Networking, connecting or whatever you want to call it, we all have to do it!

Networking at events / conferences is something many Interim Managers struggle with. I can understand why networking does apparently require a certain combination of fearlessness, conversationalism and personal promotion that doesn't always come naturally to people.

For me personally networking has been an activity that has paid real dividends and it is one of the few skills I have invested a significant amount of time in honing over the last 18 years.

So below are some thoughts about how to improve your networking skills. I'm sure they are not totally comprehensive, so if you have any tips and ideas about networking yourself I would be delighted to hear them.

And if getting your idea published on is not enough of an enticement how about a bottle of Champagne for the best one?

What is networking? Making lots of business acquaintances - for your personal or professional advantage.

Why network? Various surveys suggest that upwards of 50% of executives find their new jobs through networking.

In a recent Harvey Nash survey two-thirds of executives considered networking as a 'very important' method of job searching. More so than any other method of job hunting (e.g. responding to adverts, directly applying, working with head-hunters).

In short, if you don't network you are cutting out maybe half your job opportunities, or put it another way, you will have to try twice as hard!

How do I 'network'? Two ways of doing it.

1. go through your network of existing contacts and speak to each one asking for warm introductions to further colleagues. And then you do the same for those colleagues, and so on.

2. to use events, functions, conferences, seminars, leaving drinks, receptions, etc the list is endless!

Of course networking doesn't require a formal environment for it to occur in. One candidate I know actually found his new job sitting next to a fellow parent at a Nativity play! So keep an open mind as you push your Supermarket trolley round Waitrose in Marlow ” you never know who you may encounter at the fish counter" so to speak.

The single biggest obstacle to networking

There is only really one big obstacle to effective networking; fear of failure.

Those who effectively overcome this are streets ahead in the networking game, and potentially the career game. The way to overcome this obstacle is to get a good, firm grip of the rules!

My best tips for networking 'When speaking to people'

• Listen - remember even the most austere of people relax if you show genuine interest in what they have to say
• Be up-to-date on current affairs, even off the wall subject areas are always useful for sparking up conversations and those pregnant pauses "What do you think of.."
• Body language - remember smile, make contact, relax your body language (don't be stiff like a robot). Focus your attention on the other person not upon yourself and appreciate what you personally have to offer - hopefully covered in your elevator speech. Try and focus on simple eye contact and not other parts of their bodies.

Making the approach

• Don't make beelines for those you already know (one of my own failings!) they can wait! Make that extra effort to meet new people remember it's not necessarily the people you know who are the best!
• Have the proverbial elevator speech prepared ”What do you do and how it will benefit them"
• Practise breaking into groups, it is easier if they are relaxed and having fun
• Practise the art of opening up a group or couplet to include another person(s)
• Practise breaking out and moving on (one of my better skills, I get bored!) Be direct and close the conversation with the appropriate action confirmation if any!
• Force yourself to make the first move "Do you mind if I come and join you" You will not be rebuffed, practise that handshake not too hard, not too soft and please no sweaty hands, yuk!
• Keep in mind that you are a guest this is not your party. Conducting the ten minute infomercial on your self is not going to win friends and influence people
• Conduct your self well and be a 'nice' person. Some say it's not about meeting people, but good image management. Be passionate - you are far more likely to be remembered
• Remember the best networkers are those who like people. The key I have found personally is to go to an event having decided you are going to be to be interested in the people rather than worrying about what they think of you!

After the conversation

• Keep your promises. Did you promise to email him/her some information, that extra glass of Chardonnay can dilute your effectiveness despite the tendency to go for Dutch courage drink (and eat/nibble) in moderation
• If you need to record a note, avoid showing off you're the latest GTI PDA with go faster stripes, I have a discrete black leather notebook that I make the occasional jotting on. Be careful if you are handing over a business card that it is yours! And it has nothing written on the back and don't do what I once did in pulling them out I sent 20 flying in all directions across a crowded room! It's one way to work it!

Finally, remember that 'Networking' is an art that can be mastered with practice. It takes time, it takes effort but it can be mastered.