Part 1: Are You the Baker or Undertaker? What I Learned About Networking from The Godfather

This is a guest post by Chip Rabus, Head of Sales at Grandview Analytics

In the opening scene of the movie The Godfather, Don Vito Corleone is meeting with friends and patrons, responding to requests for services which he, by Sicilian tradition, is loath to refuse on his daughter’s wedding day. 

The distinction between two requests drops us immediately into the world of Don Corleone (who is “The Godfather”) and should – if we are wise to networking (see how I did that?) – serve as a parable for our own professional connections.

The Undertaker

To begin, an old friend who has stayed on the periphery of the Godfather’s world as his own business grew begs for “justice” for his daughter who’s been attacked by an ill-meaning boyfriend and his cronies. The father wants to avail himself of the Godfather’s powers even after years of avoiding the Don’s sphere of influence, not so much as inviting him over for “a cup of coffee” – an insult to Don Corleone. This “undertaker”, as the Don calls him, delivers further insults by offering money to effect this “justice”.

The Godfather makes his disappointment in the undertaker well known, asking what he’s done that the undertaker “insults me so”. Only when he shifts the father’s mindset to one of mutual respect and benefit (okay, and maybe a little fear, but that doesn’t fit my narrative) does the Godfather agree to provide assistance.

The Baker

Sharply contrasting the opportunism of the undertaker seeking to take advantage of the Don’s benevolence is “the baker”, a long-time friend of the Don and social acquaintance of the Corleone family. The baker simply explains his daughter has fallen in love with his helper, whose visa is running out. The Don rightly surmises the need and knows what’s being asked, without the baker even posing a question or request. Never is there a summation of what he’ll do (or how he’ll do it), the baker just knows that the Don will resolve the conundrum.

What can we learn from this about networking? Let’s take a closer look:

• “The Undertaker” uses relationships for his own benefit and only engages with his connections when he needs something. So when, as a last resort, he comes to the Godfather for assistance, he’s seen as coming not with “friendship” or “respect”. And while his favor is promised – he also leaves an IOU for a “service” the Don may or may not follow through on. The undertaker incurs a debt that hangs over him for years, eventually to be paid in the middle of the night with blood, literally, on his hands.

• “The Baker” knows and respects the benefits of relationships in business and his personal life. While he does not participate in any of the Godfather’s underworld activities, he recognizes the Don is part of the fiber that makes up the network of the community, and they can be friends without the baker being part of that world. The baker speaks freely and easily with Don Corleone because of mutual respect and friendship, even boasting of the beautiful wedding cake he provided (which we imagine was a free gift).

It comes down to the importance of nurturing relationships with your connections. And not just any kind of relationships – but valuable ones that you build and develop over time through mutual admiration and appreciation and continuously providing a benefit to each other.

Are You the Baker or Undertaker?

Don Corleone truly understands the value of his connections and how to utilize his associations. He is powerful and influential and has earned the respect of many. Oftentimes he doesn’t need to say any words, yet his thoughts and decisions are communicated very clearly.

Take a step back and think about the interactions you have with your own network. Are you like the baker, and continuously find ways to foster your relationships? Are you frequently in contact with others just to say hello and catch up? Do you respond to requests by people looking for direction during a job search? Do you offer advice and guidance when you are asked? How you react to inquiries of those in your network tells you a lot about your association with them.

Or, are you more like the undertaker, and only pick up the phone or send an email when you’re in need of something? Do you only reach out with a specific request? Do people then react to your inquiries in a negative way, and don’t necessarily provide assistance freely, and you find yourself having to ask twice? The responses you receive from your network will also tell you plenty regarding your associations with them.

So – who do you want to be, the baker or the undertaker? It’s up to you to take the right steps to build and foster valuable relationships, which in turn helps you receive the benefits of having a robust network.

Photo/image courtesy of Flickr

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