The Power of Networking

In this candid episode of Highly Adaptive, Jeff Pelliccio and Erin McKenzie tackle the lost art of professional networking, revealing why most people are getting it completely wrong. Opening with their own connection story (spoiler: neither can remember exactly when they met, yet feel like they've known each other forever), they explore what authentic networking really means in today's transactional world.

The hosts confront the generational divide head-on—where older professionals view networking as relationship-building while younger generations often treat it like a vending machine for immediate needs. Through personal examples and hard truths, Jeff and Erin dissect why networking has become so misunderstood and how to fix it.

Drawing from real scenarios (including the red leaf lettuce grocery store analogy that perfectly illustrates networking gone wrong), they provide a framework for building genuine professional relationships that actually matter. The conversation gets practical with specific tips on everything from LinkedIn authenticity to the power of follow-up, culminating in Erin's challenge to sit alone at a diner and strike up a conversation with a stranger.

For anyone who's ever felt uncomfortable networking or wondered why their connections aren't yielding results, this episode delivers the mindset shift needed to transform networking from a necessary evil into a career superpower.

Whether you're an extrovert who needs to add more depth to your connections or an introvert looking for structured approaches to relationship building, Jeff and Erin provide the framework for authentic professional networking that actually works.

Key Takeaways

Networking is Professional Friendship – It's about genuine human connection with purpose, not a vending machine for immediate needs

Transparency Beats Manipulation – Don't ask "are you free this weekend?" to set up a moving request—be authentic about what you need

The Top 10 Test – If you only had 10 phone spots, who would make the cut? Focus your networking energy there first

Follow Up on Outcomes – Don't just say thanks—share how their advice helped and offer reciprocal support

Audit Yourself – Are you a generous networker or a selfish one? The answer determines your network's strength

The Diner Challenge – Practice networking by sitting alone at a bar or diner and starting conversations with strangers

Sponsors

Allied Insight - The Preferred Marketing Partner of Staffing and Consulting Businesses
Building authentic connections requires authentic marketing. Allied Insight helps staffing firms create genuine brand relationships that turn prospects into partners and connections into revenue.

All Things Staffing - Expert Resources for the Staffing Community
Your destination for insights that matter. From networking strategies to industry trends, All Things Staffing provides the knowledge base that keeps leaders connected and informed.

Jeff Pelliccio  0:00  
Welcome to this week's episode, the power of networking. In this episode, Jeff and Erin share how to rethink and reshape your online and in person behaviors for more healthy outcomes.

Erin MacKenzie  0:17  
I think networking doesn't define people. Networking becomes a part of people. And I think that in sharing knowledge, you're learning, you're increasing your visibility and your reputation, because it's really kind of a level of a professional support. Highly adaptive is a podcast where staffing and consulting leaders learn to outpace change, hosted by Jeff Pelliccio and Erin McKenzie. They'll cut through the noise to bring you practical moves you could use right now to grow, adapt and lead.

Jeff Pelliccio  0:44  
Do you know when we met?

Erin MacKenzie  0:47  
No, but I was trying to think about it the other day, it had to have been, where, what year are we in?

Jeff Pelliccio  0:56  
It feels like we met in 2003 but it was after covid. It was after covid, right? So we're talking 2021, like, but it feels like I've known you forever. I know, but I can't figure out when we met,

Erin MacKenzie  1:09  
did you go to the Red Sox game? I did. Okay, that's what it was. That is 100% when we met. That's wild in person, in person, I think we got connected before, yeah, I'll be honest.

