KARL SMITH: Women can break career and other barriers through networking

by Karl Smith

Networking as a career management strategy is important as the burden of responsibility for one’s career has shifted from the organisation to the individual, with the notion of employability becoming one’s career goal says Karl Smith, author of Beyond The Business Handshake: Dare To Build High-Trust Business Relationships. Moreover, more and more corporate, government and other organisations see building social capital as an organisational priority.

Social capital is ‘the structure of individuals’ contact networks - the pattern of interconnection among the various people with whom each person is tied’. It constitutes a valuable resource. Relationships possessed by an individual can provide one with access to new information, resources and opportunities says Smith. This information, resources, and opportunities, both within and outside one’s current firm, can result in direct enhancements of one’s career and the firm’s competitiveness.

Well-connected employees contribute more to the bottom-line because they know how to get on board quickly, get the job done, get the business, get behind organisational initiatives, get the most from conferences and meetings and they get ahead. One of the topics that often arise in the corporate world is why the networks of men in the workplace are more “close” than the networks of women.

Networking is simply building relationships says Smith. Another expert, Kram defines networking as a proactive behaviour that helps develop one’s relationship constellation. Research conducted by Forret and Dougherty in 2001 suggests that some individuals are more likely to engage in networking behaviour than others. Utilising factor analysis, they identified five types of networking behaviour: maintaining contacts, socialising, engaging in professional activities, participating in community, and increasing internal visibility.

So is there a difference between men and women in networking? In a business magazine, professor Herminia Ibarra at INSEAD - a women herself, says that men have more in common because they do more activities together. Many men have an overlap between their professional and personal network. Forret and Dougherty seem to concur with this sentiment. They suggest that the only gender difference in the five dimensions of networking behaviour found was that men engaged in more socialising behaviour than women. Other research found that women build two separate networks: one for their job and one for activities outside their job. What are the consequences?

Men know their professional contacts also more personal. This leads to a natural bond and trust which women often do not have with their professional contacts. “When a company has to take risks, then it is pretty normal that a man gives a tough task to another man. Because he knows him better, he trusts him more”, says Smith. Ibarra offers the following tips for women:

When there are not enough women in your own company try to enlarge your network with female professionals from other companies. By having contacts with those “peers” you get a bigger overlap between your personal and professional network. Women can also strengthen their relationships with men through having more lunches with them or finding other activities they can do together.

Smith says that the practice above all others that opens the door to connection with others is to look for common ground. That rule applies whether you’re searching for a job, resolving conflict with your spouse, teaching a child, negotiating a deal, selling a product, writing a book, leading a meeting, or communicating to an audience. People who connect are always searching for common ground. That probably seems obvious, because all positive relationships are built on common interests and values. They build upon agreement, not disagreement. But if that’s true, why do so many people neglect to search for common ground and build upon it?

Copyright 2009 by Karl Smith
This article may be copied or republished with the following credit: Authored by Karl Smith, Founder of Business Networking South Africa (http://businessnetworkingsouthafrica.co.za). This article was originally published in The National Networker Newsletter (http://www.TheNationalNetworker.com) , and is reprinted with permission.

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KARL SMITH: Women can break career and other barriers through networking

KARL SMITH: Greed Destroys Business Relationships

Karl Smith

As a business networking coach I interact with people from diverse backgrounds and I am often intrigued by the reasons which motivate people to contact me. Needless to note, large part of South Africa’s population is still very poor. So you will find aspiring entrepreneurs hailing from these past deprived communities and those individuals from the opposite spectrum attending my courses. They have one thing in common: to make money. That’s why they attend a course dealing with “growing your business through business networking”

If you have attended my workshops, you will know that I make my point of departure for my course, my book and my life known, upfront. Why? Because I belief people should know from which perspective you as a speaker, chief executive officer, manager, employee etc. comes from. You may ask why? Tell me, how can they belief in what you say? How credible is your message? What will the impact be if people don’t know where you come from? Imagine the miscommunication, the doubt, suspicion etc. if people don’t know where they stand with you? So what is my point of departure? I have a people centric approach towards business networking and referral training. You will not find any manipulative techniques! Through my motivational presentations and facilitation I call on my audiences to genuinely and sincerely care about themselves and people. Why themselves first? Because if you don’t care about yourself, your own well-being, your own future…will you care about that of others?

