TIP #2: Effective networking

Networking allows us to meet exciting people, broaden our perspectives and create business opportunities. Unfortunately, due to a lack of time, organization or simply fear, many of us don't invest enough in our networking. What are the keys to developing your network and achieving lasting results?

Here's the opinion of Eric Le Gendre, expert on the subject and co-author of Jamais sans mon réseau and independent consultant to the WEEM community.

Hello Eric, could you explain what exactly is meant by the term "networking"?

Today, networking is based on two axes: real - virtual and personal - professional.

It's "real" because it can be linked to a club, an association, a group... and "virtual" when it refers to elements such as social networks.

The personal-professional axis joins the private and professional spheres. This is how our worlds, like the circles in which we all participate, blend together.

Is networking really necessary?

Today, nothing can be done without networking: developing your business (which is key for independent consultants), recruiting or looking for a job, prospecting, finding new ideas...

Networks, both real and virtual, are omnipresent today, in both our private and professional lives. They are therefore necessary and indispensable to our efficiency. An excellent command and understanding of how they work will optimize results.

And what does "effective networking" mean?

To be effective, a good networking approach must be based on 5 pillars:

Organization and structuring

Ask yourself about your vision, your network strategy, your choice of real/virtual balance, the time you want to devote to it...

An extensive network

Without focusing on "quantity at all costs", a good network will necessarily be based on hundreds of useful contacts, with a certain geographical and professional diversity.

A quality network

Look for a varied, rich and diverse network.

A "Long Reach" network

In other words, a network of influence and power, with strong potential and a real ability to mobilize.

You

Committing to a network approach only makes sense if you work on your posture. There's no point in being part of a network if you don't want to participate, exchange and live within it. Behaviors, attitudes, interpersonal skills and know-how, exchange, commitment, giving, dynamics, empathy... everything counts.

How do you maintain your professional network?

For me, it's a two-step process:

The right assembly strategy

It's about being able to join different professional networks, corresponding to your needs at a given moment. A single network is rarely ready to meet all your professional needs (leads and business, financing or resources, sector experience and meetings, jobs or recruitment, information or economic intelligence...).

Mix and match your network

A good business network will be a "mix" of different real and virtual business networks, such as LinkedIn. However, Linkedin is not the only possible or necessary business network. It would be a serious mistake to miss out on certain decision-making circuits, networks of influence and power...

To nurture your networks, you first need the right networking strategy, and then you need to keep them going. As an independent consultant, networking is crucial. Join networks, stay in them for 5 or 10 years, and above all contribute and get involved! Don't just come to an event once or twice a year.

What are the rules to respect and the pitfalls to avoid?

My guide (Editor's note: Jamais sans mon réseauco-written with Hervé Lassalas) is packed with advice and warnings.

Let's be synthetic, at the risk of being superficial.

We often forget to remember that network life is just like real life: a relationship needs to be nurtured, cared for, respected and given attention, otherwise it will fade and disappear.

"To be concrete, you have to give in order to receive, know how to listen in order to hear and be heard, show interest and empathy in order to arouse interest yourself. You have to be daring, transparent and sincere, simple and factual..."

Eric Le Gendre
Independent Consultant, Member of WEEM

The pitfalls and dangers are extremely numerous, but I'd like to start with the two that nobody talks about: infobesity and wasted time. Without a network strategy, you drown and waste your time.

I'd also like to mention, in no particular order, some of the known misdeeds of networks, whether real or virtual: misinformation and fake news, all kinds of excesses and inappropriate attitudes, overly cumbersome or overly commercial approaches, futility or uselessness, passivity or inconsistency, entryism or espionage...

A final word of advice?

Yes. Be real, participate and give.

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