The document discusses the benefits of networking for both individuals and organizations. It notes that research has found networking is associated with faster promotions, higher salaries, better performance evaluations, more successful deal closings and teams, and higher company performance. Specifically, it cites research showing individuals with more diverse networks have more opportunities and access to new ideas, information, and talent. The document encourages focusing on building relationships, seeking diversity in one's network, helping others, and discarding a sole focus on direct return on investment from networking.

1. The Business Case For
Networking
May 12, 2015

2. Agenda
The Role of Networks
Your Views/Concerns
Human vs. Social Capital
The Scientific Evidence
Parting Thoughts

3. The Role of Networks?
Professional Opportunities
Source for Talent
Customers
New Ideas
HELP!

4. What Comes to Mind
When You Think
About Networking?

5. What Gets In The Way
Of You Becoming a
World-Class Networker?

6. Human vs. Social Capital

7. Faster Promotions (Podolny and Barton, 1997)
Higher Salaries (Burt 2001)
Higher Performance Evaluations (Mehra, Kilduff and Brass,
2000)
More Deals Closed (Mizrushi and Stern, 2001)
More Successful Teams (Rosenthal 1996)
Higher Company Performance (Geletkanycz and Hambrick,
1997)
More Innovative Organizations (Stuart and Podolny)
The Evidence is Consistent and Overwhelming

8. Social Organization

9. Can You Think of
Companies Built on the
Brokerage Model?

10. “There is no value to a venture
if it only connects people already connected.”
Ronald S. Burt
“The Social Capital of Structural Holes”

11. Think Relationship Building Not Networking
Seek Diversity
Focus On Helping Others
Discard The “Return On Investment” Mindset
Some Parting Thoughts…