Networking is essential to job security, now more than ever

All too often we take for granted how important strong business relationships are to success in our jobs, our career and life in general. Business relationships are considered our “relational capital,” and include an inherent value, as every transaction, plan, and success or failure is driven in some fashion by that relational capital.

Doesn’t it stand to reason that job retention also is strongly affected by those relationships, and in layoffs, it is those same relationships that often weigh heavily — though unspoken — in that final decision?

Relational capital can be defined in many ways, but it is really the value we create, nurture and develop in our relationships, as in any business interaction you continually either gain or lose share.

In today’s market, two dynamics re-main constant: Business is driven by people and relationships, not tasks or project plans, and people still have a need for human interaction and mutually beneficial business relationships.

In your career, the majority of opportunities are earned through a combination of job performance and networking. Developing business relationships is more important than ever for business and personal success.

So how do we become stronger in business relationships? What relationships are most important in business?

In today’s competitive environment, we are faced with incredible challenges. We participate in teams, lead in a matrix environment and at times must leverage relationships with individuals we may only meet through technology.

Central to success is your ability to remain aware of your relational capital, though the demands of career — with its rapid pace, competitive market and information overload — may seemingly leave little time other than focus on goals, results and the bottom line.

If we are not careful, relationships become the victim of e-mail, to-do lists, text messaging and quick bursts using the smartphones and the like, with relationships lost in people’s desire to get stuff done.

When business relationships are subjugated or minimized, so then are the intangible assets you bring to your job. Those assets — customers and contacts — are developed and nurtured primarily through relationships, and can increase significantly the value you bring to your employer, which translates into your company’s success.

Failure to contribute to that success will minimize the value of your own personal relational capital, and potentially have an adverse impact on your career.

Central to building and maintaining valuable relationships are these basic steps:

• Launch the relationship. Establish common ground and create person-to-person connections; ask about goals and aspirations to understand your colleague’s business issues, but resist the urge to offer answers or solutions immediately.

• Secure the relationship. Display integrity and trust through active listening; take notes and document decisions, share facts — not opinions — and always follow up on commitments.

• Invest in the relationship. Use time purposefully, be prepared and engaged in meetings and all interactions. Remember, you gain or lose share in every interaction.

• Realize the significant returns on your relationship investment. Seek to influence, rather than direct; ask for help as needed; and treat each opportunity as unique.