Network Development and Maintenance

Network Development and Maintenance

Introduction

This lecture focuses on network development and maintenance, expanding on the previous discussion of network analysis. The key idea is that networking is crucial for career performance, despite potentially causing feelings of discomfort. Therefore, strategies to minimize these negative feelings and improve network development are essential.

Scenario: New Year's Eve Party

Imagine attending a New Year's Eve party at your company:

  • Cocktail Hour: You meet George, the head of marketing, who introduces you to executives Mike, Tommy, and Kate.

  • Dinner: You sit next to Alex (Director of Sales) and Jennifer (Head of R&D) and make a good impression by discussing your accomplishments.

  • Party: You meet more executives, expand your LinkedIn contacts, and connect with the CEO, Chris Lee, due to shared background.

This scenario highlights the importance of networking beyond just performing well in your job.

Psychological Priming and Networking

Richard and colleagues conducted experiments exposing people to professional or personal networking scenarios.

  • Professional Networking: Priming with scenarios focused on contacts and LinkedIn profiles led to associations with words like "wash" and "shower."

  • Personal Networking: Priming related to emotional support led to associations with words like "wish", "shaker" and "step".

The researchers argued that professional networking can make people feel "dirty," leading to a desire to cleanse themselves, even though networking is crucial for career advancement.

Principles and Activities for Network Development

Shared Activity Principle

The shared activity principle involves engaging with people outside of their typical roles to build a shared history. Examples include executives playing golf or taking painting classes together. The activity itself is less important than the opportunity to break down barriers, interact as human beings, and build trust.

Opportunistic Approach

Every encounter is a potential opportunity to meet someone new and expand your network. This could be while jogging, picking up children from school, attending work meetings, or traveling on an airplane.

Long-Term Vision

Start building your network before you need it so it feels more authentic and less opportunistic. Networking should be about building genuine relationships based on mutual interests and enjoyment.

Pragmatism and Reciprocity

Understand your contacts' interests, concerns, and values. Focus on reciprocating value by offering something in return. This doesn't always have to be something significant; it can be as simple as expressing gratitude or appreciation.

Example: Heidi Roizen's Dinner Parties

Venture capitalist Heidi Roizen hosts dinner parties for small groups (6-8 people), carefully selecting guests to create valuable connections. She acts as a broker, connecting people who might not otherwise meet, ensuring that all parties benefit from the interaction.

Special Issues in Network Building

Network Evolution Over Time

Consider how your network changes throughout your career. Heidi Roizen's career illustrates this:

  • Early Career (Tandem): As an editor, she made contacts that helped her get into Stanford's MBA program.

  • CHI-Maker: As CEO, she built her network internally and externally, even giving interviews to those who were interested to talk with her.

  • Apple (Vice President): She leveraged her network for support during a challenging time for the company.

  • Venture Capitalist: She acted as a broker, hosting dinner parties and maintaining her network.

Now she is a venture capitalist at Threshold Ventures and is more in maintenance mode.

Networking as an Introvert

Networking can be challenging for introverts, but there are strategies to make it more manageable:

  • Structured Groups: Participate in groups with defined speaking times.

  • One-on-One Meetings: Schedule individual meetings instead of attending large events.

  • Connect with Passion: Talk about topics you're passionate about.

  • Prepare Small Talk: Have some conversation starters ready.

  • Listen Actively: Join groups and listen, using good body language.

Examples of famous introverts include J.K. Rowling, Albert Einstein, Dr. Seuss and Marissa Mayer.

Networking in Remote Times

Remote work offers new networking opportunities:

  • Virtual Conferences: Turn cancelled conferences into opportunities to schedule one-on-one virtual meetings.

  • Geographic Boundaries: Rethink geographic boundaries and connect with people globally.

  • Senior Leaders: Engage senior leaders in remote discussions, as they may be more available.

Professor Noshir Contractor from NCI held virtual office hours open to his entire LinkedIn network. He used a calendar and set aside an hour a week in 15-minute chunks for people to meet with him. This allowed him to reconnect with former students and colleagues, as well as build new relationships with weaker ties to gain access to new information and perspectives.

Takeaways

Network development involves general tactics like shared activities to lower inhibitions and build relationships. Addressing special issues like network evolution, personality, and remote networking is also crucial. Combining these tactics helps create a strong networking culture.