Jeff Pelliccio  1:21  
Like, I felt a little bit bad about it. At first, I was like, Oh my God. Like, wouldn't how horrible Am I that I don't remember when we met. But then, like, if I started thinking about, like, all my really good friends, I don't remember when I met them, either. You know what I mean? Like, I don't remember the moment that it happened. I'm just like, Oh, you've always been in my life, like, forever,

Erin MacKenzie  1:39  
yeah, I think networking doesn't define people. Networking becomes a part of people. And I think that today, there's a lot of not just the younger generation, although I am seeing it way more, but I'm seeing it also in our conversations that I'm having. I mean, I called you and I was like, we need to do an episode on networking, because this is big right now, yeah, but it's about people not thinking about who is in their true network. They're they're forgetting about that power. They're forgetting about how to have the just basic conversation and building it and going from there.

Jeff Pelliccio  2:16  
So let's, let's dig into, like, networking itself, right? Because I think there's a couple of things that we could probably unpack here that could be important to hear there are these sort of like generational not divides, but like These generational pillars that almost redefine each of these social inputs differently, right? And I think that as you, as you think about how the art of sales has changed over time, yeah, where it has gone from being a relationship based consultative selling approach to a transactionalized like pound the phones, dial for dollars, get people on. We need to close that completely and totally changes the skill set of networking, as well as the definition of what networking is. So I think that, like for people who are likely in our age group, I mean, and I'll share like, I'm 48 and then even some people who are older, you know, I think they look at networking with that more relational lens, where younger people probably look at it as meeting people. And if you're doing networking to meet people, you're only getting 10% of what networking is.

Erin MacKenzie  3:43  
I couldn't agree with you more. And yes, I'm 43 so I'm in the same like, realm of, hey, it's changed. And I did a LinkedIn post the other day about a woman that I met. I mean, young woman, she's in college, she was in she was going into her third year, and she was talking about the struggles of what to do after she graduates and where she goes, and she's like all my friends that are graduating are sending their resume to everyone, but there's 1000s of candidates for one job. And I think that there's also the you lose sight of network and power of connection and reaching out, and that just the personal touch of meeting people, yeah, that is lost in some of the younger generation right now that I've seen,

Jeff Pelliccio  4:35  
and I think that like that that calls attention to like The opportunity to educate. So let's educate on what networking really is it beyond just meeting people, it's it's actually about creating that genuine human connection with the purpose of building trust and rapport over time, right? This isn't a vending machine. Yeah, you're not.

Jeff Pelliccio  4:59  
Like, hey, I need this now. Like, let me reach out and see if I can make some. This is, this is not a sales call. No. This is making friends professionally, right? That's a great way to put it. I mean, it's sharing knowledge you're learning. You're increasing your visibility and your reputation, because you're gonna introduce me to someone else. Oh, my God, have you met my friend Erin, when we're at a conference or anything like that. Or I'm going to do the same thing, like, Hey, have you met Jeff? So it's, it's reputation, it's visibility, it's really kind of a level of a professional support, yeah, and it's, it is, I'm going to go back to that word relational. And in fact, Abby, who works on our team. Like, she always uses the word relational. She always uses it, but I'm gonna go back to relational, right? Like, you know, this is a relationship, and like all relationships, they take work, they have a certain amount of personal investment. Some are better than others, and some don't work out, right? Like, there are some times you just meet people and you're like, you're not part of my tribe. We don't, we don't, we don't really blend well. And so then you that that sets the tone for what that relationship is. But this is a relationship. It does require work and nurturing, right? Yeah, so I'm really picturing survivor here, and you've been kicked off the island and your time is done, and we've put out their flame.

Erin MacKenzie  6:28  
True visual here, true visual. You're no longer in the tribe. You're gone. But there's other things where networking isn't and I think that also gets lost because you talked about, like, what the relationship is, but network is not. I mean, I did say it's something where, like, hey, get people to help you find a job. But it's not. I need business right now. I do need a job right now. I need you to help me do this. And I'm using my angry voice. I need an introduction, and I want something like it's, I think a lot of people lose sight of that. And I think that's a big mistake that people make, is they look at networking in a truly selfish need, need, need kind of Avenue,

Jeff Pelliccio  7:18  
I think it's, it is possible to have a network that allows you to fire the that flare into the sky. That's like, I need help. But it isn't without the investment.

