Only people who exchange contact details and then get in touch can turn fleeting acquaintances into longer-term professional relationships. — Photo: dpa
If you need professional advice, being able to just reach for your smartphone means you save time and stress. If you're looking for a new job, you may hear about interesting opportunities from people you know in the same industry.
"It's useful to have a network in almost every profession," says Karin Kreutzer, professor for Social Business at the EBS University of Business and Law in Germany. And if you want to go freelance, you'll find it especially hard to get started without a good network.
"It's about collecting information for your business idea and getting recommendations on things such as 'Do you know a good graphic designer, or can you recommend a good tax consultant?'," says Unica Peters, a project manager and network expert at jumpp, a non-profit organisation for women-owned companies. When it comes to acquiring clients, contacts are often worth their weight in gold.
But even though we all talk a lot about networking, how does it actually work? And how do you build up a long-term professional network?
First of all, by making use of existing contacts. "Many equate networking with small talk at conferences," says Kreutzer. But networking also means "maintaining a good relationship with the people I already know, who I know well and who I know not so well."
This can mean simply reaching out to former colleagues, or a former classmate you haven't heard from in a long time and who now has an interesting job. "We also know from research that it is precisely these weak ties, ie. the relationships on the fringe of our network, that often bring the most added value," says Kreutzer.
However, women in particular are often cautious. For a study published in 2019, Kreutzer asked female managers about their networking behaviour and says: "There's a willingness to give a lot. But when it comes to using networks to advance one's career, women tend to hold back more."
The professor for social business advises throwing caution to the wind and "appreciating the people in your network and their skills and inviting them to exchange ideas." Then it becomes easy to think of ways of how you can help each other.
If you're looking to expand your network, Peters, who gives consultation to female founders, recommends boosting your online presence and being more active. Career or industry-specific platforms offer the opportunity to get in touch with people who work in a relevant field.
However, she advises against simply sending a contact request online to someone you want to have a conversation with. It makes more sense to send a message "explaining how you came up with the idea of contacting them, what interests you about the person and what you hope to get out of meeting them and exchanging ideas."
It's also important to attend in-person events, such as conferences, trade fairs or special events organised by associations. Informal networks, for example in industry promotion or especially for female founders, can also be great contact points. "Interesting information is more likely to be found while having a coffee instead of sent in a message online," says Peters.
If you have a good professional network, you can often access helpful information particularly quickly.
Christine Harbig, a founder and an author on the topic of female entrepreneurship, knows from her own experience that "it really helps if you look at which networks there are in your area."
She recommends first getting to know the various contact points. After all, it's important that you get along well with the respective people. "If that's the case, any exchanging of ideas and expertise will often take place automatically," says Harbig.
If there's no chemistry, instead of giving up you should keep an eye out for a more suitable network. "This also helps you get to know yourself better and you know more precisely: 'What kind of person am I? What do I need? And who can help me?'," says Harbig.
Even the format can make a difference. "It might be better to be in a network with a few specialist talks, which gives you something to talk about and a starting point for conversations, especially if you're someone who's more introverted," says Peters.
Stefanie Jungbauer, coach for self-employed women and entrepreneurs, also recommends relying on both meetings in your own branch and events outside your specialist area. You should keep your mind open to making contacts you might not have thought about.
For example, an interior designer could join a network for interior designers. It may also be possible to make new contacts at literary events that are professionally interesting or to meet potential clients at an automotive event. "It's a good idea to mix things up once in a while," explains the coach.
To stay in touch after the initial exchange, Jungbauer advises being open. You could say, for example: "I found our exchange very helpful, perhaps we can stay in touch?" The next day you should thank them directly for the exchange. "This is how you stay fresh in their memory while also expressing appreciation for the contact." – dpa
Pullout quote: There's a willingness to give a lot. But when it comes to using networks to advance one's career, women tend to hold back more. - Karin Kreutzer
