Role of Networking Skill to Career Success

Abstract

All human beings want to be successful in their personal and professional life. Success makes people happy and happy people are usually more productive. It is true that success means many things to many people depending on our values, faiths, beliefs, religions, culture, experiences, and stages of life. Thus, the indicators of success are not identical for all. Individuals define career success from their own perspective. Career success can be explained mainly from two perspectives- objective and subjective (Nabi, 2003; Judge, 1999). Objective success is measured by financial and material accumulation. It is measurable, visible, and tangible attainment. Examples are position, power, promotion, and compensation. Subjective success is intrinsic, and it is personal satisfaction that an individual receives from his job. Examples of intrinsic success include the employee’s job, interesting and meaningful work, doing good for the society, autonomy, life satisfaction and recognition. There is a positive association between subjective and objective career success (Gu, Q and Su, Y, 2016). Researchers identified many factors that are likely to contribute to career success of an individual (Akkas,2021; Tracy ,2019’ Grimland,2012; Greenhaus,1990; Judge,1994), The main factors, among others, are education, connectivity/networking, performance, exposure, knowledge in organizational politics, proactive personality, organizational sponsorship, and luck. These factors are interrelated. This paper deals with only the role of networking/connectivity in promoting and building the career success of an individual. Success in both personal and professional life depends mainly on a person’s ability to build a strong and meaningful relationship. The objective of networking is to build, maintain and strengthen real and authentic relationships to access information, resources and support that individual can use to make personal and professional progress. It is a process that is required throughout all stages of a person’s professional journey. Networking is viewed as a critical competency when employees are pursuing protean or boundaryless careers as………..

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DOI: https://doi.org/10.57240/DUJMBK02
Page No: 13-39, ISBN: 978-984-35-2570-3
Role of Networking Skill to Career Success
Md.Ali Akkas1
Introduction
All human beings want to be successful in their personal and professional
life. Success makes people happy and happy people are usually more
productive. It is true that success means many things to many people
depending on our values, faiths, beliefs, religions, culture, experiences,
and stages of life. Thus, the indicators of success are not identical for
all. Individuals define career success from their own perspective. Career
success can be explained mainly from two perspectives- objective and
subjective (Nabi, 2003; Judge, 1999). Objective success is measured by
financial and material accumulation. It is measurable, visible, and tangible
attainment. Examples are position, power, promotion, and compensation.
Subjective success is intrinsic, and it is personal satisfaction that an
individual receives from his job. Examples of intrinsic success include
the employee’s job, interesting and meaningful work, doing good for the
society, autonomy, life satisfaction and recognition. There is a positive
association between subjective and objective career success (Gu, Q and
Su, Y, 2016).
Researchers identified many factors that are likely to contribute to career
success of an individual (Akkas,2021; Tracy ,2019’ Grimland,2012;
Greenhaus,1990; Judge,1994), The main factors, among others, are
education, connectivity/networking, performance, exposure, knowledge in
organizational politics, proactive personality, organizational sponsorship,
and luck. These factors are interrelated. This paper deals with only the role
of networking/connectivity in promoting and building the career success
of an individual. Success in both personal and professional life depends
mainly on a person’s ability to build a strong and meaningful relationship.
The objective of networking is to build, maintain and strengthen real and
authentic relationships to access information, resources and support that
individual can use to make personal and professional progress. It is a
process that is required throughout all stages of a person’s professional
journey. Networking is viewed as a critical competency when employees
are pursuing protean or boundaryless careers as employees are making
1 Professor, Department of Management, University of Dhaka.

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frequent career moves. Few people today work for the same organization
throughout their careers whether because of downsizing or because of the
boundaryless or protean nature of modern careers (Arther, 1996; king,
2004; Eby and Lockwood, 2003; Gunz,2007).Interpersonal relations are
critical to self-manage careers. Now the economy is becoming more and
more digital, the workforce is becoming more mobile, and people will
engage in short term employment (Hossain, 2019). Examples of the gig
employees are freelancers, contract workers, and part-time employees.
Employees shift their jobs continuously. In the eras of gig economy
and boundary less careers, the responsibility for an employees’ careers
has shifted from the organization to the individual. This transformation
has heightened the need for self-career management behaviors, namely,
networking, and visibility (Drucker,1992; Sturges, 2008). We need to
understand how to manage and develop- our careers.
Networking skill is key to boosting social capital, managerial behavior, and
career success (Janasz, and Forret, 2008; Singh, 2006). Networking will
not only help an individual to find a job faster, but it will also give a person
a competitive edge throughout every stage of his or her career. It is the
lifeblood of a person’s career. However, many individuals have a negative
attitude towards networking and feel unpleasant about networking.
Students who are shy and introverted are poor in networking skills. There
is an absence of understanding/awareness of the importance of networking
skills among many students and employees They assumed that people use
it to get special favors from others or to enjoy an unfair advantage. They
do not believe in the unlimited power of networking in personal and career
development. That is why, they undermine the vital role of networking.
The reality is that it is not about begging for favors. Given the importance
of networking for employees, college and university students, an attempt
has been made to discuss the concept, benefits, determinants of networking,
barriers, and challenges of networking and then suggest strategies or ways
that an individual should use to increase their networking skills throughout
the course of their career development. This paper also helps employees,
businesspersons, and job seekers to avoid the common mistakes they are
likely to make in their networking practices. This paper is based on a
detailed review of available literature on different aspects and issues of
networking. The author makes an insightful analysis based on his long
working experience. As a result, this is a descriptive qualitative study.

