Networking’s enduring value lies in fostering genuine connections, enhancing career paths, and cultivating meaningful, human-centric relationships.
No matter how things have changed, the value of networking will always stand the test of time. It allows one to find commonalities amongst peers, seek new paths, and most importantly, the opportunity to make true, genuine connections. This is the important part.
Building the foundation of a successful career goes far beyond shaking hands and adding another business card to your ever-growing pile of contacts. I’ve seen that true success comes from fostering connections.
But how can you do it? Based on my experience, I recommend embracing the spirit of a “connector.” Become the person who your clients can lean on – whether that means solving the problem or connecting them to someone who can. Let’s dig a little deeper into what it takes to become a connector of clients and communities.
Person-to-person. First, let your client be human. In the corporate sphere, we tend to start with the spill espoused at the latest sales meeting, only focusing on bottom lines and tight deadlines. As we all know, businesses can’t function without meeting those goals, but to truly thrive, we need to see the humanity in our peers. We all experience life beyond our office walls and computer screens, and sometimes, both you and your client need a reminder. Don’t be afraid to ask.
While it may seem daunting to do when you first meet someone, take the time to get to know them. The first meeting should be nothing more than an initial step in starting to build the relationship. Asking questions like, “How’s your daughter liking college?” or “Did you catch the game last night?” can make all the difference. It shows your client your investment doesn’t end when the paycheck comes in or the profits hit record levels. These small moments let you both step out of your job title and be genuine. It proves that your desire to do business with them is personal.
In reflecting upon the value of these person-to-person conversations, I reached out to one of my colleagues from the Chattanooga Chamber, CEO and President Charles Wood. Wood shared his testament to our efforts here at Croy, saying, “Doing business with Croy is never just business. They stay connected to me personally, as well as to our community. Whether it is asking about my family and upcoming events or strategically thinking about how the projects they work on will impact our community, the team from Croy has embedded community and relationships into every project we’ve worked on. From the start of our business relationship to my many friendships with Croy team members today, they’ve never faltered in showing how much they care.”
A listening ear. Making this kind of impactful connection isn’t an easy task. Like anything worth having, connections take time and effort. As you spend more time with your client, your conversations will naturally evolve beyond small talk and pleasantries – but only if you listen. While this may seem like an elementary concept, listening is a skill you build your entire life. It’s a muscle that needs training to strengthen, especially in an age of constant information. We’re hearing about the latest sales growth, hearing about the newest software, even hearing the voice inside our heads that won’t stop talking about taking a vacation. We do so much hearing in this life that the basic skill we learned long ago is no longer second-nature. To be a connector, you must be a listener. How can we serve our clients if we are only getting a surface-level understanding?
For example, a colleague from Dalton, Georgia, recently reached out to me and Croy’s CEO, Greg Teague, P.E. While speaking with this person and their team, we could tell this wasn’t a simple catch-up call. There was something weighing on them, and we needed to be the people they could lean on. With the right questions, the team eventually opened up. They gave us insight into an incomplete project that needed new direction. Because we listened and showed how much we care, we were able to give them a solution and get the project off the shelf. While we didn’t take on the project ourselves, we quickly connected them with the right people who could. That’s what it’s all about.
Making a conscious effort to seek out the details and ask specific questions shows your client that you care about them beyond business matters. Not only will this put your client at ease knowing they have a trusted partner on their side, but it helps you learn too. You’ll soon see where their drive comes from and realize their personal stake in matters. This understanding fosters a sense of connected motivation, propelling your business together in the process. To listen is to learn, and the more you learn, the stronger your career potential becomes.
Taking care of your connections. As I mentioned, in becoming a connector, you and your client become more human. We as human beings are created for these connections, and we must care about maintaining these connections. In this busy world, it is easy to let relationships fall to the wayside. Sure, you’ve checked on their daily Facebook updates or maybe you had lunch with them a few months ago, but don’t hesitate to reach out and keep in touch. This kind of consistent communication is key to keeping your connection strong.
Recently, Croy hosted a taco truck engagement event at our Chattanooga, Tennessee, office. Being new to the Croy team, I didn’t know what to expect of this event, but I was very impressed by the turn-out! I had the pleasure of seeing old friends and new colleagues alike sharing a meal and having great conversations. Through my own conversations, I soon realized that all these people were here because my colleagues are the kind of people who value connections. Their communication doesn’t stop when the deadline hits, and more importantly, the Croy team makes the effort to bring people together. I can say confidently that we are a company made up of connectors.
Even if the business aspect of your connection is no longer the focus, touch base with them on a personal level. Come alongside them, letting them know you’ll always be someone they can rely on when life gets tricky. In return, they come alongside us when we hit the lows of our lives or careers. They are the people you break bread with, call during the holidays, send condolences to. In the same vein, when they reach the mountaintops, we all celebrate just as they help us. Together, we move forward as humans and in doing so, set an example for the next generation to do the same. And yes, through listening and consistency, you can build these kinds of relationships in the corporate world.
The value of being a connector. While I believe these connections will help you meet your corporate goals, they also create an unbelievable bond with your clients. Yes, there will be bumps in the road; both of you will experience the highs and lows of life. However, the bond will enable you to work through the tough times while maintaining win-win scenarios through solving problems and providing deliverable solutions along the way.
We humans have approximately 4,000 weeks on this planet. When our time to depart arrives, we will not be remembered for what we brought to the bottom line. We’ll be remembered for how we made the people within our corner of the world feel. So, make the connections, and maintain the ones that matter. You never know how it can change things.
Harry Hawkins joined Croy in March 2024 as the vice president of client services. He is based in the firm’s Chattanooga, Tennesse office and can be reached at hhawkins@croyeng.com.
