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Jersey City - 1 & 2 Decmber 2005.

The Five networking types, what you are and what you can do about it.

Bjørn Guldager of ProMinds wrote an excellent article about "The Five networking types, what you are and what you can do about it!".

 

Here's the full text:

My work and research on networking has led me to divide "the world" into five networking types. I'd like to list them here, along with some of the (many) points that can be made around them. Hope you'll chip in with your views and I'll add some more comments later today. That OK?

The negative type really does not want to network at all. He/she (I'll just use "he" from now on, but implying "both genders"...) may have a feeling that he is missing out by not networking, but really, his "world of one" is quite big enough for him.

The conservative type will network, but only with people where he has a long "common story" (e.g. members of the same club) or when sufficient trust has been built up over a long period of time. You can not easily reach this person and "the rule of 36" definitely is good to keep in mind here.

The reactive type will be open to new proposals and indeed networking relationships, but will be selective and thus keep control over his network - and he doesn't expand it much on his own account.

The proactive type actually "crosses the comfort zone border" and goes out to develop the network in the way he wants, but is selective about the project he dives into and the people he approaches. Focus is on quality or priority and he takes responsibility for making it happen.

The hyperactive type networks with anyone over anything and believes strongly in quantity and possibly even "random connections" as they may lead to something at some point. Quantity and energy are two characteristics but less focus on priority.

OK, that was a brief introduction - when I do speeches on networking I go on to explain how each of these types behaves in a dancing school at the last dance of the season - a very vivid illustration of the types can be made in that way *SS*

Now, some points:
* No type is "better" than the others - they are just different
* Once you've identified your main type (and often you'll be between two of them), what you can do is to try being "the next type in the sequence". A conservative networker will not be happy suddenly acting in a hyperactive way but may experiment with (reactively) accepting a few networking proposals - "giving it a chance". And the reactive networker may benefit from trying a few proactive stints out there.

What do you think - did one (or two) of the types describe you? Does it make sense to only move one "type step" at a time? What other points can you think of? Let me know, please...

Best regards,
Bjørn Guldager

This was my reactions to his thinking:

Hi Bjorn,

I can fully relate to your 5 networking types and think they make a lot of sense.

I made the (big) step from being a reactive networker to becoming a proactive networker in march 2004. This was triggered when I realised that 90% of my business comes from my network (even as a reactive networker). It immediately and dramatically increased my awareness of the power of networking.

I now teach people (in a 2 day course) how to become a Proactive Networker, and use the Proactive Networking Process for that.

This Proactive Networking Process talks about:

A. Networking Awareness: Realise the power of networking
B. Networking Attitude: How to develop an abundance mentality
1. Your Networking Profile: How to build and develop it
2. Your Networking Skills: What human skills do you need to network
3. Your Networking Toolbox: What on & offline tools do you need
4. Your Networking Objectives: Set your goals when you start networking
5. Manage You Network: Know your network and keep it up to date
6. Grow Your Network: How to expand your network in function of your goals
7. Tap into Your Network: How to ask the right networking questions

I define Proactive Networking as "the systematic, planned and prepared process of managing your existing connections and establishing relationships with new people so that all parties can tap into their network to reach personal and professional objectives."

You say that "No type is "better" than the others - they are just different", and I think that that is correct. On the other hand reserach shows that "building rich social capital produces higher pay, faster promotions, better jobs, breakthrough ideas, new business opportunities, and profitable companies." So being a proactive networker (with a higher social and relationship capital) doesn't make you better, but can surely make you more succesfull.

About the hyperactive type networker .. I see a danger here... I have witnessed on several occasions that people can get so caught up in 'networking' that they forget to 'work' and mistake networking with working. Networking without a focus and just for the sake of networking can consume all your available time and make you very poor. Online networking can be very addicting for people that by nature are the hyperactive type. I believe in random connections and serendipity, but only in the right doses.

The correlation between Networking Activity, Networking Succes and the 5 Networking Types.
I tried to visualise my view on these 3 elements in the following graphic:

Interested to see how you relate to this.

About the rule of 36 - fully agree again here; my complete professional and personal life can be described in blocks of 3 years. I'll tell you more about that when we meet again face to face. (looking forward to that)

Thanks again for your great article!

Cheers, Hendrik.

PS: maybe 'the Passive Type' is a better to way to describe what you mean with 'the Negative Type'.

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