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From chasing to being chased: upside-down networking for consultants
Become the prize to be caught through networking the other way around
Hello to the 1,231 subscribers who read Consulting Intel! I recently switched to a different newsletter format: read the whole thing!
Let me ask you a question.
Do you feel that in your professional career you are just waiting for things to happen?
Silently, wishing that the next big opportunity will just fall on your lap…
You know already that in consulting, sometimes you need to be where the opportunities can find you.
That’s where serendipity strikes.
That is also where the little concept of upside-down networking comes into play. Seeking opportunities does not always mean chasing them: it also means positioning yourself smartly so that opportunities come to you.
I’ll explain what I mean through a personal story from the 2009 financial crisis.
Times were tough.
Projects were being canned almost every week, and as a semi-junior consultant, I was eager to stand out.
I was lucky enough to still be busy on a big engagement for a multinational insurance company. One evening, I stumbled upon a creative solution to a business process issue that was overlooked by pretty much the entire project team.
I was pretty confident that my idea was solid, and would attract some attention. Of course, I had to find a way to let my leadership know.
I casually shared my insights during a sushi lunch with my boss, without expecting much in return, and also a bit uncertain of how it would be received.
To my surprise, this move landed me in a strategy meeting with a few top execs to discuss my findings.
I was 24.
That’s the essence of upside-down networking: offering value and taking a step back to let the magic happen.
Traditional networking is all about reaching out, but upside-down networking is about drawing people in by being the premium fish catch that attracts the seasoned fishermen: your bosses and leaders.
It’s about providing something so valuable that they can’t help but seek you out.
PS: This week’s edition is brought to you by:
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Partners, directors, senior manager in a consulting firm are swamped with team management responsibilities and project work.
When you come along with a fresh perspective or a solution that eases their load, you elevate yourself and are seen no more as “just another consultant”.
You become an asset.
Your input not only helps them succeed but also makes their lives easier.
If you get only one thing from me, that would be: play the long game.
Consistently offer valuable insights without immediately seeking something in return.
Integrate your value-adds into everyday interactions and patiently build a reputation as the go-to person for fresh ideas.
Upside-down networking turns the traditional way of networking on its head, making you the prize that everyone wants to catch. By being the source of valuable insights, you create a dynamic where leaders actually come to you, opening doors to opportunities that accelerate your career growth.
Remember, in consulting, your reputation is your currency.
By making yourself sought-after through upside-down networking, you will be in a great position to climb the corporate ladder quickly (I assume this is a goal for you…).
Next time you’re strategizing your career moves, think about how you can flip the script and make opportunities come knocking at your door.
✍ The Management Consultant
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🎯 INTERESTING SH*T
A few things I found on the internet that you may like…
“Bulletproof systems unlock exponential growth in any business. Automate, eliminate, delegate: routine repetition builds the castle”. Have a read through this thread:
As I’m busy writing my first book (which I will self-publish), I found this video by
quite useful:Just finished reading Greenlights by Matthew McConaughey. Fascinating book! Loved it.
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🔥 Love this idea of "upside-down marketing". Seems to be well in line with @Category Pirates and WOM (word of mouth). And, the No-Sell Sell.
I've been darn fortunate over this past year and a bit. When I walked from corporate employment in the spring of '22, I had little for a 'plan' other than knowing I was not going to work in toxicity anymore.
As I researched, pondered, and wrote online daily (mainly LinkedIn) - a few months in, a former colleague reached out. Rather than me contracting him (which I'd done in a sr. leadership role), he asked if I could assist his work. It started small and grew month by month.
Now that relationship has become a big part of my new gig as a digital writer trying to build in The Creator Economy. And WOM is spreading from there. "Reputation is currency" Indeed. 🙌