The Networking Game by Octavio Pitaluga, MBA
The Networking Game by Octavio Pitaluga' MBA
Every January, I celebrate my anniversary concerning online networking activities since I was invited to join LinkedIn first and joined Ecademy soon afterwards. As a result, I have been keeping a leading position in Brazil concerning all my preferred international platforms: LinkedIn, Ecademy, openBC and more recently successBC. My conclusion is very simple and straightforward: there is a networking game and that the great majority of professionals do not know that (a) there's such a game, (b) its rules and procedures and (c) how to play it effectively. This article complements some ideas expressed before and is the starting point of my homonymous book. (Publishers, watch out !)
Let me start by quickly proving my point showing some figures found on LinkedIn, the most populated among all my preferable platforms:
A) Worldwide: Top networkers (number of connections = number of persons)
10,001+ = 18
5,001-10,000 = 26
1,500-5,000 = 270
1.160-1,500 = 170
Total: 500 out of 4.6 Mio
B) Brazil: Top networkers: (number of connections = number of persons)
10,001+ = 1
5,001-10,000 = 2
1,500-5,000 = 7
1,000-1,500 = 10
Total: 20 out of 117,000
My status
Using online networking tools, I have been experiencing a good number of new contacts given that I connect with basically the same people in all of them. A great majority of my today's business (70-80%) was initially discovered in these platforms. In addition, I went to Europe in Sep/Oct 2005 and met many of those people in person just to make sure that they are exactly who I thought they were during our Skype calls. Many of them became good friends and business partners.
However, there was also another number of people who I truly helped, put time and energy on it, believed in what they said and even met some of them in person. They pretended to be nice just for the time I was helping them. When I asked for compensation, they turned their backs and went away. This fact also happened with old friends (10-20 years+) when I returned to Brazil in a very bad economic period after 3.5 years in Europe.
Networking is really about oneself and one's own values, moral principles, ethics and nature. It is not that related to number of contacts, education, years of experience, personal encounters, previous working experience, etc... If one is really reliable, one will act correctly online and offline, in Brazil or anywhere in the world. Then question is how do you know who is good or bad for you? Well, whenever I interact with somebody, I use my own checking list based on 5 basic points:
1.Identification: looking at my key words and profile, what do we have in common?
2.Complementarities: how can our skills, knowledge and experiences complement each other?
3.Synergies: how can we sum up our skills, knowledge and experiences so that 1+1 = 3?
4.Leverage: how can we accelerate our growth and wealth exponentially by working together at a minimum effort?
5.Resonance: how much do our values, principles; beliefs, passions, purposes, energy resonate at the same frequency?
All these points are important but the major one is resonance. Resonance is music, love, passion, own mission and purpose in life. Have you ever felt that you do not like someone but you do not know why? That's bad resonance. Sometimes, you feel that the music is ok but after a while something changes and you stop resonating. And that happened with some people who caused me a terrible experience, people I worked with and helped a lot. No hard feelings but I just know that it was time to move on with a clean and light heart. And forget about everything else.
My approach
In these online platforms, I disclose my e-mail and give the benefit of the doubt to everybody who invites me to connect. From my end, I invite people based on 4 major criterions: (a) have met in person, (b) friends of friends (very important), (c) MBA alumni and (d) very interesting profiles who are in line with my professional interests. I address everybody in a very courteous and polite manner. I even include a nice slide show audio and reveal my Skype id to those who are willing to see and contact the me before accepting my invitation. I have nothing to hide and am not afraid of anyone in this kind of environment.
Answers
Normally, I receive 9 basic types of answers:
1. Simple accept - 78%
2. Accept with "thank you" note - 10%
3. Accept and ask me to represent them in Brazil - 3%
4. Accept and send a CV - 2% (please do not do it as I am not a head-hunter)
5. Simple refusal - 7%
6. Refusal with unpolite message - 2%
7. Refusal with a polite explanation - 1%
8. No short term decision but asking for a reason politely - 1%
9. No short term decision but asking for a reason aggressively - 1%
It's amazingly interesting to see different reactions before the same situation. Another remarkable point is that about 30-40% of invitees do not care to answer invitations. Not even when they are asked for a 2nd time. Either they put the invitation in a "decide later" list, simply delete it or forget it. I have no idea on what happens. However, these findings support my pool results.
Given all these scenarios, I can state firmly that we are in the infancy of the online networking game. Even though many people accept my invitations, the great majority (80%) hasn't even seen it as a game. They do not understand that there's something going on. For good, I strongly hope. People do not clearly see why they should network both online and offline intensively and extensively reaching anywhere in the world.
