The secrets of good networking

It's not what you know, it's who you know. This old adage is especially true if you apply it to work. In broad terms, the more people you know in the industry (especially those with influence), the more likely you are to succeed. <?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /?>

So how can you get to know more people and improve your work prospects? The answer is by networking. This is a process of gathering useful information and making contacts by interacting with people who you think will be able to assist you.

Networking can help you in more ways than you probably realise. It can be a way to gain access to someone in authority, get a promotion or switch jobs, for example. Just think of the number of people you know who got a job just because they knew the right person.

Starting to network

You might not think you have, but it's almost certain you've already started networking. You can begin building up networking contacts at university or college. It's the ideal place if you are starting out in your career.

At the end of your course, all of your fellow students are likely to be looking for a job. Imagine that the person that you did your food safety project with goes for an interview at a top restaurant. He gets the job and the restaurant manager asks him if he knows anyone else from college who might be worth employing. And your friend suggests you. Aren't you happy that you kept in contact with him?

At work, the people in your networking group can include existing colleagues, people you've worked with in the past, or work-related acquaintances.

Here are some tips when choosing networking colleagues. Choose:

• People who can influence your career in a positive way

• People who are honest and reliable

• People for whom you would stake your reputation on giving them a reference.

How to network

Any work-related event should be seen as an opportunity to network and meet new contacts. It may be an informal social event or an industry conference, dinner or association meeting. If you can get hold of a list of attendees, you can plan who you want to talk to before you go.

It's a good idea to keep yourself informed about the industry by looking at Caterer.com and Caterer & Hotelkeeper, so that you have interesting topics to discuss.

At the event
Try not to be nervous. Some people find it daunting to be in a room full of people, many of whom look quite at ease flitting from one group to another. However, you will probably find that you will know a couple of people, who in turn will hopefully introduce you to their acquaintances.

When speaking to someone you don't know, introduce yourself at the start - for example, "I'm Barry and I'm a chef at the Hilton on King Street." You can then follow this up with "Can I ask what you do?"

To avoid awkward silences, keep asking open-ended questions (ones that don't allow a "yes" or "no" answer) so that you can keep the person talking.

Use the person's name to help you remember it and make them feel that you are interested in them.

When you want to end your conversation smile, shake hands and say something like "It was great talking to you, Bob" (or whatever the person's name is). You could suggest a time when you could see them or call them, or if you know they're going to another event you'll be attending, say "I'll see you at the conference next week."

Try to collect business cards. Use the back of them to write notes about the person when you get home, such as what they look like, who they know and any interesting things about them. Don't forget to hand out your cards too.

Networking etiquette
Professionalism is the key to networking etiquette. It's about being positive, polite and reliable.

Image is everything, and you need to portray a positive and professional front to your networking colleagues whenever you meet.

"What stands out about a person, even if you meet them briefly, is how they handle themselves. Try to be positive at all times, even if you are not feeling it inside," says Chris Sheppardson, managing director of recruitment consultancy Chess Partnership.

Another golden rule is to avoid gossip. Bad-mouthing other people gives the wrong impression and might lead your networking colleagues to wonder what you are saying about them behind their back.

If you want to be considered a professional, then you must be reliable and do things when you say you are going to. You will not only command greater respect from your peers but you will also have the right to expect the same in return.

After the event
Stay in touch with your contacts on a regular basis. This way you'll keep up-to-date with the latest news. You don't have to meet them, you can give them a call or drop them an e-mail. You can call on a pretext of telling them about something that is happening within the industry that they might be interested in.

The day after an event, e-mail the people you talked to and say how nice it was to see/meet them. This is a good move that will help them remember you.

If someone calls you, make sure you call them back. You know how it feels if someone doesn't return your call, or forgets a request you have made. It makes you feel unwanted and unimportant.

As you go to more networking events, you will soon find that the number of people you know grows and you'll be able to build up a collection of useful contacts. Just remember, you can never really have too many contacts.

by Christina Golding and Sarah Kaikini