Building and nurturing a strong network of contacts is increasingly a key skill for today’s CEOs and non-executive directors. Learning from those outside your normal circle of business interaction can inform and enlighten your ability to tackle the challenges faced in an organisation, and develop and sharpen your own personal leadership skills. In this article, Matthew Blagg, CEO of Criticaleye, articulates why executives need to foster a value-rich community of business relationships.

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2. in the current business environment, it is no
longer enough to build relationships with
other executives in the same industry as you.
the challenges that face you at the top of the
tree require access to cross-sector, cross-
region and cross-functional information,
because you never know from which source
a solution may spring. a platform to ask
questions and talk to other leaders is crucial.
LeaP of faitH As with social media
as a concept, ‘networking’ is never easy
to define. on the one hand, it provides a
business development channel that might
‘chatter’, networking
ultimately lead to revenue generation: you
can meet a specific contact that you might
environments are where
find very difficult to enact by any other means.
on the other, it can create the opportunity
to commercialise serendipity – you simply
the next business trends are
don’t know how the contacts you are making
might benefit you and the organisation discussed and discovered
you work for further down the track.
towards networking. However, by taking this connections that executives need in order
some executives perceive networking, rather leap of faith and interacting with people and to perform functional tasks in their day job,
unhelpfully, as an excuse to sell to those they content that is outside your normal business or perhaps mixing with individuals across
wouldn’t normally have access to or associate channels, you will stand a better chance of your hierarchy at industry events that share
with, usually over a glass and canapés. for me, discovering something new and inspiring. the latest sector trends. Personal networks
this is naive and myopic. i believe networking might be perceived separately, as providing
is really about being receptive to new taPPiNg iNNovatioN the platform for individual development,
opportunities and realising the importance of allowing executives to acquire the necessary
forging lasting business relationships. once a new reality for today’s executives is that skills, experience and contacts to build
you’ve opened up lines of communication with the information from which they base their and leverage their personal brand.
fresh and potentially information-rich sources, decisions and derive their stimulation
you should, in theory, be better informed comes from many different sources – not However, what’s becoming apparent every
to deal with whatever life throws at you. just from other business leaders. the sign day is that social media increasingly blurs
of a good networker is therefore one that the lines between the business and personal.
it’s no secret that networking necessitates is curious. i firmly believe that curiosity Networking, both online and offline,
stepping outside one’s comfort zone and into will generally lead you to exciting things. embraces this trend wholeheartedly.
the unknown. in many cases, this may require
a wholesale re-evaluation of one’s outlook Like the ‘chatter’ of conversations circulating Practice makes Perfect
social media channels which proves so
irresistible for brands monitoring their those executives that struggle with the idea
Community Comment customers, networking environments of networking are commonly the ones that
Susan Pointer are where the next business trends are perceive it purely as a business or operational
Director of Public Policy & discussed and discovered. if you want task. after all, many executives tend to be very
Government Relations EMEA to get ahead of the curve, tapping into transactional and – provided the job, business
Google these conversation hubs might allow you
“for me, networking is about consciously to identify where there is momentum for Community Comment
taking the time to listen to the views specific ideas and decide which individuals
of others, to test, scrutinise and then Chris Merry
are the most forward-thinking.
either add rigour to your own views or Former CEO
adapt them based on new knowledge Matrix Group
increasingly, ‘networking’ requires engaging
or insight gained. With busy schedules, “as a ceo, you realise quite quickly the
and interacting with executives from different
it is all too easy to stay within self- importance of your network, particularly
walks of life, sometimes in industries that
reinforcing circles. the challenge, and when you consider you’ll only be in your
the opportunity, is in taking the time might seem entirely leftfield, in order to find current role for three to five years. if
to reach over to and participate in new innovative ideas that can be invested back you have worked hard at it, networking
circles. this broadens the mind and in into their business. However, some of the really pays off after the age of about 40
turn leads to better informed decision- ceos i’ve spoken to find that the crossover as that is when you’ll begin to see the
making. often, too, it creates unexpected of ‘personal’ and ‘business’ in networking fruits of those relationships you have
alliances and new constructive approaches environments can sit awkwardly with them. cultivated. Your network can help to
to addressing an existing challenge shape your career, so the earlier you start
built on incorporating the expertise of to build it and engage with it, the more
traditionally, business networking is
wider disciplines and experience.” useful it may prove in the long run.”
often viewed as the operational, vertical
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3. Those executives that struggle with
the idea of networking are commonly
the ones that perceive it purely as
a business or operational task
and industry are doing well – they simply opportunity decide what your objective
Community Comment don’t need to interact outside their current is, who you want to connect with and why.
