Why people who build smaller networks are more successful
“Which of the following do you think contributes the most to career or business success?” I asked the audience at a recent speaking gig, listing some of the usual suspects: intelligence, creativity, hard work, networking, talent, perseverance, leadership, execution.
The consensus? Networking, particularly the size of your network. The audience felt that how much you know is important (intelligence was ranked second), but how many people you know matters even more.
But maybe not. According to research conducted by professor Rob Cross of the University of Virginia: Traditionally, self-help books on networks focus on going out and building mammoth Rolodexes. But we’ve found that this isn’t what high-performers do. What seems to distinguish the top 20% of performers across a wide range of organizations is not so much a big network. Rather, it’s how they make connections.
They develop “open” networks. They build ties outside their specialty or field. Instead of limiting their network to people within their industry or area of interest, they branch out. Research shows that people who build open networks earn higher salaries and get promoted more rapidly.They manage “balanced ties” across organizational lines to obtain information and influence impact. They network not just across functional lines, but also up and down hierarchical levels. They know a few CEOs. They know a few shipping clerks. As a result, they learn things others might not. They gain support others might not.
Interestingly, they gain a sense of purpose and satisfaction that implicitly leads to higher performance — we all work harder when we care. They nurture relationships that extend their abilities.
Creating five meaningful connections — five mutually-beneficial connections — is more powerful than racking up 500 surface-level connections.
So how can you develop a more open network, one based on meaningful connections?
Simple. As Ted Lasso would say, “Be curious.”
Be open to learning about other people — especially people who are different from you. Different fields. Different backgrounds. Different perspectives. Different experiences.
And then taking the time to build those relationships. Give, with no expectation of ever receiving. Compliment, with no accompanying request for a favor. Introduce, without expecting an introduction in return.
Check in simply because you thought of that person, not because something you need made you think of that person.
Do those things, and you’ll build stronger connections and be a lot more likely to succeed. And so will they.
Can’t beat that.