The power of quality connections

The last few months have provided some interesting insights into how we connect with each other as people, and as peers. We’ve seen physical barriers get in the way of our ability to connect, while at the same time, bring us closer together around a global shared experience. Now, as we return to a more familiar business rhythm, it’s time to think about the connections we make and how we can strengthen them by providing value to our peers and partners.

We Are Unity recently had the pleasure of hosting an informative and eye opening session with advocacy expert Jon Burgess, who spoke about the importance of connectedness in the face of a rapidly changing world. The event outlined some particularly interesting principles around how to make your network of connections stronger and more valuable. Here’s what we learned:

It’s not about who you know, it’s about what (and how) they think of you.

From a young age, we are repeatedly told about the crucial importance of networking in business. But we’re not taught how to build valuable, meaningful connections. The result is that we place too much emphasis on the quantity of our connections – not the quality.

By quality, we aren’t just talking about who you know and who knows you. Because the true quality of your connections is actually informed by how others think of you when you aren’t around, and the space and value you occupy in their minds. It’s simply not enough to have big names in your phone if those people aren’t actively considering how you can be of value to them, and vice versa. 

So how do we ensure we’re building the right kind of quality connections?

Lead with curiosity, act with consideration.

A key to strong leadership is predicting and navigating change – yet when it comes to building relationships, we often find it hard to think of them beyond their immediate value. If we only view our connections in terms of what they can provide us now, we effectively reduce the relationship to a commodity. But if we approach new relationships with curiosity and give consideration to their future potential, we can better understand their potential value and build more meaningful partnerships both now, and down the line.

Wining and dining isn't the only way to build your network.

Spending time entertaining clients will certainly get them to think about you more positively, but that does not necessarily mean they are thinking about you more productively. The key ingredient to more valuable connections is not the bells and whistles of a fancy night out – it’s building a more meaningful relationship founded in clear, honest and authentic conversations. Instead of focussing all your efforts on leaving a lasting impression, make a point to catch up with your connections once or twice a year and set clear expectations about what is important to each of you, what your needs and goals are, and how you can provide value to each other.

When the right opportunity arises, they won't come to you because you treated them to a night out, they’ll come because they understand your value and they know you understand theirs.

Connections are a two way street.

At the end of the day, the most effective way to make your connections matter is to lead by example – and the best way to turn your network of contacts into passionate advocates is to become a passionate advocate yourself. 

How?

• Proactively ask the people in your network how they would like you to think about them.

• Keep important connections top of mind, and think about how you can add value for them without them asking.

• Think about your connections in terms of their potential value to others in your network – not just you.

Not only will this put you top of mind with your peers, but it will lead to more honest, open and valuable relationships.

Here at We Are Unity, we appreciate the power of quality connections. We’d love to chat more about what matters most to you and how we can be of value today, or someday. Let’s connect at  hello@weareunity.com

Jon Burgess is recognised as a thought leader in people advocacy, connectedness and collaboration, and is founder of international management consultancy, Kwan.