Stop Networking, Start Building Relationships

Success is not about who you know, it’s about who knows you and what they’re willing to say and do on your behalf when it matters.” — Keith Pigues

By D. Keith Pigues, CBC, CEO
Luminas Strategy

Developing Deeper Connections

In his presentation titled “Stop Networking, Start Building Relationships,” Keith advised students on how to build deeper connections with people. He laid out an all-too-familiar scenario: connecting with people on social media or exchanging business cards, but not really knowing most of the people you are connected with.

“Think about how many people really know you,” he explained. “They know your values, your purpose, your aspirations, and what you’re working on improving. They know you. If people don’t know those things about you, then you haven’t done the relationship development work to make that connection meaningful. So, that’s why I say to stop networking and start building relationships.”

According to Pigues, developing meaningful relationships in your professional life helps get you on the path to success in your career.

“A lot of students will be starting careers and working in companies soon, and there’s a way that people get ahead in the professional world. Of course, you need experience and education, but at the end of the day none of that stuff — although important — really gets you ahead,” explained Pigues. “What really gets you ahead is relationships with people.”

Your Success Team

While building relationships with people is key to professional success, students may find it difficult to do alone. Pigues advised that everyone should have a “success team” made up of a sponsor, mentor, coach and, of course, you. This is how Pigues describes each role.

A Sponsor opens doors for you. “It’s someone who is willing to put their brand, their reputation and themselves on the line for you. A sponsor has the ability to open doors for you but also to close doors based on what they think is best for you.”

A Mentor provides advice. “A mentor should know how to get you to where you’re trying to go and should have some experience, expertise and know-how you don’t have that will help you get there and navigate your journey. Be careful whom you choose as your mentor; it should be someone who knows how to get you there.”

A Coach gives instructions. “Coaches give instructions to help you build and improve upon skills to help you do whatever you need to do. You need a coach to help you learn and improve things that you either don’t know or want to get better at.”

You make decisions. “You are the CEO of your own career, and you want to make sure you have the right team of people around you to help in these various ways. Bring people in as your team to advise and support you, but always know it’s your decision to make. They should be there to help you make the best decision for yourself.”
 

Need more information?
D. Keith Pigues, CBC
CEO & Founder
Luminas Strategy
800 Park Offices Drive, Suite 1011
Research Triangle Park, NC 27709
713-248-1539
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About the Author

D. Keith Pigues, CBC

D. Keith Pigues is the founder and CEO of Luminas Strategy – a business strategy and value proposition consultancy based in Research Triangle Park, NC. The firm helps Fortune 1000 companies develop winning value propositions to accelerate profitable organic growth. He also serves as Chairman, CEO and cofounder of CulTRUE –  a culture analytics enterprise software and professional services company.

His corporate leadership experience includes roles as a Chief Marketing Officer or senior marketing executive at Honeywell International, Cemex, RR Donnelley and ADP Dealer Services Division (now CDK Global).

He is coauthor of Winning with Customers: A Playbook for B2B (Wiley & Sons), an inaugural selection of the C-Suite Book Club and featured on Best Seller TV.

Keith served as Professor of Leadership at the University of North Carolina Kenan-Flagler Business School and as Senior Academic & Administrative Officer, Dean of the School of Business and tenured Professor of Management at North Carolina Central University.

In 2004 he was selected as member of the Executive Leadership Council (ELC) and is a recipient of the Frost & Sullivan Marketing Lifetime Achievement Award.