It's Not Who You Know, It's Who Knows You

Portions of this article were excerpted in the Sunday, Oct. 3 issue of The New York Times.

Dean Benjamin Akande

Here are my five tips on networking:

1. Find meaning in every conversation you have. Remember, it's not how long the conversation lasts, but the substance. The most successful connections are made in a short, meaningful time span.
2. Always follow up. When you meet people for the first time, make sure that you debrief after your conversation. Note on the back of their business card interesting tidbits and valuable information garnered during your discussion. For example, note what name they prefer to go by, the date and location of the first meeting and jot down as much about the discussion as you can recall. When you follow up, there will be a basis to continue the discussion on a familiar level.
3. Ensure you value. Good networkers recognize that your stock as an effective networker depends on your ability to ensure that the people you meet along the way believe that they have a stake in your success as much as you have a stake in theirs. You can achieve this by engaging in meaningful discourse where you share your contacts about friends and professional colleagues that may be interested in linking up.
4. Don't be a pest. Banish the idea from your thoughts that it is imperative for you to keep in touch every month. Touch base only when you have something of substance to share or say. An occasional seasonal card or updates on developments in your career or work could be of interest, but don't overdo it.
5. Promise, but make sure to keep all of your promises. Remember, dependability is the currency of your credibility. Don't come across as a do it all, know it all. Relationships take time, so exercise the virtue of constructive impatience.

Remember: What matters most is not who you know, but who knows you.

Until next time,

Benjamin Ola. Akande
Dean

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