5 Keys to Developing Professional Connections

I cannot stress the value of your personal and professional networks and connections enough in gaining a board seat. I am sure it will not surprise you that at least 65% of people are appointed to a board via a personal or professional connection. So, if you want a board appointment or board seat, you need to know how to develop professional connections. In this article, I will share my 5 keys to help you do just that.

Who are these professional connections?

Essentially, your professional connections are the same as your professional network. But since we all hate the “N word” (networking), I tend to use the phrase “Professional Connection”. These are people you know from a work-related or business-related environment. When developing a successful board network, these relationships should be strictly professional, not personal, in nature. They could include present or past colleagues, mentors, industry peers, consultants, professional association alumni, and business associates.

Key 1 – Be clear about your motivations

Individuals who successfully develop professional connections are persistent. Persistence comes through strong motivations and an internal drive. Motivated people identify opportunities everywhere: at dinner parties, on planes, in the office, at corporate events, and even at children’s community events.

To do this effectively, you must be clear about your motivation. You should acknowledge that there are two kinds of human motivation, one with positive and one with negative implications for developing these connections.

• Intrinsic (positive) motivations result fromare the result of internal stimuli. You engage in a behavior because it is personally rewarding, enjoyable, or even challenging. Successful independent board directors are usually driven by a desire to help the organization, not by the stature that may come with the role. This behavior has positive spin-offs, as the connections made are genuine and authentic. Ultimately, these kinds of relationships reap positive results, including introductions that open doors to new board opportunities or access to those you may have been targeting.
• Extrinsic (negative) motivations are the result of external stimuli. You engage in a behavior to receive an external reward or avoid a negative consequence. For example, your main priority is to meet new people because you want them to help you achieve something, or you want a board seat because you feel it will help your social standing in the community or further your professional career. These negative motivations are self-serving and often seen as unattractive by those with whom you are trying to develop professional connections.

Don’t dismiss this seemingly small difference between the two types of motivation. It is important because one is likely to be driven by one’s own individual interests. Be aware of this when interacting with others, as it will be reflected in your language. It is essential that you are not seen as being extrinsically motivated.

Key 2 – Be authentic

So many aspiring board directors I speak with are completely inauthentic in their approach. They exaggerate their experience and create a false impression of what they can contribute to a board. As you can imagine, conversations based on this type of bravado usually go nowhere, with both parties wasting their time.

If you are developing professional connections and a board network, you must play to your strengths. But to do so authentically, you must first know your strengths and what you can offer a board. Once you do, ask others with more board and governance experience for their advice. You should then have the basis to develop an authentic board pitch.

Key 3 – Be passionate

One of the top criteria that a Board Chair looks for in successful board candidates is passion. Board chairs are passionate about three things: their contribution to their board, what the organization does, and what the organization is. They, in turn, look for and connect with people who share their or similar passions.

So, what exactly should you be passionate about? The truth is, it doesn’t really matter. I have seen an inexperienced but extremely passionate board candidate soften the most formidable board chairs. Whether your passion is for board service, the organization, the industry, what you do outside of work, or what you have to contribute, any of them can appeal to the right listener. Success lies in knowing what you are passionate about and how to articulate it.

Key 4 – Get your mantra right

The most valuable professional connections are mutually beneficial. When developing and maintaining these connections, your mantra should be simple: “How can I help? How can I help? How can I help?” This phrase needs to be buzzing around your head when you are looking to develop professional connections. You should constantly be thinking about the people you know, the knowledge you hold, and which industry-based skills and experience might be useful to those you are trying to connect with.

This “how can I help” mantra is incredibly powerful when reaching out to those you want to connect with. Asking this question can be an easy ice-breaker. It allows you to identify the challenges they may be experiencing and then leverage your ability to assist. Asking how you can help also demonstrates that you are inquisitive and genuinely interested in contributing or collaborating. Once connected, this approach provides a pathway to stay in touch, build new connections, and explore future board opportunities.

A word of warning—wanting to help and helping are two very different things. Most successful leaders ensure they follow through, and so should you. The “how can I help” mantra will generally backfire if you don’t follow through on your promises, whether they be big or small.

Key 5 – Be diverse

Intially I suggest you ensure you have covered “low hanging fruit” in your board network. These would be those closely associated with your current and past board and executive roles and industries. Also, those connected to your target organizations, the organizations you want to sit on the board of.

However, when it comes to gaining a board seat, the true magic happens from connections of connections and a diverse network. You never know what is around the corner and which boards or organizations will value what you have to offer. Being too similar to your professional connections can result in being overlooked on purpose. A lack of diversity in your connections means your network may lack the reach needed to access hidden opportunities.

Of course, you can not build and maintain a professional connection with everyone. However, if someone reaches out to you, don’t be too quick to dismiss the potential of that connection. Always be willing to listen and potentially collaborate if you can identify some synergy or passion. Reach out to newcomers, outliers, and even trailblazers within your industry and related industries.

What next?

Developing professional connections does not come naturally to most. However, getting out there, connecting, and conversing with new people will help you feel more comfortable. You should start by conducting an audit of your current networks, identifying which you should nurture and the areas you are lacking, and should focus on developing new professional connections.

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