Published in Viewpoint issue No. 29 Spring 2002

In the current economic downturn, networking is something that more businesses are turning to in an effort to expand (or even maintain) their business, their training skills or to minimize research costs. In the heyday of the Celtic Tiger, many companies just sat back and waited for the phone to ring, but now the phones have stopped ringing and pro-activity is required. We need to get out there, meet people and expand our circle of contacts. Networking is the art of connecting with people on a personal level and using that contact to benefit you, your family friends and business connections.

People like to deal with people, not with institutions.We are all more comfortable dealing with somebody we know and, more importantly, someone we feel best knows us and therefore has our best interests at heart. But remember networking is a reciprocal process in which you share ideas, leads, information, advice, brainstorms, introductions and friendships. Statistically most people will make an average of three major career or business moves in their life.

The network of people you meet along the way can help to guide you and give you the resources whether that is advice, support or monetary intervention. The stronger your network, the better you will be able to move forward and achieve your goals.

How to Network Successfully

First you must define your goals.
- What do you hope to gain from expanding your network? What can you bring to the network that will benefit other members? Next, target the organizations and people you want to get to know.
- Find out which are the organizations that can most benefit you and target them for joining.
- Speak to current members of the organisation and get a feel for how successful the think it is.
- Go along as a guest and try it out before you join. (Most organisations will allow two visits as a guest before you join)

Remember, the more you put in the more you get out so offering to join a committee is a great way to become involved and you will get a great deal out of it. If you dont have time to become involved with a committee offer to run an event or speak at an event. This benefits the organisation and gives you a platform to promote your business.

At Events

Do not approach a networking event as a sales opportunity. If you are too aggressive people will not respond to you and it will be a failure in more ways than one. People buy from and work with people they like. Use the event to start to build a rapport with new contacts.
Share your contacts. The most powerful people are not necessarily these with the best titles but rather those with the biggest contact databases. Power comes when you pick up the phone and make things happen for people.
Become known as someone who knows people and is willing to pass on contacts or make introductions.

Plan ahead and Practice your introduction, which should be about 9 seconds, short and succinct and upbeat.

Which do you prefer? (A) Hi, Im John, Im an IT consultant for small to medium businesses, or (B) Hi, Im John. I enable my clients to expand their profitability through use of technology.

Go solo or if you go to an event with a friend or colleague, split up to work the room. It is easier for one person to join a group than two. Remember, your aim is to network. Plan your small talk in advance, read the papers that day and pick up on something easy to chat about (not the big issue). Keep the conversation light! Build your rapport!
Business cards they should only be handed out towards the end of a conversation, never at the start. On the back of the card write comments about the person you have met, where you met and what follow-up to take. Never stay too long in one group - once you have had your chat move on.
If you are talking one on one, never leave one person standing by themselves. Introduce them to someone else you know and then make your excuses 'there is someone I must have a chat with.' Treat people as people and not as contacts, you will make great friends and contacts. At a networking event make the connection but then arrange to do the business at a later date.

Let people know - what type of referral etc. you are looking for, if they dont know they cant help. Follow up as soon as possible or within the timeframe you agreed with your contact.
Remember to nurture your network. It is not a commodity; it is your lifeline to the future.

Author Tricia Murphy © 2002 TiG Alliance. All rights reserved.