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.

As a networking specialist and student of networks (www.NetworkingForResults.com), I’m always looking for opportunities to confirm how the fundamental networking principles I have discovered apply in business and in life. This document is a work-in-progress that tracks the evolution of “The Network Effect” and its impact on a pre-determined outcome.

April 14th, 2008 is a special day. It marks my 35th wedding anniversary (and yes, to the same woman). In early December 2007, I was reflecting on how to celebrate this milestone event. I wanted something special, memorable and momentous. Cheryl has always dreamed of going to Hawaii, so I decided to surprise her with tickets to this destination for Christmas. This would give us plenty of time to plan and prepare for an unforgettable holiday.

Then I thought “wouldn’t it be cool if I could speak while we were on holiday” (I can hear the collective groan from all the women reading this, but please, bear with me). I had never been to Hawaii, didn’t know anyone there and had never even thought about exploring something like this. I decided to make this part of my exercise, dubbing it “The Maui Experiment” as after some research, I had decided on Maui as our destination. I booked airfare and prepared my Christmas surprise strategy, which went over extremely well. It’s the first time I’ve seen my wife cry when she opened her Christmas present.

As for The Maui Experiment, my first question was “Where do I start?” I don’t know anyone in Maui, or Hawaii for that matter. Putting my networking expert hat on, I asked myself “Do I have access to a network that might assist in my quest?” Then I remembered I am part of an online social business community called LinkedIn. I had joined in July 2007 and had been building a base of professional connections in this international virtual network. The more I thought about it, the more I realized this network was the perfect resource. Finding the right network is the first step in achieving any outcome.

I went to the LinkedIn site and used the search feature to find connections located on Maui, further focusing my search on sourcing contacts aligned with my target markets. I found a number of potential candidates. I sent each a simple message sharing my area of expertise, advising we would be on holiday in the area in April 2008 and asking for help in sourcing an opportunity to speak. The second step in leveraging a network is communicating clearly the outcome you want/need.

Within a week I received a reply from one of the recipients located on Maui. She explained that the island was small and that the business environment was quite laid back. She recommended I check out the more commercialized areas of Hawaii, especially Honolulu. I continued my LinkedIn marketing strategy, sending out a few messages every day, and expanding my search area to include all of the Hawaiian Islands. I received a number of replies, but nothing concrete.

About a week after my first response, this same person re-contacted me, asking if we had finalized our accommodation. She had a furnished two-bedroom cottage and wondered if we might be interested in renting it. Over the next few weeks, and in spite of some horrendous email issues, we persisted in moving this opportunity forward.

When we finally got the chance to see pictures of the cottage property, we were overwhelmed by its beauty and serenity, and the price was very reasonable. What a surprise benefit from The Maui Experiment. My network was really telling me what it could supply, based on the current circumstances and situation. The third step in leveraging a network is being open about the benefits and by-products it can, and will, supply.

As this opportunity was unfolding, I began to share this as a “good news story” in my presentations. A number of audience participants approached me, requesting info on the cottage. I contacted my Maui connection and suggested she set up a web site so I could refer these prospects. Check it out at www.orchid-cottage.com The fourth step in leveraging a network is to build relationships by contributing to the success of others.

And now, the piece de resistance. On February 4th, 2007, just as we were finalizing the details for renting the cottage for our holiday, I received an email requesting I confirm my availability to speak on September 18th, 2008 in Honolulu. This unexpected surprise came through a separate, concurrent relationship-building exercise. It brought a whole new dimension to our trip, as we now had the chance to travel to this exotic location with a good portion of our travel paid by the client.

I contacted our Maui cottage owner and advised her of the new wrinkle, requesting to delay our stay until Fall. Our revised plan is to add a 10-day holiday behind the work portion, where we will relax in a lovely cottage on Maui. The fifth step in leveraging a network is to continually invest in building relationships.

The Maui Experiment has now become part of my case histories, a perfect example of The Network Effect. I am using this story in my presentations to demonstrate the power and potential of networking and networks. By the way, I continue to develop the relationship with my friend Leili McKinley, owner of the Maui cottage. She has asked to attend my presentation in Honolulu and we are exchanging information about networking groups on Maui. Who knows, maybe I will get to speak while on holiday in Maui this Fall.

The Network Effect: every person you meet has the potential to help you to the extent he or she is willing, and able. Your mission is to stimulate their willingness as you discover their ability, relative to your situation.

P.S.: Because these new circumstances have changed the timing of our anniversary trip, we will be taking a cruise in April. After 35 years, she deserves it.

Michael Hughes is known as THE Networking Guru. www.NetworkingForResults.com.  He specializes in coaching professionals towards increased results and profits by better utilizing networking as a business strategy and leveraging the Network Effect.

On Monday of this week I had one of the weirdest experiences ever. I met with a contact to research an upcoming client program. The company is a retail enterprise, so I wanted to establish my strong background in this market.

My contact was about my age, maybe a few years older. One of my first statements mentioned that I had extensive retail background and that, in fact, my dad had worked for a local retail chain, mentioning it by name. I have no reason to explain why I said this, other than a little voice in my head prompted me to.

My contact asked me to tell him my name again, and then asked what my father’s first name was. He sat back as if hit by a Mack truck. Then he said ” I don’t believe it.”. Then, he shook his head, and said it again.

Turns out he worked for, and with my dad, for a number of years. We spent the next half-hour reminiscing about his years with this firm and his many memories of my dad. You see, my father was one of his favorite people, his mentor, to use his words.

I listened intently, hearing the affection, the love and the respect my conversation partner had for my father, and he repeatedly stated the impact dad had had in his life. It brought back many memories and confirmed dad’s legacy. He was a good man.

After some time, my contact mentioned we should get down to business, so we had a brief discussion about my presentation and the audience I would be speaking to. For some reason neither of us had the enthusiasm about this topic we had earlier.

Driving home, I couldn’t help but smile at how our conversation had immediately centered on my comment about an obscure, now-extinct retail chain that acted as a catalyst for a powerful emotional experience.

It was almost as if an invisible voice had whispered in my ear. Thanks dad. You are remembered.

Dr Gnu.

Canada is a country of seasons. There’s something about the first snow fall that brings out the kid in me. It always has.

I’m classifying today as the first official day of Winter. Why? Because we woke up this morning with about 15 cm (6 inches) of snow already on the ground, and another 25 cm (10 inches) scheduled to arrive over the next twenty four hours.

The best part of today for me was the chance to play with my new toy. After twenty years of shovelling, I bought myself a new snowblower. It’s 9.5 horsepower job, with a 28-inch wide capacity. I ended doing my driveway and almost three others as well (one neighbour was halfway through when I got there).

It was geat fun! I was out there with my snow boots, snow pants, heavy gloves and fur hat. I didn’t even feel the cold. Every time I moved the scoop too high, the snow flew back in my face, like in a snowball fight.

And boy, did it make cleaning my 40-foot double driveway easy. It’s amazing how a chore turns into a game when you have the right equipment. I even called my mom to tell her how much fun I had.

Who says only kids can have a snow day?

P.S.: it’s only 9 am. I get to do it all over again this afternoon.