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.

Last year about this time, I made the investment of diving into the online networking world. As a business networking specialist (www.networkingForResults.com), I felt I needed to be part of this new trend. Besides, I had just attended a seminar on the benefits of using social networks as a business-building strategy.

I decided to join LinkedIn (www.linkedin.com). After all, it seemed to be the logical network for me, as it is focused on a professional audience. I even registered at the premium level, thinking that this would give me even more opportunity with this new vehicle.

I immediately filled in my profile, then swamped my network with invitations to join. While this was happening, I researched the Linked In world to see who was out there and assess how I could use my new “toy”. Over the last twleve months, I’ve been testing a number of pilot projects and programs using my LinkedIn account as I built my network to almost 300 contacts with a total network reach of just under 3 million contacts.

The Naked Truth:  I haven’t received one request for information about my services.  I’ve been asked for one referral, which I rejected as I didn’t have a sufficient level of trust in the person who requested it.  When I tried to follow up with people who visited my profile, I found there was little interest. I even received a negative notice from Linked In that I was contacting people outside my network. The one initiative I did launch (speaking in Hawaii) went nowhere, although I did get info on accommodation while there (so it wasn’t a total loss). 

In spite of this, I intend to maintain my presence on LinkedIn. Why do this based on the lack of results achieved so far, you might ask? The reason is simple. I haven’t applied the principles and practices in the virtual networking world that work so well for me in the real networking world. Joining a network doesn’t translate into success. Working the network does.

In fact, virtual networks require even more personal investment, to overcome the missing “human contact” dynamic that we take for granted in the real world. Connections don’t equal relationships. They never will. As I start my second year as a virtual networker, I plan to increase my success within my chosen online network in three specific areas:

1. Clarify my professional and personal objectives, then review my actions and results on a  monthly basis.

2. Strengthen my position as an expert resource by answering questions that appear on LinkedIn in my area of focus, and be more active in LinkedIn communities that relate to my target markets.

3. Building, then leveraging strategic, high-value relationships in my Linked In network contact list.

I’d love to hear any comments you may have about your investment and success (or lack of) with an online network.

Michael Hughes, THE Networking Guru,

www.NetworkingForResults.com