Navigating the Crescendos and Rests of Professional Networking

You're in a grand concert hall, resplendent in its architectural majesty. Sitting down, you marvel at the stage, filled with a myriad of instruments, waiting silently to spring to life. Then, as the conductor raises his baton, the orchestra bursts into a beautiful symphony, every instrument, every musician, appearing to move as if insects, working in perfect harmony to create a captivating melody that envelops the audience.

The world of business can be remarkably similar to this mesmerising scene. Networking, the art of establishing and nurturing professional relationships, is akin to being the conductor of your very own symphony. Just as the conductor brings together different instruments to create harmony, successful networking lies in orchestrating diverse professional connections, each contributing a unique note to your symphony of success. The grandeur of this performance? Your booming career growth and business expansion.

Seek Out Opportunities

Arguably the most important movement in the symphony of networking is the first - that of proactivity. Much like an ardent musician seeking to refine his craft, a business leader must immerse themselves in the grand opera of industry interactions. The world won't serve up connections on a silver platter. It's incumbent upon you to venture into the bustling marketplace of ideas, where professionals convene to exchange insights, strike deals, and form partnerships.

In a study by the Academy of Management, it was found that networking behaviours significantly influence career success. Engaging in networking behaviours was found to directly lead to job opportunities, mentorship, and even increased job satisfaction. 

I attended a Pin meeting last week, to catch up with the first speaker Yogesh Patel. An individual full of generosity and success, during his talk he offered that, for a couple of weeks, he would be happy to provide free advice over calls to anyone who wanted to connect that night. Only those at the meeting, and paying attention, could benefit from such value. An intelligent seeker of give and take, Yogesh immediately understood the value to be gained by becoming a member of TableNetwork and asked about joining a real estate Table.

In a somewhat more extreme example, consider Elon Musk, who is well-known for his insatiable appetite for knowledge and his unrelenting drive to connect with individuals who share his vision. From collaborating with esteemed physicists to liaising with leaders in the tech industry, Musk’s success is undoubtedly a testament to his proactive approach to networking.

As business leaders, it is essential to attend industry events, join professional organizations, and participate in online forums and groups related to your field. These are the stages where the music of your professional orchestra can find an appreciative audience. Be curious, be receptive, be intentional. And most importantly, be proactive. Your network is a reflection of your professional identity, an echo of your ambition. 

Sam Altman, the founder and CEO of Open AI, states that all people who wish t gain success need to be, in part salespeople. And Sam, even if the linked article is a bit of a puff piece, is obviously a great networker. Like a virtuoso violinist seeking to master his instrument, growing a network successfully takes practice, patience, and persistence. So, make your presence known, engage in meaningful conversations, and above all, be proactive in weaving the intricate tapestry of your network.

The Reciprocity Symphony: Give, and You Shall Receive

The second movement in our networking symphony calls for a shift in focus from the self to the collective. It whispers the wisdom, so timeless that it’s biblical, "give, and you shall receive." In the grand orchestra of networking, you must not merely be a solo performer. Instead, you must learn to blend your melody with the harmonies of others, for that is when the most beautiful music emerges.

In the grand orchestra of business, one might think of networking as a symphony of shared success. Just as an orchestra's beauty arises from the harmonious interplay of different instruments, successful networks are built on the principle of mutual benefit, creating a symphony of shared success.

In networking, as in music, reciprocity reigns supreme. A study published in the Personality and Social Psychology Bulletin found that social exchange benefits are bi-directional and  fulfilling reciprocal relationships can have positive impacts on mental health.  The same applies in the realm of professional interactions; you cannot reap without sowing.

In his book Give and Take, Adam Grant argues that success is increasingly dependent on how we interact with others. Grant's research suggests that "givers" - those who contribute to others without expecting anything in return - achieve extraordinary results across a wide range of industries. However, this doesn't mean you should give away your time and resources without any thought. The key is to find a balance, becoming what Grant calls an "otherish giver," someone who helps others but also has their own interests in mind.

