This column is part of Globe Careers' Leadership Lab series, where executives and experts share their views and advice about leadership and management. Follow us at @Globe_Careers. Find all Leadership Lab stories at tgam.ca/leadershiplab
The concept of networking, like public speaking, is enough to make some people's palms sweat. And it's understandable why. There's nothing easy about walking up to someone you don't know and trying to find something in common. In my experience, feelings about networking range from "There's nothing I'd rather do less," to "It's a necessary evil." It's safe to say that networking has a bad rap.
It doesn't have to be this way. Despite its challenges, networking is an essential skill and will continue to be an important part of business, even in a digital world. Putting a new lens on networking can shift your perceptions and may even make you look forward to that next work event. Additionally, as business leaders, it's particularly important that we value networking, not for our own benefit, but for how our experience can help the next generation. Here are three reasons why you should stop worrying and learn to love networking.
Lead with what you can give
Many people think about networking in terms of what they can gain from the experience. This is a common perception, especially for junior professionals, but it shouldn't be the main focus at a senior level. Instead, the most valuable part of networking is what you bring to the table. Think about who you can help instead of wondering who can help you. Look at your skills and experience and try to apply to them to the person you're speaking with. They can benefit from your years in the work force, the titles you've held and the companies you've worked for.
The next step is to make those connections – who in my network can I introduce to each other? Over your career you have built up a massive network, and while everyone may not be immediately relevant to you at the moment, there are likely contacts that would be helpful to others. Think about the people you know, and put some thought into how your contacts could benefit from meeting each other. Be a catalyst and you will soon be known as someone with a vested interest in helping others succeed. Karma applies equally to business.
The opportunity to learn
Once you're at a good place in your career, networking is less about finding your next job or uncovering a sales lead – it's about getting high-quality business advice. I can't count the number of times I found the solution to a problem or a fresh take on a challenging concept because of someone I've engaged with through networking. Professional events are full of smart, successful and driven people – why not pick their brain free of charge?
Something to keep in mind is that not all interactions have to be at an event. Networking can also be meeting someone by phone, over a coffee or even lunch. Recently, I had the opportunity to have a meal with someone I had not had the chance to previously meet. For over an hour we discussed entrepreneurship, leadership and team development, and I was able to take away some extremely helpful suggestions. If you start thinking about networking as a way to crowd source solutions, you'll start thinking about it with renewed energy.
It's easier than ever
There are so many tools available to us now that our ability to both find and learn about new contacts has increased a hundred fold. In the past, meeting someone was serendipity – maybe you talk to someone who can connect you to another colleague who finally introduces you to the right person. Now you don't have to go into meetings, events or even a party without at least knowing a bit about who's going to be there and who you would like to speak to. With social media you have the ability to learn about your contacts before you even meet them, so check out the RSVP list and decide with whom you want to grab five minutes.
Many people are guilty of using social media as means to spam potential contacts, rather than tactfully engaging them. Remember that networking online is essentially the same as in person. Be respectful, provide context and share your intent. A polite, well-written message to someone you may or may not know could lead to a valuable contact. You'll see that people are open to hearing from you.
With all of these benefits in mind, hopefully networking seems less of a chore and more of an opportunity for both you and your connections. So, the next time you're invited to a networking event, remind yourself of all the positives and don't hesitate – just say yes.
Jeff Cates is the president and CEO of Intuit Canada (@QuickBooksCA), a provider of business and accounting software.