Role of Networking Skill to Career Success
15
What is Networking?
People have mixed feelings about networking. It is often misunderstood.
The mindset of people matters. People with introverted mindsets consider
networking as a necessary evil when they are engaging in it(Lee and
Chen, 2017). They are also known as prevention-focused people. They
try to engage in it the least. They feel uncomfortable engaging in it. It
is an exploitative, manipulative, and inauthentic human activity. It is
an unethical way to get things done. They consider networking as an
unpleasant task of trading favors with strangers (Ibarra and Hunter, 2007).
People engaging in networking to gain more favors. It is an opportunistic
practice. Even some people think that they do not have time for it.
While promotion-focused people consider networking is a necessary skill.
They think primarily about the growth, advancement, and accomplishments
that networking can bring them. Promotion-focused people make contacts to
find out all possible opportunities to reach the goal with excitement, curiosity
(Casciaro, Gino, and Kouchaki, 2016 ). Networking should not be confused
with selling oneself. It is not only the exchange of information with others.
In today’s dynamic business world, networking is not a luxury, rather it is a
necessity. It is about creating and cultivating long-term, mutually positive
relationships with the people known to an individual. It is a process of
building and maintaining a network of contacts. It is an ongoing process. It
needs to happen all the time. Networking refers to the ability to exchange
ideas and information between two or more persons to create long term
relationships for gaining mutual interest and benefits. Networking skills
are the ability to make contacts through a two-way process. When building
a network, one must provide something back. It is a give-take approach.
For finding and promoting a career an individual must have competencies
to build and maintain social or professional contacts.
Researchers and experts define networking as behaviors that are aimed
at building, maintaining, and using informal relationships that possess
the (potential) benefit of facilitating work-related activities of individuals
by voluntarily granting access to resources and maximizing common
advantages (Podolny & Baron, 1997; De Janasz, Dowd and Schneiders,
2002; Wolff & Moser, 2006; Forret & Dougherty, 2004).It facilitates
resource mobilization. The relationship is informal, voluntary, and
reciprocal. The best networking comes from genuine and authentic
relationships. Networking may be internal (within the organization or
external (outside the organization). Through networking, individuals
expand their relationship arrangement by forming relationships with those

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internal to the organization (e.g., peers, and senior managers,) and those
external to it (e.g., members of professional associations; Higgins & Kram,
2001). Individuals who are well connected enjoy a strategic competitive
advantage ( De Man,2004). Networking has been defined as a mental and
emotional need to connect, socialize, and work with others (Van Winkelen,
2003). It meets people’s need for affiliation. Employees make personal and
professional relationships to access information, and supports (DeJanasz,
Dowd and Schneiders, 2002).
Determinants of Networking Behavior
There are many factors that influence the networking ability of a person.
It is influenced and determined by individual psychological attributes
such as proactiveness, a five-factor model of personality (extraversion,
openness, neuroticism, and agreeableness conscientiousness), individual
motivation for safety and security, gender, (Fuller & Marler, 2009; Klein
and Mayer, 2004; Wolff,2012).Let us briefly explain these points. .
Proactiveness is acting earlier before the problem becomes more serious
or unmanageable. Proactive people do not wait for something to happen
rather they make something happen. According to Thompson (2005, there
is a strong association between networking and proactiveness. A proactive
person has more capability to build connections across the organization
that lead to career success.
Personality matters at work. Researchers found a strong relationship
between personality traits and the networking behavior of individuals.
The big-five personality traits have a strong impact on the psychological
foundation of networking behavior of individuals (Rapp and Ingold,2019).
For example, people with high extraversion are more powerful in their
networking behaviors than people with lower extraversion (Wanberg,
Kanfer, & Banas, 2000. Who are extroverts? Extroverts are usually
talkative, assertive, sociable, friendly, approachable, and outgoing.
Extraversion facilitates networking because Individuals with extraversion
actively seek social attention and this nature persuades individuals to
engage in interactions at work. Extroverts are more closely related to
building contacts than to maintaining and using contacts. Therefore, they
will make many useful connections over time, which may provide many
opportunities in the future. Additionally, extraverted people are more
relaxed meeting new people (Digman, 1990; Goldberg, 1993; McCrae &
Costa, 1987). Extroverted persons demonstrate a preference for networks
with powerful ties ( Rapp and Ingold,2019).

