Networking: Building From The Ground-Up!
Week 1, Article 2, of the 2025 Networking Up! Series.

Networking: Building From The Ground-Up!

There was something in yesterday’s article that has been living rent-free in my mind; a phrase that for me, sums up Networking in a way I have never heard / read before. It was: Networking is the beginning of a relationship; not the conclusion.

The impact of that statement - and the closing remark from our project guest I recorded today for next week (#teaser) - is that I have re-programed the series of articles I was going to write to now include an article on the first step of Networking: establishing connections. 

You see, originally I wanted to move beyond the usual networking tips and find the different approaches and those ‘next level’ moves for you. BUT I also realised I needed to be cautious not to go too far ahead. I mean, Networking is a skill and skills are built gradually; albeit with some ‘thrown in the deep end’ moments.

BUT, per Adam Grant’s “Hidden Potential” book, learning needs scaffolding, which he describes as: “temporary support system that helps individuals overcome obstacles and achieve goals they might not reach on their own”. And I would like this series to be that for as many of you as possible, creating from the bottom up, just like scaffolding is built. 

So, if you would indulge me, for this article I am going to take it back to the basics of Networking because to provide a solid foundation from which to launch yourself.

AND THEN TOMORROW we will get into some of the more ‘next level’ ideas.

But for now, it is nothing huge, really just small things, but by including them I feel it will potentially:

- Affirm for you that you are doing the right things;

- Possibly provide insight into something you have but perhaps could sharpen up on or needed reminding of; and / or

- Show you a box that maaaaybe you need to check / tick before your next Networking experience.

But it is always good to check off the basics, right? Right.

NETWORKING BASICS

To me, the establishment of a connection has three parts:

1. The Preparation;

2. The Approach, including getting the conversation started; and then

3. Your role while the conversation is in motion, per se.

Let’s explore these individually.

PREPARATION

Time to channel your inner Boy / Girl Scout and live the motto of: “Be Prepared”. This encompasses considerations such as the below.

1. Know Your Purpose For Networking: Why are you attending the event? 

Be clear in your mind what success looks like to you. Perhaps it is just actually just conquering your nerves and talking to someone. Maybe you have set yourself a goal for how many meaningful conversations you would like to have that night. Or it could be something more focused as establishing a connection for an opportunity of sorts, e.g. mentorship, job lead, speaking opportunity, or industry insights. 

Of course the event could take on a life of its own, so it is good to be flexible with your desired outcomes. But there’s something to be said for having a plan in mind, for if nothing else, you know what they say: If you fail to plan, you …..

2. Prepare How You Will Present Yourself.

Physically - Think about your attire. Now, in this space, I am all for originality and I am going to affirm in the strongest possible way that you need to be authentic and true to you! But still appropriate for the occasion? Sure. I mean, this year’s ASSP PDC is in Orlando, Florida, home of “A1A, Beachfront Avenue”, but will you show up to the Awards Night in Vanilla Ice attire? Hmmm, for that night, yeah, maybe not. 

Look, honestly, the only point I want to add here is be appropriate but be comfortable! You - and whomever you are talking to - do not need the distraction of you adjusting your clothing every five seconds. No, your mind needs to be on the conversation, not your attire. Confidence starts with comfort, yes? And if you look good, you feel good … and who doesn’t want to feel good during their Networking endeavours?

Verbally - Consider your introduction. How are you going to introduce yourself? Would you have different versions of an introduction depending on the audience … well, that and we don’t want you to feel like a robot and have you Networking introduction to be 'present, wash, rinse, repeat'.  In tomorrow’s article there are some alternate introduction ideas, but for now, at the basic level, how do you want to be known? Make that your starting point, and take it from there.

3. Prepare To Present And Capture Information.

If the goal of networking is to establish relationships, that means you are going to want to have a way to be in contact with that person afterwards, right? So, ask yourself: how you are going to offer, or capture, contact details? Are you a business card type of person, or a digital contact option? Personally I feel that even in the digital age a business card can still be handy, but contactless options such as QR codes to your LinkedIn or other digital portfolios may be appropriate.

APPROACH

1. Start With What You Can Control - You!

How you approach others will vastly influence how they will approach you. So, remember what you were probably told as a child: Shoulders back, chin up, and meet people with your eyes first (or is that only me echoing my former ballet teacher’s instructions?) Adolescent and young adult memories aside, standing confidently, smiling, and making eye contact help you appear approachable and friendly. And I wrote yesterday, eye contact and smiles give you small wins, and small wins give you momentum.

2. Look For Openings.

So as you are aware of your body language, pay attention to the body language of others, and of the groups, too. Eyes and feet of one person facing another usually means an intense connection, and that may not be an easy opening. But people standing in open groups (think side-by-side, V-shapes) are usually more open to being approached than the more tightly closed clusters. 

