For many aspiring Board Members, "networking" is a dirty word. It conjures images of awkward cocktail parties, forced small talk, and the transactional exchange of business cards with no valuable follow through.

But if you want to access the 90% of Board roles that are never advertised, you cannot ignore your connections. You just need to change how you build them.

In this episode, I'm joined by Jerry Kleeman, a TEC Chair, executive mentor, and my husband. Jerry has spent decades building and nurturing a trusted network that returns quantifiable value to him and them.

In this conversation, Jerry dismantles the traditional idea of networking. He explains why most people fail because they focus on the activity rather than the asset, and shares why vulnerability, not bravado, is the key to building trust.

Key Takeaways:

• The Verb vs. The Noun: Jerry distinguishes between "networking" (the tiring, transactional activity) and "building a network" (the strategic asset).
• Trust the Process: You cannot build a network by accident. Jerry shares why you need a disciplined, systematic process to map your connections, nurture relationships, and track your progress; just like you would for any business project.
• Givers Gain (Be a Connector): The most effective networkers aren't the ones asking for favours; they are the ones connecting others. By adopting a "Givers Gain" mentality and asking "How can I help you?", you build a reservoir of goodwill that eventually flows back to you.
• Vulnerability is a Strength: Most candidates think they need to look perfect. Jerry argues that asking for specific advice or admitting you don't know the answer is actually a superpower; it flatters the listener and builds a deeper, more authentic connection.

Links & Resources Mentioned:

Free Webinar "How to Win at the Board Game"

Join me LIVE on Thursday, 19 February 2026 to learn how to turn your network into a Board search strategy.

• Bonus: Live attendees will get first access to the Founding Member Offer for the new Build Your Board Career program (50% off).

👉 Register for the Free Webinar Here

JOIN THE PROGRAM: Build Your Board Career

Ready to stop guessing and start executing? The doors to the Founding Member intake open immediately following the webinar.

👉 Join the Program Waitlist Here

Connect with Jerry Kleeman:

• LinkedIn
• Website
• Vistage Australia & New Zealand

Connect with Lisa:

• LinkedIn
• Website

Resources

· Article: What Today's Rainmakers Do Differently (Harvard Business Review)

· Stay in Touch Tracking Template (.docx file)

· The Art of Networking with Jerry Kleeman | Ep. 29