It's not uncommon for people to send me a LinkedIn request the day after they lose their job. While networking is the key to landing your new role, the time to start building a network is long before you need it. As networking advocates like to say, “You need to dig the well before you're thirsty.”
The most important network for a CIO is other CIOs in the same industry. In the 2000s, there was a thriving retail community in the Dallas/Fort Worth metro area, and the retail CIOs got together frequently. These get-togethers were almost always dinners organized by professional connectors and paid for by IT vendors. Professional connector Cathy Hotka built an entire business around connecting retail leaders. Not only does Cathy arrange the dinner, pick the menu, and invite the right mix of people, but she shows up in person and keeps the conversation flowing. Cathy ensures that everyone has a say and nobody dominates the discussion. She gently coaches her paying customers about networking etiquette, strictly prohibiting PowerPoint presentations and other overt sales tactics. If you work in retail, you need to be on Cathy's list. If you work in another industry, you need to find your version of Cathy Hotka. If there isn't a Cathy, start your own CIO networking group.
When I worked for Pier 1 Imports, Andrew Jackson, the president and co-founder of BravoTECH, came to me with a proposition. Andrew would hold a monthly IT leader roundtable in my office. He would set the topics, invite the guests, and buy the breakfast. All I had to do was provide the venue and attend the meetings. These monthly meetings were fun and informative. They took place from 7:30 a.m. to 9:00 a.m. in my office building, so the time commitment was nominal. Depending on the topic, I would invite different members of my IT leadership team to attend. Never once did Andrew or his team try to sell at these meetings. Andrew knew that long-term relationships were a key component of business success.
To start your own networking group, I recommend that you approach a third-party connector like Cathy Hotka, or an IT vendor like Andrew Jackson, to manage and fund the events. I once believed we CIOs could arrange our own networking breakfasts and dinners, but there's more to it than meets the eye. Hosting a CIO IT networking event is complex and time-consuming. If you're looking to host or join a CIO roundtable, I strongly recommend partnering with an expert.
The coronavirus pandemic has moved networking to video conferencing. This new model makes attendance easier, less regional, and more affordable. However, side conversations and interpersonal connections are lost on video, and I believe that post-pandemic, in-person networking events will return and remain as important as ever.
If your company participates in an industry association, there's a good chance that group has a CIO Council. Specific industry councils are not only valuable due to the commonality of challenges and needs—a well-organized CIO committee can come together to impact meaningful change. The National Retail Federation (NRF) CIO Council has championed standards for years. Standards allow a barcode scanner from company A to work seamlessly with a cash register from company B. These standards help everyone, including the consumer, and they help to move our industry forward. In healthcare, the College of Healthcare Information Management Executives (CHIME) has successfully influenced regulations, improving the implementation and use of electronic healthcare records.
When participating in these organizations, CIOs need to put the interest of their own companies first. Don't allow your advocacy work to trump your day job. Get approval from your CEO before you get involved; and represent the position of your company, not your own position. Where they differ, I recommend recusing yourself from the debate. It's most likely your title got you in the room, not your bubbly personality.
I'm the first to admit that these events can be intimidating. When I first walked into an NRF CIO Council meeting 20 years ago, I was more nervous than a turkey the week before Thanksgiving. These CIOs were impressive people from impressive companies, and they all seemed to know each other. CIOs are sharp, cynical, and a bit jaded. The meeting was run with a touch of formality, kicking off with anti-trust guidelines and a word from the NRF's general counsel. You put all this together, and it's a bit daunting. However, once the conversations started, I realized I was at home with this group as we all shared a great deal in common. This annual meeting became the most important meeting I attended all year, and the friendships I have developed through these meetings will last a lifetime.
The best way to participate in roundtable discussions is to share accomplishments. I don't care about what you're planning to do in the future. After all, any idiot can sign a contract. If you've successfully implemented a new order management system or rolled out SD-WAN to hundreds of remote locations, I want to hear all about those accomplishments. Some people attend roundtables and don't say a word. Others don't stop talking. Find a happy balance, and you and your peers will get the most from your attendance.
Like many IT professionals, I consider myself a reluctant extrovert. At an industry party, I'd much rather sit in the corner and chat with a few friends than mingle among the crowd. When you pay to attend, take time away from the office, travel across the country, and then only talk to the staff person you brought along so you wouldn't be alone, it's bad for your business, and it won't grow your network.
If you're an introvert, consider attending these conferences alone. Bringing a co-worker along makes it easy to avoid networking. You can talk to your co-workers for free back at the office.
Here are a few tips to successfully navigate a cocktail party:
Now that we've proven the efficacy of remote working, CFOs are going to question the value of conferences. I recommend keeping and publishing detailed notes about what you learned and the people you met at the show. Send this to your direct reports and your executive leadership team upon your return. Just one new idea, or one pitfall avoided, will easily pay for your trip. Formatting and editing your notes is a good activity on the flight home. It's not too nerdy to calculate an ROI for your attendance. If this was your money, would you have still gone?
Finally, if you really just need a break from the grind, take your family on vacation instead. You can afford it, and I'm betting you have a pile of unused PTO.
If you think networking means sending friend requests to random CEOs on Facebook, you need to re-read this chapter. Social media is a valuable tool, but it doesn't come close to actual conversations between people. In Table 21.1, I share my approach to social media (knowing full well that there are various and different ways to maximize value from these tools).
Table 21.1: Networking and Social Media
| Social media | Usage |
|---|---|
| Friends and family only. I use it to keep in close contact with people I know in real life. I decline friend requests from strangers and acquaintances I only know through business. | |
| I use Twitter primarily in read-only mode. I follow a diverse group of people to get news, opinions, and insights from different perspectives. | |
| This is my primary business networking platform. I'm an open networker, and I'm continually looking to expand my connections on LinkedIn. I make an effort to provide interesting content to my LinkedIn connections. | |
| Text messaging | I consider text messaging to be for personal or urgent work matters only. I do not conduct any business with third parties via text. |
| The telephone | Phone calls are important for deeper conversations. Unless it's family, I don't believe in calling someone out of the blue. Phone calls should be scheduled in advance. |
| Video call | This is quickly replacing the phone call. Adding body language to conversations improves connectivity and understanding between people. Video calls keep us honest since it's harder to multitask when someone is watching. Video calls should be scheduled in advance. |
| The pub | The original social medium. Don't all good business ideas originate on a bar napkin? There's a good reason for that. |
Networking well takes time and commitment. The best networks have been built and nurtured over the years. When cultivating your network, focus on giving rather than taking. Be the George Bailey of networking. Give until it hurts, and when you find yourself in need, your network will be there to take care of you.
In the next chapter, we'll discuss one of the most important aspects of a network: learning from others.