Ep 154: Networking

Today we are tackling a topic that we have never covered before, not even a little. Imagine walking into a crowded room and not knowing who to talk to or what to say, a situation I have found myself uncomfortably in more times that my therapist can ignore. The ability to build meaningful relationships and strategic alliances is a critical part of the success of any business. Today, Andrew and I will discuss a topic that at least from my side of things, have zero training in but is nonetheless a part of my job description and responsibilities in the office. Time to have a frank conversation about the indispensable practice of turning professional interactions into valuable assets. Welcome to EP 154: Networking

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Today we are going to be discussing the topic of Networking as it pertains to business development, not the cat5 cables running from your computer to some windowless closet in the building.

On a scale of 1 to 10, I rate myself as a solid 5 when it comes to networking – which I define as “better than most” but worse than those that are actually skilled at the process, and my skills drop off once you get past charm and Leprechaun stories. So when I decided to make “networking” as a topic for today’s conversation, I knew it would require a lot of research and a fair amount of self-reflection specific to what I think I am actually good at doing. In preparation I started with the most basic definition of what networking actually is:

Networking is a part of business development that ultimately addresses the question of how leads come into the office.

This is a topic that I have wanted to talk about for a long time, mostly because I have some pretty significant responsibilities in my office to network and bring in business. I am constantly asking myself “How do I go about networking?!?” There are a million questions on this and depending on your goals, or responsibilities, there are a million different answers to this question. When I talk to the more experienced principals and owners in my office, they tend to answer the “How do you network” question in a similar manner – almost all of them say that it has very little to do with talking about work, but rather it’s about making a personal connection and finding people you like and want to work with.

What is Networking and Why is it Worth Your Time jump to 7:53

Networking is the eventual evolution for anyone who is in a professional services profession if you have any sort of leadership and business responsibilities. The long and short of it is that networking is the engine that drives your business and as a result, its value is self-evident. Now that I am 15 years into that portion of my career where I have some responsibility to bring in work, I have come into the decision the hardest part of networking is showing up. The second hardest thing is walking up to someone and saying hello and asking people questions. What makes these simple things hard is the idea that you are putting yourself out there and have opened yourself up to some level of embarrassment and rejection.

Andrew and I talk about our own experiences networking, the good, the bad, and the ugly, and with the experience and success we have achieved, we have broken this topic down into 8 key areas for consideration.

1. Relationship Building:

• Initial Contact: Making the first connection, often through introductions, events, or online platforms.
• Nurturing Relationships: Consistently maintaining and strengthening these connections over time through regular communication and engagement.

2. Exchange of Information:

• Sharing knowledge, insights, and updates relevant to your industry or profession.
• Learning from others’ experiences and expertise to enhance your own understanding and skills.

3. Resource Sharing:

• Providing and receiving access to valuable resources such as contacts, tools, opportunities, and information.
• Facilitating introductions to other professionals who can offer further assistance or collaboration.

4. Support System:

• Offering and receiving emotional and professional support, advice, and encouragement.
• Creating a network of allies who can help navigate challenges and celebrate successes.

5. Mutual Benefits:

• Ensuring that networking efforts are mutually advantageous, fostering a sense of reciprocity and collaboration.
• Building relationships that provide value to both parties, whether through career advancement, business opportunities, or personal growth.

6. Strategic Engagement:

• Identifying and connecting with individuals and groups that align with your professional goals and interests.
• Participating in activities and events that offer networking opportunities relevant to your field.

7. Diverse Connections:

• Cultivating a network that includes a wide range of professionals from various industries and backgrounds.
• Leveraging the diversity of your network to gain different perspectives and ideas.

8. Long-Term Perspective:

• Viewing networking as an ongoing process rather than a one-time activity.
• Investing in relationships for the long term, understanding that benefits may arise over time.

All of these areas of consideration ideally come together – in a way beyond the exchanging data and project specifics – into a very few basic questions that both parties are probably thinking about:

• Are you a nice person?
• Do I like you?
• Do I want to work with you?
• Do I think this would be a positive experience for both of us?

A major consideration that I try to keep in mind, especially when I want to help remove some of the pressure I am feeling about my abilities and knowledge when standing in front of someone who is probably evaluating me, is that I am working in an office full of smart and talented people and I don’t have to be the subject matter expert on everything. My office is FULL of subject matter experts, which ends up freeing me up mentally to simply meet people and find out what makes them interesting.

Working the Room jump to 26:45

When you walk in, remember that everybody in the room was new at this process at one point or another in their career so most people are not put off when you walk up and introduce yourself. Sometimes there is a simple mentality you are get yourself into that can take the pressure off whatever objectives you might have. It’s probably best to go for pleasure and curiosity and if none is to be had, maybe today just isn’t your day.

Questions to ask at a networking event

Nobody really likes small talk, but let’s be honest, most people are comfortable answering questions about themselves.

• How did you get into this field
• Are you a member of any professional associations? Which ones do you feel are important to belong to?
• What do you enjoy most about your work?

How do you exit a conversation? I will admit that if the conversation has turned, or is boring or no value to me, I will typically wait until someone else starts talking and I will say “excuse me” and back out of the circle. I will concede that it makes follow up difficult if you clearly bailed on the conversation.

I feel the need to add that lurking is frowned upon.

What’s the Rank jump to

When I was a child (que violin music) we didn’t eat desserts – at least not what people think of when the end of the meal rolls around. Instead, we ate fruit … and a lot of it! I was okay with this for no other reason other than I liked fruit and didn’t even consider that there were other options available. As a result, I like just about every sort of fruit there is so when it came time to pick a “What’s the Rank” I figured it was time to rank the best fruits. Part of what makes this interesting (at least for me) is that Andrew hates pretty much all fruit (he does not care for “sweet” things).

What are the best Three Best Fruits that you eat?

My top three isn’t a hard and fast rule, and I pretty much have a ten-to-fifteen way tie for first place so if my options get you wrapped around the axle, that’s okay. There’s only a few fruits I don’t care for so as long as you can work with me on the other 50 fruits I would be more than happy to eat, we’ll be fine.

Ep 154: Networking

Networking, in the context of growing your architectural business, involves building and nurturing professional relationships that can lead to new business opportunities, and for most of us it isn’t something that we are naturally disposed to enjoying. With some practice, as well as some dedicated effort (and a positive attitude) anyone can excel at networking. I will concede that this is a process for just about everyone, get started early in your career and by the time it might actually matter, I willing to bet that you will be exceptional at the process and the experience will largely be a positive one. To that end, I will leave with where I started today’s conversation as it relates to networking and how to excel at the act of networking …

Go out there, meet some people, and don’t be a jerk.

Cheers,

Special thanks to today’s sponsor Construction Specialties – they are so focused on the importance of mastering movement, that they have created CEUs specifically on mastering movement. Each course is worth 1 AIA LU/HSW and is part of the Mastering Movement Academy by CS. Visit masteringmovement.net to take this and other courses.