My message about “caring and giving” is in sharp contrast to the challenge of greed, in particular for people who have a lot, and who want more. So what is greed? “Greed” as per the Webster’s dictionary is defined as “an overwhelming desire to acquire or have, as wealth or power, in excess of what one requires or deserves”. Dr. Duane Scott defines “greed” as “you work all day to try and keep up with your neighbour, your neighbour is trying to keep with your boss' neighbour and that neighbour is living well beyond his means in order to impress his latest girlfriend on the side…” The problem is that we never know when this wild card variable (greed) will take root. We cannot account for it in all of our statistical analyses and because of this humanity gets burned by it time and time again. Business in its present form knows it exists but at times wants to pretend it is not there.

I believe that business networking coaches and networkers should be aware of this risk to sincere networking and mutually beneficial business relationships. Where there is money, wealth and power, greed and vice are sure to be present. Top that with no checks and balances or no consciousness, and you have the perfect recipe for dishonesty. I fully agree with the comment made on the Financial Awareness Blog: defining greed should focus on the first part of the definition “an overwhelming desire to acquire or have, as wealth or power …” Desire is usually created from feeling lack. This can apply to several situations, including, lack of self-worth, lack of self-love, lack of money etc. Many people look at money as the cause of greed.

Yet, greed is not about the money. Greed is about the reason why a person wants money. Yet, you may ask, isn’t greed about abundance (having too much)? No, greed is about feeling of lack. If a person believes in abundance then he would not feel the need to acquire excess wealth or power, rather he will share it freely. The first step in transforming lack into abundance is to identify all areas of lack (or fear of lack) in your life or an area that you fear having lack. Look at any areas where you believe if you have a little bit more, you will be happier. For some, this may be money. For others, it may be love (self-love), respect, self-worth, kindness, caring, etc. The next step is to believe that you already have an abundant supply of what you lack.

A good way to do this is to tithe and practice gratitude. Taking the opposite action (being thankful and giving it away) is what changes belief in lack. To practice gratitude, make a list of things you are grateful for around the area of lack. To practice tithing, give what you believe you lack because the action of tithing symbolises that you already have enough. By being grateful for what you have and freely giving it away (tithing) will show you that you have enough versus having a lack. If you believe you are lacking money, be grateful for the money you have and give it away freely. If you believe the world lacks kindness, then give more kindness and see the kindness that is already all around you. This is because what we focus on (with gratitude and tithing) will expand. A mindset of abundance also defeats relationship killers such as “self-interest” and nurtures the principle ingredient “giving” or “reciprocity” required for mutually establishing and building beneficial business relationships.

Karl Smith is South Africa’s Business Networking & Referral Coach and the owner Business Networking South Africa, a division of ExecuEdge Consulting - a successful consulting and business relationships training company. Visit www.businessnetworkingsouthafrica.co.za to see Karl in action, see what Karl’s clients says, book Karl to speak or to do in-company training, attend a public event, subscribe to his newsletter, to use the free networking resources or to buy his book “Beyond The Business Handshake: Dare To Build High-Trust Business Relationships”


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KARL SMITH: Greed Destroys Business Relationships

SOUTH AFRICA: Seek First to Understand

By Karl Smith
South Africa Bureau Chief

It is generally agreed that the way we see things through the eyes of our minds has a significant impact on our own success. This picture is also referred to as our frame of reference, our paradigm…a perception of reality through which we integrate, evaluate, and interpret new persons, events and ideas… I have worked with thousands of people in my career and I was often frustrated by the many change management and teamwork interventions we embarked upon because it was a decision made by the top executives. None of these intervention experts even considered our current frame of reference relating to change, teamwork and other issues. They failed to invest time to see where we come from, our frame of reference. If everyone could live by this principle to always attempt to understand one’s frame of reference, which perspective we come from when we speak or do something, then it will be must more happier or productive place.

When we employed our first Xhosa speaking staff member at one of the many companies where I worked, some of my staff were up in arms, because in their minds he had no planning skills for the many school related projects for which he was responsible. It was only when I told them that he hails from a community where you provide for unexpected guests because of their culture to be hospitable when they showed empathy for his challenge. Through my facilitation to always understand where people come from I have build a formidable team who achieved success beyond expectations. Today, that staff member is a Chief Executive Officer and I have many other similar success stories. You foster better business relationships if you understand where people where they come from. It is a skill so needed in business today from employee to the boardroom, to connecting with people and to dealing with difficult people. The ability to show “empathy”, to put yourself in the shoes of others, to exchange places is a vital skill in building business relationships. “Seek first to understand” requires deep paradigm shift. We typically seek first to be understood. Most people do not listen with the intent to understand; they listen with the intent to answer.

