True or False, “It is not what you know, but who you know”?

False (mostly).

The above phrase is commonly heard when less than qualified people get positions well above their level of competency.

And, there appears to be enough evidence to support this false claim. I can name at least 10-15 people who have their present job because they were simply liked by the person who has the authority to promote and they were given the job.  These people are very likeable people, but in each case I can think of, they were and are not qualified to hold the position they are holding and in turn the whole organization suffers.

Being liked or likeable is important.  If someone is liked it can signal they have treated people fairly, practiced kindness and done their work.  The fact is that many “likeable” people have high emotional intelligence, having the ability to read and adjust their emotions to the emotional needs of those around them to create team success. 

But, being promoted because of friendship or likeability is simply bad for business. 

Max Weber was the first to realize how nepotism negatively affected organizations and simply was not the best practice.  People, Weber argued, should be promoted based on their ability to perform their job, their competency, not on relationships. 

But, we all know competency is simply not enough.  You can be the most competent person in your line of work, but be relatively unknown. So, a new way to frame the reality of the workplace may be summed up with the statement, “It’s what you know, and who knows you”.

Both are needed.  Being competent, and also having those in authority know of your abilities. If this is the case, it means you do need to be the most competent professional you can be, but you also need to get your name in front of certain people. But how?

Networking.

What I have found though, is that very few people know how to build networks. Sure, many get their name out on Facebook, Linkedin, local trade organizations, etc, but yet they don’t know how to make personal connections.  Especially this most recent generation entering the workforce, who many times you find in a group of friends standing together, none of them talking and all of them enthralled with the curiosities on their smart phones. I have asked business students (both graduate and undergraduate) how they would introduce themselves to build or create a connection with someone they felt would be important for their career success. 

I just got a dial tone, blank stare – no solid answers.

So, if these students saw someone who would be a key individual in helping them advance their career, they simply would not know how to approach the individual.  Antidotal evidence from my years of teaching suggests this to be the reality.  I have had key executives in my class as guest speakers and after they finished only a few students approached them to introduce themselves. After they are gone, numerous students approach me and tell me, “I wish I could get a job at that company”!

So, here is a quick outline for you to take the first steps in building a connection to someone with the hopes of them knowing you, and eventually knowing of your competencies. 

Networking, Starting the Conversation.

Introduce yourself giving your full name and affiliation. Your affiliation is what you want to be known for or identified as.  If you are a student, professional, local interested person, whatever it is, make sure you include it here.

Thank them for something. Thank them for their presentation. Their leadership that inspires you. The time they are taking to talk with you. Etc. 

Connect.  Be prepared to find something you have in common.  It may be as simple as they run a great company, and you respect the companies work.  It could also be geography, attending the same college or some other personal area of interest.

State your intentions and goal. If you want something, ask and be very specific with what you are looking for in a job. But, whatever you are looking for, state it clearly.

State how you are qualified or interested. This portion quickly follows the previous statement, that being, you need to state how you have prepared yourself to be successful at your goal and what you have to offer.  Many people who are hiring are asking the simple question, “what does this person have to offer my organization”.  Answer this question for them!

Ask them for some steps.  People in position of authority cannot promise anything, but they certainly want to help everyone they can, especially if it means it will help out their organizations.  So, by asking for next steps, you are seeking their guidance and may get some inside help!

Thank them again.

Some people instantly have the right connections and are promoted, maybe even beyond their competencies. These people live by the old rule, “it’s not what you know, but who you know”.  The rest of us, live by the new rule, ““It’s what you know, and who knows you”.  So, if you want to steward your life, step out and connect.

More at: http://www.managementsalt.com