Over the years I have trained many managers on a piece of software we developed called the TalentPipeline. We developed this software specifically as a recruiting tool for managers to diligently and thoughtfully keep track of their recruiting efforts and their recruiting network.
Shorty after introducing the software, I saw a pattern develop quickly among the majority of early adopters. Most managers seemed to have an insatiable desire to dump a VERY large database of
agent contact information into their TalentPipeline, even though I had advised against
that and advocated for a smaller more manageable pipeline.
Steve Tobak, a management consultant, discusses the benefits to a quality versus quantity network in the excerpted article below.
“Success in business is all about relationships. Your network is your most important asset. Treat it that way…
Business life has always been about connections. Business leaders spend decades building and cultivating those relationships. They cherish their networks because they know it's their most valuable asset.
If your networking strategy is simply to grow it, then you're likely doing more harm than good. Contrary to popular wisdom, bigger networks are not necessarily better networks.”
Steve provided a list of ways to build and maintain a network of strong, quality relationships. The following strategies are worth noting here;
1. Respect contacts as individuals.
Remember that contacts are real relationships with real people. They have their own lives and they're busy. Your urgent needs may mean squat to them. You have to respect that, meaning you can't just send out blanket, generic requests to groups of people and expect anything in return except a lot of irritated contacts.
When it comes to relationships of any kind, you've got to remember that it's a two way street. You have to give to get. The best way to do that is to always, and I mean always, ask yourself: What's in it for them? It doesn't have to be quid pro quo, but it helps if you do something for others before asking them to do something for you.
And never spam them. Ever.
2. Keep your network current.
Let me tell you something interesting about contacts. They don't age well. They get out of date really, really fast. That's because it's a crazy, complex world so people are constantly adapting to changing conditions.
The truth is you're better off keeping your list of key connections short and staying in touch with them as appropriate.
3. Make your network personal.
Look, success in business is all about relationships. That's how all opportunities arise between individuals. And there's a big distinction between old school networking and social networking. A personal relationship creates a level of trust that really sets you apart from the virtual hordes.
In other words, one personal, face-to-face relationship is worth a thousand online ones. That doesn't mean you shouldn't network with people on LinkedIn or wherever you want to spend your time. Just keep in mind that, if you never really get to know someone, that relationship isn't likely to amount to much. So why bother?”
If you want to be successful in managing and nurturing your network you must be mindful of the people not the numbers. If your network is too large, the valuable work of cultivating those relationships is either non-existent, or not genuine. While it may appear on paper that you have a large network, it only becomes valuable if it is being tended to with value, authenticity and time.
Question: How many candidates are you able to successfully maintain in your talent network?
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Editor's Note: Lee Gray is the Senior Account Manager at Tidemark Inc. Lee is a regular contributor to WorkPuzzle. Comments or questions are welcome. .
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