16 July 2009

Pinto’s Point

Importance of personal networking

By Jim Pinto

There is an old saying: “It’s not what you know; it’s who you know.” Being well connected is the ultimate source of personal effectiveness and advantage. It is shared success, where what you can give is as important as what you can get from your personal networking.

My own personal networking comes through my writing—columns such as this—and my speeches on automation and future technology topics. The Q&A sessions during my speeches often result in spontaneous discussions that inspire new ideas. And the people I meet give me more ideas, plus invitations for more speaking engagements. My eNewsletter brings regular feedback, and I make it a point to respond to each one, which builds and strengthens my network.

E-mail has become a powerful networking tool, making regular contact easy, without being as intrusive as telephone calls. You exchange items of mutual interest—web links, pictures, news items, and the like—regularly with several close connections, which brings them even closer.

Online networking has the multiplying viral effect that is unique to the Internet. Beyond the value of Facebook and Twitter for social networking, online business networking communities such as LinkedIn and Plaxo have become important tools. To narrow the search, they include sub-networks focused on topics of particular interest.

Then there is old-fashioned networking—in person, with a handshake. With large group meetings, however, you must manage your involvement to network effectively. Here are some dos and don’ts to help personal networking effectiveness:

• Don’t fall into the rut of sticking with someone you know. Circulate to find new people and new ideas.
• Don’t get stuck with someone who has nothing to offer. (“Excuse me, I see someone…”)
• Don’t ask for favors without offering something in return.
• Do have plenty of business cards to hand out, and help people to remember you beyond just your business card.
• Do follow-up quickly, and stay in touch to develop the contact.
• Do build relationship bridges, offering information of mutual interest to fuel the friendship.

Networking is one of the most rewarding activities in which you can engage, and you get better with practice. Become a regular networker. Count your connections, because connections count.

Related links:

• Personal Networking – How to Make Your Connections Count:
  http://www.businesstitles.com/cat/career/pers3593.htm
• Networking Frequently Asked Questions (FAQ)
  http://www.profnet.org/faq.html
• Wikipedia – Personal Networking:
  http://en.wikipedia.org/wiki/Personal_Network

Behind the byline

Jim Pinto is an industry analyst and founder of Action Instruments. You can e-mail him at jim@jimpinto.com or view his writings at www.JimPinto.com. Read the Table of Contents of his book, Pinto’s Points, at www.jimpinto.com/writings/points.html.