For the last 20 years, I have been teaching that the primary step in networking is:

First strengthen existing relationships and then expand your circles of friends

There is an obsession with meeting new people. That new people will unlock our potential, teach us new things, and create new opportunities. And that the people we know, have met, are surrounded by, are inadequate. Even as I write this again, it sounds stupid, doesn't it?

What comes into focus is how poorly we know and explore what we have. There is an irresistible allure of the new. It's why products offer new versions. Why car makers roll out their new line-ups. It also causes many divorces. We like shiny things and our consumerism world reinforces it. But often the new is irrational and riskier. And often it is more expensive.

I am not telling you not to meet new people. You gotta get out of your comfort zones and diversify your human portfolios. You have to inject new into everything you do. But it is not your first step. It is not a step to overlook. Meeting the new, will always be more challenging, more time consuming, and less comfortable.

Why ignore the network you have and the people you know?

People I meet always underestimate their own networks. According to them, their "rolodex" is always weak and does not contain the expertise they need. After I ask a series of questions, they "discover" that someone they know well could be a great connection. It never fails. Had lunch will a former colleague this week, and he is exploring a career change. He wanted me to connect him with new people. During our meal, he admitted knowing a senior executive at a very attractive employer. I added real value to the session by saying, "Please contact him." 🙂

You may be able to recall or remember things about people from your glorious present or past. And making an effort to make these recollections is a start. However, it is more likely you don't even know these people in your network. You don't know their resumes and their backgrounds. And therefore you have no idea what their networking potential is. But this is just the beginning of what you don't know about your network and how you undervalue it.

The big deal here is that your current network knows you and in most cases you have established a level of trust through common experiences. Your current network cares about you. And that creates opportunities to get authentic feedback and ideas beyond their contacts. People who know you can move quickly to the questions you want to discuss. Chemistry and comfort exist. It provides a warm platform to now get to know them better. I guarantee this process will reveal a new constellation of connections and contacts for you to explore. The other super added value here is your network can refer you to these connections, because they know you!

Now here is an ugly truth. If you have been negligent about maintaining your relationships. Reconnecting with "old friends" or former colleagues can be awkward. And the sirens of the new network beckon. But c'mon, most people want to connect and reconnect. I get asked this question all the time, "How do I reconnect with former colleagues and friends?" My answer is always the same, "Call them, e-mail them." Just make the connection and if necessary, apologize for being out of touch.They will understand. Plus you will enjoy it!

A new world of connections and opportunities awaits and many of them reside in the past. Don't leap over your exisiting network just to meet new people. It is amazing who you know but don't know. Reach out and connect!

Thanks for reading. John