Role of Networking Skill to Career Success
17
People who are low in extraversion (or introverted) do not like to invest
more in social settings. They are more comfortable working by themselves.
Due to the more social interactions, extroverts have higher confidence
levels compared to introverts and confidence is a key to success in various
stages of life. They are courageous and are not afraid of taking a stand if
they do not like certain thing. People with low confidence feel that keeping
silent is better than talking a stupid. The degree of extraversion differs as
per the situations. It has been observed that the same person is extraverted
in some situations and more introverted in other situation (Cherry, 2021).
They remain silent to talk with people holding powerful positions in the
organizational hierarchy. Because of personality traits, some individuals
experience more barriers to networking than others.
Motives also influence and shape networking behavior. Motive explains the
reason for doing something. People act in a given way because of motives.
Human behavior is motivated. A study found a strong relationship between
networking behavior and an individual’s need for power, achievement,
and affiliation (Wolff, 2018). To meet these needs, people try to build and
use contacts.
Demographic factors such as Individuals from the higher socioeconomic
background (Forret & Dougherty, 2001) and the more educated (Klein et
al., 2004) are better skilled in developing and maintaining relationships
instrumental to one's career. People with high socio-economic status have
more access to resources, wealth and power and can easily establish and
maintain networks with high profile and powerful people of the society
and this strong network plays a big role in their career achievement. For
example, youths with well-connected parents tend to have choices in
selecting work (Bengston, Biblarz and Roberts, 2002). If a youth’s relatives
are unemployed and they lack job contacts, their choices are restricted
to other kinds of contacts (such as peers) that do not lead to long-term
earnings benefits. Children can receive better education when their parents
are financially affluent, and the quality of education has a tremendous
influence on a person’s career success. Attaining higher education from
a reputed institute may provide opportunities to build strong connections.
Thus, socio economic status determines a person’s human, social and
cultural capital.
Network patterns and objectives differ across gender (Volkovich and
Laniad, 2014; Venkatesh and Morris, 2000). Gender influence on access to
networking often varies according to local and cultural practices. Female
employees encounter several networking challenges compared to men that

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hinder their career advancement (Lahtinen and Wilson, 1994). Women utilize
their networks less effectively than men, which leads to men experiencing
more career satisfaction than women (Van Emmerik, 2006). Men are more
likely than women to use networking for searching for a new job (Zikic ,
2008). Perceptions of the social networking practices of female employees are
different from those of men. Women see their networks in terms of close social
friendships, while men see their networks as alliances rather than friendships.
Men tend to use networking to promote their careers. Women feel hesitation
to ask for help from other people due to moral and cultural concerns. They
do not feel comfortable demanding a favor if they cannot return it in kind.
Women are much more likely to connect with other females as their initial
friends who are in the same professional levels Networking approaches of
women and men are also different. Women perceive themselves to be more
emotional in their networking approach and men are more direct and women
are more emotional in their approach to networking (Bogaards, 2012 ).
Women with children find it more difficult to establish networks due to
tight work schedules and family responsibilities. Women need to spend
more time than men taking care of children and family members (Gordon
and Whelan-Berry, 2004) This leads to women spending less time than men
networking after work hours (Linehan, 2001). Networking cuts into family
time. Women also face the difficulty of entering typically male-dominated
networks, especially when interactions are often informal and occur
outside of work (Hoffman, 2008). Women face more uncertainty of joining
new groups in male-dominated professions. Women have little access to
men dominated network within an organization (Linehan, 2001). Due to
these and other factors, women usually fail to build multiple networks
and cannot leverage their networks to advance their careers as their male
counterparts are likely to do. The exclusion of female employees from
social and business network impedes their building of a strong connection.
These studies confirm the existence of gender differences in networking.
The above analysis shows that men and women experience a different set
of barriers to networking.
There are many challenges and barriers to effective networking. Some
people are suffering from fear of failure. They lack self-confidence. Their
self-efficacy level is low (Bandura, 1999). They feel intimated or frightened
by people who know more than them. They are suffering from an inferiority
complex. They think that they are not knowledgeable enough to talk to
other professionals. They feel nervous to talk to a stranger. People do not
like to talk with people with more status or power than them (Hofstede,

Role of Networking Skill to Career Success
19
2012). Many people feel uncomfortable asking for help or assistance and
they think they are good enough to take care of themselves and asking for
assistance hurts their ego. Many people are proud and ego -driven. They
are afraid that people perceive them as weak, needy, or vulnerable.
It is more advantageous if individuals build diverse network with
people different from themselves because it will allow them to access
new information and resources. We are uncertain about the norms
and expectations of new groups with different backgrounds. Cultural
differences act as a hindrance (Bochner, and Hesketh, 1994).As a result,
people tend to build connections with homogeneous groups. This may act
as an obstacle to getting new ideas and opportunity.
Some people feel shame to begin the initial conversation. They feel uneasy
to connect with those who are senior in terms of power and position.
Networking may be expensive. Networking meeting involves cost. For
example, to be a member of a professional club (e.g., Lions Club, Rotary
Club, Dhaka club) one needs to pay a huge subscription and donation.
Networking takes time. Networking is a long-term game. Many people
expect quick returns. They cut off networking after a short period of time.
Networking will be stronger if one can provide value. Strong networking
depends on a person’s ability to respond to other’s challenges or problems.
It is a two-way street. It is important to me oneself useful. It is essential to
demonstrate one’s value to others.
Forms of Networking
Networking takes mainly three forms, namely, operational, personal mad
strategic and all these are distinct in nature but interdependent (Ibarra and
Hunter, 2007; Uzzi and Dunlap 2005). These different types of networking
are critical to succeed as a manager. Leaders must have all three types of
networks, and not just one or two. As a leader rises through an organization,
he or she must master these three kinds of networking in succession. We
shall need to utilize all three kinds of networking skillfully.
Operational networking is needed to perform current internal activities.
The purpose is to get work done efficiently and the contacts or networks
are mostly within the organization or group and the routine and short-
term demand determine ties or connections. Colleagues, peers, and other
members of the group have the power to block or support a project. All
managers need to build good working relationships with the people who
can help them to do their jobs. Cross, Davenport, and Cantrell (2003) stated
that the ability to create maintain personal networks distinguishes between

