How to work it: A short history of networking

A long time ago in a land far away I learnt how to network without realising it.

My first full-time job after graduating was in the publicity department at HarperCollins Publishers in Auckland.  Here I was given the opportunity to manage the tour for a woman named Susan RoAne, author of the international bestseller How to Work a Room.

Susan and I had a great time driving around town from radio slot to TV appearance, and she also gave a presentation to business professionals about how to work a room at a ‘networking’ event.

Susan and I have stayed in touch over the years.  We had dinner when I visited San Francisco last and with the development of social media it’s been easy to keep up with each other’s lives, sending the odd Facebook message or tweet here and there, always with the hope that we’ll be in the same city again.

As my career progresses, I am attending more events with media, clients and potential new business clients.  When I felt compelled to write a blog about ‘networking’ I thought who better to turn to than the woman who knows the subject best – my friend Susan.

I’ve always been a social butterfly, so meeting new people is never a chore.  But Susan reminded me of the key differences between ‘working a room’ and ‘networking’, and how the two processes are often confused.

I’m not going to give away all her tips – you can buy one of her books or invite her to speak at your next corporate event to learn all her trade secrets, but re-reading her articles reminded me that the power of true networking is following up and following through.

Anyone can hand out a business card, but that is simply the beginning of a relationship.  Networking is how you build on and treat that contact in future weeks, months and years.  The most powerful kind of networking is when we do a favour for someone or touch base with them not because we have to, but because we want to.  And always remember the law of reciprocity.  A favour should always be returned.

When I asked Susan for advice for this blog, she gave it willingly.  And she said to me “Casey, you and I are a perfect example of two people who have stayed in touch.”  And that’s when I realised, ten years later, that I understand the meaning of true, meaningful networking.