Table Of ContentHBR Guide to
Smarter
Networking
HH88110044--SSmmaarrtteerr..iinndddd ii 55//66//2222 99::1155 AAMM
HH88110044--SSmmaarrtteerr..iinndddd iiii 55//66//2222 99::1155 AAMM
Harvard Business Review Guides
Arm yourself with the advice you need to succeed on the
job, from the most trusted brand in business. Packed
with how-to essentials from leading experts, the HBR
Guides provide smart answers to your most pressing
work challenges.
The titles include:
HBR Guide for Women at Work
HBR Guide to Being a Great Boss
HBR Guide to Being More Productive
HBR Guide to Better Business Writing
HBR Guide to Better Mental Health at Work
HBR Guide to Building Your Business Case
HBR Guide to Buying a Small Business
HBR Guide to Changing Your Career
HBR Guide to Coaching Employees
HBR Guide to Collaborative Teams
HBR Guide to Crafting Your Purpose
HBR Guide to Data Analytics Basics for Managers
HBR Guide to Dealing with Conflict
HBR Guide to Delivering Effective Feedback
HBR Guide to Emotional Intelligence
HBR Guide to Finance Basics for Managers
HBR Guide to Flexible Work
HBR Guide to Getting the Mentoring You Need
HBR Guide to Getting the Right Job
HH88110044--SSmmaarrtteerr..iinndddd iiiiii 55//66//2222 99::1155 AAMM
HBR Guide to Getting the Right Work Done
HBR Guide to Leading Teams
HBR Guide to Making Better Decisions
HBR Guide to Making Every Meeting Matter
HBR Guide to Managing Flexible Work
HBR Guide to Managing Strategic Initiatives
HBR Guide to Managing Stress at Work
HBR Guide to Managing Up and Across
HBR Guide to Motivating People
HBR Guide to Negotiating
HBR Guide to Networking
HBR Guide to Offi ce Politics
HBR Guide to Performance Management
HBR Guide to Persuasive Presentations
HBR Guide to Project Management
HBR Guide to Remote Work
HBR Guide to Setting Your Strategy
HBR Guide to Smarter Networking
HBR Guide to Thinking Strategically
HBR Guide to Work-Life Balance
HBR Guide to Your Professional Growth
HH88110044--SSmmaarrtteerr..iinndddd iivv 55//66//2222 99::1155 AAMM
HBR Guide to
Smarter
Networking
HARVARD BUSINESS REVIEW PRESS
Boston, Massachusetts
HH88110044--SSmmaarrtteerr..iinndddd vv 55//66//2222 99::1155 AAMM
HBR Press Quantity Sales Discounts
Harvard Business Review Press titles are available at significant
quantity discounts when purchased in bulk for client gifts, sales
promotions, and premiums. Special editions, including books with
corporate logos, customized covers, and letters from the company
or CEO printed in the front matter, as well as excerpts of existing
books, can also be created in large quantities for special needs.
For details and discount information for both print and ebook for-
mats, contact [email protected], tel. 800-988-0886,
or www.hbr.org/bulksales.
Copyright 2022 Harvard Business School Publishing Corporation
All rights reserved
No part of this publication may be reproduced, stored in or introduced
into a retrieval system, or transmitted, in any form, or by any means
(electronic, mechanical, photocopying, recording, or otherwise),
without the prior permission of the publisher. Requests for permission
should be directed to [email protected], or mailed to
Permissions, Harvard Business School Publishing, 60 Harvard Way,
Boston, Massachusetts 02163.
The web addresses referenced in this book were live and correct at the
time of the book’s publication but may be subject to change.
Library of Congress Cataloging-in-Publication data is forthcoming.
ISBN: 978-1-64782-335-1
eISBN: 978-1-64782-336-8
HH88110044--SSmmaarrtteerr..iinndddd vvii 55//66//2222 99::1155 AAMM
What You’ll Learn
You know that you need to be doing a better job net-
working, but something always seems to get in the way.
Perhaps you can’t fi nd the time to stay in touch with
past colleagues amid so many urgent, competing needs
in your work life. Maybe you think you can get away
without reaching out to new contacts until you’re get-
ting ready for a job search. Or there’s a chance you fi nd
networking unpleasant, inauthentic, and exhausting and
just can’t bring yourself to do it as much as you know you
should.
But no matter what has been keeping you from be-
ing a better networker, there’s hope. Too many of us have
been thinking about networking in the wrong ways. It
isn’t just something that happens at conferences and
events, and it isn’t about making as many connections
as we can—it’s about strengthening the connections we
have and putting ourselves in the right position to build
new relationships. We need to be smart networkers every
day because every day we need the support of our net-
works to do our jobs effectively, gain access to resources
for ourselves and our teams, and advance.
HH88110044--SSmmaarrtteerr..iinndddd vviiii 55//66//2222 99::1155 AAMM
What You’ll Learn
This guide provides practical tips and approaches
to help you build a diverse, supportive, and effective
network, whether you’re hoping to do your current job
better, move up in your organization, fi nd a great new
role, or achieve your long-term career goals.
You’ll learn how to:
• Develop a growth mindset around networking
• Ask questions that advance conversations beyond
small talk
• Build connections at conferences that last longer
than the weekend
• Find islands in a sea of strangers
• Host a gathering to bring together interesting and
inspiring people
• Secure a spot on recruiters’ radars—and stay there
• Accelerate your job search by getting back in touch
• Network more comfortably, even if you’re an
introvert
• Build a network with multiple layers of diversity
• Tell your career story through your online presence
• Reach out confi dently and graciously to someone
you’ve never met
• Overcome identity-related obstacles to networking
• Prevent reaching out from burning you out
• Keep your network healthy over the long haul
viii
HH88110044--SSmmaarrtteerr..iinndddd vviiiiii 55//66//2222 99::1155 AAMM
Contents
Introduction: Building a Smarter Network 1
It’s time to break up with our old ideas about
networking.
SECTION ONE
Why You Need to Network,
Even If You’re Not Job Hunting
1. A Smarter Way to Network 9
The right network can have a huge impact
on your success.
BY ROB CROSS AND ROBERT J. THOMAS
2. Learn to Love Networking 23
You can get past the “I hate
networking” feeling.
BY FRANCESCA GINO, MARYAM KOUCHAKI,
AND TIZIANA CASCIARO
3. How Leaders Create and Use Networks 33
You need operational, personal, and
strategic networks.
BY HERMINIA IBARRA AND MARK LEE HUNTER
HH88110044--SSmmaarrtteerr..iinndddd iixx 55//66//2222 99::1155 AAMM
