Networking: how to play the game

You are at a conference, academic or otherwise. How do you make the most of it? Charlotte Allan and Timothy Rittman suggest some ways to tap into networks

You arrive in Estonia. Faced with 460 fellow medical students from 56 countries you are keen to start a sex education project in your medical school. Overwhelmed by the acronyms, faces, and languages, how can you tap in to the wealth of experience that is the International Federation of Medical Students' Associations? The answer is networking.

Why bother?

Success in the networking game leads to a wealth of prizes; the winnings are resources, information, and skills. These benefits are valuable on a personal level and for the organisation you work with; they are more readily attainable if you play by the rules. Knowing who can pass on information puts you a step ahead of the competition and is an important aspect of work in any field. Rumour, gossip, and hearsay add up to become hard facts and form the basis of crucial decisions. Knowing news is important, but finding the right person for a job can be tricky. Finding a sounding board for advice and troubleshooting helps to clarify scattered thoughts and bring reality to the outline of an idea.

Time it well

Playing patience at first rather than hard poker is necessary for networking; the benefits do not come quickly or without effort. It takes time to build rapport with people in any situation, no less when they have useful contacts or required information. Finding the person who holds the aces can take you through a plethora of others pointing you in any number of directions. Before diving straight in, taking a few moments to understand the rules of the game is essential. The structures and pathways of communication and the subtleties of approaching people all require understanding and careful attention.

Meeting people face to face is the easiest way to network; to be successful at this game, you need to leave your poker face behind. A friendly smile is vital when meeting people for the first time and shaking their hand helps develop a connection with them. Non-verbal communication is as important as the spoken word and networking will be more successful if you have positive body language and look confident.

Take lots of coffee breaks

Being in the right place at the right time is often a matter of chance and affects who you meet and how your network develops. Socialising is central; here you find common ground with people and develop rapport. Never underestimate the power of a coffee break. Having a business card to hand will make you look more professional and stop people loosing little scraps of paper. After meeting someone, write their name and email address in a notebook to help you remember who they are, improving your chance of forming a successful network.

Obtaining contacts over the internet and by email can be effective ways of networking, but there is no substitute for personal contact. Having formed the basis of a friendly relationship, email is an ideal way to follow up contacts and to share resources and information.

The idea of networking has been taken a stage further in Open Space Technology.¹ Harrison Owen had the idea of doing all the work of a meeting in a coffee break atmosphere. A contentious issue is chosen where there are a number of differing opinions. Focus groups of a few people form to discuss aspects of the main topic. There is only one rule--the rule of the two feet. If a focus group is not being productive, there is an option to use the rule and walk to another group. In this way, only important issues are discussed. A large group is able to network efficiently and quickly.

SHINICHI EGUCHI/PHOTONICA

Cultural experience

"Man looks at his world through transparent patterns or templates which he creates and then attempts to fit over the realities of which the world is composed."² Meeting people from different backgrounds and cultures encourages us to look at the world in different ways, but also requires us to be sensitive to their norms and customs. In the situation presented at the beginning of the article, there are 56 different cultures, each with individual customs. Although meeting and discussing with people from other parts of the world is usually a great experience and rarely involves offending anyone, keep in mind the different approach others may have to a situation. These differences are particularly noticeable in body contact, for example the British are notoriously reserved compared to the Italians who are somewhat more hands on.

This game will send adrenaline pulsing through your system; meeting new people nationally and internationally is exciting. Networking allows you to meet like minded people and is inspiring. After attending a conference, you come away buzzing with new ideas and enthusiasm. Successful networking helps put ideas into practice and brings tremendous satisfaction. This game never ends; it is rewarding and empowering.

Networking brings unexpected benefits. If you play your cards right, doors open and opportunities arise that would have been impossible. As you develop your skills at networking you will have a sense of pride and achievement, when you become the head that is hunted, rather than desperately seeking the right person.

Do not be put off

Sceptics would claim that who you meet is largely a matter of luck. No one would join a game halfway through and tapping into preformed networks is difficult. As a newcomer, you are reliant on the good will of others to let you into their network, when you may not have much that can benefit theirs. Networks can be exclusive and forming initial contacts is a daunting task.

Chatting over a cup of coffee is fairly straightforward, but once the excitement of the game is over it is all too easy to slip into the routine of everyday life, without capitalising on the contacts made. For a network to work, you rely on others to share their resources or to continue to stay in touch. You cannot force people to communicate and without regular face to face meetings, it may be difficult to generate the energy required to sustain a network.

Make the next conversation work

"It's not what you know, but who you know," captures the essence of networking. By using initiative to meet people with useful experience and contacts, new opportunities can be created for you and your organisation. Networking takes patience and persistence, but it is rewarding and great fun.

Charlotte Allan, third year medical student, University of Leeds
Email: charlotteallan@yahoo.co.uk

Timothy Rittman, third year medical student, University of Nottingham
Email: tim.rittman@doctors.org.uk


studentBMJ 2003;11:219-262 July ISSN 0966-6494

1. Kelly G. A theory of personality: the psychology of personal constructs. New York: WW Norton, 1963.
2. Holger N. Open space: a tool for effective stakeholder consultation, 2002. www.change-management-toolbook.com/OpenSpace.htm (accessed 17 Jun 2003).