I am a keen reader and I frequent coffee shops with a book in the hand. One day, I overheard the manager shouting at a waiter for accepting and paying for an order without having the delivery note signed. The poor waiter cringed and he tried to explain that the manager was not there when the delivery arrived and that he just wanted to help! In my mind the manager should have listened and understand that somewhere along his short life this young waiter was taught to be helpful in the absence of a manager. He should then have empowered the waiter by explaining the procedures and then give him a second change. What a benefit to the waiter and the manager! You see networking skills benefit people wherever they have interaction with others.

Extract from Karl’s book entitled, “Beyond The Business Handshake - Dare To Build High- Trust Business Relationships. Karl is the owner of Business Networking South Africa, a division of ExecuEdge Consulting- a successful consulting and business relationships training company.

Visit www.businessnetworkingsouthafrica.co.za to see Karl in action, see what Karl’s clients says, book Karl to speak or to do in-company training, attend a public event, subscribe to his newsletter or to use the free networking resources or him at karl@businessnetworkingsouthafrica.co.za

For more, check out Karl's TNNW Bio.

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SOUTH AFRICA: Cell Phones During Meetings - How Serious are You to Build Your Business Relationships?

By Karl Smith
South Africa Bureau Chief

Today I want to talk about a trend in the business environment namely “cell phones during meetings”. I might have missed these during my formal studies or perhaps a business grooming school in South Africa or elsewhere are training business people to be experts in it. If you know of such institution, please let me know. I was having a coffee at a restaurant in Durbanville (Cape Town) after my keynote speech at a business network breakfast. I left the event satisfied that attendees not only learned some vital relationship-building skills but they showed delight in the fact that it was not another eating - and - speech presentation: they were involved and made contacts!

Enjoying a cup of coffee after the delivery of a keynote or workshop is a ritual I follow before moving to my next task. Whilst sipping my coffee, a loudly spoken gentleman - dressed smartly in a very expensive business suit - introduced himself to someone who seemed to be a prospective client. Now you know, nowadays with cell (mobile) phones around - you can hear everything without eavesdropping, because many cell phone users are loud! He interrupted the meeting with his conversation partner at least four times to answer the phone. You may or may not know that active listening with sufficient eye contact and a warm smile, when appropriate, are key ingredients in showing sincere interest in your conversation partner. What I cannot understand is how so many people make contact, secure an appointment and then enter the meeting with his/her cell phone switched on. I understand if one expects an urgent call and you declare this before you start the meeting e.g. “Karl, I value your time but I am keeping my phone switched on because…). And then only for serious matters!

However, one finds these days that some people request meetings with you and then use half of your time to engage in conversations with others on their cell phones. This habit is not restricted to business meetings - just have a look at how many bosses are sitting with their cell phones switched on while they have meetings with their employees. What message do you think are you sending out to your conversation partner? Are you sincerely interested in his/her needs? Are they so unimportant? Do you fear that you next deal may be better? It is nothing less then face-to-face cold calling and then you wonder why people don’t buy you, your products, service or ideas?

John Maxwell in his book, 25 Ways to Win with People, stresses the importance of listening for people’s feeling not just their ideas. Says Peter Drucker, “The most important thing in communication is to hear what isn’t being said.” One should put oneself in a good mental environment for listening says Maxell. If you are aware of a grooming school where they groom business people that it is acceptable business etiquette to enter meetings with cell phones switched on – then please let me know!


Karl Smith is South Africa’s Business Networking & Referral Coach and the owner of ExecuEdge Consulting - a successful consulting and business relationships training company. Visit www.businessnetworkingsouthafrica.co.za to see Karl in action, see what Karl’s clients says, book Karl to speak or to do in-company training, attend a public event, subscribe to his newsletter or to use the free networking resources.

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SOUTH AFRICA: Cell Phones During Meetings - How Serious are You to Build Your Business Relationships?

SOUTH AFRICA: Fine Women Business Network, A Case Study in South Africa

By Karl Smith

South Africa Bureau Chief

Networking commentators agree that networking is an essential skill for most business people, but especially for entrepreneurs. Arguably to make, grow and maintain business relationships they are required to engage in various networking activities such as participation in chamber events, business breakfasts (also known as mixers elsewhere in the world), support groups, referral groups etc as well as in relevant virtual social networking forums. I always receive the following question during my presentations and workshops: Which networking forums or organisations do your recommend? Now, having worked as Senior Executive for The South African Institute of Chartered Accountants (Southern Region) for a significant part of my professional life, I have overseen the hosting of hundreds of networking functions and the establishment or revitalization of various peer support groups. I was always questioned on the value for participation or attendance. It was this “to-the-point” questioning that continues to shape my mindset today in teaching business networking.

