Relationship building: network the industry like a seasoned pro

Networking is a key skill to build new relationships, foster existing relationships, and promote your organization/build your personal brand. Below are some tips for effective networking that I have picked up over the years.

Before an event

• RSVP when planning on attending an event and make use of the attendance list if posted on-line prior to the event. This will help you plan who to look out for to connect with, as well as allowing attendees to know you will be in attendance.
• Dress appropriately – is there a dress code? I always err on the side of being over-dressed.
• Keep business cards everywhere. Gym bag, wallet, briefcase, business card holder. You never know when you will make a new connection, and want to share your contact information.

At an event

• If name tags are provided, wear one. I always have my RAM magnetic name tag ready to go in my portfolio (it’s a great conversation starter … and way to be made fun of).
• Have a well rehearsed elevator pitch. Use this as an ice breaker, to lead into more conversation. You never want to sound like you are reciting a script.
• Business cards – Implement a system. Right pocket: my cards, left pocket: other people’s cards. This makes the exchange super easy, and helps you avoid giving out someone else’s card.
• Business cards – Try going wireless with this LinkedIn QR code hack.
• Work the room. Don’t stay in one place or be a wall flower.
• Treat everyone with the same level of respect and professionalism. Don’t make the mistake of discounting someone based on appearances.
• If you attend an event with colleagues or friends, separate – sit at different tables, network in different areas of the room. You can chat at the office with your colleagues for free, and likely paid to attend the event you are at. The exception to this rule is when you can make introductions.
• Use positive, open body language. Always offer a firm handshake, and make eye contact when meeting or greeting someone. Nothing is worse than the dead fish handshake, or someone looking over your shoulder when you shake their hand.
• If there is alcohol, remember you are technically at work. Remain composed and professional.
• Network with confidence, and be prepared to encounter the odd rude person. Don’t let this bother you, take the high road and move on. When speaking to someone, be present and give them your full attention. Don’t be scanning the room or looking at your phone.
• Look for opportunities to connect people at the event, and/or outside of an event. Be known as that person that connects people to other people/opportunities.

After the event

• Enter newly established contacts into Outlook (or a Client Relationship Management (CRM) program) with notes on your conversation.
• Follow up with an email and/or an invitation to connect on LinkedIn.

One last tip is to try to diversify your networking activities. I often attend non-engineering/construction related events – law, marketing, sales, etc. The Lower Mainland has many great organizations, and you never know who you will connect with.

Happy networking!