In just about every societal situation, the old saying “It’s not what you know, but who you know” comes into play. Every single job that I have had in my career has been based on the relationships I fostered through networking. Yes, I was prepared with a certain level of knowledge going into the interviewing process. However, I can tie each opportunity back to a conversation I had with someone prior to even hearing of the opening. 

Here’s an example:

I had been at my last job for 12 years. I was feeling stagnant in my career growth and was just going through the motions. One evening, there was an industry event being held that I had been to every year for the last 10. I had no desire to be social and did not want to go. The event was going to be endless small talk, and I didn’t want to put in that effort. I wanted to wrap up my work for the day and head home for a standard weekday night. 

Then I remembered a book I read.

Putting in the Reps

Early in my career I read Never Eat Alone by Keith Ferrazzi. This book is about the power of networking.  Ferrazzi is passionate about people and relationships and puts in tremendous effort to enrich those bonds. 

For him, connecting with people is not just a daily task, it’s a lifestyle. He speaks to the importance of never letting a conversation pass you by because you don’t know what it could lead to. 

I used to be great at this when I was young and full of energy. I bought an old school rolodex and filled it with each and every person I knew both personally and professionally. If I had down time, I would flip through and find someone I hadn’t spoken to in a while and either send them an email or give them a call. 

This was a highly effective practice that not only helped me learn about my industry, but gain some great friendships as well. 

After years of building a solid foundation, I got lazy and life started to get more complicated. My wife and I bought a house, extending my commute. We decided to have kids, leading to social calendar “adjustments”.  I did not have the same drive or stamina to engage with people daily. If I could avoid it, I would, and that approach became comfortable.

Getting Uncomfortable

I talk about the concept of discomfort a lot on OldRockLife because I truly believe that it is the most crucial element to growth. Sometimes the only way people change is when they become so uncomfortable that the only options are to adapt or die. This is the case with unemployment, addiction, and obesity to name a few. But if you are able to voluntarily make yourself uncomfortable, and push your limits, the results can be life changing.

In the case of my networking, I became so comfortable in my mundane routine, that I was headed down a path of no resistance and zero growth. 

Going to the Event

I decided to put on a nice blazer and get my ass to the event. It felt good to be out, and I immediately saw some familiar faces when I arrived. The advertising community has a wide age range, but at 37 I felt like an old timer. I made my way through the crowd, catching up with people I hadn’t seen in a while. 

About 20 min in, I bumped into a guy that I only knew through events like this. We’d been introduced a few years back and saw each other maybe 2 times a year. Our conversations were always friendly, but mostly based around small talk. Following our normal cadence, I learned that he was moving to Atlanta to be closer to family. His company agreed to open an office down there, and they were looking to fill his NY position.  He asked if I was interested…

Good People

People are generally good natured and want to help where they can. It also feels good to say that they put someone on a solid career path. Asking someone for advice or just to chat about their thoughts on industry/life/career, gives them a chance to sound like an expert. Showing interest in their perspective also tends to build their affinity for your relationship and could lead to unseen opportunities. 

New Job

My chance meeting at the event led to a new job and a significantly better career path than the one I was on.  Staying connected with an ear to the ground keeps me sharp and helps to avoid monotony. It may be uncomfortable at times, but building a strong network is one of the most valuable tools in any person’s life. It certainly has been in mine; time and time again.