Consider the inspiring story of Indra Nooyi, former CEO of PepsiCo. Nooyi, known for her generosity in mentoring younger colleagues, built an extensive and robust network throughout her career. She would frequently share her expertise and insights with others, paving the way for a culture of reciprocal support within the organization. By fostering a nurturing environment, she received immense respect, loyalty, and cooperation from her colleagues.

Offering your expertise and insights to others in your network isn't merely about altruism; it's about investing in the common good and strengthening the bond between you and your peers, helping them as well as yourself. So it's about understanding that in the symphony of professional life, each individual's success contributes to the collective melody. You see, business, much like music, thrives on collaboration and mutual support.

Research from the Stanford Graduate School of Business in 2016 states that participating in networks like TableNetwork, characterized by diversity and a culture of giving back, enhances individual and collective performance. Just as an orchestra would sound dull if every instrument played the same note, a network lacking in diversity of ideas, experiences, and perspectives would be far less innovative and dynamic. 

One splendid example of a success story characterised by this is Reid Hoffman, co-founder of LinkedIn. His philosophy of being a "helpful networker" has not only contributed to his personal success but has also been a driving force behind LinkedIn’s prosperity. He understands that networking is not about personal gain, but rather, it is about building a community where everyone wins.

Just as a grand symphony requires the harmonious interplay of different instruments, a robust network is built on the mutual exchange of value amongst a diverse group of minds. So, play your part, and play your heart. Give, and you shall receive. Ensure every member of the orchestra - each connection in our network - benefits from and contributes to the melody of shared success. The sweetest melodies emerge when we all contribute to the symphony.

The Rhythm of Relations: Building Genuine Connections

The third movement – the slow and soothing adagio, that can and will grow to become triumphant. This movement calls for patience, for sincere efforts, for the building of genuine relationships based on mutual respect and shared interests. Like an intricate melodic anthem, true connections cannot be rushed. They must be allowed to grow, to mature, to bloom in their own sweet time.

Imagine an orchestra where each musician only cared about their own performance, their own notes, ignoring the ensemble around them. Such an orchestra would produce a cacophony, not music. Similarly, networking devoid of genuine interest and empathy is just noise, not connection. As Mark Granovetter, a renowned sociologist, emphasized in his ground-breaking 1973 paper "The Strength of Weak Ties", even seemingly weak ties can hold great value, forging novel bridges and opening up unforeseen opportunities. Imaging the value of strong ties! 

Let's consider the story of Richard Branson, the maverick entrepreneur and founder of the Virgin Group. Branson has been known to build business relationships based on mutual respect and shared passions, often over a shared love for adventure and innovation. This authenticity in his interactions has led to numerous successful collaborations and partnerships, from the music label Virgin Records to the ambitious Virgin Galactic.

Networking is not a mere transaction, not a tit-for-tat exchange of business cards or LinkedIn connections. It's about shared experiences, mutual growth, and above all, genuine relationships. As you navigate the networking landscape, remember to be authentic, be patient, and be open to the rhythm of true relations. For the beauty of the adagio lies not in its pace, but in its depth, not in its sound, but in its resonance.

The Virtuoso of Vulnerability 

An element often overlooked, but tantamount to the success of networking, is the virtue of vulnerability, an essential quality that when used appropriately can strengthen relationships. By shedding the armour of corporate façade, we embrace authenticity, allowing us to create deeper, more meaningful connections, akin to the pathos elicited by a virtuoso's performance.

In the realm of business networking, vulnerability is about being open and genuine. It's about showing your true self, with all your strengths and weaknesses, rather than projecting an image of perfection. Remember, people connect with people, not business personas.

Brene Brown, renowned for her research on courage, vulnerability, shame, and empathy, suggests that vulnerability is not weakness; it's our greatest measure of courage.  She writes "Vulnerability is not winning or losing; it's having the courage to show up and be seen when we have no control over the outcome." This principle resonates well within networking contexts. By being true to ourselves, we invite others to do the same, fostering authentic and fulfilling connections.

Neuro-economist Paul J. Zak, writing in Harvard Business Review explains that “when an individual asks for help, the oxytocin levels of the person receiving the request increases.” Oxytocin is the chemical in our brains that is associated with social bonding. 

