skill for both professional and career development. While networking can seem intimidating or inauthentic to some, research shows that building genuine relationships and strategic alliances is key to long-term success in many industries.
Today we will explore some of the core "secrets" or best practices of truly successful networkers based on leadership research and practical organizational examples. I
Building Your Network: The Foundation for Success
All successful networks begin with the foundation of making meaningful connections. Research has shown that the average person's career is influenced more by who they know than what they know alone (Forret & Dougherty, 2004). Therefore, the first "secret" is proactively seeking out opportunities to expand one's professional network in a strategic yet authentic way. Some key tips for strong network-building include:
Attend industry conferences and events regularly. Conferences are prime opportunities to meet potential collaborators, mentors, clients and future employers face-to-face in a low-pressure setting. Events also allow networking throughout the experience via dedicated networking sessions, meals, and other activities.
Build relationships within professional associations. Joining relevant trade groups, alumni organizations and industry associations provides regular opportunities to interact with and get to know fellow professionals through meetings, volunteering and leadership roles.
Utilize social and professional networking platforms. LinkedIn, industry forums, and alumni networks online allow expanding networks globally and maintaining connections virtually between in-person meetings. Profiles should be optimized for discoverability.
Leverage existing contacts. Talk to colleagues, classmates, friends, and family about who else they know that could be helpful. Additionally, follow up connections made through other people to build synergies within the extended network.
Focus on quality over quantity. Aim to develop a select group of genuine professional allies, not just accumulate superficial contacts. Build rapport and trust over sustained interactions.
The foundation of a strong network comes from proactive yet strategic relationship-building over the long-term. While growing contacts, the focus should be on establishing high-quality alliances through authentic engagement within industry circles.
Cultivating Meaningful Connections
Once initial professional contacts are established, research indicates the next "secret" is cultivating truly meaningful connections through ongoing rapport-building (Greif, 2018). Some effective tactics professionals use include:
Be helpful without expecting immediate returns. Make introductions, share industry knowledge freely, and offer assistance to new connections without strings attached. This builds trust and reputation as a valuable ally over time.
Follow up consistently yet casually. Maintain contact through occasional check-ins, sharing relevant content on social platforms, and asking about families or personal interests to show care beyond just work.
Find areas of genuine shared interests. Look for common ground such as hobbies, alma maters or causes to strengthen rapport on a personal level and build true companionship beyond professional topics.
Recognize contributions and successes. Send thoughtful notes to recognize milestones, impacts or just to express gratitude for the relationship itself. People appreciate feeling valued beyond transactional interactions.
Schedule in-person meetings periodically. Periodic coffee meetings, lunches or socially-distanced activities help maintain the human element in digital-heavy careers, as research shows face time is still vital for strong alliance-building.
The "secret" is committing to ongoing rapport-building through caring follow-ups, finding personal bonds, and quality face time together. This lays the foundation for strategically deepening connections into more impactful professional relationships in the long run.
Strategically Leveraging Your Network
Once a quality network with strong connections is established, research shows the next step is learning how to tactfully leverage it for mutual benefit (Allen et al., 2014). Some effective ways professionals capitalize on their networks in an authentic, strategic manner include:
Refer suitable opportunities to contacts. Introduce connections to roles, clients, projects or learning chances that play to their expertise - but only if genuinely suitable to avoid come-across as transactional.
Ask for referrals or introductions when helpful. For example, reaching out when exploring a new city, job searching or wishing to learn from a leader; make clear how connected parties may benefit as well.
Co-promote accomplishments of connections socially. Amplify wins, impacts and value provided for allies through mutually supportive professional championing online and within shared circles.
Collaborate on relevant projects when possible. Look for natural synergistic chances to work alongside allies on publications, speaking engagements or initiatives that create additional value for all involved parties.
Express gratitude after leveraging connections. Importantly, follow up referrals or requests with thank you notes acknowledging time or endorsement given, improving chances of future collaboration.
The key is leveraging one's professional ecosystem judiciously in ways that are authentically helpful to allies while also advancing personal development. By creating value for all parties including advocates within one's network, new opportunities can emerge organically.
Putting Networking Secrets to Work
Here are some practical tips on operationalizing the above networking "secrets" within a real organizational context:
At conferences, use downtime effectively. Chat individually with at least 3-5 new acquaintances per event over meals, asking about their work and briefly sharing yours in turn. Follow up personally within a week with a message of appreciation.
When joining trade groups, get involved beyond passive membership. Volunteer for a committee, present on a panel or take on a leadership role where possible to accelerate integration within the organization.
Use LinkedIn regularly yet judiciously. Make posts once or twice weekly highlighting accomplishments or sharing useful content for connections. Avoid excessive self-promotion.
When leveraging one's network, be solution-focused. For example, introduce an accounting contact to a nonprofit in need of budget consulting. Co-promote the impact publicly afterwards.
Schedule quarterly coffee catch-ups or video calls with 5 key network members to strengthen personal bonds. Focus conversations on mutual understanding and support.
By putting research-backed networking techniques to practical use, professionals across any industry can develop the long-term strategic relationships that lead to broader influence, opportunities, and career success down the road. With diligent yet strategic cultivation, networks become powerful assets that bear fruit for years to come.
Conclusion
In today's competitive environment, developing a formidable professional network is increasingly crucial for career progression and leadership impact. While networking requires an initial investment of authentic relationship-building over the long haul, research shows it yields tremendous returns for those who master the "secrets" of true connectivity through strategic yet caring execution. Professionals who operationalize networking best practices systematically yet judiciously gain high-powered advocates, find new opportunities, and achieve broader success more sustainably as a result. Overall, a strategic network is one of the most valuable assets any leader can cultivate to advance themselves and their mission over the long term.
References
Allen, T. D., Eby, L. T., Poteet, M. L., Lentz, E., & Lima, L. (2004). Career benefits associated with mentoring for protégés: A meta-analysis. Journal of Applied Psychology, 89(1), 127–136. https://doi.org/10.1037/0021-9010.89.1.127
Forret, M. L., & Dougherty, T. W. (2004). Networking behaviors and career outcomes: Differences for men and women? Journal of Organizational Behavior, 25(3), 419–437. https://doi.org/10.1002/job.253
Greif, S. (2018). Network building: The basics. Journal of Vocational Behavior, 105, 171–173. https://doi.org/10.1016/j.jvb.2017.12.004
Jonathan H. Westover, PhD is Chief Academic & Learning Officer (HCI Academy); Chair/Professor, Organizational Leadership (UVU); OD Consultant (Human Capital Innovations). Read Jonathan Westover's executive profile here.
Suggested Citation: Westover, J. H. (2024). The Secrets of Successful Networkers: Developing Strategic Relationships to Advance Your Career. Human Capital Leadership Review, 11(1). doi.org/10.70175/hclreview.2020.11.1.6
