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Meet and Greet

By Cristina Luiggi Meet and Greet How successful networking will make you a better scientist © Images.com/Corbis Howard G. Adams had a master plan for the American Association for the Advancement of Science’s (AAAS) 150th anniversary celebration in Philadelphia in 1998. He had been invited to join a panel discussion, and arrived way before the bulk of the attendees in order to lay the groundwork for achieving his one goal: to shake the hand of then

By | November 1, 2010

Meet and Greet

How successful networking will make you a better scientist

© Images.com/Corbis

Howard G. Adams had a master plan for the American Association for the Advancement of Science’s (AAAS) 150th anniversary celebration in Philadelphia in 1998. He had been invited to join a panel discussion, and arrived way before the bulk of the attendees in order to lay the groundwork for achieving his one goal: to shake the hand of then-president of the United States and speaker of the night, Bill Clinton. He plied anyone he could find working at the event with questions about Clinton’s entrance and exit and made sure to position himself directly in the path of the 42nd president.

Adams, author of 15 career and self-help books and former director of the National Consortium for Graduate Degrees for Minorities in Engineering and Science based at Notre Dame University, frequently recounts this story during his talks, not to boast that he shook hands with Clinton, but to drill into people’s heads that most of the time, meeting the right people takes much more than serendipity. “There’s a strategy to it,” he says. With tenacity and determination, anyone can ensure they’re setting themselves up for bumping into people who will enrich their personal and professional lives. For scientists, networking is especially important because it can increase the quality of their research, says William Reisacher, a clinical researcher at Weill Cornell Medical College who specializes in allergies. Here are a few tips scientists can use to parlay that initial handshake into an extensive network of connections that will help pave the road to success.

The Basics

40% of the general population describe themselves as shy.

Plan 30 seconds for glory

“Really, you’ve got about 30 to 45 seconds or so to get somebody’s attention,” Adams says. True, you’ve spent 10-plus years training, and have a CV running a couple of pages long. But it’s not about your infinite experience; it’s about distilling what you think is the most interesting thing about you, both personally and professionally, into a quick sentence or two. There’s really no excuse for feeling like a deer caught in the headlights when asked about yourself. So have those succinct introductions ready before attending social events.

Say your name with aplomb

Always start by saying your full name, making sure not to rush and enunciating clearly, suggests Bernardo Carducci, a psychologist at Indiana University Southeast and author of The Pocket Guide to Making Successful Small Talk. Follow up with your affiliation and one tidbit that will prompt them to ask you a question. Keep it short and snappy, but remember that this is your seconds-long chance to capture people’s imagination and hook them into a longer conversation. It doesn’t necessarily have to be a witty remark, Carducci says—where you’re from and whom you’ve worked with are always good places to start.

Take a stand

People pick up on all sorts of body cues. If you’re uncomfortable and fidgeting, it’s going to make those you approach feel uncomfortable as well. Adams suggests planting yourself firmly on the ground, with feet slightly apart, in front of the person you’ve walked up to. This stance commands attention and should be followed up with a friendly handshake and introduction. Make sure you make eye contact and do not face the person at an angle.

Make the most of your shyness

Forty percent of the general population describe themselves as shy, says Carducci, who is also the director of the Shyness Research Institute at Indiana. Chances are that in any social gathering there will be people who are as uncomfortable as you. Shy people, he says, avoid reaching out to others because they think they have to dazzle them. Instead, Carducci says, you simply have to show people that you want to talk. For that, a smile and a pleasant disposition are enough. You can start a conversation about something in your “shared environment,” such as the food on the buffet table or the talk you just heard. And don’t worry, openly awkward starts can be endearing and put the other person at ease. Keeping to yourself, on the other hand, will make others think you’re not interested.

Meeting the right people takes much more than serendipity.

