Is Your Net Working?
Or "How to Manage Your Career through Networking"

By Roy Assad

Networking is defined by the American Heritage Dictionary as an extended group of people with similar interests or concerns who interact and remain in informal contact for mutual assistance and support."

Networking is not about attending events, and collecting business cards. It is not about surface relationships with people we meet. And it is definitely not about what others can do for us.

"Is your net working?" a colleague recently asked. It caused me to think deeply about the answer. Having spent the past few years as an Ambassador for LeTip International in the New York City area, I have learned the value and the depth of what true networking is all about. Networking is the most powerful tool for business.

The strongest memory is weaker than the palest ink. (Old Chinese Proverb). When you get someone's business card, turn it over and write down as much information as you can about who they are and what they really do. Hearing improves vision. Listen attentively. By nature, we love to speak, but we can only learn by listening. In learning more about others, we build stronger relationships.

Be interested more than interesting. When you speak, say, "you" more than "I." Effective networking is about what we can do for others, and not about what they can do for us.

Go through their stomachs. Take them out to breakfast and learn about their business and what's important to them. Breakfast is quieter, less expensive and we are more alert at that time.

Follow-Up: Maintain existing relation- ships by calling on a regular basis, such as every six months. Keep these follow- up conversations brief and to the point. Find out how they are, what they are up to, and fill them in on what is going on with you. This will help keep you in each other's minds.

Introduce Others: Introduce people to others with whom they can network whenever appropriate, even if you make the introductory call yourself. You will be amazed at how appreciative they will be.

Be the Center of Influence: Someone told me a long time ago, "Get to know centers of influence and they can help you." The challenge for you is to become the center of influence and attract others to you.

Remember: you are either networking or not working.