"You can lead a horse to water, but you can't make them drink."  How many times have we heard that?  With our kids, our employees, and maybe even ourselves; let me share a recent conversation I had which reminded me of how many opportunities we have presented to us, and how so few people take advantage of them.

  

Recently I had the opportunity to talk to a friend that I worked with early in my career.  We worked together in my first few years after graduate school.  We hadn't talked for sometime so it was great to catch up and, as it turns out, my friend is now a Senior Vice President at a Fortune 50 Company.  She wanted my ideas about the job market and I wanted her ideas about networking.  Given that she'd been so successful in her career, I assumed networking must have played a part in it. I just wanted to hear some of her stories.

  

During her career, my friend had led a mentoring program for high potential new managers at the company.  In this role, she met with young professionals who were smart and driven; they just lacked experience and connections.  Time would take care of the experiences, but my friend had a plan for creating connections.  She advised the mentees to network within the corporation and offered the name of another Vice President and recommended a simple 3-step plan:

1. Call the executive and tell them I told you to call.  Ask for a meeting.
2. In the meeting, ask the person for career and business advice.  My friend said, "People love to talk about themselves and give advice."
3. At the end of the meeting, ask for an introduction to another executive that you don't know and continue the process.

It sounded like a great plan to me.  At Fluor, I did something very similar to this on my own, without any introductions.  It was very beneficial.  I was never turned down, I never paid for lunch, and the relationships clearly benefited my career at Fluor, and also made it more fun.  Look for my Networking Note entitled "Leveraging Lunch."

  

According to my friend, less than one in five would even try the 3-step plan.  These were high potential professionals in a formal mentoring program, sponsored by their employer!  I pick this all too common story to highlight how so many people pass up golden opportunities because most are simply afraid to go outside their comfort zone, and they don't properly value networking. 

  

Like my friend, I advise using the same 3-step networking plan within your company. If you can get an introduction, that's great and it will make it easier.  If you can't, still do it because you'll be happy with the results.   Take advantage of the networking opportunities right outside your office door.  Drink it in!