Networking Skills

Carol A. Burke, MD, FACGCleveland Clinic

Objectives

• Assess strengths and weaknesses of your own networking skills

• List habits of highly effective networkers• Prepare for, engage and set contacts through

networking• Reflect on ways to develop and advance your

own networks

What is a Network?

Definition of a Network• A group or system of interconnected people or things

• Group of people who exchange information,

contacts, and experience for professional or social purposes

Principles of Networks

• Mutually supportive relationships which are active, through regular communication, for the benefit of its members

• Strongest networks are based upon “How can I help?” rather than “What can I get?”

• Only as valuable as people they bring together and what happens as a result of them

• A commitment that takes work

Famous Quotes on Networking• “I don’t want to belong to any club that would accept me as one of its

members”, Groucho Marx

• “Sometimes, idealistic people are put off by the whole business of networking as something tainted by flattery and the pursuit of selfish advantage. But virtue in obscurity is rewarded only in Heaven. To success in this world you have to be known to people”, Sonia Sotomayor

• “It’s better to hang out with people better than you. Pick out associates whose behavior is better than yours and you'll drift in that direction”, Warren Buffet

• “Networking is rubbish; have friends instead”, Steve Winwood

What are your Networks?

Networks

You

Community

Church, Mosque,

Synagogue

Work

Family and Friends

School

SportsClubs

Areas for Professional Networking

Internal• Section or Practice• Department or Division• Meetings• Interdepartmental

Collaborations• Peer sponsors or Mentors• Employee resource groups• Committees

External• Professional Societies• Professional Organizations• Meetings• Research Consortia• Practice Management• Social Media• Journal Editorship, Reviews• Program Directorship• Community Service

Networks critical for success

• Operational– Day to day work

• Developmental– People you trust, sympathetic ear, advice, discuss

and explore professional options• Strategic– People who help you define what the future will

bring and prepare for and succeed in that future

Linda Hill and Kent Lineback in Being the Boss: The Three Imperatives for Becoming a Great Leader

Why network?

Benefits of Networking

• Developing your personal brand• Improving your productivity• Identifying and enhancing your strengths• Engaging your employees• Building relationships• Growing your network

Benefits of Networking

• Professional satisfaction• Increased publications and grants• Enhanced patient referrals• Collaborations• Promotion and leadership roles• Retention• Rejuvenation and Personal Satisfaction

Tsen. Acad Med 2012;87:1757;Benson Med Teacher 2002;5;550

Social Networking

• Every successful executive and entrepreneur will tell you, their most important asset is their network, and they don't mean social network.

• They mean people they actually know and work with in real time because they’re the ones that actually get things done.

• One real relationship in the real world is worth more than 10,000 social media links, likes or followers

STEVE TOBAK, Entrepreneur January 14, 2014

Seth Godin on Social Networking

Author of 17 bestsellers, he writes about the way ideas spread, marketing, quitting, leadership; Former Vice President of Direct Marketing at Yahoo

Social Networking Sites for Physicians

• Sermo– 135,000 registered users — 20% of 691,000 MDs in US– Sells access to online MD community including conversations, surveys

them on device, pharma• Gobal Pharma, market research companies, consulting firms, hedge funds,

and other investors

• Doximity– Different financial model, main clients market research firms – Matches MDs with companies seeking services

• “Develop and activate your relationships to increase your business, enhance your knowledge, expand your sphere of influence or serve your community”, Ivan Misner, founder BNI International

• Necessary for personal growth• To share and enhance common goals,

goodwill, commitment, and interests

The Real Benefit of Networking

Questions Before Joining a Network: Determine your goals, needs and assets

Stage NeedsEarly career or new to organization

Culture, clinical and technical skills, local and regional

exposure, work life balance, wellness

Mid Career Leadership development; national exposure,

management skills, work life balance, wellness

Late Career National advancement, planning transition to

retirement or alternative career, work life balance,

wellness

Questions to ask before joining a network• Who is in the network?– Network strength measured by relationships

between members. One built on relationships between talented, knowledgeable, and supportive members is worth joining.

• How well does the network connect?– Network strength requires both frequent and

quality communication. Interactions that are consistent and demonstrate professionalism, integrity, respect and confidence

Athena Vongalis-Macrow, HBR Blog Network, June 29, 2012

Questions to ask before joining a network• Is there functional communication?– Care and concern create network value because

they help build trust and support. Ask yourself, does your network offer support enabling you to overcome difficulties?

• Who are you talking to?– Networking with more senior members has

benefits. Women hold board directorships 2x as likely to be invited to other boards• Able to represent and speak on behalf of others

members among a diverse range of other networks

Athena Vongalis-Macrow, HBR Blog Network, June 29, 2012

Approach to Networking

• Intentional• Focused• Active engagement• Strategic• MOST IMPORTANT: Primary focus on

developing relationships. Learning about each other, helping one another with problems, and giving of ourselves

Considerations for Effective Networking

• Cognitive capacity limited to ~ 200 relationships, University College, London

• Sow seeds strategically– Don't spread yourself too thin or spend all

your time with a few close buddies.• Think variety, not quantity–Build network after identifying your skills, find

people who are different, but complementary.

Punit Arora Entrepreneur, July 1, 2013

Considerations for Effective Networking

• Think Diversity–Provides access to people, resources, new

opportunities– Your network composed of several networks• You are at the core of some, fringes of others • Core: Ability to bring people together across networks is

important skill. As a bridge you'll be able to recognize problems or opportunities in one network to help people

in other networks.

Punit Arora Entrepreneur, July 1, 2013

The First ImpressionHow not to network - YouTube Will Kintish

The First Impression

How to Structure a Networking Conversation • Introduce yourself , establish rapport • Learn about the person you are meeting • Create a connection - “It sounds like we have a

lot of the same interests”• Wrap up with a promise to keep in touch• Follow up

7 Tips for Master Networking1.Arrive on time, start conversation2.Ask Questions3.Listen carefully, undivided attention, do not

interrupt4.Ditch sales pitch5.Share your passion6. Smile7. Don't hijack the conversation8. Follow up

Colleen DeBaise Entrepreneur, May 3, 2012

Gender and Networking• “Men tend to be transactional in their networking and women tend

to be a bit more relational,” • “Women said it’s better to focus on the relationship. But when it

came to the question whether it’s better to focus on business and build the relationship later, men really felt is was better to focus on the business first.”

• Women show more interest in their person they’re speaking to than in closing a deal, and this approach works: more women than men said that networking had helped their business.

• “Dress for business at business events.” Misner was shocked by provocative photos people used on their LinkedIn and Facebook accounts, and although most women do dress professionally, when they don’t, they fit a stereotype.Ivan Misner, Business Networking and Sex: Not What You Think

Author: Ivan Misner, Ph.D., Hazel M. Walker, Frank J. De Raffele

Effective Networking

• Networking for People who hate Networking– Devora Zack

Questions?

Summary

• Networking is a skill• It takes time and commitment• Based upon relationship building• Beneficial for you and those within your network• Not what you get but what you can give