Chat up random people

“The key is being very curious and asking lots of questions,” says Tina Seelig, executive director of the Stanford Technology Ventures Program and author of What I Wish I Knew When I Was 20: A Crash Course on Making Your Place in the World. Most people love talking about themselves. The key thing, she says, is to show genuine interest and view every interaction as an opportunity to learn. “The value of networking comes from being able to talk to lots of different people rather than only talking to the people in your field,” says Seelig, who earned a PhD in neuroscience before going into business. In fact, because scientists are frequent jetsetters, planes are great places to diversify the kinds of people they’re exposed to. “I never get on a plane and not meet the person sitting next to me,” Adams adds. Seelig, for example, met the publisher of one of her books while flying.

Did you mention knitting?

Always follow up after a conversation. Strike “while it’s hot,” Adams says. A short E-mail message will suffice, so sit down and crank them out. You don’t have to wait until the conference is over. Add a personal touch by mentioning something you had talked about and offering something you think the person would find interesting, such as a new idea, a link to an abstract or article about a common personal interest like sci-fi movies or knitting. “We’re all looking for something novel,” says Reisacher. “If this is something that is going to add to their life, they’re going to be delighted to follow up,” Seelig says.

Fine-tuning

Prepare like a stand-up comic

Everyone is drawn to a good storyteller. A well-told anecdote will make people remember you. It may seem like storytelling is a talent possessed by a lucky few, but Carducci says anyone can get good at it with practice. “This person who’s telling that really interesting, elaborate story…chances are they’ve told that same story 200 times,” he says. If storytelling doesn’t come naturally, think of something amusing that’s happened in your lab, at work, or during your travels, and practice talking about it to your friends, making sure to include an opening gambit, setting, set of characters, and a punch line. As you retell it, you’ll see what sparks interest and what doesn’t, and can tweak your story accordingly. While it sounds like a recipe for a canned conversation, its all about delivery; this is how stand-up comics perfect their art. It’s worth a try.

Focus your networking

While it’s important to network broadly and meet a wide range of people, it can also be useful to know what you hope to gain from the people you are meeting. Are you looking for collaborators for a specific project? Do you want to get feedback on an idea or research problem you’ve been mulling over? Are you in dire need of career advice? If so, then you should first identify the best people to help you and then “make it your business to meet them,” Adams says. An E-mail and an open request for discussion is a great way to get the ball rolling. Stefano Rivella, a geneticist at Weill Cornell Medical College, suggests attending relevant small conferences, which are great for cozying up with the short list of attendees. And don’t miss the often-memorable “extracurricular” activities offered at conferences held in exotic places.

Develop high-level contacts to grow your network

“Good networkers are connected to people who are connected to people,” Adams says. Leveraging your relationship to well-connected people such as department heads, conference organizers, and program directors at the National Institutes of Health and the National Science Foundation will help you grow your network. Very often, the easiest way to do this is through people you already know, he says. You will find that people are often willing to share their contacts with you when prompted, Reisacher adds.

Keep tabs on people

Eventually, you want to build long-lasting relationships. As with any relationship, these take time to cultivate. By popping into people’s lives from time to time, not only are you letting them know that you’re thinking of them, but more important, you’re reminding them that they should be thinking of you. When you notice contacts have published a paper or received an award, send them a congratulatory E-mail or note. Also, share your successes, professional and personal, as well as interesting news about your current projects. Don’t be afraid to talk about yourself, Reisacher says. And whenever you travel somewhere, check to see if someone you know lives in the area and make time to meet, even if it’s just for a quick coffee.

Give before you take

“The thing that I find frustrating is when people, after a meeting, basically send a follow-up and have a whole laundry list of things they want from me,” Seelig says. You should think of networking as building goodwill. If you’re expecting these connections to help you out in the future, make sure you have the time and energy to help them in return. If a discussion seems weighted in your favor, Seelig suggests ending with, “Is there some way that I can be helpful to you?” People are more likely to go out of their way to help you if they believe you’ll do the same for them. “It’s much more likely that I’m going to respond if they have something they can offer.”

Don’t make promises you can’t keep

Sometimes, when you’re caught up in the midst of a fascinating conversation, you might find yourself offering to help a colleague with a project or discussing a possible collaboration, only to realize later on that you don’t have the time or the resources to actually deliver. “Be clear about what you can do and what you can offer,” Rivella says. When you say you’re going to do something, do it. All the more so if the other person is relying on your data for a grant proposal, for example. Academia is a small world and you’ll likely end up bumping shoulders with the same people for the rest of your professional career.