Erin MacKenzie  7:32  
Yeah, that's the key, critical part, right?

Jeff Pelliccio  7:36  
You can't, like, it's almost as though you met someone like for the first time. And I mean, you're either meeting them in your social circles, you're meeting them at the gym, you're meeting them at church, you're meeting them at the grocery store, wherever you hang out. If you're hanging out the grocery store, that's weird, but so wherever you hang out, you might be hungry. Like, I mean, if I met you at the grocery store and you were like, Oh my God. Like, we both buy red leaf lettuce. And I'm like, that's amazing. And you're like, Hey, can you help me move this weekend? I'd be like, you asked me to invest way before our relationship really allowed for it. So, like, you can ask these things, but you do need to have that relationship be evolved to the level that asking isn't imposing.

Erin MacKenzie  8:22  
Yeah, I think that's, I think that's a key, a key element to it. So Jeff, let me ask you, because I think now right, and we've been seeing this for quite some time. In the staffing industry, there's been a lot of businesses that are right sizing what they're doing, so, cutting headcount, figuring things out, what do they what do they have to do to kind of just grow themselves? I mean, business owners are coming together. They're looking at, what's their revenue, what's their EBITDA, like, what do I need to do for the business? And also look at the culture as well. But there are people that are unfortunately losing their jobs. I mean, do you have I have some recommendations, but do you have recommendations of what some of these folks can do with their strong network of where to go, where to take things, because I think that's something that's so important in today, is leveraging your network when you can you need to maybe be introduced to some someone else when You need it. Yeah, there is, we said what it's not, but there's sometimes that element of you do need your network at these points. And yeah, I've had many Pelliccio to me, and I love getting people connected with other people and seeing, hey, this would be an amazing fit for you. Let me put you in in touch with someone, especially if I know it's the right person and they're going to fit in the right tribe and not get kicked off the island.

Jeff Pelliccio  9:44  
Sure, one of the things that I really stand by and try to live by on a daily basis is transparency and authenticity. Agree. So here's the deal, like I'm not going to ask you, are you around this weekend? It for me to then ask you to help me move. You know what I'm saying? Like, I'm not going to stage it to get what I want. Yeah, I'm going to come right out of the out of the gate, and I'm going to say, like, could you have a minute that I can tell you what's going on with me? There's some stuff happening, you know, I can see this thing is coming, or I'm losing my job, or I need to make a shift, because it's not a great environment, or whatever. And I need to see, like, you know, I know that you're well connected. Is there anything you could help me with, right? So I think being transparent, being authentic, being being really honest about, like, what the ask is, I think, is significant when you're about to ask a favor.

Erin MacKenzie  10:36  
The difference you also just did is you made it a comfortable setting. It's not just asking, Jeff, I'm gonna lose my job. I need help. I don't really know you, or I'm not happy. I need to, like, get out of here. But the way that you did it in the transparent, and it's having the conversation, and it's being honest, it's being authentic. It makes a difference on how you deliver what you're kind of asking for as well to the moving standpoint, like, Hey, I might have met you buying red leaf lettuce. I don't know if I'd be in the red leaf lettuce aisle, but we can go with it. So I might have met you at the grocery store. We had a connection over the red leaf and sure I might have opened up like, Hey, I'm just in like, hey, it's so great to meet you. I'm so glad we both love red leaf lettuce. I know, do you know I'm going through a situation? I just moved here and I have to move my relationship isn't working out. I'm really sorry. I didn't mean to tell you all of this information. But do you know any moving trucks or people like that. That's a different situation, because I'm not asking

Erin MacKenzie  11:45  
you. Hey, man, I just met you. Can you help me move Yeah, do you have a pickup

Jeff Pelliccio  11:50  
truck? Yeah, you can have arms. You clearly have arms. You can pick up some boxes, but

Erin MacKenzie  11:56  
lift heavy weights. Like it's a totally different situation of how you're asking and how you are using that power of network across the board,

