Business
How entrepreneurs outside the inner circle can break through
Entrepreneurs who start out with connections to an inner circle are all but destined to gain the right opportunities to achieve success. They might have graduated from elite universities or reside in hot-spot startup hubs like Silicon Valley, New York City, or Austin.
They’re plugged into networks that carry influence and can accelerate advancement in business and career. Research shows that these connections offer a ready-made competitive advantage—access to venture capital, business leaders, distinguished faculty and alumni, inside knowledge, and invaluable resources.
But what about entrepreneurs outside this inner circle- those from underrepresented backgrounds, minority communities, or regions far from these traditional power centers? Without proximity to these prestigious networks, they’re left to compete at a distinct disadvantage.
How can we close this gap between privilege and potential?
At issue here is a concept called network centrality. The more centrally located an entrepreneur is within a web of influential contacts, the greater the access to social capital and other valuable resources. And, of course, vice versa, reinforcing the disparity for those in peripheral locations.
Our study of aspiring entrepreneurs casts light on network centrality — why it’s important, how it works, and what can be done to overcome it. Conducted by Lehigh@NasdaqCenter, in partnership with Reedley College in California, the study’s overarching goal was to determine how aspiring entrepreneurs, irrespective of college pedigree, household income and ethnic background, can have an equal opportunity to launch companies — in short, to level the playing field.
We surveyed 250 community college students and 250 private college students, all of whom expressed an ambition to pursue entrepreneurship. Our study, building on prior research, compared differences in how the two populations behaved when it came to networking, with the private college students representing high centrality and the community college students low centrality.
Our top takeaway: The gaps that exist can be bridged.
Here, then, based on our findings, are the top three lessons learned:
First, boost your networking self-effficacy, defined as your belief in your ability to achieve desired outcomes through networking. We found that community college students are more than four times more likely (39% versus 8%) than those in private colleges to exhibit low networking self-efficacy. These students perceive that opportunities to network are less available to them, resulting in lower confidence. But amping up efforts can lead to a whopping 25 percent increase in social capital, our prior study indicates.
High networking self-efficacy can be developed. To start, think small. Network among your friends, colleagues and others you already know. Leveraging familiar relationships and settings with low pressure will build your networking skills, achieve small successes and bolster your confidence.
Second, pick the right passion. We found that aspiring entrepreneurs from community colleges display nearly four times higher levels of “obsessive passion” — a compulsion to network frequently, emphasizing quantity of contacts over quality, which can result in superficial and short lived relationships — than their counterparts in private colleges (26% versus 7%). . Our study shows that obsessive passion cuts the chances of forming sustainable relationships through networking by 17%.
You’re better off shifting toward “harmonious” passion, characterized by an understanding of how work fits into your life over all. It values quality of contacts over quantity in networking.
How to harness harmonious passion? Ask what motivates you to network in the first place. Schedule networking activities that balance your personal and professional pursuits. Evaluate whether new connections demonstrate consistency, reliability and commitment. Network for opportunities that represent the promise of longevity and ROI.
Third, keep your eye on the future. Aspiring entrepreneurs at community colleges are more than three times more likely than their private college counterparts (17% versus 5%) to focus on the present, our research found. But an orientation toward the future can boost your networking outcomes by 12%.
Looking ahead — as in envisioning your presence at upcoming business events — can expose you to opportunities that broaden your perspective. To practice ‘future temporal focused’ networking, create a timetable and ask yourself key questions. Which actions should you take to expand your network? Which professional organizations should you join, which industry events should you attend, and which individuals in your field should you connect with?
So if, as our research suggests, you believe in your networking abilities, embrace harmonious passion, and focus on the future, you’re practically guaranteed to network like a champion.
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