My reading
When somebody is refusing my invitation by saying "I do not know you" or "what is in it for me" or "I only connect with people in my region", I simply see that this person do not understand the Four Basic Principles of Networking Game listed below.
Somebody will argue that "one cannot refer to a stranger". Yes, it's a good point. However, how many times you trusted in a referral that ended up into a big disaster? I have a sizeable number of stories myself. Referrals from very distinguished people who work for reputed organizations. I lowered my guard; neglect my check-in-list and ... loss. So, from now on, I will consider referrals during my own checking but what I really want to see is PERFORMANCE. It does not necessarily mean something outstanding. I evaluate quickly if I am before a "talk the walk" fellow or a "walk the talk" one. It's as simple as that. Basic start is to do exactly what was agreed upon timely. Otherwise, communication quality is key to show who serious that person is. And there we go... gaining more and more experiences until I really TRUST that person.
Besides, all these online connections are very weak per se. Anyone can easily disconnect at any time both virtually and in the real life. I have done it many times and may continue doing it. But how can I know that this will happen? Resonance is the answer again. I understand that systems are open to be continuously refreshed and that people come and go following their own sounds and guiding stars. I just really hope to serve the great majority of good ones and keep them my life forever.
Why do I network so much? Why is that so important to me?
Thanks to business communities with extremely valuable forums full of wise and generous people, I discovered that I am a Creator with strong Star and Mechanic, which explains why I have so many ideas and strongly need to create my own products/services (Creator), take my own challenges and promote my uniqueness (Star) and have strong preference for technology/value added tools, methodologies, processes and their related applications and benefits (Mechanic).
Misguided by my own communication skills and persuasiveness, I have been wrongly performing as dealmaker. I do not enjoy sales process that much. I want to be totally free to create and deliver my creation rather than sell it. So, despite my large network, please do not ask me to represent anybody. Conversely, I am looking for those who would be willing to represent me. Actually, my preferable partner is someone who complements me. My products and services should fit smoothly into their portfolio and vice-versa. I do want to establish an egalitarian and mutually beneficial relationship.
I am currently building several golden teams in order to move forward with a couple of business ideas. As a result of this approach, 70-80% of my existing business partners and clients were first met online, then we moved to a Skype call once we saw some win-wins. My most valuable business partners are working very hard in order to make some of our dreams come true very soon.
Business Networkh Management Workshops
Given all above and based on past experiences and background, I revised my own value proposition while growing my network randomly inside online networking platforms. I am very glad that there's such huge opportunity/demand to train and coach professionals about the networking game. As a result of extremely valuable feedback from my networks, I created two-day Business Networks Management workshop to the vast majority of executives and entrepreneurs who still have some doubts about managing their networks efficiently in order to reach their goals. We will specially discuss the increasing importance of CNO - Chief Networking Officer role in all sort of organizations, including online networking platforms. Coaching sessions can polish the overwhelming amount of knowledge and ideas that will be generated in these workshops. Let me give you a brief flavor of what is all about by telling my Four Basic Principles of Networking Game
1.Balanced and Win-win partnership:
One must be concerned in proving wins to the partner. When only one side is winning much more than the other, only 2 options: (a) balance will be reached amicably soon or (b) relationship will be broken. One must serve the network before being served by it.
2.Global random connections: Ten very good reasons to expand your network randomly
Looking for new job: we never know when we will need quick help to find another position. An in many occasions, this help will come from the least expected person
Expanding business geographically: hopefully, one will need reliable and competent people to support his/her growth
Building teams: where can I find these guys? Who are they?
Look for new ventures, biz partners, investors: who are the most suitable guys for my business?
One route = no route: in many cases, if one have only a route to reach the person one wants, one may have no route at all if those in between decide to act as gatekeepers. The same is true for someone willing to bring good opportunities
Relocation: People are tending to relocate more and more. It's better to know a couple of acquaintances in the neighborhood to guide us around. Mainly, if you want to live abroad
Unhappy careers/relations: there are times in which we need a new and different move in our life in general. Who will support and encourages us to towards a better future? We can find emotional wealth inside your network
FOAF: remember, the direct connection is as important as the connection with friends of a friend
Next generations: what about leaving a nice electronic Rolodex to your kids? If they start talking to your friends and to the kids of your friends, they can be in business much quicker and for longer period, hopefully
New friends: perhaps one can enjoy meeting like-minded people everywhere. Online tools are a good way to start
3.Networking Formula: My Network X ONE's Network
My relationship with one else is not restricted to one and I but it is much wider than this. It encompasses My network versus One's network. This "versus" means the quality, tenure, reliability and reputation that are built over several EXPERIENCES (another key word) between one and I.
