While verbal exchanges of information are a major function of networking, must also mine all available resources in periodicals, books, computer networks, and databases in order to piece together and evaluate the information he needs. Information or intelligence gathering is an important facet of networking and encompasses a broad spectrum of activities, from participating in computer roundtable discussions, to knowing where and how to locate the most timely and most accurate information. Relationship building comes into play when attempts to build relationships with either the authors of such periodical articles or the experts quoted in them. People identified and quoted in business and other periodicals are often flattered to be contacted and receptive to sharing further or more detailed information.
It should also be noted that the press can play a big part in net working efforts, as people who give quotes and information to the press do so not only to be noticed, but also to elicit a response from their audiences and gain feedback. Working through and with the press involves not only information gathering, but message sending, too.
Niche Networking Groups
Networks closely aligned with a particular business or issue provides a wealth of portable executives with whom you can form strategic alliances or partnerships. Often this type of network group allows a portable executive to call on others to supplement or support him on an assignment. Therefore, once you develop relationships within one niche group, you will have a pretty clear idea of which people within the network you can call on and trust to support you on a particular assignment. Jim Schwarz, an independent sales management consultant, described his own experience setting up this type of informal strategic alliance:
When I was starting my own company, two people asked me to join their small organizations, which were already established. I decided not to because I really wanted my autonomy. But I suggested that we work on an alliance basis together each of us does slightly different things so when they need me, they bring me in, and when I need them, I bring them in.
Alliances such as this can be formed and disbanded on a project by project basis or eventually evolve into actual partnerships where groups from within a network begin to work together on a regular basis.
The Sales Network
The sales network is undoubtedly the most results oriented type of network, as each network member is specifically seeking to make sales. Quite simply, it is a tried and true network in which satisfied clients recommend your services to someone else. This type of network is certainly important, but the most important thing to remember about being part of a sales network is that they build over time and are based solely on high quality performance developed in the other types of networks listed previously.
Expanding the Network
Richard Achilles, human resources executive who took early retirement from IBM and today runs his own human resources consulting firm, addressed one of the most important aspects of maintaining one's network. Says Achilles:
My network is strong and if you were to list everyone in the network, it would appear very extensive. But when you look at the realistic prospects for any one of the contacts coming through with a work assignment in the short term, it would be very low perhaps as low as only two or three percent. If you objectively assess your network, you will frequently recognize the need to expand your networking efforts further.
Essentially, the broader your network, the better your chances will be. But to make the most effective use of a network, you must be interested in it and contribute to it. Increasing the size and scope of your network enhances your ability to do both.
Throughout a portable executive's searching period, and particularly during the early periods of anxiety, networks can offer substantial practical and emotional support. Numerous formal support networks are available through outplacement programs and community groups. These groups, dedicated to executives in transition, are invaluable to newly downsized executives trying to adjust to their new roles. Eck Vollmer, a portable executive and former CFO of Gestate sought a mix of support within one network:
I'm a part of several groups. One is the Financial Executive Institute, or FEI, which offers support groups for unemployed executives. Within FEI, there are a number of subgroups where I can find anything supports placement, counseling, and camaraderie anything.
Ann Rarich found that getting involved with a nationwide international training house helped to ease the loneliness she felt when she started her own business:
We were able to share professional practices and that kind of thing, which was important because at that particular time there wasn't much in the way of a flexible workforce or a tolerance for part time workers. It helped me to carve out my practice.
