Networking for fun, power and profit

WITH style, finesse and unparalleled ambition, Sisters are revolutionizing the world of networking, combining "people skills" with an admirable work performance to move from where they are to where they want to be.

The ability to connect with others, particularly in the corporate world, is essential, observers say, to move to the next level up the corporate ladder. To receive the full benefits of networking, Sisters must go beyond the initial act of passing out business cards. As an African-American professional, you must be open to interacting with different people, from different backgrounds, in different venues.

To start, create your own personal network by identifying people who can assist you in achieving your goals. Then, determine what resources these contacts can provide, and be willing to give them as much as you're hoping to receive. In his book, Success Runs in Our Race, entrepreneur George Fraser defines networking as identification and the building of relationships for the purpose of sharing information, opportunities and resources. "First, you have to identify the human and material resources you need to succeed, then you have to build relationships," says Fraser. "Once you've built the relationship, you lay the foundation to collaborate on ideas, information and opportunities."

Effective networking is not limited to one form or method, but can be used in a variety of settings. Afterwork functions, business conferences, seminars, conventions, retreats and sporting events are excellent venues to meet with colleagues, exchange ideas, share resources and information.

Cheryl D. Broussard, author of Sister CEO, suggests several networking ideas for Sisters. They include conducting a seminar in your area of expertise, volunteering at a conference or event, serving as a vendor at a conference, attending major functions and following-up on all contacts. "The follow-up is the most overlooked part of networking," says Broussard. "Don't allow those business cards to just gather dust inside your desk drawer. Use them!"

Even with the benefits associated, networking can take you just so far. First and foremost, your work performance must meet, or better still, exceed expectations. If you want to be recognized, you must go beyond the standards set by your job description. Sisters who succeed are those who work harder, work longer and continually strive for ways to improve the quality of their work. Study the most current books, take training courses and attend seminars and conferences to stay abreast of the newest technologies and most recent trends in your field.

Corporate executives say if you are to position yourself as an asset to your company, there are some important, effective steps you should take. They suggest that you initiate ideas that result in cost-effective changes, create proposals that indicate your interest in the company's vision, speak up during meetings, complete a task or assignment before your manager requests that you do so, and help co-workers who are in need of assistance. Talk with your manager about how you can improve your performance and how you can align your skills with the company's mission. Be open to feedback and utilize criticism to show your potential for growth.

Broussard, who continues to benefit from her extensive networking skills, suggest that exceptional performance begins with a written list of attainable goals that must be specific, realistic, achievable, measurable, purposeful and worthy of sacrifice. "The clearer your goals are, the harder your mind will work on reaching them," she says.

Fraser, who is also a motivational speaker, agrees. "Relationships are the common denominator. There is no success you can attain, sustain or maintain on your own, in a vacuum," he says. "A person's ability to climb the corporate ladder will be directly related to his skill and ability to work with and through other people."

For example, the ability to successfully network has helped increase business for Stephanie L. Hammonds. To achieve her goal of starting her own law firm, she mingled with the right people, put in long hours, late nights and handled a heavy caseload as a new attorney. Now, eight years later, she is president of the law offices of Stephanie L. Hammonds in Detroit, and she uses her prior experience to maintain her current performance goals. "The two things I focus on for peak performance are listening and adding value," she says.

Networking has been an integral part of Isisara Bey's career, helping her to move ahead in her field. She quickly moved up the corporate ladder (from senior director of corporate affairs to vice president of corporate affairs for Sony Music Entertainment) by bringing something new to the corporate table--an appreciation for the arts. She carried her cultural vision to last year's joint retreat that included the Congressional Black Caucus, the Hispanic Caucus and the Asia Pacific Caucus, introducing a cultural platform of music, art and poetry and creating a job for herself that didn't exist. "This was the first joint retreat for these Congress members, and their emphasis was on the policy issues that they needed to discuss," says Bey. "But I felt that the purpose of this first multicultural, cross-cultural meeting would be better served by the art that was there. They had a position, but I brought some other things to it."