Malcolm Gladwell famously coined the term “Connectors” in his book “The Tipping Point” to describe those rare individuals who seem to know everyone. But in today’s business landscape, being a connector isn’t just about having a vast network—it’s about creating meaningful relationships.
Take Jeff Plakans, for example—the Founder & President of Commonwealth Payroll & HR—a lifelong connector who knows that it’s about more than just making introductions. “Connecting and networking is all about building lasting relationships and understanding how each person’s unique skills can bring value to others,” Plakans said. One of the ways he connects with others is through 15 years of involvement with Entrepreneurs Organization. While this national organization primarily focuses on entrepreneurs’ personal growth, it’s equally dedicated to sharing expertise to support fellow entrepreneurs. “Since I’ve developed a unique set of skills in my area of expertise, I feel like it’s my duty to make sure I’m able to share my knowledge and be a mentor or coach when called upon. I’m really drawn to getting involved in professional groups, like those for attorneys or CPAs, because it gives me a chance to understand what they need—so I can offer support that actually fits their world. And there’s no doubt that helping others will always come back to you many times over.”
Different Roles, Different Approaches to Connection
The distinction between networking and connecting becomes clear when you look at different business roles. Sales professionals often focus on networking metrics—the number of leads generated, or meetings scheduled in order to meet their quotas.
HR managers approach connecting through a different lens. Their role as organizational connectors focuses on bridging departments, matching talents to opportunities, and fostering company culture. Aligning company culture with strategic goals, often facilitated by HR, is a powerful driver of business success, leading to increased employee engagement, productivity, and overall performance.
For managers, being a connector means serving as a bridge between leadership and staff, while also facilitating cross-team collaboration. Reid Hoffman, LinkedIn’s co-founder, emphasizes this in his concept of “alliance networking”where managers build relationships that benefit both current operations and future opportunities.
Developing Your Connection Strategy
So, how do you go about developing these connecting skills? The answer lies in shifting focus from quantity to quality.
Start by practicing active listening, something that Virgin Group’s Richard Branson is renowned for. He always carries a notebook with him to jot down ideas and needs expressed by others. This simple habit allows him to follow up meaningfully and connect people who might benefit from knowing each other.
Also, consider implementing “connection hours” in your weekly schedule. In his book, “Give and Take,” organizational psychologist Adam Grant suggests dedicating specific time slots for relationship building rather than treating it as an afterthought. During these periods, you can focus on making introductions between people in your network who could help each other, sharing useful information, or following up on previous conversations.
Technology can also enhance your connecting efforts, but it shouldn’t replace personal interaction. According to one study by LinkedIn, 35% of participants said a casual conversation through LinkedIn Messaging led to a new opportunity. This shows that the real magic happens when you move beyond the simple connection to meaningful conversations.
Connect with Commonwealth Payroll & HR
Whether you’re in sales, HR, or management, true value comes from sharing insights, making strategic connections, or simply offering a thoughtful ear. At Commonwealth Payroll & HR, we believe in this approach, focusing on understanding each client’s unique challenges to provide tailored support. If you’re looking for a partner who takes the time to get to know your world, let’s connect and explore how we can help your business thrive. After all, effective connections aren’t about what you can get, they’re about what you can give. At CommPayHR, we call that being ‘The Employest.’ Contact us today to learn more.
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