I’ve heard it said that we don’t find books, they find us. I think this was the case when I was browsing through Chapters recently, and stumbled upon The Back Swan - The Impact of the Highly Improbable, by Nassim Nicholas Taleb.

The topic seemed far removed from my chosen field of networking for results, but for some inexplicable reason, I ended up walking out with it in my bag.  On top of that, I couldn’t wait to start reading it. The attraction was almost overwhelming.

A Black Swan is a highly improbable event that has three attributes: rarity, extreme impact and retrospective predictability (meaning that, in retrospect, we think we can explain it).  These random events, though few in number, have (and have had) the ability to affect world outcomes.

 There are two different types of Black Swan events. Negative  Black Swan events (like 9/11, unforseen financial disasters) are sudden, unexplainable and catastrophic. The author focuses much of his work on their effects and how they impact our world and our lives. Positive Black Swan events are equally unexpected, unpredictable and carry consequences. However these are pre-disposed to deliver positive outcomes.

Although much of the author’s documentation and emphasis is on the effect of negative Black Swan events on a global basis, the information he shares has a practical application in daily activities and their effect on future outcomes.

I must admit that I was naturally attracted to the positive Black Swan analogy, seeing in it much of my philosophy and methodology. As I read Taleb’s (or NNT, as he refers to himself in the book) Black Swan strategies, I couldn’t help but smile as I recognized what I intuitively have been doing while networking. Here are his “tricks” to maximize random Black Swans:

1. Make the distinction between positive contingencies and negative ones. There are positive Black Swans and negative ones. Know which is which. Seek out positive networking connections and quickly move away from interractions where you don’t resonate with your conversation partner.

2. Don’t look for the precise and local. Don’t be narrow-minded. Business networking often carries a pre-disposition to qualify and close. This short-term thinking short-circuits the more important relationship-building potential of networking. Seek instead to use these as opportunities to enhance personal context and explore professional value areas that can lead to future contact.

3. Seize the opportunity, or anything that looks like an opportunity. Positive Black Swans have a necessary first step. Networking is a relationship initiator and accelerator, but you must take responsibility for nurturing this contact into outcomes. Ask for a business card, follow within 24 hours and create more contact to further stimulate contact and communication. Therein lies the secret strategy I have cultivated for the last ten years.

4. Beware precise plans by government. Don’t put your future in other people’s hands. Beware of those who push too hard or move too fast. Take charge of your life and your networking strategy. Know your strengths, your value and your business cycle, and manage the process.

Author’s note: all the points above have one thing in common: assymetry. Put yourself in situations where favourable consequences are much larger than unfavourable ones. Find the right network, participate actively and build strategic relationships. Then watch as these seemingly random Black Swans evolve into options and opportunities for success.

now, go work your network,

Michael Hughes, The Networking Guru.