Networking is "sowing small seeds, without knowing when the harvest will come".

Published by Léa Lucas on 22/10/2024 in Courrier Cadres

Everyone may need to call on their professional network in the course of their career: to find a solution to a problem, to obtain a contact, to seize a job opportunity... Three business leaders share their advice on how to network smoothly and reap the rewards.

Alain Marty, chairman of the Networking premium group

"Networking is very important, especially when you consider that after the age of 40, 80% of jobs are filled through contacts or recommendations. Right from the start of your career, you need to look after your reputation and avoid certain mistakes. It is wise to be present (but not too much) at various events, and to keep in touch with your contacts, even when they are not of immediate interest. Don't think in the short term. This is the principle of the helping hand. People who are grateful for the help they received when they were vulnerable are more likely to give it back later. You have to know how to give and receive, not just take. When you're interacting, you have to be concise and convincing in a few minutes. You have to keep to a professional code of conduct and stick to it."

Olivier Pantel, CEO of Training Series

"I started investing time and energy in building my professional network late. It's never too late, in fact, but it's better to start early. The people you meet always end up giving you a helping hand: for advice, a contact, a job opportunity. The address book can provide answers to all situations, including problematic ones. The key is not to be shy, to remain yourself, to take an interest in the person and their interests, before introducing yourself and talking about yourself. Ideally, you should identify the real decision-makers in the hierarchy, as not everyone is in a position to give a favourable or unfavourable response. It's better to meet in real life before connecting on LinkedIn. However, this second virtual stage should not be neglected. It allows you to keep in touch with your network from afar. It's a long-term process. Networking is like sowing small seeds without knowing when the harvest will come. It doesn't come on its own, you have to go out and find it and nurture it. Joining structured networks like the NPG speeds up meetings and discussions about professional projects. It helps to remove a lot of the obstacles, because everyone is there for the same reason."

Hassan*, CEO aged 51

"The network is invaluable at certain points in your professional life. It allows you to find or change an opportunity, bypassing headhunters or job boards. It is essential to leave a company on good terms, and then to maintain close, non-calculating relations with your former managers and colleagues. This can mean checking in from time to time (to wish someone a birthday, celebrate a wedding, etc.). It's a military exercise that requires us to be well organised so that we don't call on our contacts only when we need them. Moreover, it's better not to contact someone directly to ask for a job, but rather to ask for their expertise and advice. The person will feel valued and will be more receptive. This helps to build a relationship of trust over the long term. When the time is right, particularly during a confidential job hunt, contacts can help you to be identified by certain decision-makers and/or to obtain information that will make all the difference. LinkedIn is also an effective channel for finding out more about the person you're talking to, and for keeping in touch easily from a distance, but sincere exchanges in real life are always preferred."

*The first name has been changed to protect the anonymity of the witness.