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Getty Images Leader’s Self-Insight 9.1

Am I Networked?

Think about your current life as an employee or as a 10. I maintain contact with people
student. Indicate whether each item below is Mostly from previous organizations and
False or Mostly True for you. school groups. _______ _______
11. I actively give information to
Mostly Mostly
subordinates, peers, and my
False True
boss. _______ _______
1. I learn early on about changes
going on in the organization that 12. I know and talk with peers in
might affect me or my job. _______ _______ other organizations. _______ _______
2. I have a clear belief about the posi-
Scoring and Interpretation
tive value of active networking. _______ _______
Add the number of Mostly True answers above for your
3. I am good at staying in touch
score: ______. A score of 9 or above indicates that you
with others. _______ _______
are excellent at networking and can be a networking
4. I network as much to help other
leader. A score of 3 or below would suggest that you
people solve problems as to help
need to focus more on building networks, perhaps work
myself. _______ _______
in a slow moving occupation or organization, or not put
5. I am fascinated by other people yourself in a position of leadership. A score of 4–8 would
and what they do. _______ _______ be about average.
6. I frequently use lunches to meet Networking is the active process of building and
and network with new people. _______ _______ managing productive relationships. Networking builds
7. I regularly participate in charitable social, work, and career relationships that facilitate
causes. _______ _______ mutual understanding and mutual benefit. Leaders
accomplish much of their work through networks rather
8. I maintain a list of friends and
than formal hierarchies.
colleagues to whom I send
holiday cards. _______ _______ Source: The ideas for this self-insight questionnaire were drawn
primarily from Wayne E. Baker, Networking Smart: How to Build
9. I build relationships with people of Relationships for Personal and Organizational Success (McGraw-Hill,
different gender, race, and nation- 1994).
ality than myself. _______ _______

and actions every day. Regular communication is essential for building personal
relationships with followers.
Exhibit 9.2 shows the leader-as-communication-champion model.
By establishing an open communication climate, asking questions,
Action Memo
actively listening to others, learning to discern underlying messages,
and applying the practice of dialogue, leaders facilitate and support
As a leader, you can be a communication
strategic conversations that help move the organization forward.
champion. You can use verbal, nonverbal,
Leader communication is purpose-directed in that it directs every-
and symbolic communication to unite
one’s attention toward the vision, values, and desired outcomes of the
people around a common vision, facilitate
group or organization and persuades people to act in a way to help
strategic conversations, and build trust.
achieve the vision.
Leaders use many communication methods, including selecting rich
channels of communication, stories, metaphors, and informal commu-
nication. For example, in communicating his message about the federal budget,
President Ronald Reagan spoke of a trillion dollars in terms of stacking it next
to the Empire State Building. Framed this way, the message redefi ned the mean-
ing of a trillion dollars, and took on a new reality for the audience. Historical

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