Jeff Pelliccio  12:03  
we need to have that mutual respect for each other too, right? We need to know like, when we're coming to the table and we need something, then we need to make sure that we are treating that person the way that we would want to be treated if someone came to us asking for something, right? Like I, I will invest quite heavily. I'll invest quite heavily, just regardless, right? If, if I have a really strong rapport with someone, then I will invest even more. So I think, like for anyone who is in a bind, right? And I think that right now, you know, this market today, you know, as you have, like, companies course correcting, or you've got, you know, the labor market is super tight, as we know. Obviously, in the staffing industry, you know, if you are looking to make changes or adjustments with your career, I think that like, review your network, see, like, who are your top five? Yeah, I don't think you're gonna have hundreds. Like, who are your top five? Like, strong connections that you have, that you know, not just where they work and what they do, but, like, what's their favorite color, what do they like to eat? Like, where are they in the country, you know, like, the things where you built a personal connection, I would start there, and then I would have that, like, open thing, like, Hey, I'm, I'm struggling with this. I'm having trouble here. I'm, you know, trying to find a path forward on whatever would you have some time that you can, that you can free up where I can, like, get your ear for a minute, maybe get some advice from you. You know, having that be the conversation, as opposed to having it be like an application or transaction, is, is how I would approach that conversation.

Erin MacKenzie  13:37  
I couldn't agree with you more on that. And then if you are setting up the conversation, and you're getting the advice, or you have that next the next step, the piece that I think people forget about is they don't ever follow up, like, hey, like, that was so awesome. I super appreciate you taking the time. I'd love to pick your brain again. Like, something along those that's such a key element, because people do like to be appreciated, yeah, and it only helps you kind of grow the relationships from there as well, chatting about Abby and her relationships, right? So well building the relationship. And it does take work, but it takes also you got to have a part of generosity and being thankful for the relationship you are starting. And I think that is big and making it two dimensional, you can't just also be all about me, me, me, me.

Jeff Pelliccio  14:32  
Yeah, you know, I think a lot of people tend to do the thanks for the time follow up, but they don't do the outcome follow up, agreed, right? So like, if I help someone with with whatever the problem is, it's really rewarding when I find out what the outcome of the scenario was as well. So it's not just, like, Thank you for your time, which I appreciate I do. Like, don't get me wrong, yes. But like, if you are truly in. In a relationship with this other individual who's helping you. Like, keep them on your journey, right? Don't, don't insert them and plug them in when you just when it's when it serves you best. But like, make them a part of the journey. Make them a part of the conversation. Hey, by the way, I wanted to give you a quick update. Like, because of the advice that you gave me, I was able to have a conversation with this person or that person. I was able to advance the ball here or there and like, and I'm I just wanted you to know like, your advice not only helped me get it started, but actually helped me finish. So thank you so much for the time. And if there's anything that I could ever help you with, please know that you can come to me too, right? That is that selflessness. That is like, where it's not just about you, yeah, but it's about the communal you. It's about the two of you. That is where the strength and the value is, right?

Erin MacKenzie  15:52  
Well, and that's what networking is about. It's not a one sided relationship. It's got to be a two way street, and people are generally invested in other people. They care like people care. They want to be, they want to make sure that you're in a good spot. And so, yeah, it's got to be the two way. And your time might come where you're reaching out to them. And it might not be for a business or a new job, but it might be, hey, I need your opinion around this. I'm looking at, you know, investing in this new technology. I know you're really good at this. What do you think? And so you never know. And so it's like, and then the other person should follow up and be, Hey, what did you go with? What did you like, learn? Like, it's, it's all of that. So I think relationships and networking are hand in hand, and it's got it, like you said, it's a two way street. It's got to be connected together, follow up, and you got to have the back and forth. But it's so important to stay in front of your network. It's so important to just be with them all the time.

