Learn to Network Like a Professional -

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      We'veall been told how important a network is to our success. Once we’vedecided to “do something,” whether it be starting a new business orfinding a new job or a new career, having a good network becomescrucial to the ultimate success of that endeavor.

If you arestarting a business, knowing people from many disciplines can benothing but helpful to you; looking for advice on what businessstructure to use for your entrepreneurial idea? Perhaps you know (orknow someone who knows) a good business lawyer. Looking to start anonline business? Maybe you have a good friend who is a web-designer.Did you invent a better mousetrap? Who better to introduce it to theworld than your brother-in-law who is a professional in sales.

Ifyou're looking for a new career/job, it's good to know people whowork in the industry you're looking to enter. It's good to know HumanResources professionals from your current job (or previous jobs) –they generally have connections in other HR departments at othercompanies or even general search firms. Maybe your old college roommateis a head-hunter now (or can give you the name and number of theheadhunter who found her the great job she started a few months ago!)…the possibilities are endless.

But what is a network? What issocial capital? Is your network your friends from high-school andcollege? Is it your professional acquaintances from work? Is it yoursocial acquaintances from the dive bar where you sing karaoke onWednesday nights? Or is it only the people you know who can actuallyhelp you in some way – people who have something you need and arewilling to give it to you?

First of all, understand thateveryone you know or have met is your network. Having said that, alsounderstand that a network is absolutely not a one-way street. Once youhave met someone, it is up to you to cultivate the relationship toensure that your network continues to grow and does not begin to dry upand shrink. Because - let's be honest here - your functional networkis much smaller than your network as a whole. When you need somethingfrom your network, it's your active contacts who are going to bewilling and able to help you, not necessarily the guy who gave you hisbusiness card at that “How to deal with difficult people” seminar atthe Mariott two years ago. Unless that guy happens to know or berelated to someone you know well and talk to regularly.

Whichbrings me to my main point - maintaining an active, open,entrepreneurial network. Networking is not just meeting new people(although to keep a network growing you must meet new people once inawhile); it is also reconnecting with people you already know on aregular basis. For example: Marcie and Jamie work with you at yourcurrent job, and they used to eat lunch with you and others - sometimesone-on-one, sometimes as a larger group. But over time, they have begunto eat lunch by themselves, in their cubicles. Not so they can get morework done (which is no excuse anyway - if you can't get your work donewithout skipping your lunch break, you either have too much work or atime-management issue), just alone. While one should never take no timefor themselves, one should also not avoid cultivating the relationshipsbuilt over time. Marcie and Jamie's "social-capital" network isshrinking right before their eyes. Their former lunch partners are nowwondering, "What did I do? Why is Marcie avoiding me?" They may evenbe saying, "If she always works through lunch, why doesn't she getmore done? Why do I still have to pick up the same slack I've alwayspicked up?" Oops. Marcie and Jamie certainly aren't going to get thehelp they want and may need in the future from their network.

There's a book called Never Eat Alone,by Keith Ferrazzi, which discusses the exact issue above. Mr. Ferrazziis considered one of the most connected people in the world. One ofit's main themes, obviously, is to take lunch with people in yournetwork, and add more people to your network when you meet them atbusiness dinners, office parties, etc.

Keep in mind that anetwork is not there only for you to get something from. It's therefor you to give as well. There is a long-known but not well-understoodlaw of business and the universe - you get what you give. It seemsnonsensical, but if you want to attract more money into your life, youshould give more money away (not spend more money, but donate and tithemore money). If you want someone to help you, you must first helpothers (not necessarily the person whose help you want). It's the Lawof Attraction, or karma, whether or not you want to believe in it. Whenwas the last time you gave someone a smile and didn't get one back? Anetwork is the same thing. You have to be willing to give before youcan get - and you have be willing to not keep track of who owes youbecause you've done something for them. Let the cards fall where theymay - ultimately, the universe provides and balances. Let it do what itdoes while you do what you can.
  
About the Author
Andrew Hartley isa professional trainer working in the transportation industry. Andrewhas a Bachelors Degree in Aviation Management and an MBA inEntrepreneurship. He has had more than six years of training experiencein both aviation and shipping, both in operations training and inleadership and development training. He is 29 years old.

Visit his blog, The Aviation of Business, at www.aviationofbusiness.com, and learn to make your business soar!