These are mutually beneficial information exchanges between two or more people.  Networking means intentionally getting and giving information.  Most authorities agree that good networking practices improve general business communication and performance.

Most of our networking occurs within our own departments and company.  That’s fine.  But in order to see real benefits, it is imperative to expand your network into the customer base and supply base.  That way, you can benchmark with them and learn.

Our networks need to involve active contact with professionals in companies bigger and better than ours.  Benchmarking with people better than us is a challenge, but it helps identify areas in need of addressing and correcting.  Networks can add value by providing important information you otherwise would not possess.

Building a network on purpose
An effective network allows you to get the most from your professional, value-adding buck.

To start off, let me assure you that networking opportunities are everywhere.  They are unavoidable.  But if you need help, check with the National Association of Purchasing Management or attend one of the group’s long list of conferences, conventions or seminars.  Check out the Conference Calls page in MRO Today for other opportunities.

Second, I assure you that we network all the time in our jobs.  Networking is a “win-win” process.  It’s good for you and everyone else.

When we talk about networks, everyone agrees:
— they can really help us solve problems;
— we must be proactive in the communication process;
— and, getting started is up to each of us.

Here are my five steps to deliberately build your networks.

1) Identify the problems you need help with, and prioritize them in categories (for example, procurement cards, supplier development, cost management).

2) Identify people that might have the information you need and decide how to contact that person.  Look for people beyond your company and industry.  Keep a growing record of calling cards for casual contacts.

3) Make arrangements to meet the people you’ve identified.

4) Meet and establish the mutual relationship required to build a network.  Buy the coffee and let the conversation flow.

5) Be prepared to meet other people who are also looking for new contacts in their network.

Striking up conversation
It’s human nature to want to get to know someone before doing business or sharing information with him or her.

The difficulty in meeting people depends on culture and industry, but a universal truth is that we all want to know those involved in our business.

Here are four questions that will start extemporaneous conversations and lead to new opportunities to build your network.

1) What do you do as a supply manager, domestically and globally?

2) Have you experienced this problem (use your favorite problem) recently?

3) What have you tried that worked or did not work?

4) Do you have a network that has helped you address the problem?

We must be proactive and alert to meeting opportunities that expand our network.

To make networking a meaningful tool, you must simultaneously do four things — meet the people, keep records, provide feedback and have a reward system.

Life is about networking, but it is up to you!  At every chance, put on a smile, introduce yourself, shake hands, give away lots of business cards and build your network!

Successful networking will add value to your career and build your business.

Robert Kemp is a consultant, speaker and the former president of the National Association of Purchasing Management.  He can be reached at kempr@mchsi.com. .

This article appeared in the June/July 2000 issue of MRO Today magazine.  Copyright 2000.