Whether you work for a traditional nonprofit or you are a grant consultant, networking provides an avenue to grow as a professional. For consultants, networking is also the most cited method for growing a base of clientele. After all, the first step to establishing a business relationship is becoming known. But where are the right places to network and how should you go about doing it? These are two questions I commonly hear.
As for the right places, here’s my insight … pretty much anywhere is a good place to network as long as the people you’re mingling with have a need or interest in something you are passionate about. And, if that thing you’re passionate about is grant writing or supporting a specific nonprofit cause, you should be just fine. What I’ve learned from past experience? Don’t force it. If you’re having a hard time connecting with people at a specific type of event, then it’s not because your networking skills stink. It’s because you just don’t have enough in common with the people you’re trying to connect to.
In my “past” life, I worked in consumer packaged goods — food industry in particular – and I was always hard on myself for having such a difficult time networking within the food industry. I thought, at that time, my networking skills, were just terrible. But you know what I discovered later? I just wasn’t passionate about food like the people attending food industry conferences were, and so, I had nothing exciting to connect with people on. Later, when I went to events centered on developing writers or women entrepreneurs or to fundraising events that naturally drew community-minded people, I thrived. To my great surprise, I had people lining up to talk to me!
So don’t be so hard on yourself … just find a new place to network, or a new group of people you can share a passionate bond with. Then things will fall into place, and you’ll feel completely at home in your surroundings.
Next time you’re at a social event, try asking, “So what social cause are you most passionate about?” instead of “So what kind of work do you do?” You might be surprised by what happens.
The Right Way to Go About Networking
In his book, 100 Things Every Writer Needs to Know, Scott Edelstein, says there are two types of networking:
“1. You deliberately get to know as many people who can help you as possible. If you think someone may benefit your career, you give them your business card, and thereafter send them an occasional email. You attend any meeting, conference, lunch, program, or other gathering that might enhance your career or put you in touch with someone who can help you. And you always keep a positive attitude and a cheery countenance, at least when you’re in public.”
Is this how you think you should be networking? Edelstein says, “This is precisely the wrong way to go about networking.”
Let’s look at another option.
“2. You stay open to new connections, relationships, and possibilities. You hand out your business card when the circumstances warrant or the spirit moves you. You help others with whatever information, referrals, or ideas you can reasonably provide. You’re willing to ask others politely for similar assistance – though if they say no, you accept that graciously. You attend whatever conferences, programs, or other gatherings genuinely interest you, keeping your eyes and ears open. You ask questions. When you sense a potential connection with someone, you invite that person to tea or lunch or conversation. You stay open to what others have to say and offer.”
This approach is much more in line with how I approach networking, and it’s more fun, too! Can you see the difference? It’s more positive. It relies of a sense of positive connection, a sense of giving rather than expectation of a return, plus a deep commitment to learning. As an added bonus, you become more memorable to the person you’ve connected with.
Quality is Better than Quantity
Like proposal submissions, quality is better than quantity. Focus on connecting and deepening relationships rather than expanding the number of people on your prospect list. There is no better time to apply this than now.
Social media allows us to connect quickly with individuals located all around the world. I have had the opportunity to meet so many new and experienced grant professionals through the For GrantWriters Only community, and I am tremendously grateful for those connections. Similarly, I have been fortunate to connect on a professional level with an excellent group of men and women who belong to the NJ Grant Professionals Association (GPA).
But meeting in person is still vital to deepening these relationships. When I had the chance to “hang out” with some of the ladies from NJ GPA and meet in-person some of the professionals who belong to both GPA and For GrantWriters Only at the national GPA conference in Florida, I felt each one of those relationships jump to a deeper level.
Learning more about their sense of humor, the family relationships that drive their businesses, their deep spiritual connections, their fascination with emerging business structures — all of these things helped me get to know them on a deeper level, and for that … I could not have more gratitude. I felt loved and appreciated, and I think they did, too. And we can all use more of that!
Conclusion
So, what can you learn from all of this? Be authentic. If something doesn’t feel like the right fit, it probably isn’t. If it does, go back again and again. Don’t be afraid to show all parts of yourself; your personality, unique point of view, sense of humor, stories, experiences, family, social interests … these are the pieces of you that others will remember and respond to most naturally. And always tell other people what they mean to you … it’s appreciated!
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100 Things Every Writer Needs to Know is available at Amazon.com.
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