Reciprocity – “The practice of exchanging things with others for mutual benefit, especially privileges granted by one country or organization to another.” From Google’s English Dictionary provided by Oxford Languages.
Last week I wrote on the importance of conversation, especially for networking success. The genesis of that article was the recent dialog I had about networking. Many of the folks participating in those discussions were frustrated by their lack of success. They complained that their conversations were not leading to follow-up meetings. Some confessed that their conversational skills might be the problem. In my post, I spoke to the need to respect the other person in the conversation. I recommended that you listen intently and show interest in the other. I explained how to make a connection. The other issue was the need for an effective networking strategy. I inferred that they did not understand the foundation principles of networking. I will address that issue now.
So, why network? Because it works! Reciprocity is the foundational principle for networking. Most human beings are hardwired to repay a gift or kindness with something of similar value. It is a powerful concept that resides deep in the human psyche. It is fundamental to the development and maintenance of long-term relationships. Networking employs the concept of reciprocity to building new relationships. It is essential to expand the number of people whom you know and who know you. People you can help and who can help you, your network. Humans build their careers, businesses, and social circle by networking.
If networking is such a powerful concept, why do many people find it difficult and unfulfilling? My experience leads me to believe that these folks engage in networking activities only when they have an immediate need. They begin networking when they are under pressure to find another job. When they find their next job, they stop networking. Their mission is to find another job. Their orientation is on themselves.
Notwithstanding what they may say, reciprocity is not their guiding principle. It is easy for people to recognize and avoid purely self-centered networkers. Understandably, these people have an unfavorable opinion toward networking. If you seek continued success, networking must be a routine part of your life. When you find that next job, continue to grow and nurture the network you have created. Click To Tweet
Your network is among your most valuable assets, but many don’t make that connection. Like most investments, it requires maintenance. One proven way to enhance the value of your network is to become an active member of a relevant group or organization. Many professionals benefit from membership in a professional association based on their job functions. These associations help you maintain your professional credentials while increasing your network. Organizations more generally focused on a specific industry segment can serve the same purpose while providing current information on the state of that segment. Memberships in extracurricular interest groups can be helpful too. Also, consider groups like college and university alumni associations, those supporting a particular hobby, or charitable organizations. College alumni associations are beneficial to young professionals working to build their careers. If you have the time and inclination, take a leadership role in one of your interest groups. It will enhance your reputation while generating new opportunities.
Taking full advantage of the resources available through LinkedIn is another powerful way to enhance your professional status.
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- Make sure that your profile is complete.
- Post your material and comment on those of your connections.
- Make endorsements and recommendations.
- Participate in interest group(s).
- Acknowledge Birthdays.
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Summary and Conclusion
Networking is the process of generating new mutually beneficial relationships. Based on the principle of reciprocity, it is the primary method people employ to find new business opportunities and build their careers. The point is to talk with people willing to connect you to other people, eventually to a hiring manager seeking someone with your skills. The more people you speak with, the better. Those folks can amplify your activity, but you prepare them properly. Make it easy for them to introduce you. Remember, networking is a give-and-take process. If you are not helping others, they will not be motivated to help you.
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Jim Weber – Managing Partner, ITB Partners
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