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high and poor performers. Building a diversified personal network across
the organization should be a part of an ambitious manager’s development
plan because it improves personal and professional growth and success.
Personal networks are mostly external and oriented towards current and
future interests. Through professional associations, alumni groups, clubs,
religious groups, and personal interest communities, managers gain new
perspectives that allow them to advance in their careers.
Networking is critical to play the leadership role. Top managers or business
leaders must be good at strategic networking, it occurs both within and
outside the organization. That is, inside and outside links are needed to be
a successful leader. They need stakeholder support to become successful
leaders. As Ibarra and Hunter (2007) found in their research, strategic
networking is the ability to marshal information, support, and resources
from one sector of a network to achieve results in another. It deals with
broad strategic issues. Strategic networking provides top managers or
leaders with the power to achieve personal and organizational goals.
Successful leaders and managers place networking at the heart of their
new leadership roles. The following section deals with the importance of
networking to acquire career success.
Why is Networking Important?
Networking can provide an individual with many tangible and intangible
benefits. In a rapidly changing business world, it is a reality and absolutely
a necessary skill for employees across the industries to have a strong
personal and professional network. Networking is viewed as a powerful
tool for making a career successful. Networking is an essential; skill for
career success (Naderman and SunHee, 2018). Networking serves as a
catalyst to find employment and to make the expected move in a career. A
strong and wide network provides a person knowledge and understanding
of trends as well as insider information on job openings (Wolff and Moser,
2009). People like to do business who are well known, and they like to
recommend people they trust. A survey shows that 85% of the best jobs in
the USA are filled as the result of a third-party recommendation or through
a referral from a trusted source (Tracy, 2019). Many jobs do not get
advertised and many people are hired through the recommendations. The
best networkers usually do not remain jobless for a long period. They use
the backdoor to have access to the secret job market in the private sector
(Adler, 2016}. Networking is the key to a successful job search for many
people. This is an indication that most of the jobs are filled via networking.

Role of Networking Skill to Career Success
21
Networking behaviors are essential to career success (Nierenberg, 2002;
Torres, 2005; Welch, 1980). Networking is the process through which
people make interactions with others to exchange information and build
contacts, which results in advancing one’s career. The business world is
guided and influenced by connecting the right people with each other.
Many studies found a strong positive relationship between networking and
career success or outcome in terms of subjective (career satisfaction) and
objective (salary or position, number of promotion) perspectives (Eddleston
and Baldrige, 2004; Forret& Dougherty, 2004; Langford, 2000; Michael &
Yukl, 1993; Orpen, 1996). Studies show that the most successful managers
spend 70% more time engaged in networking activities (Luthans, Hidgetts
and Rosenktantz 1988). Performing traditional management activities is
not good enough to go ahead, even without networking ability managers
find it difficult to do their routine management function. That is, the ability
to network is a strong predictor of managerial success. It is a powerful tool
to climb up the career ladder.
A person with high networking has more capacity to control alliances,
connections, and social capital. Networking also helps a person to receive
an adequate and acceptable performance ratings (Sturges, Conway, Guest,
& Liefhooghe, 2005; Thompson, 2005; (Wanberg, Kanfer, & Banas,
2000). People engaging in networking behaviors can easily build and
sustain unofficial contacts that boost career success (Forret & Dougherty,
2004; Luthans, Rosenkrantz, & Hennessey, 1985; Michael & Yukl, 1993).
Individuals can gain access to needed information or resources, social
support and guidance (Janasz and Forret, 2008). Social support can be used
to accelerate career success. Networking with professionals can provide
access to information about job opportunities, influence career paths, and
create possibilities of mentoring within a chosen field (de Janasz & Forret,
2008). Networking has been shown to relate to concurrent salary, salary
growth, and career satisfaction (Wolff & Moser, 2009; Gould and Penley,
1998). Networking increases an employee’s visibility, development
opportunities and capacity to negotiate promotion (Claes and Ruiz, 1998).
Networking is a specific career competency critical in this era of
boundaryless careers (Hall, 2002; Grimland, 2012). In today’s dynamic,
unpredictable and turbulent environment, employees are often changing
their careers and the responsibility for managing careers lies with the
employees, not the organization. That is, the responsibility is on an
employee to take control of his career development. Contemporary careers
are boundaryless than the more traditional linear career, especially in

