Rita B Allen Associates

What is the one skill every professional today needs to be successful in his or her career, regardless of field, industry, level or geography? There are a few contenders for that distinction but at the top of the list is. . .the art of "networking." The ability to network effectively and consistently is the key ingredient in managing a successful career. It is important to approach it as a relationship building process, with the goal of establishing, creating, and nurturing strong relationships through many venues.

When they think of networking, many people still believe that it is most relevant when they decide to embark on a new job search. While networking remains the top source for learning about new job opportunities, it is also the top source for business development, resource referrals, vendor selection, market data, and industry trends, as well as a source of relevant information for your business and personal career.

1. Identify specific target markets

Focus in on the influential people you should meet and begin the process of building and nurturing relationships. Identify the segments of your market where you will focus and get the most rewards. You may decide to break your targets down by level, specialty, geography, industry and/or a variety of other factors. The important thing is to have a plan - begin to narrow down to 2-3 specific targets to get you off the starting block. You need a starting point that is specific, focused and attainable. If you are too broad, you will be ineffective and not get the maximum reward out of your efforts.

2. Know your marketplace

Be well read. Stay on top of currents practices, trends, new businesses and resources. Belong to and attend professional association meetings, seminars, conferences, and networking events where you can be educated on the most recent developments and challenges. This is also where you will continue to meet people of influence within your field and have the right types of resources at your fingertips. Read the appropriate trade journals, periodicals, newspapers, and websites that make you aware of up-to-the-minute changes in your field. This will also keep you on top of your competition and lower your risk of encountering any surprises.

3. Be visible and "in play"

Put yourself in a position to meet people. Networking internally within your organization is critical, but it is only one part of the equation. Attend business meetings, professional associations, trade shows, and college and alumni gatherings. Take an active role within your professional and personal community. Many people make the mistake of devoting all of their time and effort to putting their heads down and doing their job. I've heard many people regularly say "I don't have any time to get out and network." The truth is you have to discipline yourself to meet with the right people in order to be more effective in your job and the only way to do that is to put yourself in a position to meet people.

4. Become the source of relevant information

Build a reputation of expertise and being a sought-after resource. Keep your skills and competencies current. Take courses, attend seminars and workshops. As you develop a following as a content expert, people will be contacting you, hoping to build a relationship with you, and thus putting you in a position to be viewed as a trusted authority. Building a name for yourself in your field is one of the most prestigious roles you can have. Once you develop this niche, your network as well as your reputation will grow. It will also introduce you to people and situations that you may not have been exposed to otherwise. Having this kind of wisdom and experience speaks volume for any professional.

5. Always give something back to your profession and community

Not only does it make you feel good as a decent human being but it also brings you indirect rewards and benefits that you never expect. People remember acts of kindness and good will. They are then inclined to return the favor as well as serve as a source of referrals and praise for you. Do not expect anything in return, however. Always be ready to help someone entering your field, someone out of work, or a young person starting out his or her career. You might also offer to volunteer your professional services within your community. There are many ways to give back to your profession and community - you pick the ways that bring you most joy. There is nothing more satisfying than getting a note from someone thanking you for having such an impact when you didn't expect it.

6. Practice networking etiquette

Remember, it's a two-way street. It's a constant give and take. Whenever you are networking, it should always be a partnership that is viewed as mutually beneficial. Both sides should regard the relationship as a rewarding one. One person should not always be the recipient. On the flip side, do not forget the people that helped you when you needed their assistance. Even if they don't reach out to you for any kind of help, initiate ways you can be of help to them as a way of thanking them. Remember, no one wants to feel used or that their efforts were not realized or appreciated. Etiquette goes a long way, especially in the world of networking.

7. Maintain your shelf life

Collect (and print) lots of business cards. Create a track record full of accomplishments and market them appropriately. It will help you vividly remember all of the things that you have done throughout your career and can come in handy as a resource to market yourself within your organization as well as to outside circles. As you build your portfolio, it is easier to reflect on your history of success. People look for specific accomplishments and contributions as a way to differentiate themselves in the marketplace.

8. Create a networking database

Make it formal and be disciplined about expanding and maintaining it. There are many software packages out there to assist you with this. In this world of sophisticated technologies, it is vital to have your own database that includes all of your contacts along with their address, phone number, fax number, cell phone number, e-mail address, work address, etc. Be as detailed as you can and keep it current. The accuracy of your database will be a key reflection of your success as a "seasoned networker." Update it regularly and create logs of all conversations with repetitive flags for follow up. Your database should at the minimum include key contacts, colleagues, advisors, friends, family, third parties, as well as prospects you would like to reach out to. Make it your priority to expand it - be disciplined and creative.

9. Have a clear, brief message to deliver

If you are trying to introduce yourself to a new acquaintance, be sure to have a crisp opening that will gain their attention and interest. Keep in mind that professionals in every line of work are getting inundated with phone calls every day from people trying to sell them one service or another. Why should they listen to you, much less be motivated to engage in a conversation or meeting? Make your message clear and brief, outlining a mutual bond that will grab their attention. Remember to include a reason that the person will benefit from knowing you. Be friendly, outgoing and positive. An upbeat and enthusiastic style is always enticing and contagious. You can refine your message as well as develop slightly different messages for different audiences. Always be prepared and do your homework prior to engaging in a conversation. Most importantly, have fun and show your conviction and passion.

10. Don't ever stop!

Gain and sustain momentum. Most people make the mistake of running hot and cold with their networking efforts. They only work at it in when they can, when they need something, or when things are slow. The best results are achieved when you make it a priority, are disciplined, and have a plan. Set realistic goals for yourself and make yourself accountable to execute them. Use a formal system for follow-up to keep yourself on track with specific timelines. Again, there are many software packages out there to help you do so. Once you have a formal system set up for yourself, it is like second nature and is worked into the day-to-day pieces of your job and life. You see the results and reap the rewards.