Depending on mutual interests and needs, I can face several experiences with a newcomer and speed up my relationship with this person provided we can define a win-win mode very quickly. The more positive outcomes we both experience, the stronger our connection ("versus") will become. Considering our connectivity strengthens, I can work as a gatekeeper or as a business accelerator for that person inside my network. And vice-versa. That's why it's so important to see the network behind every single contact.
4.Wealth Formula: Value X Leverage (as per my own interpretation)
Value is basically expressed for one's value proposition in general (passion, vision, product/service, delivery, trust, confidence, time, respect etc...). The more sophisticated, the more appealing and seductive the value proposition is, the better for all involved stakeholders.
Leverage is found in teams, networking, franchising, mobility, technology and global approach to name a few. It's applicable to any corporation with global presence to individuals (Stars) of sports, movies, music, media etc...
Provided one refines the value proposition that is a widely appreciated by the crowd, then, one can really enrich more and more as one keeps improving and up-grading that same value proposition whilst expanding the network by all possible means.
VIP Networking
In addition, in order to increase offline presence, I have also created VIP Networking services. It is offered to the corporate market, to ex-patriates, to associations in general and to groups consisting of business professionals. We also facilitate the optional participation of spouses with partner programs. Our events vary from formal business meetings with presentations and a networking cocktail party to more relaxing activities with workshops and outdoor trainings. Of course a combination of both scenarios is possible as well. We believe that these activities are of fundamental importance to foreign companies that are interested in knowing more about Brazilian business culture. On the other hand, we are looking for business partners worldwide who could provide the same assistance to Brazilian business people who are willing to expand their operations abroad. I sincerely hope that this new approach will allow me to better serve my own networks.
I sincerely hope that you have enjoyed this article as much as I enjoyed writting it. Looking forward to learn from your positive and constructive feed-back.
Best regards,
Octavio Pitaluga
CNO - Chief Networking Officer, International Business and Networks Coach, Trainer and Public Speaker
Every January, I celebrate my anniversary concerning online networking activities since I was invited to join LinkedIn first and joined Ecademy soon afterwards. As a result, I have been keeping a leading position in Brazil concerning all my preferred international platforms: LinkedIn, Ecademy, openBC and more recently successBC. My conclusion is very simple and straightforward: there is a networking game and that the great majority of professionals do not know that (a) there's such a game, (b) its rules and procedures and (c) how to play it effectively. This article complements some ideas expressed before and is the starting point of my homonymous book. (Publishers, watch out !)
Let me start by quickly proving my point showing some figures found on LinkedIn, the most populated among all my preferable platforms:
A) Worldwide: Top networkers (number of connections = number of persons)
10,001+ = 18
5,001-10,000 = 26
1,500-5,000 = 270
1.160-1,500 = 170
Total: 500 out of 4.6 Mio
B) Brazil: Top networkers: (number of connections = number of persons)
10,001+ = 1
5,001-10,000 = 2
1,500-5,000 = 7
1,000-1,500 = 10
Total: 20 out of 117,000
My status
Using online networking tools, I have been experiencing a good number of new contacts given that I connect with basically the same people in all of them. A great majority of my today's business (70-80%) was initially discovered in these platforms. In addition, I went to Europe in Sep/Oct 2005 and met many of those people in person just to make sure that they are exactly who I thought they were during our Skype calls. Many of them became good friends and business partners.
However, there was also another number of people who I truly helped, put time and energy on it, believed in what they said and even met some of them in person. They pretended to be nice just for the time I was helping them. When I asked for compensation, they turned their backs and went away. This fact also happened with old friends (10-20 years+) when I returned to Brazil in a very bad economic period after 3.5 years in Europe.
Networking is really about oneself and one's own values, moral principles, ethics and nature. It is not that related to number of contacts, education, years of experience, personal encounters, previous working experience, etc... If one is really reliable, one will act correctly online and offline, in Brazil or anywhere in the world. Then question is how do you know who is good or bad for you? Well, whenever I interact with somebody, I use my own checking list based on 5 basic points:
1.Identification: looking at my key words and profile, what do we have in common?
2.Complementarities: how can our skills, knowledge and experiences complement each other?