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private sector organizations. One way in which employees can increase
their careers is through networking (Wolf and Moser, 2009). This is an
indication of the importance of networking for career development.
Networking skill is essential to make human capital effective. The formal
education systems are designed to build and develop the right kind of
human capital. Human capital consists of education, training, skills,
experience, knowledge, and ability that increase our value in the workplace.
People and their expertise and competency are an organization’s primary
asset and source of competitive advantage in today’s knowledge- driven
economy (Drucker, 1992). However, managers and professionals need to
give emphasis on the development of social capital also to make them
marketable. Networking is a key human capital skill that is unique in
its ability to increase an individual’s social capital (Seibert, Kraimer,
and Liden, 2001; Baker, 2000). Human capital is not enough, there is a
need for social capital to make human capital effective (Monica, 2006).
Both human and social capital makes us marketable (De Janasz & Forret,
2008). Social capital is meant by the networks of relationships among
the people living and working in each organization and society. Social
capital facilitates the flow of knowledge and information. Managers and
professionals with protean career attitude need to use their social capital
to be flexible, self-directed, and concentrated on their employability
(Hall, 1996; 2002). Baker (2000) describes social capital as the resources
available to an individual because of his or her personal relationships.
Social capital can offer individuals huge benefits in their careers (Adler &
Kwon, 2002; Baym and Larson, 2021). It contributes to lower absenteeism
and employee turnover, and higher organizational performance. Moreover,
social capital is harder to replicate than human capital (Forret & Sullivan,
2002). That is, education, training and work experience are easier to obtain
and replicate than relationship with others. As a result, individuals enjoy a
valuable and distinctive advantage in the competitive market.
Networking serves as a path to create and sustain long-term relationships
with mutual benefits through exchanging information. It is an avenue to
exchange ideas and information. It broadens our exposure to new ideas
and solutions and provides access to resources (Dulworth, 2006). Success
in a career is mostly attributed to the pool of information or ideas a person
has accumulated over the past. Many successful people in different fields
have attributed their career success to the networking channel they have
created over time.
Networking makes a person prominent in an organization and society in

Role of Networking Skill to Career Success
23
general. It makes an individual more noticeable. People quickly notice
others who have stronger capabilities to make them relevant. Networking
within an organization makes a person a better candidate when a promotion
opportunity arises. When two people are equally qualified for a position
employers or top managers hire one whom they like and trust more.
Having contacts with the right persons will help a person to move next
career movement.
Networking provides avenues for newer opportunities. We are surrounded
by unlimited opportunities, and we can tap these opportunities when we
relate to the right kind of people. When a person can draw the attention of
senior managers, it opens the door for newer opportunities. Career-minded
individuals are incredibly good at networking and thus they are more
capable of reaching their career destination with minimal effort. Because
networking creates more avenue of newer opportunities. Sometimes,
performance or academic qualification is not a guarantee of success,
the roadmap to reach the top ladder of an organization is possible if an
individual has a strong network and a good relationship with others.
Networking improves subjective career success. It enhances the physical
and mental health and overall, well -being. Professional networks improve
the quality of work and increase job satisfaction (Casciaro, Gino, and
Kouchaki, 2016 ). Social connection is positively related to long- term
happiness and success. This is a big predictor of happiness and success.
Success does not make us happier, but happiness makes us more successful
(Achor, 2018). Individual happiness is possible, but it may not last long.
Gross or collective happiness is good for a society and through networking
a group of individuals works together towards a common goal. Success
and happiness cannot be designed in isolation.
Networking competencies provide a person with a great opportunity to share
ideas and information. It improves learning and knowledge acquisition
(Luthans, Hidgetts and Rosenktantz, 1988). Professional networks leadto a
broader and deeper knowledge and improved capacity to innovate. It leads
to We can take lessons from other’s experiences. Through networking, we
can see things differently. It enriches our knowledge base.
Networking improves a person’s creative intellect. People having contacts
with other influential persons over a longer period can easily utilize and
release their creative talent. For example, a new learner can be an excellent
performer if he has interactions with powerful and knowledgeable teachers
in his field. Networking provides support from high profiles individuals.

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Good networking with high -profile individuals from the same career path
can serve as support whenever any possibility arises. These high-profile
individuals can help us manage our challenges effectively by giving advice
and linking to the right direction. Individuals with powerful connections
always go ahead.
Networking helps a person meet potential mentors, partners, and clients,
and gain access to the necessary resources (for example, information, job
market and industry trend) that will foster your career development. It is
clear from the above discussion that successful people use their network
to get ahead.
Networking builds self-confidence (Subrameyer, 2021). Well-connected
people usually switch jobs frequently and they do not mind getting out
comfort zone because strong networking helps them build invaluable
social skills and self-confidence. They can use these skills throughout their
professional life. They gain self-confidence by interacting with people in
various fields. They know the art of getting things done through others.
It is not easy to choose a right career, but it is more stressful to achieve
success in the chosen career. Social networking can be a useful tool to
relieve stress. Knowing the right people can help us reduce the stress in
choosing the right career and achieve career success. Meeting with people
facing similar stress or problem can provide us an opportunity to solve
them more prudently. Persons with sound networking skills might have
easy access to new and valuable information, resources, and support. This
learning opportunity may make a person a better individual. Thus, in crisis
situations, individuals with strong and right good networking abilities
can utilize their network for help and support. We can take lessons from
others’ mistakes and successes. Considering the benefits of networking,
let us now suggest measures or develop strategies to promote and build
networking skills.
Ways to Improve Networking Skills
From the above discussion, it can be concluded that networking skill is
crucial for one’s career success. It is vital to an individual’s professional
growth. Networking skills (for example, speaking, writing, listening,
sense of humor, positivity, and empathy) are the capacity to make contacts
through a process that is two-way (Flaherty, 2019). People are engaged in
many different professions; whatever the profession they are in, networking
is the fuel to accelerate their career success. People are not the same
as per as their networking is concerned. Kay (2004), Taylor (2006) and

