Engineering Exchanges - What does the word ‘networking’ mean for your career?

By Julia Palmer, Business Relationship Specialist

It’s long been discussed that Engineers need to network. The terms soft skill development, people skills and benchmarking are probably not new to most, but how do you undertake and apply such skills when so much of your training to date has focused on the technical aspects of the job?

The Engineering profession encompasses a multitude of disciplines that would benefit from a collaborative and networked approach. Disciplines such as aerospace, chemical, civil, computer, electrical and electronics, industrial, IT, mechanical, power and software to list a few can leverage from each other’s experiences to form communities that help promote individual Engineers and the Engineering profession as a whole.

In order for this to happen, we must embrace networking. Though unfortunately for most, networking is a misunderstood word. Let’s cover what it’s not first. It is NOT about; selling, taking over conversations, one-way outcomes, swapping business cards aimlessly (at will), or eating and drinking. It IS however about creating and then managing two-way business relationships that are meaningful and reciprocal in nature.

Given the complexity of most engineering roles, the increased cultural mix in the job market and overseas opportunities that exist, and the desire to accelerate your career, learning how to utilise networks is a critical tool to add to your tool belt. As a further incentive, a major study by the Corporate Leadership Council into the Top 10 Talent Management Insights, found that the success of high potential employees is dependant upon the quality of their networks in the organisation and the No 1 strategy for realising employee potential was the strength of their interpersonal connections.

The following factors will influence your success, help raise your visibility and ensure you

create a powerful professional network.

The three key factors to network effectively;

1- Participate. In the modern age we have online and face-to-face networking opportunities that we can access on a daily basis and the emphasis is on utilising them! Gone are the days where we are just judged for the role we currently do. Companies now measure the ability to network as a key driver for success and in fact research at institutions such as Harvard and M.I.T. has consistently shown that employees’ personal networks are in many cases the single biggest factor impacting their productivity and ability to contribute to the company.

•  Online forums are a great way bounce ideas on professional issues, but note that these are usually more generic in nature. It’s important to get involved by asking questions and adding comments to other peoples too. Be proactive and allocate some time everyday day or week into your diary to invest in raising your online profile.

1. Face to face on the other hand is a lot more personalised but don’t spend the entire event with people you already know! It’s not called net-sit, net-eat or net-drink, it’s called net-work, so ensure you meet new people and initiate a structured, memorable conversation with each. What ever you do, don’t start with the question “what do you do?”. It alienates people and makes them feel judged.

The start of the business relationship is about establishing rapport and trust, and you will have time to qualify once you know if you like each other first. Face to face networking is daunting to most, just remember that everyone was a stranger to us at some stage! Know that you have something valuable to contribute and look for the good in people.

2 - Be Real. The main aim of many networks is to support their membership to share, learn and grow. So once you are involved, focus on being your true self to develop deeper and wider relations within your networks.

People are more likely to engage with you if they like you and vice versa. At all times stay true to your personality and be authentic. You will build trust by giving eye contact. This is something many Engineers struggle with, so a good barometer is to give between 60-70% mutual eye contact during one conversation. Remember to look at all people in the circle not just one or two, which is quite a common (and unfavourable) behaviour. Offer a firm handshake and pay attention to the messages being sent by your non verbal body language too.

Being real and true to yourself means being confident of who you are, so apply this to your interactions with others to form long term, solid business relationships.

3 - Futurise. When developing your networks think for the longer term and not just the current situation. So for example, at functions and events don’t monopolise people, be mindful that they will want to meet other people and so should you. If the conversation is going really well, and you feel that there is a fit for your network, ensure you exchange details at this stage and follow up promptly.

There are many options to connect again in the future depending on the depth of the first interaction or connection you made. You may choose to link via an online/ professional network, catch up for coffee or meal, invite them to another function, call them and so on. The purpose is to share ideas/ knowledge, discuss mutual projects/ interests and support each other.

Excuse yourself politely from a conversation if you don’t qualify them as a fit for your network, thus allowing others to meet them and you to meet others. There is almost only one degree of separation these days, so never burn bridges and don’t agree to anything unless you have ever intention of fulfilling it.

Implement the 3 key factors and remember that it’s too late to build a relationship when you need it the most! The most successful Engineers have established supportive networks both internally and externally to help them achieve their goals, raise their visibility and give back to the profession.

Treat networking as an essential part of your career strategy and not just something that you do on the side, if you have time. Information on an e-learning program designed to help you develop a networking strategy can be found at www.bconsulted.com.au

Network. Network. Network.

Julia Palmer is the Managing Director of BConsulted and author of BUZZ – Inspiration to attract, leverage retain profitable business relationships.

BConsulted provides training, mentoring and resources in business networking and relationship management. For more information go to www.bconsulted.com.au or call 1300 785 815

P.S.
Don’t forget to participate in the poll for this bog: What do you think On the topic of networking for engineers?