Vulnerability enables leaders to connect with their teams on a deeper level, especially in times of uncertainty. This principle equally applies to networking: vulnerability can serve as a catalyst for deeper and more meaningful connections.

A real-world example that underscores the power of vulnerability in networking is Spanx founder Sara Blakely. As she built her billion-dollar business, she was unafraid to share her struggles and failures, which, in turn, made her more relatable, attracting partners, mentors, and customers. 

The vulnerability virtuoso in networking understands that people are drawn to authenticity. Like the crescendo in a piece of music that moves its listeners, the power of vulnerability in networking lies in its capacity to touch people, forge bonds, and create symphony in relationships.

Just do be careful here. We know that vulnerability is often abused because many people are suckers of the vulnerability pitch of a con-man. There are countless films made using this story, many of which are great, and we see the vulnerability pitch used by speakers pitching everything from education to investment. I find a healthy ounce or two of scepticism helps.

The Crescendo of Value 

The crescendo of our networking symphony is where value is exchanged and expanded in surprising and delightful ways. It's not a mere back-and-forth but more of an upward spiral, a dizzying crescendo that enhances and expands with each interaction.

In this movement, we must embrace an expansive vision. It's not just about increasing your customer base or finding suppliers. It's about the mutually beneficial exchange of ideas, insights, and opportunities that can bolster every aspect of your business. Think of it as a fugue, where a simple melody, passed from instrument to instrument, transforms into a rich, intricate, and captivating whole.

This concept was beautifully articulated by Albert-Laszlo Barabasi in his influential book Linked. He noted that the strength of a network isn't just in its size, but in the quality of its connections - the relationships that facilitate the exchange of value, allowing it to flow, multiply, and come back to you manifold.

Examining very simply the example of Google, one of the world's most formidable tech companies. Its network of value exchange isn't just limited to its users and advertisers. It also includes developers contributing to Android, researchers collaborating on open-source AI projects, and even small businesses leveraging Google My Business to reach their customers. Each interaction enhances the network's overall value, in turn enriching Google's products, services, and reputation.

A Harvard Business Review study from 2018 showed that a good quality network for a CEO, on average, increased their businesses value sixteen-fold relative to their take home pay, so effectively made the 16X more valuable to their company. The crescendo of value is as meaningful as it sounded in that great melodic anthem! 

Seek out networks that suit you, and are specific to your needs: 

• If you’re a female property developer, you might find well needed kinship at Property Sisters, a network supporting ambitions females involved in UK property development. 
• In search of a multi-faceted network and needing marketing services? Business Live Global could be just the ticket, and some of their networking events are very special. 
• If you believe that collaboration is more powerful than competition, apply to TableNetwork, empowering business owners to support each other at regular closed meetings, assisting focus and growth. And if you’re in real estate, we’ll even invite you skiing.
• If you’re an individual investing in UK property that enjoys learning, the Property Investors Network provides learning, is super supportive, and encourages personal development. 
• Finding the entrepreneurial journey a challenge while building a property related business? Property Entrepreneur is education with support network and Dan provides valuable content.

As you weave your own networking fugue, remember - the crescendo of value isn't about playing a zero-sum game.  It's about orchestrating a symphony of mutually beneficial exchanges that, in the grand scheme of things, create a harmonious whole, greater than the sum of its parts. So take the baton, maestro, and let the music play.

Conducting the Finale 

As we reach the finale of our orchestral analogy, it's important to take a moment to reflect. Networking isn't simply about amassing business cards or enhancing your LinkedIn connection count. It’s about composing your symphony, carefully selecting each note, each relationship, and weaving them together into a beautiful melody of mutual success and fulfilment.

Just as the most magnificent orchestral performance is remembered long after the final note has been played, the most effective networks leave a lasting impact, resonating far beyond the initial interaction. With careful practice and mindful performance, you can not only master the art of networking but create a symphony that resounds across the concert hall of business, leaving an indelible mark on your career and industry. 

Take a peek and see what members of TableNetwork would add to your own success, and get in touch if you can see the value of giving and receiving. The baton is in your hand. The orchestra awaits your cue. It's your turn to conduct your symphony of success. Play on! 

Ed Fowkes

May 2023