Role of Networking Skill to Career Success
25
Boe (1994) assert that certain people are gifted or blessed with the natural
ability to build the appropriate connections and relationships. They are at
an advantage in the modern competitive world where relationships and
connectivity are so vital.
There are many people who are deficient in this critical skill, and they do not
feel comfortable about approaching people and asking people to connect
with them. But they must need to develop these skills by practice. This
skill can be acquired through learning, practice, and feedback. A person
must develop this skill so that he can network efficiently and effectively.
A study suggests that most professional jobs are not attained through
classified advertisements; rather, professionals are hired through effective
and consistent networking (Koss-Feder, 1999). Despite its importance,
many students’ dearth of the knowledge and skills needed to effectively
make contacts. People use different networking tactics to make their
careers successful. We need to design and use different strategies to interact
with people holding different positions. Networking strategies to interact
with the immediate senior and CEO of an organization are not identical.
Study shows that effectiveness of tactics depends on the situation. There
is no one best strategy. A given strategy may not match or fit all. Different
tactics work for different people. For example, shy and introverted people
are less likely to use networking. They prefer small group discussions.
Extrovert type people have a natural talent or passion for networking, they
love and thrive on more social interaction A combination of two or more
tactics works better. Let us now mention several different strategies to
build and improve a person’s strong networking skills and thereby develop
personal and professional development.
Always be ready to help. Giving is a strong tool to build and maintain
networking. We should do something for others without expectation of
return and then others will feel obligated and grateful to help and favor
us when the time comes. “Successful people are always looking for
opportunities to help others and unsuccessful people are always asking
'What's in it for me? (Tracy, 2019). Give first and receive later. Expecting
too much too early is a common networking mistake (Haden, 2016). So
start networking early. We should build a network before we need it. To
develop a network of close-minded friends, an individual needs to be
honest, free, and frank, and sincerely involved in serving their interests.
Be curious about mutual benefit. Develop relationships with people over
time that is mutually beneficial. Networking serves as a path to build
long-term relationships with mutual benefits; it works better when it is

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reciprocally advantageous (Paul and Kaltenbach, 2004). Creating a win-
win situation is especially important for any long-lasting connections.
When one party reaps more benefits than the other party, he or she will
feel cheated and used. Only through networking we will get help and
ideas from surprising sources. We must work together for a common goal
and mutual benefits.
A key to success in our personal and professional relationships largely lies
in our ability to communicate well. Communication skill helps a person
build a strong relationship with others. Communicate frequently both
in online and person. Work on communication skills such as speaking,
writing, listening and interpersonal. Read body language (facial expression,
eye contact, body movement, posture and gesture, tone of voice} of both
senders and receivers correctly. An individual needs to pay attention to the
body language of the person with whom he is speaking. This will confirm
whether other parties agree or disagree.
Relationships will be more cordial and sincere when an employee could
focus on the needs of others before his own. It should be a win-win approach,
not a win-lose. We must have a mentality to do something meaningful for
the people we want to connect with. Kindness or generosity is the key to
building good relationships. Usually, people receiving earlier benefits will
feel obligated to give returns when the opportunity arises.
Build a relationship with people from a point of common or similar interest
(for example, Dhaka University Management Association).The need and
interests of the two parties must be aligned. For building a collaborative
and long-lasting relationships, it is necessary to work together on tasks that
require one another’s contributions. Task interdependency is a great source
to build a constructive force in professional contacts. Through networking
both parties are empowered. .
It is wastage of resources to have a network with everyone. We often make
mistakes in choosing people with whom we like to be connected. We are
spending our time with people who can be of no help at all because these
people are not particularly ambitious or well-connected (Tracy, 2019). It
is essential to identify the sign of wrong or bad contact. The signs of a bad
contact are absence of reliability or credibility, demanding favor frequently
and focusing only on their own needs (Stella, 2018). These people may
become a burden and can prevent a person from making real, and strong
contacts that might benefit his career. A person should develop network
with the right people, who will be mutually beneficial (Cast, 2018). The

