“It’s not what you know, it’s who you know” - Partner at Big 4

Let’s just get the elephant out of the room, shall we?. I know everybody hates networking but if you are to achieve any degree of success in consulting, you just have to make friends with it.

As an introvert, I have to fight my natural tendencies to go into my shell every single day. Having said that, I do think that I’ve gotten really good at it over the past few years.

At the end of the day, I believe it’s more of a change in mindset that helps me with networking. Here are my top tips to take the pain out of the process:

 

ProTip - Keep working on building a network. Don’t wait for your current network to collapse like a house of cards and then start afresh. 

The word ‘networking’ used to make my eyeballs roll back in my head when I had just started my career in Management Consulting. I tried not to gag every time a Partner threw the phrase “it’s not what you know…it’s who you know” at me.

It took me the first 3 years (!!!) of my Consulting career to figure out the benefits of networking. Yes! That was how rigid I was in my thinking. Here’s what was going on in my head as I fought it…. SO hard! 

1.“I’m too genuine a person to build fake relationships”

Networking doesn’t mean you have to be best friends with the person. It is knowing a person in a business context – which means understanding what they’re skilled at and looking at common interests and areas where you can collaborate or support them (depending upon the level).

2.“I’m an introvert”

Don’t hide behind your personality! Even though extroverts are better at socializing, studies show that introverts build more deliberate and stronger relationships in their network. Being an introvert certainly does not automatically mean hiding in a shell. You can still have meaningful discussions on how your skill sets can help peers and seniors and build your network

3.“My work will speak for itself”

This is the biggest myth ever! You may be working your tail off in a corner and still not be noticed. Visibility and presentation is EVERYTHING in Consulting! Unless you are ready to own the work you have done and be able to speak to it, building your network and making people aware of your skills and the value you bring will take forever.

4.“I’m uncomfortable selling myself”

Look at networking as your opportunity to inform others about your skillset and the value you bring to the table. If you don’t, no one else will!

5. “I’m a woman……”

This is the easiest excuse to hide behind and I did so myself for SO many years! Are you really not scheduling that networking lunch because you’re a woman or maybe because you’d rather stay in your comfort zone, get some work done, eat with familiar people,  ….. fill in the blanks

BOY was I wrong! 

I saw my peers get plum client projects and learning opportunities while I kept getting table scraps. And that was when I realized my ‘career strategy’ needed a massive rehaul.

Here are the 5 steps that massively turned things around in my career:

1. Get out there

You know the multitude of emails you get about all the social events/trainings in your firm? Start showing up for those! If you freelance, sign up for local events relevant to your industry. Even if it makes you uncomfortable, talk to at least 4 people during the event about your skills and what you are working on (to the extent you are allowed to share). Make sure some of these people are senior to you, or at least your peers, so they can connect you with others who are looking for the skills you offer.

2.Mobilize  your mentors

These can be the people you have worked with in recent projects, met during your Day 1 orientation or any trainings/events you may have attended. Usually, an email request for advice followed up with a quick call is the best way to go. In-person meetings are even better – whether it is an office meeting or a quick coffee. Make sure you have questions ready and respect their time by starting and closing the call/meeting as scheduled.

3.Targeted networking

Get hold of the organization structure for your team/department. Identify the key players leading the areas you want to work in and then reach out to 1 or 2 levels above you. E.g.: If you are a Consultant in a firm, it may be overkill to reach out directly to the National Lead without reaching out to Managers or Senior Managers first.

4. Listen and Share

Don’t make it all about you. Show interest in their story and ask relevant questions to learn about their growth in the firm or industry first. Then share your story and mention common experiences to build rapport along with showcasing the value you can bring to the table.

5. Give, give, give

This needs to be the theme for every discussion you have with the network you are trying to build. It is important to communicate your skillset to your new network, but even more important is the offer to help them or taking some work off their plate. It could be an offer to assist with a workshop or proposal or even the project they are working on.

Pro tip:  Keep working on building a network. Don’t wait for your current network to collapse like a house of cards and then start afresh. Keep in touch with the people you have worked with, in the past and nurture those relationships as an investment for the future.

So what have been your biggest challenges and learnings about networking? 

Share in the comments below.

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Punya is a former management consultant with 15 years of experience at 2 Big4 firms, serving top Fortune500 clients. She has lived and worked in 6 countries and changed 3 careers working across several industries. Punya is passionate about coaching new and aspiring Consultants to succeed in Management Consulting.