Jeff Pelliccio  16:52  
So what can let's kind of go down this next path, right? What are some of the things that you think people can do like now in order to change the way that they network, or improve the way that they network like, like, what's, what are some tips that maybe we can like give people to improve the way that they're doing it? 

Erin MacKenzie  17:17  
I think some of the biggest pieces is, I mean, utilize, do utilize your LinkedIn. Get get authentic, get real. Do some posts about yourself. Do some posts around what you're thinking. And you're gonna get other people that are reaching out. I mean, I think that's a big one. And then, don't I love it when someone just reaches out and be like, Hey, Erin, just was thinking about you would love to schedule time to catch up. No major things. You're not coming to me for a need. We might come up with needs when we're on a conversation, but don't ever hesitate to just reach out, set up a quick connect, make sure the person's doing good. How's things in life? What's happening? I think that's it. That's a big thing for me. Is the power of picking up the phone 

Jeff Pelliccio  18:01  
for me, I would take a moment to be a little introspective. Give yourself an audit. Are you being a generous network Yep, or are you being a selfish networker? Yeah? Like, you don't know what to fix until you know what you have. Are you going to LinkedIn and treating it like a vending machine? Yeah? Like, is that what you're doing right?

Erin MacKenzie  18:22  
Or what used to be right? Like, are you

Jeff Pelliccio  18:24  
what's, what is the what is that thing? The casino? Oh, my God, the slot machine, slot machine, right? So I love

Erin MacKenzie  18:34  
seeing us. We've got actions here where we're trying to, like, hold down our slot machine here, but it totally is, you know, yeah, we're kind of look like we're like, honking a horn in a big trade

Jeff Pelliccio  18:46  
or something. Yeah, 10 four, good buddy. But yeah, so are you and treating it like a slot machine? Are you? Are you behaving like these individuals are nothing more than the two button push for the vending machine to get you the candy bar or the soda like, you know, I would do that first second is, you know, we all have a lot of connections, you know. I this sort of harkens back to, like, Facebook and how we redefine what a friend is, you know, like, it's like, oh, I'm friends with well, you're, you're not like, you're not really quite friends with them. I get it, it's the network of it, but like, I would go through and then look at, see, like, you know, if you had, I mean, I'm gonna date myself here, but if you only had 10 spots in your phone to save numbers, who? Who are you saving? You know, like you we there was that moment I used to work in cellular. There was a moment when you only had nine spots, so who are you saving in that phone? And I think that I would, I would maybe take that approach in my LinkedIn as well. If I were to go in there and really carve out my top 10, who are they, and then I would then look at my assessment. Have I been. A generous networker of those individuals, and if I haven't, then I would change it immediately, right, starting with that call, how are things going on their end? What have you been up to? How is life being curious, everything that could

Erin MacKenzie  20:16  
don't make it about you? Yes, because it's gonna come back. I think that's I think that is so, so true. Yeah, asking the right questions, where are you at? And I record in my phone even, what's their spouse's name, what's their partner's name, what's their dog's name, what's their kid's name. I write things in my phone about everyone I meet, if I don't remember off the top, I mean, and so it's not even just my top five, my top 10, but you're in the top 10 there.

Jeff Pelliccio  20:43  
Jeff, yes, but, but it might.

Erin MacKenzie  20:47  
It might be for Hey, I'm in jail. I need your help. But with that, no, I think it's, it's being curious about the other person, making sure that they also feel if you're the one initiating the conversation, it's making sure that they feel that they are a part of it, and you're not just asking for help. I think that's a critical element to networking, and something that we could all live by and like work with right now, of where we're at

Jeff Pelliccio  21:18  
to take that a step further, because we've got, we have people that are obviously going to be listening, that are at varying degrees of comfort with this. And so, you know, if you are not experienced with networking, if you're not really comfortable with the unfamiliar reality, with building connections with strangers on a more personal level and everything. Here's the one thing I'll say, is that like you don't get better by by osmosis, right? You don't get better without practice. And second, I love what you just said, is that like you keep notes about the conversation. So it's not that you have to have a great memory. It's not that you have to be like this uber extroverted individual that is just willing to talk about but what you what you can do is build a little structure for safety for yourself, and then exercise it. And just like any muscle, the more that you exercise it, the easier it gets, the more natural it becomes, and you'll find your own rhythm for what your version of generous networking in a professional space looks like. 