The average business professionals such as accountants, financial advisors, entrepreneurs and others are increasingly faced by a challenge to get maximum benefit for time invested in any initiative which includes the participation in networking activities and organisations. Allow me to share the perception about doing business in Cape Town. It is generally believed that Cape Town’s business decision-making processes are extremely laid back in comparison with cities elsewhere in South Africa, in particular Johannesburg. One cannot argue that our popular laid back holiday destination, frequented by hundreds of international holiday-makers, enjoying the glorious sun, sea and Table Mountain, does not impact on of the mindset and attitude of local businesspersons.

This brings me to the Fine Women Network, established a year or so ago in Cape Town. As an authority on the subject of networking and as a passionate networker, I frequent many networking forums. I first attended The Fine Women Network early last year and was subsequently invited as a guest speaker on the subject “Discover The Power of Business Networking” and other related topics thereafter due to popular demand. So I had ample insight to interact with the attendees and as a result continue to recommend this forum as one of the places to network. But this forum also confirmed what I had known and articulated before .i.e. that not all Capetonians are laid back. What happened? Well, I was invited to be the first speaker for this year and despite the holiday vibe during January, the forum was over subscribed! Lesson one: Never take perception as a reality, always make an effort to find out for yourself.

This experience has prompted me to suggest a few tips to consider before you decide to invest your effort, time and money in a specific networking forum as part of your overall business networking strategy. In doing so, I have also done research on the advice offered by other experts and I hope that the following tips will help you with making a decision about the appropriate networking forum for you:

* Identify your business networking objectives: I want to grow my business, obtain professional support, access resources etc.
*Determine the ideal contacts you would need to make and think about relationships that you will have to build.
*Equip yourself with the required skills and techniques to make ideal contacts and build relationships.
* Next, you need to determine where you are likely to find your ideal contacts. Compile a list of different networking groups that are currently in the area, or areas where you would like to do business. Do research to find out about how they operate. Ask other business owners what groups they attend and ask if they will invite you as a guest so that you can find out more about the group. Do they offer what you are looking for? Do they have an opening for someone in your field? Do they allow more than one person offering a similar service to participate?


*Obtain information about the groups’ or organisations’ operating standards and some may even have a code of conduct. Make sure that you are comfortable with it as you will recommend your other contacts and clients to participate in the group or organisation and/or use the member services.
*Next, look at the group owners’ marketing efforts. Do they promote the group in a positive way? Do they have a regular emphasis on new members? Are they genuinely and sincerely interested in your success? Are they mainly focused on collecting attendance or membership fees as well as the promotion of other products and services offered by them? Do they stress loyalty of regular attendance and participation? These are all factors you should consider after you have attended one or two sessions and when you meet with them.
* Certain groups stress the importance of loyalty within the group because of the importance of credibility and trust. Where the emphasis on social interactions is very high you need to be super efficient to make contacts and build relationships. People do business with people they know, like and trust. Remember to have an attitude to “giving and helping others first “.
*Compile a networking budget, including a budget of your time. This will keep you from becoming financially overextended and networking will not become a “burden” on your time as you will see it as an investment in growing your business.

Remember that some groups are more social in nature while others are more formal-business like. It is important that you feel comfortable with the style of the group if you are going to develop the kinds of relationships that will lead to the greatest benefit for yourself and the other members. So why did The Fine Women Network grow at such a remarkable rate and what is the attraction? Initially, it was established as a regular forum to network (Cape Town) through monthly breakfast meetings. The owners Patti and Emily Graham are passionate about helping other entrepreneurs and they take a personal interest in every individual member. They understand the rewards of giving and they have added a new range of offerings including workshops and training to give aspiring and existing entrepreneurs the edge. I encourage you to visit their website www.finewomen.co.za and you will see that Cape Town entrepreneurs are doing more than networking! Karl is the owner of ExecuEdge Consulting- a successful consulting and business relationships training company. Visit www.execuedge.co.za to see Karl in action, see what Karl’s clients says, book Karl to speak or to do in-company training, attend a public event, subscribe to his newsletter or to use the free networking resources.

Kind regards,
Karl Smith

Phone:	+27 (0) 21 526 0459
Fax:	+27 (0) 21 526 0311 / +27 (0) 86 694 6399
Cell:	+27 (0) 82 777 9431
Website:	www.execuedge.co.za
South Africa's Business Networking and Referral Coach Physical address: Foyer 3, 1st Floor, Colosseum Building, Century Way, Century City, 7441 Click Here to subscribe to our newsletter.

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SOUTH AFRICA: Fine Women Business Network, A Case Study in South Africa