Steve Adubato’s Lessons in Leadership: Keys to Networking

By Steve Adubato, PhD On Sep 24, 2025

In this edition of Lessons in Leadership, Steve Adubato and Mary Gamba talk with Greg Lalevee, Business Manager, International Union of Operating Engineers Local 825 (IUOE Local 825), about the importance of leaders reinventing themselves as well as the new IUOE Local 825 series, “Our Infrastructure Matters,” which appears on News 12+ and a variety of online platforms. Then, Steve talks with Tim Sullivan, CEO, New Jersey Economic Development Authority, about the impact of tariffs on New Jersey, expanding manufacturing in New Jersey as well as the New Jersey AI Hub.

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How we are perceived by our colleagues in the world of business is often based on the quality of our networking efforts. Whether you are the CEO of a large organization or managing a small team, one of the qualities that sets you apart from others is your ability to effectively network. Yet, the art of networking is based on an intricate and complex communication art form.

With this in mind, consider the following networking tips and tools that will help you stay at the top of your game:

• Keep an updated database of key contacts. Whether in your phone, a spreadsheet, or if you have a stack of business cards, your database should be comprised of the key people you need to communicate with. These people could be folks you met at receptions, meetings, or events. Regardless of the system you use, be sure you go through these contacts on a regular basis and make notes in terms of what was promised, next steps, and other deliverables. Also, when you reach a dead end with a contact, remove them from your database so you can focus on the most important and relevant folks in your orbit.
• Quality over quantity. It may sound contradictory to the point above, but when it comes to networking and building quality relationships, it is best to have deeper connections with five quality leads from an event, than business cards from 25 people whose names or faces you don’t remember. To prioritize, be sure to keep the business cards of individuals who are more aligned with your targeted and relevant goals, so that there is an increased likelihood of finding mutually beneficial opportunities in the future.
• Pay it forward. Networking is about opening the door for people on your team to connect and communicate with others. It’s not enough that you are actively networking, but great networkers facilitate and promote the networking of others. Make sure you are bringing your associates and colleagues in to key meetings and events and introducing them to others in the profession. Sharing the wealth and paying it forward is good communication Karma, plus it is the right thing to do on a professional and personal level.
• Be Present and Listen. In many networking situations, people focus more on pitching themselves or their agenda than they do on actively listening to what the other person is saying. They go through their list of products or services without taking a breath to give the person the opportunity to talk about their needs or wants. Instead, when you truly pay attention to someone by asking thoughtful questions, showing genuine curiosity, and remembering key details, it allows you to build trust and stand out.
• Follow up and follow through. People often think about networking as schmoozing, shaking hands, and collecting contacts. Sure, that’s part of it, but in the end, if people don’t trust that you will do what you say you are going to do, none of that matters. The truly great leaders know the value of their reputation. So, if you say you are going to call someone you’ve met at a reception, make sure you call. If you say you are going to get together for lunch, reach out and offer two or three dates for a lunch meeting. If you make a commitment to help someone with a particular problem, then do it. If you don’t, all the handshaking won’t make you an effective networker, it will make you someone that people don’t trust.

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