Why this book: I teach Business Communications in the Master of Science in Global Leadership program at the University of San Diego.  I met Joe Sweeney  a couple of times when he was speaking for The Honor Foundation, really liked him and read his book. I have assigned it as required reading in my USD class for the section we do on networking.

Summary in 3 Sentences:  Joe Sweeney shares how he has used the philosophy and approaches in this book to help him make not just contacts, but friends all over the country. He describes networking as primarily an opportunity to deliberately meet and help others, to enrich their lives, establish credibility, and thereby earn and win their trust.    He offers advice for how to navigate awkward networking situations, how to avoid creating awkward networking situations oneself, and offers advice to those looking for a job, trying to find their way in new communities, as well as how quality networking can and should cross racial and gender boundaries.

My Impressions:  This book is  fun read and full of great stories.  Joe Sweeney’s enthusiasm for the topic, for meeting people, for making a positive difference in their lives, for sharing the joy and opportunities of a positive networking philosophy are contagious.  He recognizes that he may be blessed with an unusually upbeat and outgoing personality, so adapts his philosophy for those who may not be as sure of themselves socially in classic networking situations.  He has a separate chapter on networking styles for different personalities, and how to adapt one’s networking to the personality of those one meets and wants to interact with.  Lots of advice about asking the right questions and listening.    He offers great advice to anyone.

There is a separate chapter advocating networking outside one’s racial, ethnic or social group, a separate chapter on the special consideration women have in their networking efforts, and a chapter on networking in the world of social media (though this chapter is bit dated – having been written in 2010.)

The introduction and first chapters, and the final chapters entitled “The Master Networkers,” and “Networking Will Enhance Your Life” sum up Joe Sweeney’s philosophy on networking as a means of building bridges, making friends, helping people and becoming a resource in one’s community -and with that, the best things will come your way.

Like a lot of business books, it has a very handy summary of key points at the end of each chapter, which facilitates reviewing the key points of the book.

Networking is a Contact Sport is more than about networking. It is also espouses a philosophy of life -how to live well in a community.  And Joe Sweeney lives what he preaches.  He is definitely a giver, and it has served him well.

The below quotes give you a sense of for the book. My students in MSGL without exception have found this book very useful, and a joy to read.

NOTABLE QUOTES (with page numbers from the 2010 hardcover edition)

Networking is not about figuring out how to use business contacts for your personal gain. People can smell an agenda from one hundred paces, and if you strike up a loaded conversation with someone you barely know with the end goal of developing some sort of business relationship that lines your pockets, you’ll burn a bridge and never build a meaningful relation with that person.  12

I see networking in an entirely different light. I view networking as an opportunity to give, not to get, a way to make myself available to friends and contacts without any expectation of  reciprocity.  12

One day you’ll have to transition from the struggle for success to a quest for significance. 12

Touch triumphs over technology every time.  The hunger for human contact is universal and eminently more satisfying.  …I like people.  I like their stories. I like the contacts.   15

The main thing I’ve found in life is that success – and failure – leaves clues.  I’ve studied successful people, and they invariably have one thing in common: they saw themselves involved in something bigger than themselves.  19

Networking starts with introductions.  I love introducing myself – not because I think I’m anything special – but because I’ve learned the value of connecting with others.  31

I enjoy being on a first-name basis with breakfast waitresses, office janitors, and the guys at the street corner hot dog stands.  Treating these folks with respect is not only the right thing to do – because I’m treating them the way I would want to be treated – but I’ve learned that the people you meet while moving up the ladder will be the same people waiting for you if you ever have to make your way down the ladder. 31

Networking is like cultivating a garden: nothing will ever bloom if you don’t take time to water and weed, to give plants the proper amount of attention .  32

Good networking is also about being a good listener because if you wait long enough, people will leave clues about how things are really going with their lives.  32

Networking is about acting with confidence and exuding a self-assurance that you belong and are comfortable in your own skin.  33

Act like you belong, no matter where you are… a quiet assurance that you belong in the room – people will be attracted to you.  34

Talk to them like you would with your next door neighbor.  34

Good networking begins with the ability to start and carry on a good conversation…the ability to engage in small talk speaks well of you – and leads to engrossing exchanges that deepen a relation ship…staying engaged as an active listener is hard work, but well worth the effort. 41

