Lasting Relationships: focusing on “what matters” to the other side of the equation
© 2006, Rajesh Setty |Do not distribute without permission | www.rajeshsetty.com
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The problem with networkingtoday:
Networking, apparently, is key tosuccess—even encouraging many toseek out an MBA program thatsupposedly gives them a “packaged”network, and thus the success theyseek. Ahem!Success today—in business, especially— is not a one-man effort. It has neverbeen, and will continue so. To succeedwell—what many call making thedream a reality—you need help.Numerous books and “smart”classescoach the art ofnetworking—typicallywinding up asking the reader or studentto attend networking meetings,exchanging cards, and to send out“connect”emails. They all help—to anextent only, though. Have we ever stoodback and wondered why?People attend “networking”meetingshoping to establish connections thatwill help them succeed. Here are a fewreasons why “networking meetings”may not help:
The WIIFM attitude
: People walk intoa networking meeting EXPECTING toserve their own purposes: What’s In ItFor Me (WIIFM)? This does not helpthem or the meeting. While some maychange their attitudes, numerous morewill continue to seek some purpose inthe networking meeting, and slowly— after finding no singularly remarkableachievement—give up on the exercise.
Value
: The WIIFM (I love theseacronyms that serve absolutely nopurpose—they are not even remarkableenough to be remembered!) attitudedirectly throws up another pitfall. Theindividual’s value to the meeting is agood starting point—how many ofushave truly invested in ourselves to be of value to others? Stop for a minute now,and review this.
Poor communication skills
: One mayhave the right attitude and alsosomething ofvalue to offer but maynot have the skills to package what heor she has to offer into a nicely turnedvalue pitch. This is a problem unlessthe other person has “mind reading”skills.
“Shared joy is adouble joy; sharedsorrow is half asorrow.”Swedish Proverb
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