IT DRILLDOWN
 
NEWSLETTERS
 

CIO.com updates, insights and advice on technology, management and your career.

 
 
 
SUBSCRIBE TO CIO
 
Are you involved in setting the direction for your company's IT budget or strategy?

Apply today for a FREE subscription to CIO Magazine!

 

 


Mon, Feb 11, 2008 12:56 EST

Effective Networking Is Easier Than You Think

Topic: Personal Management

Blog: CIO Job Search: A Real Life Chronicle

Current Rating: 5 Comments: 10

Networking is not what most people think it is. It's not a contest for the largest Rolodex. Effective networking is more akin to friends helping friends make new friends.

Last week I gave a presentation at a leadership seminar sponsored by the IT Executives Accountability Group. The purpose of this organization is to create small groups of peer executives who can mentor each other, act as sounding boards for ideas and concerns, and provide real-world connectedness in an increasingly virtual business world.  Because the members of this organization are committed to forging bonds that they hope will last their entire careers, they understand the importance of earned trust and mutual support.

Earned trust and mutual support distinguish what I refer to as a “neo-Rolodex networker” (e.g. someone with a long list of superficial contacts in email or on LinkedIn) and a truly effective networker.

Prior to email, a large Rolodex was the sign of a well-connected person. Back then, getting to know people took time, effort and a personal touch: face-to-face meetings, phone calls and hand-written letters. Those connections were so vital that some corporate heads of sales and marketing organizations negotiated ownership of their Rolodexes in their employment contracts.

Today, building a very large list of contacts is exceedingly simple with email and social networking systems.  The problem is that many executives try to equate their electronic “neo-rolodex” of names with successful networking. They think the bigger the list, the better. However, almost any sales leader will tell you that large lists of easily gathered contacts are simply “prospects”  and that it is only through building a relationship with each contact, one at a time, that you can turn them into clients.  The old Rolodex was valuable because of the time and care the owner put into building and cultivating the individual relationships those cards represented.

So if an effective network is not a large list of contacts, what is it?

The IT Executives Accountability Group is on the right track in building on the power of relationships. You build relationships through communication and earn trust by following through on commitments and holding confidences. But the core of an effective network is extending the power of your relationships into what the Chinese refer to as “guānxì" (can someone help with a pronunciation for this), which translates to “networks of mutual support.” That is, when you offer assistance to others without demanding them to reciprocate, you create an intrinsic bond with the recipient of your favor, and that bond builds a desire by the recipient to help you and others as well. Guānxì is so central to Chinese culture that the standard acceptance response to an apology is “meiyou guānxì,” which roughly means “doesn’t have guānxì (implications)”.

Interestingly, the Chinese also refer to guānxì as the larger network of networks, all connected together in support of one another. It's similar to the Russian “blat”, the Middle Eastern “wasta”, and the more recent American concept of “pay it forward,” whereby the recipient of a good deed repays the a  favor by assisting someone other than the original giver. It is this unanticipated reciprocity that is the strength of an effective network: As you help others, you build your network, and those who help you may not be the same ones you have helped.

The Chinese philosopher Confucius described this benefit in a proverb: “Is it not a great joy to have friends coming from afar?

So an effective leader builds and relies on an effective network, which is focused more on relationships than on organization or structure.

Which brings us all the

You do not have flash or javascript support.
Average (3 votes)
5
 
 
Tue, Feb 12, 2008 16:55 EST
Anonymous user
Posted by: John Agno
Rating:

Mark,

I am a 'social capitalist' and recognize that the successful career formula is:

Your human capital (what you know and can do) TIMES your social capital (who knows you) TIMES your reputation (who trusts you). All three must be in play. Yet, many hate building their social capital by engaging in active networking.

If you hate networking, stop networking and just begin to share your tacit knowledge. By sharing your knowledge with others, you earn trust and build your reputation.

The manner in which you connect with others matters. Learn how to share knowledge so that you add value to your organization and your recognized worth within it.

How you connect to a community of personal and business networks will determine if you obtain needed resources when you need them. By making the 'invisible structure' of personal and business relationships visible, you will work more effectively by increasing your bandwidth.

Smart networking allows you to be able to amplify your capabilities far beyond what you are capable of individually. The business case: 72% of executives landed their positions by knowing somebody.

Information is energy but useless unless it flows around and combines with other information in the minds of those you work and play with. So be sure to make knowledge-sharing collaboration part of your everyday tool kit.