The art of good conversation is very much like playing a game of backyard catch.  After you utter something, you’re tossing the ball of conversation to the other person, meaning it’s his or her true to say something.  43

It’s easier for me to be an active listener if I’m the one asking the questions.  45

…anything work-related, plus the always reliable kids, sports, and weather, are safe places to start a conversation.  46

When you attend a party, reception, or networking opportunity, act sas if you’re the host. Take time to introduce people to each other. Make sure others are having a good time.  Those at the party will gravitate toward you because they want to be near the “host.” 51

No matter what style or trick works for you, become good at learning names.  Never forget that one of the most impressive things you can do to become a good networker is to remember someone’s name.  51

The 5/10/15 program is basically an organized system that provides a structure and personal accountability.

• 5 means that I try to have five “meetings or “encounters” a day.
• 10 means I send out ten letters or pieces of correspondence on corporate or personal stationary , every single day.
• 15 means I make a minimum of fifteen phone calls a day

(Bob’s note:  This is a bit ambitious for me.  I have recommended to my students that they start with a 3-5-8 program and when that’s working, move to 5-10-15)

The difference between Networking and Not Working is one letter. 69

The only job security you’ll ever have is the faith and confidence you have in your abilities.  72

CEO’s and Presidents who pounded the table are now pounding the pavement.  78

Business is not about managing money; it’s about managing relationships and personalities.  91

Personality “types:”  Captain, Social Director, Steward, Navigator.  92-93

Networking from scratch:  Befriend everyone in your organization, volunteer for your company’s committees, eat lunch with others, work out with others.

Networking is a place you go to give, not to get.133

What matters is how you take the initiative to approach others, how you introduce yourself, how you listen carefully to discover shared interest or goals, and how you use your shared interest or shared values as the basis for sustaining a new relationship. 135

…something I call PFE – or Pay Forward Enterprises.  I got the idea for PFE after seeing the movie Pay It Forward a decade ago…”Paying it forward” meant the recipient of a favor does a favor for a third party rather than paying the favor back.  220

While we all agree that networking helps your businesses and advances our career, what gets overlooked far too often is that networking supplies you with a rich set of experiences, expands your contacts, and provides the framework for living a life of significance.  221

Joe Sweeney concludes Networking is a Contact Sport with the following summary of the key points he makes, but without the great stories he tells to make these points: 225-226

1. Relationships make the world go round
2. No matter where you are, keep an eye out for networking opportunities.
3. When you’re attending a mixer of social event, be intentional about meeting the right people, but don’t hand out business cards unless asked to do so.
4. Networking 101 is working the the 5/10/15 program, which means five meetings or encounters, ten letters or pieces of correspondence, and fifteen phone calls a day – which could result in five”engagements” or business making opportunities.
5. If you’re unemployed, remember that who you know is often more important that what you know. This is the time to let everyone you know know that you need a job.
6. Knowing what personality type you are can help you understand how you network best and how best to network with others.
7. Don’t fly solo through life. Ask someone – or several close friends – to be your wingman. Everyone needs a confidant.
8. If you’re new to a community, look for ways to get connected with others by coaching youth sports, volunteering with civic groups, signing up for the PTA, or joining a church. Identify what your passions are and do something that you’re passionate about.
9. Everyone needs a BWAG – a Big, Wild, Audacious Goal.  What’s yours?
10. If you’re a member of a minority group, learn the language of business. Networking can break down racial barriers.
11. Understand the differences in how men and women network.
12. Social networking on the Internet through platforms like Facebook and Twitter extend your outreach, but keep in mind that email messages and voicemails will never replace face-to-face contact and looking someone in the eye.
13. Find a mentor early in your career and become a mentor later in your career. One of the emails that gets forwarded around the Internet is the “Charles Schultz Philosophy,” even though the late creator of the Peanuts cartoon strip never said those words. Still the point was a good one. If you were asked to name the most recent Best Actor Oscar winner, or the last Super Bowl or World Series victor, or the last Dancing with the Stars champions, you probably couldn’t do it. No one remembers the headlines of yesterday very long.  But…
14. ….if you were asked to name the teacher who impacted your life the most, or the friend who helped you through a difficult time, or five people you’d enjoy spending time with, those are the people who’ve made a substantial difference in your life.  They aren’t lauded by Hollywood or given a ticker-tape parade down Broadway, but those were the people and mentors who cared about you and enriched your life.