“Build Real Professional Relationships, Not Contacts, for Success in Professional Networking”

By Dr. Douglas Adjepong
Graduate Turns Professional Academy (GTPA)

Date: Sunday, 6th October 2024

In today’s fast-paced and increasingly connected world, networking has become one of the most essential tools for career success. However, there is a crucial distinction between simply amassing contacts and building real, meaningful professional relationships.

Networking should not be seen as a numbers game but as an opportunity to foster long-lasting connections that provide mutual value.

By focusing on quality over quantity, professionals can unlock greater opportunities for career advancement, growth, and collaboration.

The Difference Between Contacts and Relationships

Many people fall into the trap of believing that professional networking is all about accumulating a long list of business cards or LinkedIn connections.

While having a wide range of contacts is important, what matters more is the depth of those connections.

A contact is simply someone you know in a professional setting, but a professional relationship involves trust, mutual respect, and ongoing communication.

When you focus on building relationships, you go beyond surface-level interactions. You show genuine interest in the other person’s work, goals, and challenges, and you work toward helping them in meaningful ways. In return, these individuals are more likely to reciprocate when opportunities arise, leading to a more sustainable and fulfilling professional network.

Why Real Relationships Matter

1. Trust and Loyalty: In business and professional settings, trust is a valuable currency. When you build relationships based on trust, people are more likely to recommend you for opportunities or collaborate with you on important projects. In contrast, contacts that are merely transactional often dissipate when there is no longer an immediate benefit.

2. Long-Term Growth: Networking is not just about immediate gains; it’s about long-term career growth. The relationships you nurture today can become partnerships, mentorships, or collaborations years down the line. For example, a university acquaintance may not be relevant to your immediate career path, but as both of you grow professionally, there could be opportunities for meaningful collaboration in the future.

3. Mutual Support: Professional relationships thrive on mutual support. Offering help without expecting anything in return fosters goodwill, and this often leads to stronger partnerships. For instance, by assisting a colleague with a project or sharing useful industry insights, you demonstrate that you are a valuable resource. These small gestures can pave the way for future opportunities.

Practical Examples of Building Real Relationships

1. Attending Industry Events with Purpose: It’s easy to attend a conference or seminar, exchange business cards, and leave without forming any real connections. Instead of trying to meet everyone, focus on a few individuals you genuinely connect with. Take the time to learn about their professional interests and discuss how you can support each other’s goals. Follow up after the event with a personalized message or invite them to a coffee meeting to continue the conversation.
Example: At a marketing conference, instead of trying to meet all the keynote speakers, John, a marketing analyst, focused on a conversation with a senior digital strategist. After learning about the strategist’s challenges in growing a brand in emerging markets, John shared his research insights and followed up with additional resources. This interaction led to a collaboration on a research project months later.

2. Offering Value First: One of the most effective ways to build real relationships is to offer value without expecting anything in return. Whether it’s providing advice, introducing someone to a key contact, or offering support on a project, showing that you are invested in the other person’s success builds trust and respect.
Example: Sarah, a young entrepreneur, was introduced to a potential investor at a startup event. Instead of pitching her idea immediately, she spent time learning about the investor’s previous ventures and shared an article that addressed some challenges he faced in a past project. A few months later, the investor reached out to Sarah for a formal meeting about her business.

3. Consistent and Meaningful Follow-Up: Building relationships doesn’t end after the first meeting. Consistent, thoughtful follow-up is key to maintaining connections. Checking in occasionally, sharing valuable resources, or acknowledging milestones (like promotions or new projects) keeps the relationship alive and growing.
Example: After meeting a product designer at a networking event, Emma, a software developer, sent an email congratulating him on a recent award. She also shared a new tech tool she thought could benefit his design process. A year later, the product designer recommended Emma for a project at a major tech company.

How to Shift Your Networking Mindset

Building genuine relationships requires a shift in mindset from viewing networking as a transactional activity to one centered around collaboration and long-term growth. Here are some strategies to help you make that shift:

1. Be Authentic: Approach networking with authenticity. Instead of trying to impress or sell yourself, focus on being genuine and sincere in your interactions. People can tell when you’re being authentic, and they’re more likely to connect with you on a deeper level.

2. Listen More than You Speak: Many people go into networking situations focused on what they can say to make an impression. However, listening is a far more powerful tool. When you listen carefully, you learn about the other person’s needs and interests, which helps you identify ways to offer value.

3. Invest Time in Building Relationships: Strong relationships take time to develop. Don’t rush the process. Be patient and consistent in your efforts to nurture connections. Regular communication, even if it’s just a short email or check-in, goes a long way toward maintaining relationships over time.

Conclusion

Success in professional networking is not about the number of contacts you collect; it’s about the quality of the relationships you build. By focusing on developing genuine, mutually beneficial relationships based on trust, support, and authenticity, you set yourself up for long-term career success. Investing in these relationships will not only open doors to new opportunities but also create a professional network that grows with you throughout your career.

As you continue to develop your professional network, remember to prioritize the people, not the numbers. In doing so, you’ll find that your network becomes a valuable asset that supports your professional goals and fosters your personal growth.

References

• Ferris, T. (2017). Tools of Titans: The Tactics, Routines, and Habits of Billionaires, Icons, and World-Class Performers. Houghton Mifflin Harcourt.
• Misner, I. (2018). Networking Like a Pro: Turning Contacts into Connections. Entrepreneur Press.
• Uzzi, B., & Dunlap, S. (2005). “How to Build Your Network.” Harvard Business Review.
• Burg, B., & Mann, J. (2005). The Go-Giver: A Little Story About a Powerful Business Idea. Portfoli