Erin MacKenzie  22:32  
I actually would love to challenge people, and my challenge is whether you're an extrovert or an introvert. For an extrovert, this is going to be a much easier kind of challenge, but for an introvert, it's going to take some time. But I challenge you to go to a local diner on a Saturday or Sunday, or if you want to go to the pub at night, go to the pub, but sit at the bar. Go by yourself. Go to the diner and sit by yourself. You're going to have someone sitting next to you that might also be there by themself, and just strike up a conversation. You never know where it's going to lead. And some of my close friends have actually come from that when I've moved to a new town and I've not known and they've helped me navigate what are my next steps? Who is my tribe finding that, and it's been so powerful and strong for my own network, I would love to challenge people with that. 

Jeff Pelliccio  23:26  
I think that's a great that's a great exercise, even just going to eat by yourself. Yeah, is it is a phenomenal exercise. It is. So I don't know if anybody, I don't know who knows this about me, so I'm, I'm kind of a closeted introvert, like I can do the extrovert things, and I'm certainly great in social settings where I know the people and like I, you know, I'll open up more, but if I'm honest, I'm kind of a closeted introvert, like I kind of like being able to, like, be in my space and do my work and execute what I need to execute. So, you know, even doing this podcast, it is, it is not necessarily in my comfort zone and but it you don't get better at doing something by not pushing yourself into these new spaces. So, you know, take advantage of these opportunities, look for ways that you can improve on your skill set and and really, again, we let's get back to the beginning of this. It's all for the sense of your betterment overall, for your your professional betterment, for your relational benefit, like networking is an amazing way for you to not have work always have to be so worky.

Erin MacKenzie  24:48  
Worky, it's true. No, I think that is a great kind of reminder. And closer for people is just great connections, great networking. Can. Lead to new opportunities in your life that you have no idea about, new friendships, new paths, and so I definitely get out there, make a new connection, leverage your own current network. Call Jeff or I, we're here to talk. We're going to be curious. We're going to ask the questions, because I think that's such a strong, strong element of networking is, let's, let's keep on making new relationships out there. 

Jeff Pelliccio  25:28  
And I mean, listen, we'll be your friends, right? Just reach out. We'll be your friends.

Erin MacKenzie  25:32  
Hey, we might even make it into the top 10. You're gonna call us when you need a bail money. We got your back. We got your back. 

Jeff Pelliccio  25:40  
I love it. I love it. This has been so much fun. I really like doing these sort of, like, one off, quick sessions, just on a whim, off the cuff. So this has been really good. Thank you so much for, like, walking through all of this. Yeah, and let's, like, take a moment to just thank everybody who's who's listening in, you know, if it wasn't for all them, like, you know, it might not be as worth it, you know what I mean. So have a great rest of your week, and we will see you at the next episode.

Erin MacKenzie  26:06  
We will see you then. Thanks everyone.

Jeff Pelliccio  26:08  
Big thanks to allied insight, not just our sponsor, but an industry leader and preferred marketing partner to staffing and consulting businesses nationwide. If your firm is looking for expert level support that goes beyond the logo, you know where to go, Allied insight.com, if this episode helped you share with your friends and colleagues and subscribe to the show on Apple podcasts and Spotify or wherever you listen to podcasts while you're there, consider leaving us a review. And when you're ready for more Industry Insights, articles, case studies and more, find it on all things staffing.com this episode was produced and edited by Allied insight and the Music provided by home music stock. Thanks for listening, and we'll see you next week.