 
Wed, Feb 13, 2008 22:50 EST
Posted by: Mark Cummuta
Rating:

John,

Thank you for your feedback. I agree with all your points, with one clarification. If I understand correctly, when you say "If you hate networking, stop networking ..." I believe you and I were making the same point. That is, "networking" is just a word, so ignore/drop/stop using the word, and instead go out and share your knowledge, mentor others, meet and learn what others have to share, etc.

I believe one of the misconceptions some people have about networking is in how to build a "smart network", or for that matter, what is a "smart network". If as you say, "information is energy but useless unless it flows around and combined", an energy source with uncontrolled connections quickly loses its charge and value. I believe what you are saying is that the value in "energy" is knowing you have it and what it's potential is, and then judiciously sharing your energy with others, and vice versa, they with you.

Similarly, scientists value controlled experiments, because then the results are repeatable, the useless and negative variables can be eliminated, and the beneficial variables can be determined and developed. It is building on the known rather than hoping for the unknown. As Edison noted, "genius is 1% inspiration and 99% perspiration".

Related back to networking, those 72% of executives landed positions through someone specific that they knew. They didn't land their position by shouting into a crowded room.

So in building a "smart network", I think we are in agreement that adding to your extended and visible connections by treating them as fellow team members or even friends is far more productive for most people, employed or not, than randomly adding gazillions (a technical term) of connections. Because the vast majority of people will help their friends, team mates, and business associates, but most will not put near the same effort, if any effort at all, into helping a random phone book entry.

Thanks again, John!! Great comment!

Mark Cummuta

 
Wed, Feb 13, 2008 11:33 EST
Anonymous user
Posted by: Anonymous
Rating:

The pronounciation of this word is "guahnshee" the A is pronounced ahh.

 
Wed, Feb 13, 2008 22:54 EST
Posted by: Mark Cummuta
Rating:

And how should I say "thank you very much for your help" in Mandarin Chinese?!! :-D

Thank you!

Mark Cummuta

 
Fri, Feb 15, 2008 20:51 EST
Anonymous user
Posted by: April M. Williams
Rating:

Hi Mark,

In the current job market, it's important to utilize an integrated approach to networking. I am an open networker with substantial Web 2.0 connections. This method provides a broad network across many different organizations and functions. After a round of layoffs seven years ago I started a online networking group to keep in contact with my former coworkers and help them find jobs.

Balancing my electronic “neo-rolodex” is my commitment to paying it forward. Every position in my career happened because of a networking contact who helped me out. I co-founded a women's networking group at a recent employer to assist other women in the company develop contacts and learn about the organization. I'm often asked to facilitate connections -- which I happily do. Some of my cherished networking contacts have been with me for over 20 years. We've helped each other through the good times and the bad times, leveraged resources and celebrated our successes.

Open networker. Feel free to connect with me at http://www.linkedin.com/in/aprilwilliams

About this Blog

The real-life experience of searching for a new CIO opportunity.

Start a Conversation
Click to post

Got something to say? We want to hear it! Click the Post button to get started. GO»

EXPERT ADVICE
See our roster of experts.

Advice & Opinion from more than 94 of IT's most insightful thinkers.

advertisement

TOP USERS
UserPoints
1. laith al jazi12550
2. reCareered8625
3. Akshay Upadhye7650
4. Chris Moore6750
5. abdhiraj6175
UserPoints
6. Al Sacco5875
7. remi5625
8. Mark Cummuta5425
9. Brian Flora5125
10. asengupta3750
  PARTNERS       PODCASTS       WEBCASTS    
 

From Laggard to Leader: Transforming the Data Center

This webcast offers an understanding of how customers are transforming their data centers, the successes and challenges of each approach, and how IT can become the driver to provide real business value and competitive advantage.

Sponsored by HP  Register for this Webcast »

 

Ensuring Business Services Delivery

Join Forrester Research and Fluke Networks for this unique round-table webcast, moderated by Gary Beach, Publisher Emeritus of CIO, that will touch on:

  • * How Application Performance can effect overall delivery of Business Services
  • * Best practices for managing Application Performance in a converged and distributed environment
  • * How to utilize forensics to optimize use of your internal resources


Sponsored by Fluke Networks
  Watch this webcast. »

 

The Universal Wireless Client

Learn how replacing multiple wireless clients with one Universal Wireless Client can cut support and help desk costs, increase end user satisfaction, improve security, and help implement Network Access Control.