Your science is your selling point

Ultimately, charm won’t get you far if you don’t have the science to back it up, Rivella says. So concentrate on producing quality work that will guarantee people will want to have you in their networks.

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Comments

Avatar of: JAMES GROSS

JAMES GROSS

Posts: 1

November 1, 2010

Yes, do things for others, but don't forget this is business. I have done a lot of bringing people together who should meet. Often the favor is not reciprocated. \n\nWhy? \n\nMost people want to do the right thing. You may have to ask or let them know from the start: we live by Quid Pro Quo. This has worked for me.\n\nRemember there is a difference in doing good on a personal level and doing good on a business level.\n\nGood luck!
Avatar of: Borya Shakhnovich

Borya Shakhnovich

Posts: 11

November 1, 2010

We provide a platform where talented scientists can reach out directly to the top faculty in academia for help in finding the right position http://www.iamscientist.com/people
Avatar of: Edgar Pick

Edgar Pick

Posts: 1

February 17, 2011

It took me some time to figure out whether Cristina Luiggi?s article in the November 2010 issue of your magazine was intended to be looked upon as a parody of networking or a genuine mini-manual for how to succeed in science. The closing piece of advice that being a good scientist might be helpful suggested that we might be dealing with the real stuff. This certainty was, however, somewhat shaken by the citation, at the beginning of the article, attributed to Dr. William Reisacher, that ?For scientists networking is especially important because it can increase the quality of their research?. Belonging to a generation that was taught to believe that the quality of one?s research is essentially the result of your abilities, training, and hard work (plus some good luck), I was back to the belief that "The Scientist" was pulling our leg. \n\n After careful perusal of the document, it occurred to me that, since many of the younger aspirants to a successful career in science might follow the advice religiously, some addenda to the specific points made by the author might be helpful. I would, thus, like to propose the following improvements on Ms Luiggi?s tips for success in science: 1. If nobody is interested in the 30-45 seconds summary of your CV, use physical force to prevent your interlocutor from turning around and leave; 2. Instead of saying your real name (with aplomb!), always start by saying that you are James Watson and you can skip the affiliation and the witty remark; 3. The advice about ?planting yourself on the ground with feet slightly apart? is much too vague. Your chance of ever becoming a successful scientist is proportional to the square root of the distance between the soles of your shoes in inches, up to the value of 8, after which it levels off and even decreases; 4. An in-depth investigation done by the ?Do Not Sweat Research Institute? indicates that the best opening for initiating a conversation is to mumble an incomprehensible sentence which is open to many interpretations (preferably with food in your mouth); 5. The advice to make use of extracurricular activities at conferences is much too vague. Recent research at the ?Netting It Well Institute? demonstrates that it is best if you find out about the preferred hobby of your target person ahead of the conference, such as singing bird watching, and then start a conversation about canaries; 6. The advice to act like a stand-up performer appears lacking in details. The best way to get experience is to tell the same story to your students during group meetings. Those who do not seem to find it funny will be punished by being given a hopeless project and be rewarded by a better project when they will compliment you on your tremendous talent as a performer. Taciturn people, such as Paul Dirac, have no place in the networking universe; 7. The advice that I liked best in this piece rich in advices was to focus your attention on influential people combined with "popping into their lives from time to time". It was impossible to improve on this example of flattery and ingratiation except by offering to carry the bags of program directors at the NIH and the NSF (or of their spouses), from the supermarket. \n\n I am teaching a course in Science Ethics and I am looking for years fore a good example of how not to behave. "Meet and Greet" is just the thing I was looking for; it is unsurpassed in its uninhibited ignorance of civil behavior and in its total disregard for the most basic rules of ethics. \n\n To accommodate this type of article with no feelings of guilt, "The Scientist" might consider changing its name to "People" magazine.\n\nEdgar Pick\nSackler School of Medicine\nTel Aviv University\nTel Aviv\nIsrael\n

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