Networking is all about quality, not quantity. A lot of people are anxious about networking, often because they pressure themselves to meet more people at an event than normal conversations allow. Well, relax: only deep relationships matter in networks, and they take time. Do your research about who you want to meet; find someone who can give you an introduction; put small talk aside; personalise every message; and follow up regularly. These slides were presented at events for young engineers in Sydney and Wollongong in March 2015.

1. Andrew Botros, PhD MPA FIEAust
Director, Expressive Engineering
Engineers Australia Sydney Division – March 2015
How to network effectively
One mindset and five techniques

2. Your networking questionnaire
• When I think about networking, I feel comfortable:
• When I think about networking, I feel uncomfortable:
• If I have a choice, I choose networking:
• If I have a choice, I avoid networking:
• When I network, I meet enough people:
• When I network, I don’t meet enough people:
• I need to network to advance my career:
• I need to network to succeed in my current role:

3. I’m Andrew,
and I’m 22

4. One networking mindset
How to network effectively

5. From my network…

7. “The networking jerk” (don’t be one)
“He is the man or she is the woman with a martini in one
hand, business cards in the other, and a prerehearsed elevator
pitch always at the ready. He or she is a schmooze artist, eyes
darting at every event in a constant search for a bigger fish to
fry. He or she is the insincere, ruthlessly ambitious glad-
hander you don’t want to become.”
Ferrazzi (2005). Never Eat Alone. Doubleday: New York.

8. What Harvard Business School thinks
“Networking for professional goals can impinge on an
individual’s moral purity—a psychological state that results
from a moral standpoint and through which a person feels
virtuous—and thus make him or her feel dirty.”
Casciaro et al (2014). The contaminating effects of building
instrumental ties: How networking can make us feel dirty.
Harvard Business School Working Paper: No. 14-108.

9. It’s all about deep relationships
• Networking is about quality, not quantity
• A lot of networking is a waste of time
• But 90% of life is just showing up
• Your understanding of yourself must be deep
• Relationships are strong when there’s commonality
• Relationships take time to receive something valuable
• But ask not what your country can do for you…

10. Five networking techniques
How to network effectively

11. From my network…

12. 1. Do your research
• Know who you are and what you want
• Know what you have to offer (me, the young engineer?)
• Know who you want to meet and what they want
• Find them ahead of events and conferences

13. 2. There are six degrees of separation
• An introduction is always better than a cold call
• Find out who is connected to those you want to know
• Open by referencing your common connection
• Or, perhaps ask the event organiser to introduce you?

14. 3. Don’t be small in your small talk
• Be direct in your opening
• Be interesting, bold, yet vulnerable (and charm CEOs)
• Be non-threatening
• Be conversational and listen

15. 4. Personalise everything
• Never send generic messages
• Communicate in an appropriate way for your audience
• Strong relationships often include personal elements
• It’s really not complicated: make someone feel special

16. 5. Follow-up regularly
• Most relationships with no contact, die
• After first meeting, arrange a follow-up then and there
• Keep a calendar of people for regular follow-up
• But remember: always look for ways to offer value

17. A LinkedIn tutorial

18. Networking for your lifetime
“Connecting happens to make a great deal of sense in
our new work world. The loyalty and security once
offered by organizations can be provided by our own
networks. Lifetime corporate employment is dead; we’re
all free agents now, managing our own careers across
multiple jobs and companies. And because today’s
primary currency is information, a wide-reaching
network is one of the surest ways to become and remain
thought leaders of our respective fields.”
Ferrazzi (2005). Never Eat Alone. Doubleday: New York.

19. Will you be here?

20. If you enjoyed this event, come to…
• The Young Engineers Communication Workshop
– Topics include corporate speaking, writing, negotiation,
persuasion, collaborative innovation, and more
– 9:30am-5:30pm, Wednesday, May 13
– Venue: Macquarie Room, State Library of NSW
– Price: $390, all catered (10% discount for EA members)
– $100 off each full ticket for 2+ from your company, so network
with your Learning & Development Manager
Register at:
http://yeng-slnsw-may2015.eventbrite.com.au