Networking. The word strikes fear into the heart of many, but building professional relationships can be key to advancing your career.

One Macquarie team who excels at networking is Advancement. Based in the Deputy Vice-Chancellor (Engagement) portfolio, their duty is to create and nurture relationships with alumni, friends, donors and other supporters, to help advance the University’s teaching and discovery mission.

We asked the team’s Director of Development Ben Jordan (pictured) to give us some tips for building a network.

What’s the first thing you do when you walk into an event where you don’t know anyone?
I find some fellow “outsiders” first.  These are the easiest people to start talking as they feel as lost as I do. I find them by looking for people who are standing tentatively by themselves or in a pair, wandering around looking at the pictures on the wall, or just staring blankly around the room.  They often welcome your advances and feel as relieved as you to be talking to someone else.

What are your favourite conversation starters?
I always find talking about the location or the venue a great conversation starter.  You might be in an interesting room, city or have visited somewhere interesting that day.  

You must get introduced to a lot of people in your work. Any tricks you use for remembering people’s names?
It’s really important to not treat an introduction as a formality.  When I am introduced to someone I make sure that I’m fully present, aware and invested in that moment.  It makes a huge difference in remembering their name.  As soon as I hear their name, I mentally repeat it to myself three times while looking at their face.  This helps me to associate the person’s name to their face.

What should I do after meeting a useful/interesting contact at an event?
I always send a follow up email the next day that either asks for a follow up meeting, an introduction or even some feedback on something you discussed with them.  I will also connect with them on LinkedIn, but this alone is not enough.

The worst thing to do is to do nothing!  Following up is the most important thing, or you may as well have not met the person. 

How useful is LinkedIn as a networking tool for people in our sector?
LinkedIn is a great tool, but it has to be used effectively to be of any use.  I find it most useful for identifying people’s networks and then finding the path of least resistance to that person.  LinkedIn groups are also a valuable source of information, ideas and support.

Finally, LinkedIn can be great for building your personal brand.  You can share your insights and experiences to connect with people within and beyond your network.  This can lead to some new and exciting opportunities and connections.

Any useful tips/strategies for ‘pitching’ an idea or a request?
Think about your audience and what motivates them. Tell a compelling story that has real world impact. Be passionate. 

How can the Advancement team help Macquarie staff/centres connect with potential supporters?
Talk to us!  (mqadvancement@mq.edu.au) Our job is to tell the story of Macquarie University to a broad and diverse audience.  We need to understand the challenges you are hoping to solve, the solutions you foresee, what you need to take you there and, most importantly, the difference this will have the world.