Book Review: 'Savvy Networking' focuses on cultivating relationships

In her third book, author Andrea Nierenberg continues her mission, which she writes is "to show people that networking is a positive word."

Her first books, "Nonstop Networking" and "Million Dollar Networking," aimed at convincing readers that networking is a vital tool for building long-term business success and - in the end - business relationships.

In her latest book, "Savvy Networking," she breaks the art of networking down into 118 tips, which are very broad and can serve as new territory for readers unfamiliar with her work or as refreshers for loyal followers.

While I've never read Nierenberg's other books, networking is something I'm aware of in my day-to-day role as a journalist, and I'll admit, it's not something I'm entirely comfortable doing. Nierenberg quickly sets the stage for successful networking by noting that the process is first about giving to those whom we network with. In the author's point of view, kindness equals business, even if it's the sort of kindness that to some would simply seem to be smart customer service.

Networking also isn't a chore that's meant to be checked off with other tasks. To do it well, Nierenberg suggests that networking must be a mindset, something that happens at all times.

Her early tips in the book cover myriad suggestions via DNA, which stands for deliberate networking always, and the ABCs of networking, which range from action and attitude to zeal for connections.

There are many nuggets of wisdom, as well as real-life examples, presented in this book, and while there isn't room here to rehash all of them, there are a few particularly interesting angles.

Managing time

I wasn't expecting time management to pop up in a book about networking, but Nierenberg connects the dots. She suggests waking up 10 minutes early every day and jumping right into a productive task. Those extra minutes can free up time to begin a project, connect with someone via e-mail or write a handwritten note to someone in your network. There's a quick quiz that's helpful in terms of figuring out how well time is being managed, and the book also warns against losing precious time to the Big Five Emotional Time Wasters: indecision, guilt, worry, perfectionism and procrastination.

Refining your personal presentation

In a professional setting, Nierenberg maintains that we're always presenting to someone, and she spends several pages giving pointers that include limiting one's own talking; listing with eyes and ears; asking open-ended questions; speaking with confidence; and being a facilitator who introduces others they could benefit from knowing.

As a journalist, it's my job to ask people questions all the time, but in some settings, particularly if others aren't attending with the idea that they'll be asked to share information, I often worry that my conversations come off feeling more like raking someone over the coals, so this segment was informative.

Creating connections

According to Nierenberg, connections can best be made through curiosity. Notice things about people and ask their names. Use those names, and store away details for future use. Make sure technology doesn't overshadow face time, which encompasses being friendly, adapting to others' surroundings, connecting with questions to aid in understanding others, and knowing when to exit. The book also cautions about wasting opportunities to connect and the risks of making incorrect assumptions about someone new.

Ten rules for business etiquette

It's possible that many people have found themselves in a networking situation (remember, they're everywhere) where someone was violating etiquette. Perhaps they dominated the conversation or showed a lack of respect for others' time. While there are likely as many lists of networking etiquette lists as there are books about networking, Nierenberg's list is simple and contains such rules as arriving early, wearing a name tag that can be seen easily, extending a confident greeting, avoiding invasion of personal space, and gracefully joining and politely exiting conversations. Beyond the list of 10, the book also addresses good manners of networking, which include recognizing situations when networking could be inappropriate or even unwelcome, such as at a funeral.

Easy-to use format

The book is full of exercises, pullouts and lists that can be useful, including:

• The Top 10 Cs of a strong personal brand;

• Tangible and intangible tool kits;

• Using the 2-2-2 strategy to decide which groups to join;

• Tips for success at trade shows; and

• Low-cost networking tips for small-business owners.

Nierenberg shares her own experiences as well as those of others in her network to aid readers in identifying with the tips she shares, so this book, a fairly quick read, may be worth the time for anyone who wants to refine their networking skills.