You've probably already been in a situation where you couldn't make progress on a project. Perhaps there was a lack of technical expertise or resources to implement the tasks at hand. With a good network, you have access to the skills and knowledge of others who can help you move forward. You can learn from other people, become aware of current developments and trends in your industry and also gain potential customers, business partners or investors.
A strong network offers you support in difficult situations. You benefit from the experience and perspectives of others and can also pass on your own expert knowledge. In a good network, there is always a balance between giving and taking. The larger and more diverse your network is, the greater the chance that it will lead to good collaborations. By exchanging ideas with like-minded people or people who are pursuing similar goals to you, you will find inspiration and stay motivated to achieve your goals. You will find mentors and role models in a good network who will support you in your development. Ultimately, it is also an important part of your personal development, helping you to further develop skills such as communication, empathy and interpersonal skills.
A network does not form by itself. It is the result of your good skills in making contacts, maintaining relationships and creating mutual value. Networking thrives on a proactive approach - for example, by attending trade fairs or industry meetings where conversations quickly develop. A strong and solid network is not built overnight, but gradually with a lot of patience and commitment. The most important task here is not only to establish relationships, but also to deepen them.
An important principle of networking is that it is voluntary. Unlike in teams, which are put together by those responsible and have to come to an arrangement with the team members, a network is formed on a voluntary basis. The most important networking skills are summarized in André Moritz's "Soft Skills Cube".
This is a creative method for visualizing the various soft skills or social skills required for good networking. Each side of the cube is assigned to a competence field. There is communicative competence, mental competence, social competence, leadership competence and implementation competence. Networking competence is located at the interface between social and communicative competence.
These are the most important skills for establishing business relationships:
Networks can be created wherever people meet. The chances of making really good and effective contacts are particularly high at industry conferences, seminars and workshops or at trade fairs. There are also targeted networking events that are only designed for participants to network on site.
In times of digitalization, the Internet naturally also plays a major role in networking people. You can use portals such as LinkedIn or Xing to present your expertise and add new contacts with a click. In this way, you can create a digital network with partners who have often never met in person.
Today, you can build impressive networks without ever leaving your desk chair. You can use search functions to identify network partners with similar skills and goals, who you simply add after a brief request and confirmation. Digital networking is low-threshold, time-saving and also works across continents without investing a great deal of effort and expense. However, online interaction is often very superficial and anonymous and hardly any personal and interpersonal connections are made. Online networks are easily flooded with new contacts, so it is easy to lose track. It is usually not even noticeable when a network partner leaves the network again. Quantity takes precedence over quality.
Analog networks are created through personal contact and interpersonal factors also play a special role. Above all, people who like each other get into conversation. By getting to know each other in the real world, personal and therefore deeper connections develop more quickly. Even if it takes much longer to build up a network in the analog world, the contacts are much more intensive and therefore often more valuable for the individual.
During our visit to the IAA, we learned how good and important personal and direct contact with people is. You meet a selected target group on site that has similar interests in the products and services on display. Discussions about possible partnerships and cooperations quickly arise on site and it is not uncommon for new business opportunities to be identified.
Presenting your own offers at the trade fair also increases your visibility and thus the interest in you as a network partner. Many trade fairs and exhibitions are designed to support networking. There are often networking events, receptions and networking areas that allow you to make contacts and maintain existing relationships.
The aim is always to build a resilient network in which the network partners pursue similar goals. This is the only way to create communication at eye level. However, you should still pay attention to diversity and integrate people from different industries, backgrounds, professions and perspectives into your network wherever possible. This will give you access to different ideas, experiences and opportunities.
A good network is based less on quantity than on quality. It is not only important to have many contacts, but also to maintain high-quality relationships. Focus on building relationships based on trust, respect and common interests. Individual network partners should be relevant to your professional and personal goals. Good contacts are mutually beneficial - for example, for knowledge sharing.
It can be very helpful to develop your own networking strategy. Ask yourself: What do you hope to gain from networking and is the person a suitable network partner who will bring you closer to your goals? Before you actively approach a person, think about the answers to the following 4 questions:
If you want to take a strategic approach, then also consider what gaps there are in your existing network. Are you perhaps missing a contact who has a particular expertise that could help you with your projects? Then look for specific events where you could meet these network partners.
Good and reliable relationships only develop when everyone puts something into the equation. Networking takes time and you should be prepared to invest this time. Networking only works in the long term if both sides benefit from the relationship. If you provide help in one place, you will also benefit from this "investment" at some point in the future.
The best networks are often those that have been built over time. By investing in relationships and not just seeking short-term benefits, you can build long-term and valuable connections.
Communication is the central building block from which a network can emerge. But what constitutes good communication in this context? An important skill is active listening, with which you signal interest and show appreciation to the other person. Avoid long monologues and concentrate on the essentials.
There are various ways to make personal contact - both in the analog and digital space. Petty phrases or asking about the weather outside are a deterrent. Instead, look for things you have in common and quickly find a way to start a conversation.
#1: Get out of your office
Even though digital networking is much easier and saves a lot of time, intensive relationships with network partners can only be established through personal interaction. Therefore, regularly take part in industry meetings, visit trade fairs and maintain a direct exchange.
# 2: Focus on quality rather than quantity
It is not important to make 5 new contacts every day. The more contacts you have, the harder it will be for you to maintain them. It is therefore better to focus on fewer and more intensive contacts than on too many network partners, where you quickly lose sight of the individual.
# 3: Don't let good contacts get rusty
Take the time for a regular exchange. Once contacts have become rusty, it is difficult to revive them.
# 4: Check the network regularly
In most networks, there are also so-called burrs who only benefit from the contacts without giving anything themselves. There are always times when one person gives more than the other - but this should not be a permanent situation.
# 5: Follow up on contacts
If you make a new contact at a trade fair, for example, don't rest on the fact that you were able to get hold of the business card. You should definitely follow up on every contact and also network digitally after meeting them in person - for example via LinkedIn.
# 6: Stay in the conversation
Digital networking gives you the opportunity to stay present by writing regular posts. Perhaps there is a new trend in your industry or you want to spread information in some other way. You can reach several people from your network at once via the platforms.
# 7: Offer yourself as a speaker
At many events, experts are needed who would like to share their knowledge with the participants. This gives you a corresponding reach and afterwards it is usually the audience who want to network with you.
Mutual exchange in a network is so important in order to broaden your own horizons, stay up to date and think outside the box. The value of a good business relationship can hardly be overestimated. In addition to the subliminal benefits, you can also derive very concrete benefits from your network and find new project partners or customers.
Building a stable network is an investment. You should put something in first so that you can take something out again later. This requires years of development work, time for maintaining contacts and also taking advantage of opportunities to make new contacts. In the end, the network can be valuable for your personal development.