Bob Emmins business environment. only when change Having a good assistant, who can help
Group Finance Director looms large and these same executives to inform you and find the interesting
ABF Ingredients step outside their known bounds do they angles, is increasingly important for
“Until about five years ago i always begin to see the opportunities, from both executives that network. if you’ve prepared
looked for the payback from networking. a personal and a business perspective. sufficiently, you’ll have been informed
i’ve learned that the trick is not to expect by a wide range of different topics, any
a benefit. if you go in with an open mind after all, people don’t know what they one of which might provide a useful
you will usually come away with some don’t know. only those with strong and ‘starter for 10’. as Louis Pasteur once said,
interesting insights. When something trusted relationships will have access “chance favours the prepared mind”.
doesn’t come naturally, it is useful to the information they need to be
to have regular ‘reminders’ of what successful. the most effective c-suite LoNg-term PaYback
one ought to be doing. increasingly
executives have exceptional networking
one often finds one’s own behaviour
changes and what was outside one’s and relationship-forming abilities at its heart, networking is about forming
comfort zone starts to move within. and can call on the right people for business relationships that will stand the
for me, networking is one such area.” advice at a time when it is needed. test of time. of course, executives don’t
often a change of mindset is required. invest time and energy into networking
some of my most valuable contacts, people without the expectation that they will
Community Comment i have known and done business with get something back. but relationship
Ian Bowles for many years, were initiated outside a building is a long-term investment.
CEO, Allocate Software plc formalised networking environment.
if networking is a business skill that is
“i used to be in the camp which believes this can be a cultural issue. in the Uk, developed over time, the importance
that personal lives and business lives
we tend to gravitate towards people with of relationships within this discipline
should be kept very separate and i
whom we share a common interest, and needs to feature more prominently.
confess to not being very good at building
networks. i have seen it for too long as we might be more comfortable keeping executives need to look for opportunities
something that other, higher profile these different groups separate. in the to build partnerships rather than making
leaders did, and felt that i was simply Us, they better understand the need to a quick sale, understanding that it is
too busy. i now realise that networking is integrate both the ‘business’ and the about give and take and the long-term
not necessarily about someone looking ‘personal’ aspects of interaction – they gains. only then will executives get real,
for something, which has challenged don’t see why a person should behave long-term value out of their networks.
my previous perspective, and i see differently at work to how they do at home.
the increasing need, importance and
based on the many conversations i
power of leveraging networks.”
However, effective networking is a skill have had with our members, i can
that must be practised and honed. all too offer the following advice to those
Community Comment often, executives perceive networking as executives striving to be more effective
providing very little immediate or tangible at developing their networks:
Niall Trafford, COO
payback. Yet those that are in it for a quick
and Director of Sustainable
Development, BRE Group win, focusing exclusively on who can help • Be real: insincerity is obvious and
them overcome current problems rather ugly, so be yourself and talk about
“a network necessarily must extend than laying the foundations for a longer, what you are passionate about – don’t
outside the familiar boundaries of your
more rewarding point of contact, are be there if you can’t see the value
own organisation no matter how big.
it takes work, time and a degree of missing the point. similarly, those that feel • Be memorable: don’t just repeat what
determination operating sometimes they don’t have time to spend on anyone others want to hear, find a different
outside of one’s own comfort zone. that is not 100 per cent relevant to their angle and make a lasting impact
getting back what you put in is not immediate needs are simply not thinking • Be curious: be attentive to interesting
always in equal measure nor should you laterally. You can’t just dip your toe in and anecdotes, ask intelligent questions
expect it to be. in time, the experience expect to glean the value of networking. You and challenge the status quo – key
becomes natural and pleasurable either jump in, feet first, or don’t bother. to breaking into any clique is being
as you learn new things from wide able to present an alternative view
ranging experience and skills. expect
key to honing your ability to network is
the unexpected and have fun.”
preparation. before every networking © criticaleye 2011
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