By Dena Harris

Too many people treat networking as a competition to see who can collect the most business cards or build the biggest Rolodex. But what are they getting for their efforts? Chances are the hundreds of “contacts” they’ve got sitting on the corner of their desk are dead weight—people unwilling or unable to help them further their career.

Networking with integrity changes the dynamics of the exchange. It revolves around building relationships and understanding—before you even enter the room—what you want from people and what you have to offer in return.

How does one network with integrity? Follow the tips below for starting, and staying, on a path that values people over positions.

• Develop Quality Over Quantity – All contacts are not created equal. Seek out those individuals you see as being able to add value to your career, now or in the future. The first step in developing quality contacts is to know your own career goals. For example, suppose you wish to transition from Accounting to HR. Instead of trying to befriend the entire HR department, find one or two people in the HR field (maybe outside your company) you feel comfortable asking questions of. The concentrated input of a select few who know you is worth more than the surface level opinions of a large group of people. Approximately 80% of your best leads will come from only 20% of your contacts. Knowing what you want will help you find your best contacts.
  
  
• Make Networking Reciprocal – The best networkers make others aware of the skills and connections they have to offer and then go out of their way to help others, even with no guaranteed return. If you’re able to arrange an interview, set up a mentoring relationship, or even just clip articles of interest to send out (with a note attached reading, “Thought you’d enjoy this.”), you’re demonstrating an interest in the success of others. People respect—and are more likely to help—individuals who have assisted them along the way. When people at the top thank those you helped put them there, they’re referring to their network. Building your own network isn’t enough—make sure you’re a contributing member to various leaders networks as well.
  

• Treat Business Cards With Respect – The exchange of cards has its place. Namely, after a conversation has taken place and a rudimentary relationship has been established. If you’re unable to jot down two to three points for follow-up on the back of a business card about the conversation you just had, there was probably no need to exchange cards in the first place.
  

• Follow-Up – Don’t let a card or phone number just sit there. Contact the person to thank them for their time and follow-up on any items established in your initial conversation. The trick with follow-up is to spread it out. You want to stay in touch enough for someone to remember who you are, but not so frequently the person starts investigating local stalking laws. Organize your contacts so you’re in touch with everyone in your network at least once a quarter.
  

• Be A Role Model for Networking – Networking is too often considered synonymous with “schmoozing.” Be an example to others in your company on the proper way to network. Listen to others. Respect their time and skills. Offer your skills and expertise. Make appropriate referrals. Initiate conversations. And allocate some time each day to keeping your network active and updated.

Building a working network is an on-going process. It takes time to connect with people and effort to stay involved. But successful individuals inevitably attribute large portions of their success to the many people who helped them along the way—their network.

Dena Harris is a writer and public speaker who wants to network with you. For more information on Dena, visit www.denaharris.com.