Role of Networking Skill to Career Success
27
single most critical factor in determining the value of an individual’s
network is the breadth of connections with the right people—people who
are willing to recommend. Right people include past or present professional
colleagues, bosses, friends with similar interest, past or present teachers/
professors, family and relatives, neighbors, and alumni association. The
right people are always helpful. They show sincere interest in others,
do not focus on themselves, and they genuinely want other people to
succeed (Goins, 2019). Right people are those who can assist us with a
job search and career move. To succeed we must rely on others being a
member of a society. Working towards a common goal will build long
-lasting relationships.
Build both internal and external networking. It is just as necessary to build
relationships within the organization as it is to do so with external parties.
The internal network helps a person to build a strong personal brand. Make
short- and long-term career plans when we are meeting people.
Participate in networking events to get acquainted with influential people
of a person’s career field. When a person frequently attends professional
and social events, he can make himself known to others. He can get his face
known. Exposure is essential to succeed in career. People quickly become
aware of others who have stronger capabilities to make them relevant. This
will satisfy our need for social interaction. We can get noticed among the
crowd of many talented professionals through networking. Being visible
is not about showing up at every event, it is about showing that we are a
reliable and supportive member of our profession.
Create a feeling of intimacy. Intimacy in a relationship is created when
we are emotionally and psychologically connected and supported. Keeping
discussion on common issues make us feel happy. People are willing to
help those who are already known to them
Networking works better if there is an effective follow-up (Whitemore,
2018). Follow-up is everything when it is timely. Follow up is trying to get
more information about something or someone to reinforce or reevaluate
a previous action. Always get in touch. Follow-up immediately. It takes
huge time to grow and develop a sound relationship. .
Express gratitude and appreciation. People like to be acknowledged, and it
is common courtesy to thank those who have helped a person in his or her
network (Garver, 2018). Gratitude is a thankful appreciation for receiving
something from others. The benefit may be tangible or intangible. People
can use gratitude to form new social relations or to strengthen current ones

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Management Education for Achieving Sustainable Development...
(Klerke, 2010).). It produces long lasting positivity. Showing appreciation
to others will help a person maintain a professional image. Forgetting to
say thank you can make a negative impression. Congratulate other’s new
achievements such as promotion or publication of a paper or book may
strengthen relationships.
Make short- and long-term career plans when we are meeting people in
networking events to get acquainted with influential people of a person’s
career field. When a person frequently attends professional and social
events, he can make himself known to others. He can get his face known.
Exposure is essential to succeed in career. People quickly become aware
of others who have stronger capabilities to make them relevant. This will
satisfy our need for social interaction. We can get noticed among the
crowd of many talented professionals through networking. Being visible is
not about showing up at every event, it is about showing that we are a reliable
and supportive member of our profession.
Accept and welcome constructive criticism. Constructive criticism is
far better than flattery. It provides scope for further development. We
must identify our weaknesses and flaws and take measures the areas of
improvement. Constructive feedback clarifies expectations.
Be active in social media platform. Social media is a powerful tool if we
can use it judiciously. Engaging in social media (Facebook, YouTube,
WhatsApp, Facebook Messenger, Instagram, Twitter, LinkedIn.) to follow
up new contacts.Make the best use of digital technology because digital
competency can contribute to networking skills (Lee and Chan, 2017.
Generation Y, also known as millennials, are people, who are comfortable
with technology and online networking as an integrated part of their lives
from a young age (Korzynski,2013). They are habituated with the internet
and other sophisticated communication technology to get connected
with others. They are highly motivated to use modern communication
technology. The traditional office is becoming less important to them.
Today’s workplace is a combination of online and offline environment,
characterized by networking and collaboration among employees, who
can perform activities anytime and anywhere (Kabral, 2010)Connecting
with people on social media allows an employee to communicate with
other people in his or her industry, which helps him build a strong network
with meaningful, beneficial connections.
Networking is an ongoing process. It requires persistence, goodwill,
sincerity, and attention, when a person networks to meet his need for a new

Role of Networking Skill to Career Success
29
job or something else, his chance of success will be the least. Keep the
relationships active. It takes time to build a real and authentic relationship.
People will help those who are already known to them.
Stay positive. Invest time and resources to create a positive image.
A positive attitude is an extremely critical networking skill (Porat, 2020).
Positivity and confidence go hand in hand. Positivity may develop a
powerful relationship with others quickly and help a person to be more likable
and memorable. When we extensively use negative words and phrases,
people will think of us as a negative, possibly even pessimistic person. On
the other hand, if we use positive language, others will see us as positive
persons, always ready to tackle new challenges.
Making networking is a two-way process of giving and taking to build a
long last relationship it is not just about meeting people. It is not a way
-street. Be purposeful when networking. Forming relationships that are
mutually beneficial to both parties. There are people who like to take
advantage and give us nothing in return. They are in every profession.
Keep the promises we make to other persons in our network, otherwise
our relationships will be damaged and broken. Stay away from people
who make over promise but under deliver ( De Man, 2004; Misner,
2000) . We should set realistic expectations and try our best to meet them.
Commitment and credibility make a person popular. Many political leaders
make commitments which they do not believe in.
Building connections that are truthful, honest, and of worth to both parties.
Trust is a necessary condition to build a long-lasting relationship. Trust
plays a big role in building effective networking (Baker, 2000). Sufficient
trust and mutual respect are required to build a strong relationship. It takes
time to develop trust as individuals have positive interactions and support
one another. Shows sincerity and builds trust because it actively shows an
interest in someone else's opinions and thoughts (Wolfe, 2019).
Networking is building about relationships, not just selling oneself. It is not
a selfish game. Follow the give and take policy. Do not be self-centered or
selfish. It is built not to fulfill one’s own needs only. Give first and receive
later. We should help people without expecting any immediate returns.
But the reality is that helping others will often come back to us many folds.
Be empathetic and considerate. Empathy permits people to develop
social relationships with others. Employees can react or answer correctly
and properly in social situations when they understand others’ opinion,

