Beyond Networking: Monique Kelley Gigliotti on Making Connections That Count

Each month, we bring in industry leaders to connect with our team, create space to learn, spark new ideas, and step back from the day-to-day to focus on what fuels our long-term growth. That’s why our recent fireside chat with communications pro, Boston University Professor, and author of Redefining Networking: How to Lead with Your Unique Value, Monique Kelley Gigliotti, on networking and relationship-building felt especially timely: it was a practical, energizing reminder that the connections we invest in can directly shape career development.

Monique and I cannot remember exactly how we met, proving the importance of networking to create long-term relationships, but when I heard she was authoring a book while I was guest lecturing her comms class, I knew we needed her to meet the team! Here are the takeaways from the chat:

A lot of people don’t love traditional networking—they see it as transactional, and often only do it when they need something. You wrote about this in your book. Can you talk about why people often avoid networking and how to reframe it?

A LinkedIn global study found 80% of respondents know networking is important, but less than half do it, and when they do, it’s usually when they need something. So it's seen as transactional, which turns people off. The research shows the obstacles: time (“it’s hard to prioritize”), personality (“I’m shy/introverted”), and discomfort with asking for things.

The truth is that networking doesn’t have to be transactional. It’s really about building relationships and helping others, not just getting something out of people. That’s what my book tries to highlight.

Your book is built around a three-step process for effective networking. Can you walk us through what that is?  

It’s pretty straightforward but powerful:

1. Identify your unique value. What’s the “sweet spot” you individually bring to the table, not just your company or agency’s value?

2. Know your audience. Who are you aiming to help? Your skills won’t be for everybody, so it’s important to focus on those with whom you truly resonate.

3. Communicate and show up. Share about your value and work consistently, especially on platforms like LinkedIn. People should be able to easily know and understand what you do and how you can help. And remember, only about 1% of people post regularly on LinkedIn, so there’s a real opportunity to make your expertise visible.

Surprisingly, a lot of us here are not natural extroverts. What would you say to people who feel intimidated by networking?

You absolutely don’t need to be an extrovert! Many of the best networkers profiled in my book are introverted or shy. Focus on what feels authentic. Maybe it’s one-on-one connections, small group conversations, or even written communications. Also, think of networking as “earning your keep”—show up, offer your help, contribute genuine value. It's less about "selling yourself" and more about building trust and showing goodwill over time.

If you haven’t talked to someone in years, what’s a good way to reach out authentically, without making it feel like you need something?

The key is to make it “agenda-less.”

Reach out because you actually want to connect, not because you have an immediate ask. If you saw their name pop up or their content on LinkedIn, use that as your reason. Suggest a catch-up call or coffee, and remember, a lot of people appreciate the reconnect, especially if there’s nothing you need right away. And if there is a professional tie-in, make sure to acknowledge it openly and respectfully.

How do you overcome the “imposter syndrome” of reaching out to former connections, especially when your role or expertise has grown, but they might still see you as that junior team member from years ago?

First, embrace that you’ve grown! Everyone had to start from the beginning. The best way to show your evolution is to talk about your work and the results you’re delivering, especially via LinkedIn, Substack, or other professional communities. Over time, people will see the new value you bring. Authenticity is key, and demonstrating real expertise and impact shifts those perceptions.

What are comms professionals doing wrong when trying to showcase their value? What advice do you have to be better partners to the C-suite?

Based on my work, both agency-side, in-house, and now as an independent consultancy:

• Embed in the business, not just the comms plan: Invest time in understanding your company’s day-to-day realities—stakeholders, decision paths, commercial priorities, customer pain points—so your counsel is grounded in how work actually gets done.

• Lead with proactive counsel (not task intake): Don’t wait for requests, bring forward story angles, channel recommendations, risk flags, and “what good looks like” examples, applying lessons learned across teams and past initiatives.

• Choose and manage partners for real impact: Be nimble and operate like true extensions of both your function and the company’s overarching objectives. Be clear on the value you provide, keep close to the work, and anticipate needs.

Monique’s fireside chat reminded us that, at the end of the day, it’s about showing up. Consistently, authentically, and sincerely.

And, with that, who wants to connect? 😉

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