The Cassowary – Cutting A Path Through The Networking Jungle
Cassowaries are flightless birds native to the tropical forests of New Guinea and Australia. It is the second heaviest living bird and the species subsists mainly on fruit. Cassowaries are identified by a prominent boney casque protruding from their wedge-shaped heads. Several purposes for the casque have been suggested including use as a weapon for dominance, protection against fruit falling from trees, or even as a sort of knife; aiding their ability to cut a speedy path through the forest vegetation.
As professionals, we continuously work to hone our networking skills. Those in business development are always working to uncover a new business prospect. Job seekers are continuously building their networks to obtain job opportunity referrals that might not be advertised using the “friend of a friend” network.
But how did those people originally become friends? I can promise you, it wasn’t from reaching out only when they needed something. They checked in from time to time and had recurring mutually beneficial exchanges that exemplified that they could trust and rely on one another. They created a relationship.
Relationships are built over time and go far beyond networking. If you are working to expand your network for personal or professional reasons, try changing your paradigm to cut through the jungle of networking and focus on expanding your relationships. How can you help someone else in their pursuits and, at the same time, reach your own goals?
Networking can be a painful part of job searching if you haven’t been building relationships along the way that are mutually beneficial. Job seekers who work tirelessly to get referrals while they are looking for work often neglect to continue the efforts that got them there after they get the job. I have heard countless stories about people who never received even a thank you note when they referred someone for a job. The job seeker was so focused on getting the job that they didn’t consider (or possibly remember) the person that made the intro for them.
Referrals are often made out of kindness without expecting anything in return, but when they are overlooked, it really sticks out in the referring person’s mind. I can almost promise you if you lose sight of building the relationship with the person that referred you, it’s highly unlikely you’ll get a second referral down the road. And the cycle will have to start from scratch again.
When you receive a referral, thank the person. Send a gift card, or a note in the mail, invite them to lunch or happy hour, but don’t just send another email. Referrals are a gift, not a right, and your own personal reputation is on the line when you refer someone to another person. Ask others how you can help them meet their goals this year as they were kind enough to assist you in meeting yours. That’s how you build a relationship.
People do business with people they know, trust and like. Rarely does a vendor get selected when they rub someone the wrong way.
Like the cassowary, use the tools you have to cut through the forest to reach your goal. Take time to keep good notes, thank people who help you along the way, and help them as well. Building relationships is far more important in building your network than just showing up and attending an event. Get involved at a higher level with your networking groups. Remember, It’s a two way street.