Sponsored by Fiberlink  Read this White Paper »

Resource Alerts

Get instant email notifications by topic when white papers, webcasts, and case studies are added to our library.

NAC launch from HP Procurve Podcast with Lippis Report, Part 1

ProCurve Networking by HP joins the Lippis Report to announce major product and organizational additions to their ProActive Defense strategy.  Read More »

 

Accenture's View on Web 2.0 and its impact on business

Publisher at CIO magazine, Bob Melk, talks to Accenture's Blair Jones about the emergence of Web 2.0...  Read More »

 

A Best-Practice Framework for Virtualization

This podcast offers insights and perspective on the various issues that relate to virtualization...  Read More »

Resource Alerts

Get instant email notification when white papers, webcasts, and case studies are added to our library. Don't just be up-to-date—be up to the minute with our new Resource Alerts.

Forrester builds a case for the next generation information workplace.

As businesses seek new ways to enhance collaboration and improve productivity, the information workplace continues to evolve...  Read More »

 

Find out what Forrester says about mobile endpoint security and its management.

Mobility raises productivity. But IT departments are hard-pressed to protect mobile data and to manage security software, wireless clients and regulatory compliance for mobile workers...   Read More »

 

Get Forrester's take on simplifying mobility with the universal wireless client.

Mobile workers want to use all types of wireless networks: WiFi, 3G cellular networks, corporate WLANs and home wireless networks. But how can IT support...  Read More »

Resource Alerts

Get instant email notification when white papers, webcasts, and case studies are added to our library. Don't just be up-to-date—be up to the minute with our new Resource Alerts.

 
NEWSLETTER

Sign-up for the Advice & Opinion Newsletter

 
FEATURED SPONSORS
 
 
 
SPONSORED LINKS
 

Build up or Tear down? See how UC makes sense with Nortel. Calculate your UC ROI

Motorola AirDefense can identify and exterminate your rogue APs. Learn more

CA delivers deeper insight into your assets, resources, projects & services so you can make more informed IT decisions

Manage your IT more effectively

Is there a secret to Sharepoint® Security? www.SharePointSecured.com

Request a Novell/Microsoft deployment workshop

Keep your valued customers through tight business integration - it's a lot easier than you think

Simplified business collaboration, we make the connections so you don't have to

Compuware.com - See how we make IT rock around the world

Discover PMI's credentials and career path tools

SOA Educational Library at the TIBCO SOA Resource Center

Secure your virtual and physical environments with the same software

E-LOAN Maintains Reputation as a Privacy Leader with Symantec

Information Security: Data Drains and How to Prevent Loss

Prudential Financial Protects its Brand with Symantec

A Guide to Understanding Hosted and Managed Messaging

Google Apps Premier Edition Helps Indoff Manage E-mail More Effectively

CapGemini Cut Call Center Costs with Google Apps Premier Edition

Comprehensive Review of Security and Vulnerability Protections for Google Apps

Web 2.0 The New Face of the Web

Universal Search in Healthcare Organizations

Google Case Study: Agile Software

Universal Search in High Tech Organizations

Providing Universal Search for Business

Google Case Study: Kimberly-Clark

Industry Analyst Report: Top Hosted Exchange Vendors in 2008

CA's IT Security centralizes your identity management to turn security into a proactive, business-building tool

Efficient - Flexible - Compliant

Log onto Hitachi True Stories, films inspired by the next great achievement

Request a Novell/Microsoft deployment workshop and kit

Request a Novell/Microsoft deployment kit

Let Hubspan's managed service tackle your business integration challenge so you can focus on your core business

Strong Authentication. Secure USB data storage. One Device

Global Crossing is the most viable alternative for voice, video and data

Dell Latitude: Battery life up to 19 hours. Learn more

TDWI Report shows strong validation for investing in predictive analytics

Security and Trust: The Backbone of Doing Business over the Internet

7 Requirements of Data Loss Prevention

Data Loss Prevention: Keeping Sensitive Data Out of the Wrong Hands

Best Practices in Choosing and Consuming Managed Security Services

A Guide to Messaging Archiving

2008 Google Communications Intelligence Report

The Impact of Messaging and Web Threats

Comparing Google and Other Leading Messaging Security Solutions

Deploying a Google Search Appliance is Not your Typical IT Implementation

Google Case Study: Pioneer Investments

The Case for Universal Search

Universal Search in Financial Services Organizations

Google Case Study: Sunnybrook Health Sciences

Learn About the Features of the Google Universal Search Solution.