Networking: The Hello BEFORE the Hello

Have you ever walked into a networking event, heart pounding, unsure of how to make that first connection? You’re not alone. Networking can be intimidating, but with preparation and understanding, it can become an opportunity to build meaningful relationships and foster career growth.

But what is networking? It’s the art of building and maintaining professional relationships that provide mutual benefits. Networking is not just about exchanging business cards or connecting on LinkedIn; it’s about meaningful interactions that lead to opportunities, collaboration and growth. Despite its importance, networking is a skill rarely taught formally, leaving many to learn it through trial and error.

Many people face significant barriers to effective networking. Based on a recent networking survey conducted through our chapter, ACHE of South Florida, the most common obstacles include:

• Feeling unprepared or awkward in social settings.
• Worrying about being judged or turned away.
• Not knowing how to break the ice.
• Struggling with follow-ups after initial meetings.
• Busy schedules that make attending events challenging.

Our own networking approaches and styles have evolved over time in our careers. For example, as a student, Khadija found networking daunting, sticking to familiar faces and avoiding a plan. Introducing herself to executives and staying in touch felt overwhelming to her. Over time, she stepped out of her comfort zone, engaged intentionally and explored diverse networking environments. Now, as an administrative fellow, she networks with clear goals and a follow-up plan, building meaningful relationships that shape her growth.

As for Adrian, networking has been a journey—starting as a Homer, evolving into a Social Butterfly, and now identifying as a Pro who approaches events with intent and focus. Understanding your networking style can help you navigate events more effectively.

Which type are you?

• The Pro: Focused and intentional, they connect with people aligned with their goals.
• The Pathfinder: Navigates the networking landscape, tests strategies and refines their approach to build meaningful connections.
• The Social Butterfly: Outgoing and enthusiastic, they thrive on meeting new people.
• The Homer: Sticks to familiar faces, avoiding new connections.
• The Loner: Waits to be approached, often missing opportunities to engage.
• The Lurker: Hesitant and unsure, they linger on the sidelines waiting for an opening.
• The Procrastinator: Waits until the last minute to engage, often rushing interactions.
• The Hog: Dominates conversations, leaving little room for others.
• The Torpedo: Interrupts conversations without regard for flow or etiquette.

However, networking styles can overlap and individuals may shift between types depending on the situation, so preparation is the key to effective networking. Here are some steps to get started:

• Research attendees or speakers: Identify key people you want to meet.
• Set specific goals: Decide what you hope to achieve, such as meeting a set number of people or connecting with industry leaders.
• Practice conversation starters: Rehearse introductions and have a few topics ready to ease the pressure of starting conversations.
• Bring networking tools: Whether you are using business cards or a digital method like LinkedIn QR codes, be ready to exchange contact information.

A simple yet powerful approach to networking is the “Be BOLD, Be Brief, Be Gone” framework, popularized by John Crossman, a real estate executive and author. Here’s our take on the B3 framework:

1. Be BOLD: Identify someone you want to meet, approach them and introduce yourself. For example: “Hello, my name is [Name]. What’s your name?” Focus on remembering their name.
2. Be BRIEF: Share key details about yourself, such as where you work or study, your title or major, and your hometown. Listen for common ground or mutual interests. Show genuine interest by asking follow-up questions and keeping the interaction to about five minutes.
3. Be GONE: Conclude by asking how to stay in touch, such as connecting on LinkedIn. Familiarize yourself with LinkedIn’s QR code feature for quick exchanges.

Building a connection doesn’t end after the event. Following up is crucial to maintaining relationships:

• Send a thank-you note: A brief message expressing gratitude for the conversation can make a lasting impression.
• Connect on LinkedIn: Include a personalized note referencing your conversation.
• Schedule a follow-up meeting: If appropriate, propose a brief call, coffee or lunch to continue the discussion.
• Share relevant resources: Send an article or resource that might interest them, demonstrating your attentiveness.

Networking is more than a series of hellos. It’s about fostering relationships that can shape your career and personal growth. As you prepare for your next networking event, instead of attempting to meet as many people as possible, take a step back and think about who you want to connect with. Do your research and set clear goals for the types of professionals you’d like to meet. Consider your networking style and identify areas where you can improve, whether it’s stepping out of your comfort zone or refining your approach.

Remember that every meaningful connection starts with a simple hello. So be bold, be brief and follow up—because the hello before the hello can make all the difference.

Adrian Parker, FACHE, is an executive director, division of strategy and innovation, Broward County Public Schools. Khadija Moody is an administrative fellow, Boston Medical Center.

The American College of Healthcare Executives (ACHE) is a network of leaders committed to excellence in healthcare and achieving their personal best.

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