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Management Education for Achieving Sustainable Development...
emotions, and feelings. A person must have the ability to feel what another
person is feeling. Make others feel that they are worthwhile, and important.
We must honor their emotions and sentiments. Empathy decreases stress and
fosters strength, trust, healing, personal growth, creativity, learning and
builds connection ( Zaki,2019).
Being polite is a strong networking behavior that contributes to successful
networking efforts. It is important to be always polite when networking
(Kay, 2004). A punctual person does not make excuses for being late (for
example, traffic jams).
Be an active and good listener. Listening and hearing are the same. It is
more than hearing. Hearing is an inactive action that occurs spontaneously,
but listening is a distinct skill that needs to be learned over time with
practice. Listening is hearing something with full attention. A good
listener needs to receive, understand, evaluate, remember, and respond
appropriately (Newstrom and Davis, 2016).Most of the people do not like
to listen, rather they enjoy talking. As human beings, we are endowed with
two ears and one mouth, so we should listen twice as much as we talk.
Listening means we are valuing and respecting others. Networking deals
with both receiving and giving information. Active listening increases our
understanding of the needs of others, as a result, we can ask the correct questions
to keep a conversation moving forward. Talkative people are considered
impolite, rude, and dominating. They are the least reciprocal. Talking
more is boring. It is essential to make a balance in the conversation. Try to
avoid the conversation one does not agree on.
Asking thoughtful and insightful questions. Ask questions only to ensure
understanding. Asking irrelevant questions is a sign of immaturity. Do not
ask about political and personal issues. Keep the conversation short and
meaningful. The irrelevant conversation is a barrier to networking. Do not
waste others ‘valuable time. Do not take too much time in conversation.
Make judgments wisely and consciously. Respond appropriately.
The tips and tactics mentioned above will certainly make employees think
differently about managing their careers. These measures help a person
avoid career derailment by becoming more self-aware, more agile, and
effective. These strategies and tactics help people shift change their
mindset from prevention to promotion so that they can see networking as
an opportunity for discovery and learning rather than a difficult task. It is
no more inauthentic and exploitative. These valuable insights are crucial
for both individual career development and organizational effectiveness.

Role of Networking Skill to Career Success
31
These tips help a person to build long- term relationships as well as a good
reputation over time. These tips and strategies might be helpful even for a
shy, nervous, and introverted person.
Conclusion
A strong professional network exerts tremendous influence over the career
success of an individual. Employees’ personal success ultimately can
contribute to organizational success (Judges and Higgins, 1999). Experts are
of the opinion that the most connected people are usually the most successful.
Strong networking makes a big difference between a mediocre career and
a phenomenal career. The best networks help build the best career (Klerke,
2010). Great connections can offer employees and graduates learning and
promotional and new job opportunities. The alternative to networking is
to fail. Our experience suggests that people with poor networking skills
will lag in today’s competitive and global environment. Prevention-focused
people consider networking a necessary evil and inauthentic. They view
networking as a challenging and often distasteful task, as a result, they try to
avoid it and their performance is not satisfactory (Lee and Chen, 2017). They
are ambivalent about networking. Students must be aware of the importance
and skills of networking. Cast (2018) explains that in today's workforce, the
burden is on an employee to take control of his or her career development.
The responsibility to manage and promote a career lies with the individual
employee. Hence the importance of networking for career development
cannot be undermined. Talent, skill, performance and drive might not be
good enough to stop a person’s career from spoiling or ruining (Klerke,
2010). An employee with strong networking skill can unearth or uncover
opportunities to connect with different types of mentors and advisors. It may
increase his familiarity with senior management, and develophis areas of
expertise, and improve his soft skills. Networking helps a person to become
a good team player. Networking is a specific career competency critical in
the era of boundaryless careers. Fortunately, these skills can be acquired
through learning and practice. Networking takes conscious effort. One must
invest time and resources to develop and sustain relationships. Despite the
importance of networking, it has not received emphasis in the education
and training systems up to now. Davis and Warfield (2011) suggest that
networking skills can be taught and nurtured within academia. Janasz
and Forret (2008) showed that teachers can enhance the networking skill
of their students by encouraging them to engage in group discussion and
participation in the classroom. Mutual trust, empathy and generosity are
crucial to develop and sustain genuine relationships. (Baker, 2000). Good

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Management Education for Achieving Sustainable Development...
networking has a basis of trust and support and can mean the difference
between an average career and a great career. It is about creating trust
and assisting one another toward goals. Social capital is created when
employees can participate in “real work” with one another that results in
their cultivating trusting relationships (Cohen & Prusak, 2001). Frequent
interactions with others can build trusting relationships. Employees at all
levels of an organization will need to modify their attitudes and mindsets
about the authenticity and necessity of networking.
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