During these difficult economic times we could all use some distractions and pointers on building our professional networks .  One of my recommendations would be to pick up an old copy to Mario Puzo’s The Godfather.  In addition to being a great read, the novel provide some great professional networking tips.

Is you may remember, one of the first scenes is the wedding of Don Corleone’s daughter.   During the event Don Corleone is called away to meet with different petitioners seeking his help.  It is here we start to learn about the power of his network and the simple principles involved.

Puzo touches on the key elements in the following passage.

“Don Vito Corleone was a man to whom everybody came for help, and they never were disappointed.  He made no empty promises, nor the craven excuse that his hands were tied by more powerful forces in the world other than himself. It was not necessary that he be your friend, it was not even important that you had the means with which to repay him. Only one thing was required. That you, you yourself, proclaimed friendship. And then, no matter how poor or powerless the supplicant, Don Corleone would take that man’s troubles to heart. And he would let nothing stand in the way to a solution of that man’s woe.  His reward? Friendship, the respectful title of “Don,” and sometimes the more affectionate salutation of “Godfather.” And perhaps to show respect only, never for profit, some humble gift - a gallon of homemade wine or a basket of peppered taralles specially baked to grace his Christmas table.   It was understood, it was mere good manners, to proclaim that you were in his debt and that he had the right to call upon you at any time to redeem your debt by some small service.”

In this one paragraph, though a long one, Puzo hits a number of key networking principles.

1. Have a bias for action - In networking, as with most professional activities, it is about actions and results.  People don’t come to the Don because he is a fun to be around.  They come because he takes action and delivers results.
2. Provide recognition - After receiving some form of networking help (e.g. an informational interview), it remains important to provide recognition.  It does not need to be a lavish gift, but even a simple email goes a long way in cementing a relationship.  The absence of recognition can have surprisingly negative consequences.
3. Network broadly - We should all be open to building relationships with people of all walks of life.  Those below us in the socio-economic hierarchy may not be able to provide obvious, immediate value to network, but over time many will.
4. Reciprocate - The final, and probably most important element in the Don’s formula is implied or, in some cases, explicit expectations of reciprocity.  The old Sicilian saying of  “I don’t do favors, I accumulate debts” has a negative connotation, but summarizes the concept well.  Networking gurus, such as Harvey McKay position the use of reciprocity more positively and suggest the key is “not ‘How can I get the other person to do something for me?’ It’s ‘How can I do something for the other person?’”

While following the Don’s principles may seem manipulative or machiavellian, they don’t need to be.  Even the ruthless Godfather can come across as a supportive benefactor.  When first learning about her future father-in-law, Kay said to Michael Corleone “Everything you’ve told me about him shows him doing something for other people. He must be good hearted.”

Michael Corleone, concedes the point, but also recognizes the effectiveness of his father’s networking.

“I guess that’s the way it sounds, but let me tell you this. You know those Arctic explorers who leave caches of food scattered on the route to the North Pole? Just in case they may need them someday? That’s my father’s favors. Someday he’ll be at each one of those peoples houses and they had better come across.”

Enjoy the book. There is much to learn from The Don, but let’s skip the broken knee caps.