It's Not Strategic If You Don't Have a Goal

In researching women CEOs for my new book, I have been struck repeatedly at the breadth of their networks. The message is clear, every leader (no matter the level from which you’re leading – individual contributor, supervisor, manager or executive) needs a strong strategic network. And while women are seen as having exceptionally strong interpersonal skills, we are perceived as not having strong strategic networks. Specifically we are rated as underperforming men in four areas: winning others to our point of view, being able to build alliances, being sophisticated about organizational dynamics and having many contacts. So, when thinking about engaging and aligning others, be sure you also focus on a larger network.

Let’s consider Anne Mulcahy’s story. Shortly after being positioned to move into the CEO position at Xerox, she met with her top 100 managers – that would be expected. But she also reached out with a cold call to Warren Buffet for guidance. His advice, focus on employees and customers. So, Anne went with sales people on customer visits – extending her strategic network to include key clients.

And Mary Sammons, CEO of Rite Aid. When she had no cash available to implement her operating plan, what did she do? She built her internal network with associates in the stores and distribution centers to learn about the Rite Aid customer base. And she “spent time with suppliers.” Neither cost money, and both helped her later when the financial picture improved.

It’s never too early (or too late) in your career to begin to develop your web of strategic contacts. What makes these relationships different from casual contacts or friends is that strategic contacts are or could be people who can help you meet your business and personal goals – whether they are goals connected with your current position or goals for your future. A relationship is not strategic if you don’t have a goal.

So, take a lesson from Anne and Mary… to make your net work, have clear business and personal goals and hold them in mind.

Network ON!
By Susan Colantuono