Career Enrichment Primer -- Part 3

Communicating (Protect Your Network)

Now that you have characterized yourself and connected with others – it is time to communicate with your network. That is, it is time to protect your network. When it comes to relationship maintenance, you have to be on your game – 24 hours a day, 7 days a week, 365 days a year! Eighty percent of building and maintaining relationships is just staying in touch [1:181]. The number one objective in protecting your network is to remember a simple rule: “Above all, never, ever disappear” [1:94].

How often does one need to stay in communication with their network? Each member of your network needs to hear from you at least once a month. That can be done via an email, a phone call, or an in person visit. At a minimum, you need to distribute a monthly newsletter that updates your network on your schedule, your accomplishments, your challenges, and your thoughts. I have found the newsletter to be an effective way of keeping my network aware of what I am doing while also sending out pleas for assistance (e.g., tell your network that you are getting ready to select a product or a provider and watch how many people raise their hands to help!). The bottom line is you want to remain in the forefront of their minds.

How does one turn a contact into a substantive member of your network? People you’re contacting to create a new relationship need to see or hear your name in at least three modes of communication – email, a phone call, and a face-to-face encounter – before they will become a substantive member of your network. If you want to transform a contact into a friend, you need a minimum of two face-to-face meetings out of the office [1:183].

What tools should one use to stay in communication with their network? There are many excellent tools currently available on the market. You can maintain a “core” list of network contacts via Yahoo!, Gmail, or Outlook. You can leverage Plaxo or LinkedIn. You can maintain a blog and/or web site. Simply put: there are numerous tools and services that one can use to stay in communication with their network. Pick one and work it!

While maintaining your network, don’t forget about important events – anniversaries, birthdays, significant life events (the passing of a parent, the adoption of a child, etc.). While it is a lot of work, start now gathering that type of personal information. It enables you to distinguish yourself from others while ministering to your network. The governing principle is repetition. Just find a way to contact people regularly without putting too much strain on your already busy schedule. Building a network of friends and colleagues is about building relationships and friendships. It should be seen as fun, not time-consuming [1:97].


Endnotes

[1] Keith Ferrazzi, “Never Eat Alone”
[2] Tim Sanders, “Love is the Killer App”
[3] Donald Phillips, “Lincoln on Leadership”