Of course the Networking jackpot is someone approaching you so you don’t need to consider these things, but, just as that person approached you standing alone, looks for others flying solo and change the space beside them from ‘vacant’ to ‘occupied’.

3. Use A Friendly Opener.

Straight up: simple. works. best! Take the pressure off yourself and the other person(s) by using the tried and true ‘salutation + ask to join’ combination. Throw in an introduction perhaps, offer up that its your first time and ask if they have been here before, or even make an observation about something you already have in common: the environment, food, drinks, even the name tags or program, if that is appropriate. 

DURING THE CONVERSATION

1. Ask Good Questions, Be Genuinely Curious, and Listen Actively.

Networking is about listening as much as - maybe even more than - talking, and nothing starts a good conversation better than a good question … about the other person. But that’s only a small part of the job: listen to learn, not respond. And to do that, you need to be present with the conversation.

Active listening and paraphrasing what you heard are great ways of demonstrating your commitment to the conversation and your interest in the other person. Plus, when you truly listen to what someone says, you hear nuggets of gold you weren’t expecting: a tip or idea; a concept you never knew you wanted to know more about; or even a segue into another topic of conversation to extend the connection.

2. Find Common Ground.

If you are truly engaged in the conversation, you will improve your chances at uncovering something they said that you can relate to, identifying something mutual you can explore later. And that right there? That shared interest or connection? That is your bridge to a future conversation, and the beginning of a potentially - and hopefully - mutually beneficial relationship. 

And if nothing else, common ground makes the conversation feel more personal and less transactional … a beautiful circle back to the reason for this particular Networking post, that consideration of Networking being the beginning of a relationship; not the conclusion. 

THEN, three final thoughts for you before I sign off…

KNOW WHEN - AND HOW - TO EXIT A CONVERSATION

This is more than just picking up on the ‘vibe’ of the conversation, it is knowing not to linger too long with one person. You have other people to talk to, and so do they! Perhaps the conversation slows, or sometimes the conversation takes its own turn and is no longer relevant to you, and the ‘way out’ naturally presents itself to you. But, there’s something to be said for leaving on a high note or at a junction that naturally leaves the door open for another time to connect. And honour that with a departure sentence that ends with: “I’d love to follow up on..”, or “Let’s connect on [platform]”, and then facilitate a way to do so (if you haven’t already).

FOLLOW-UP THOUGHTFULLY AND PROMPTLY

The usual recommendation is within 24 - 48 hours of an event, and professionally, you can use LinkedIn or email to do so. Be sure to help jog their memory of who you are and how they know you as they - hopefully like you - most likely spoke to a lot of people at that event. I like starting with gratitude: “Thank you for your time when we spoke about ….” , or “Thanks for sharing space with me and your story / advice about ….”, or “I really enjoyed our conversation about”, or perhaps “I found your advice about [topic] very helpful.”

And finally…

PRACTICE THE “GIVE FIRST” MENTALITY

This can be as simple as sharing a helpful resource, or perhaps an article or a 'I saw this and thought of you' item. I’ll add this concept here now with the maaaaasive caveat that this is where I get stuck in Networking Up! But, if nothing else, if you give before you receive, perhaps your ask will be received more favourably. 

Or will it? Tomorrow I will challenge this premise with one of the considerations in the list of unusual but still effective tips for Networking. So while today was about the basics and the intention to build scaffolding for your learning from the bottom-up, tomorrow we take things to the next level.

But until then, just remember: 

Every interaction is a step forward: Keep learning and keep connecting, one conversation at a time!

Thank you for sharing my learning journey.

Cheers, Tanya

Chet Brandon, CSP, CHMM

Executive Leader of EHS & Sustainability | Organizational Change Agent | Leadership Team Development | Industrial Operations | Collaborative Boardroom Leader

1mo

Tanya M. Conole, COHSProf, GradDipOHM “Networking is the beginning of a relationship…” That does really resonate doesn’t it? And I think it’s a great way to view networking to put you in a positive headspace. You’re not just working the room, but you’re looking to build meaningful relationships that are beneficial to both. As technology accelerates our workplace, it is these human connections and interactions that are truly the differentiator going forward. I really appreciate you putting this series together and I hope many are following it and will put it to good use in Orlando this year. I know I certainly look forward to the conversations!

Tanya M. Conole, COHSProf, GradDipOHM

OHS Manager & Lead Auditor | Z10 Review Ctee & ISO 45001 US TAG Member | OHS Architect | TWIC | National Conference Speaker | Author | Podcaster | International Award Recipient | Student of This Thing We Call Life!

1mo

Tim Page-Bottorff MS, CSP, CIT, FASSP, after your comment today about proposed PDC attire, I just couldn't help myself 🧊🧊 👶

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