By Marshawn Wolley
Networking sometimes gets a bad rap, especially in the philanthropic and advisory space. Too often, it’s reduced to handshakes, clumsy efforts to exchange contact information with your phone, and brief conversations that go nowhere. How many times can you talk about the weather or how (insert your go-to sports team) are doing? But, when done with intention, networking becomes something far more meaningful: a long-term investment in people, purpose, and shared impact.
Over the years, I’ve learned that the most valuable professional opportunities rarely come from transactional connections. They come from relationships built slowly, thoughtfully, and with genuine curiosity. In an industry rooted in generosity and trust, how we connect matters just as much as who we know.
Start With Purpose, Not Proximity
It’s easy to network reactively. Attending events because they’re convenient or connecting with someone solely because of their title doesn’t really work. While proximity can open the door, purpose is what sustains the relationship.
Before any meeting or event, I ask myself a simple set of questions:
- Why do I want to be in this room?
- What communities or causes do I want to better understand?
- How can I be useful to someone else here?
When networking is guided by purpose rather than urgency, the conversations naturally become more meaningful. You stop chasing relevance and start building alignment.
Use G.A.I.N.
One of the most effective changes I made in my networking approach was reframing the opening question. Instead of immediately asking what someone does, I try to understand what motivates them. I’ve been successful in developing mutually beneficial relationships using G.A.I.N. or Goals, Achievements, Interests and Needs.
Questions like:
- Goal – How do you win? Or what does a win look like for you?
- Achievement – What would you say has been your proudest professional accomplishment?
- Interests – What is exciting you the most about work right now?
- Needs – What are you looking for in this room?
These questions signal that you’re interested in the person, not just their résumé. But they also move you into a mutually beneficial conversation that isn’t about Indiana weather. In philanthropic circles especially, this opens the door to more authentic dialogue and often reveals shared values that wouldn’t surface otherwise.
Give Before You Ask—Always
Strong networks are built on generosity. That doesn’t always mean giving money or resources; more often, it’s about making introductions, sharing knowledge, or offering perspective. My goal in networking is actually to be a resource for someone else.
Look to be a resource for someone and they will remember you.
You may never need to but, after you’ve been a resource to someone, if the time comes to ask for support, insight, or collaboration, it feels natural rather than transactional.
Follow-Up Is Where Real Networking Happens
The most overlooked part of networking isn’t the introduction, it’s the follow-up. A meaningful connection nearly always requires multiple touchpoints.
After meeting someone new, try to follow up within a few days with a brief note:
- Something specific from our conversation
- A resource, idea, or connection tied to their interests
- An open invitation to continue the dialogue
This doesn’t need to be formal or lengthy. Consistency and sincerity matter more than polish. Over time, these follow-ups transform one-time encounters into ongoing professional relationships.
Build a Diverse Network—and Listen
In philanthropic and advisory work, it’s easy to stay within familiar circles. But some of the most valuable insights come from voices outside our immediate professional ecosystem. Always look to expand the kinds of people you are meeting. Go to different places. Spot the introverts.
I intentionally seek connections across sectors, backgrounds, and lived experiences from nonprofit leaders, donors, community advocates, entrepreneurs, and emerging professionals. Listening across difference sharpens perspective and leads to better decision-making. It also expands the reach of your network.
True networking isn’t about collecting people who think like you. It’s about learning from people who don’t.
Think Long-Term
The most important mindset shift I’ve made is viewing networking as a long-term commitment, not a short-term strategy. Some relationships take years to fully develop. Others may never result in direct collaboration but still influence how you think, lead, and serve.
Patience matters. So does authenticity.
When you show up consistently, act with integrity, and stay focused on shared impact, your network becomes more than a professional asset. It becomes a community.
Final Thought
Networking, at its best, is about stewardship of relationships, trust, and opportunity. In a field dedicated to making a difference, the way we connect should reflect the values we champion.
If we approach networking with intention, humility, and generosity, we don’t just expand our circles we deepen them. And that’s where real influence begins.