3.Synergies: how can we sum up our skills, knowledge and experiences so that 1+1 = 3?
4.Leverage: how can we accelerate our growth and wealth exponentially by working together at a minimum effort?
5.Resonance: how much do our values, principles; beliefs, passions, purposes, energy resonate at the same frequency?
All these points are important but the major one is resonance. Resonance is music, love, passion, own mission and purpose in life. Have you ever felt that you do not like someone but you do not know why? That's bad resonance. Sometimes, you feel that the music is ok but after a while something changes and you stop resonating. And that happened with some people who caused me a terrible experience, people I worked with and helped a lot. No hard feelings but I just know that it was time to move on with a clean and light heart. And forget about everything else.
My approach
In these online platforms, I disclose my e-mail and give the benefit of the doubt to everybody who invites me to connect. From my end, I invite people based on 4 major criterions: (a) have met in person, (b) friends of friends (very important), (c) MBA alumni and (d) very interesting profiles who are in line with my professional interests. I address everybody in a very courteous and polite manner. I even include a nice slide show audio and reveal my Skype id to those who are willing to see and contact the me before accepting my invitation. I have nothing to hide and am not afraid of anyone in this kind of environment.
Answers
Normally, I receive 9 basic types of answers:
1. Simple accept - 78%
2. Accept with "thank you" note - 10%
3. Accept and ask me to represent them in Brazil - 3%
4. Accept and send a CV - 2% (please do not do it as I am not a head-hunter)
5. Simple refusal - 7%
6. Refusal with unpolite message - 2%
7. Refusal with a polite explanation - 1%
8. No short term decision but asking for a reason politely - 1%
9. No short term decision but asking for a reason aggressively - 1%
It's amazingly interesting to see different reactions before the same situation. Another remarkable point is that about 30-40% of invitees do not care to answer invitations. Not even when they are asked for a 2nd time. Either they put the invitation in a "decide later" list, simply delete it or forget it. I have no idea on what happens. However, these findings support my pool results.
Given all these scenarios, I can state firmly that we are in the infancy of the online networking game. Even though many people accept my invitations, the great majority (80%) hasn't even seen it as a game. They do not understand that there's something going on. For good, I strongly hope. People do not clearly see why they should network both online and offline intensively and extensively reaching anywhere in the world.
My reading
When somebody is refusing my invitation by saying "I do not know you" or "what is in it for me" or "I only connect with people in my region", I simply see that this person do not understand the Four Basic Principles of Networking Game listed below.
Somebody will argue that "one cannot refer to a stranger". Yes, it's a good point. However, how many times you trusted in a referral that ended up into a big disaster? I have a sizeable number of stories myself. Referrals from very distinguished people who work for reputed organizations. I lowered my guard; neglect my check-in-list and ... loss. So, from now on, I will consider referrals during my own checking but what I really want to see is PERFORMANCE. It does not necessarily mean something outstanding. I evaluate quickly if I am before a "talk the walk" fellow or a "walk the talk" one. It's as simple as that. Basic start is to do exactly what was agreed upon timely. Otherwise, communication quality is key to show who serious that person is. And there we go... gaining more and more experiences until I really TRUST that person.
Besides, all these online connections are very weak per se. Anyone can easily disconnect at any time both virtually and in the real life. I have done it many times and may continue doing it. But how can I know that this will happen? Resonance is the answer again. I understand that systems are open to be continuously refreshed and that people come and go following their own sounds and guiding stars. I just really hope to serve the great majority of good ones and keep them my life forever.
Why do I network so much? Why is that so important to me?
Thanks to business communities with extremely valuable forums full of wise and generous people, I discovered that I am a Creator with strong Star and Mechanic, which explains why I have so many ideas and strongly need to create my own products/services (Creator), take my own challenges and promote my uniqueness (Star) and have strong preference for technology/value added tools, methodologies, processes and their related applications and benefits (Mechanic).
Misguided by my own communication skills and persuasiveness, I have been wrongly performing as dealmaker. I do not enjoy sales process that much. I want to be totally free to create and deliver my creation rather than sell it. So, despite my large network, please do not ask me to represent anybody. Conversely, I am looking for those who would be willing to represent me. Actually, my preferable partner is someone who complements me. My products and services should fit smoothly into their portfolio and vice-versa. I do want to establish an egalitarian and mutually beneficial relationship.
