When it comes to networking, there is no substitute for networking — you’ve got to get out there and do it. By now, I am sure you have no doubt in your mind that it is necessary; however, actually getting out there and doing it is sometimes a little harder.
The bottom line is that you are busy, have far too much to do and frankly, more important things to worry about. However, you know deep down that often these are simply excuses that help you to avoid doing things you’d rather not do.
Yet, in complex organisations, you absolutely have to get out there and build relationships with powerful people, ahead of when you need them.
In a related article, I shared some ideas about Identifying Powerful Stakeholders. The ideas below will build on these …
- Build a list of targets (also review the previous articles in this series about setting, structure and politics).
- Be crystal clear about the value (quantifiable) you bring to the organisation.
- Make sure you are certain about why you are doing it, and root out all the excuses which may prevent you from networking.
- Allocate specific time to develop your relationships.
- Develop your elevator pitch. When you have a chance meeting, what will you say to them?
- Plan to arrive early and leave late at scheduled meetings.
- Be clear about the impression you wish to create (aside from the messages you wish to deliver).
For each target …
- What value do you (or could you) bring to them?
- Aside from work, what do you have in common with them?
- How might your elevator pitch change for them?
- What safe topics can you use to begin an interaction with them?
- What are their priorities (professional and personal)?
- What problems are they tackling?
- Who else knows them who could give you some inside information about their agenda?
- What could you learn from them?
Your answers to all of these questions will give you much to think about, because ultimately, based on your insights, personality and preferences, you have to develop an answer to the question below for each of your targets…
Specifically, how are you going to begin, build and strengthen your relationship with them?
Over to you!
The Gautrey Influence Blog
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