I am currently building several golden teams in order to move forward with a couple of business ideas. As a result of this approach, 70-80% of my existing business partners and clients were first met online, then we moved to a Skype call once we saw some win-wins. My most valuable business partners are working very hard in order to make some of our dreams come true very soon.
Business Networkh Management Workshops
Given all above and based on past experiences and background, I revised my own value proposition while growing my network randomly inside online networking platforms. I am very glad that there's such huge opportunity/demand to train and coach professionals about the networking game. As a result of extremely valuable feedback from my networks, I created two-day Business Networks Management workshop to the vast majority of executives and entrepreneurs who still have some doubts about managing their networks efficiently in order to reach their goals. We will specially discuss the increasing importance of CNO - Chief Networking Officer role in all sort of organizations, including online networking platforms. Coaching sessions can polish the overwhelming amount of knowledge and ideas that will be generated in these workshops. Let me give you a brief flavor of what is all about by telling my Four Basic Principles of Networking Game
1.Balanced and Win-win partnership:
One must be concerned in proving wins to the partner. When only one side is winning much more than the other, only 2 options: (a) balance will be reached amicably soon or (b) relationship will be broken. One must serve the network before being served by it.
2.Global random connections: Ten very good reasons to expand your network randomly
Looking for new job: we never know when we will need quick help to find another position. An in many occasions, this help will come from the least expected person
Expanding business geographically: hopefully, one will need reliable and competent people to support his/her growth
Building teams: where can I find these guys? Who are they?
Look for new ventures, biz partners, investors: who are the most suitable guys for my business?
One route = no route: in many cases, if one have only a route to reach the person one wants, one may have no route at all if those in between decide to act as gatekeepers. The same is true for someone willing to bring good opportunities
Relocation: People are tending to relocate more and more. It's better to know a couple of acquaintances in the neighborhood to guide us around. Mainly, if you want to live abroad
Unhappy careers/relations: there are times in which we need a new and different move in our life in general. Who will support and encourages us to towards a better future? We can find emotional wealth inside your network
FOAF: remember, the direct connection is as important as the connection with friends of a friend
Next generations: what about leaving a nice electronic Rolodex to your kids? If they start talking to your friends and to the kids of your friends, they can be in business much quicker and for longer period, hopefully
New friends: perhaps one can enjoy meeting like-minded people everywhere. Online tools are a good way to start
3.Networking Formula: My Network X ONE's Network
My relationship with one else is not restricted to one and I but it is much wider than this. It encompasses My network versus One's network. This "versus" means the quality, tenure, reliability and reputation that are built over several EXPERIENCES (another key word) between one and I.
Depending on mutual interests and needs, I can face several experiences with a newcomer and speed up my relationship with this person provided we can define a win-win mode very quickly. The more positive outcomes we both experience, the stronger our connection ("versus") will become. Considering our connectivity strengthens, I can work as a gatekeeper or as a business accelerator for that person inside my network. And vice-versa. That's why it's so important to see the network behind every single contact.
4.Wealth Formula: Value X Leverage (as per my own interpretation)
Value is basically expressed for one's value proposition in general (passion, vision, product/service, delivery, trust, confidence, time, respect etc...). The more sophisticated, the more appealing and seductive the value proposition is, the better for all involved stakeholders.
Leverage is found in teams, networking, franchising, mobility, technology and global approach to name a few. It's applicable to any corporation with global presence to individuals (Stars) of sports, movies, music, media etc...
Provided one refines the value proposition that is a widely appreciated by the crowd, then, one can really enrich more and more as one keeps improving and up-grading that same value proposition whilst expanding the network by all possible means.
VIP Networking
In addition, in order to increase offline presence, I have also created VIP Networking services. It is offered to the corporate market, to ex-patriates, to associations in general and to groups consisting of business professionals. We also facilitate the optional participation of spouses with partner programs. Our events vary from formal business meetings with presentations and a networking cocktail party to more relaxing activities with workshops and outdoor trainings. Of course a combination of both scenarios is possible as well. We believe that these activities are of fundamental importance to foreign companies that are interested in knowing more about Brazilian business culture. On the other hand, we are looking for business partners worldwide who could provide the same assistance to Brazilian business people who are willing to expand their operations abroad. I sincerely hope that this new approach will allow me to better serve my own networks.
I sincerely hope that you have enjoyed this article as much as I enjoyed writting it. Looking forward to learn from your positive and constructive feed-back.
Best regards,
Octavio Pitaluga
CNO - Chief Networking Officer, International Business and Networks Coach, Trainer and Public Speaker
posted by Tats at 8:40 AM
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