| 
Jeff
Colvin Management Consultant & Founder of Link,
a Management Consulting Group |
How much time and money have you dedicated to your network? I'm talking about
the human network, not the computer variety. Millions of dollars are being
spent by companies every year to enhance the way business gets done through their
computer networks. But we all know that real business gets done by the people;
through human networking. Today, more than ever it is who you know and
who knows you. Whether seeking information, a new career, customer contacts, or
smarter ways of getting things done, the most efficient way to get there is by
leveraging your relationships. …And now for the secret to successful
networking: Give something of value so you'll be remembered. And repeat! Obviously
if people don't remember you they are not going to be able to provide you much
help and will feel put upon when you ask them. And, you don't get remembered for
constantly telling them what you do for a living or sending them continuous emails
about all the exciting things that are going on in your business and your life.
Their life is what's important. You get remembered for providing others
with something of interest and value to them and continuing to be a source of
future information and further value. Through this approach people will seek you
out, or at a minimum be interested in what you have to say when you do contact
them. Why? Because they may get something out of it! So what are these things
of value that you must provide to others to be remembered and build an extensive
set of network contacts? They can range from a reference to a web site of pertinent
information to a humorous joke or an amusing quote. More specifically, the best
value you can provide will be in direct response to a need that they have communicated
to you. When you network, your job is to listen carefully and determine
what needs and opportunities you may be able to fill for that person. It is human
nature to feel some responsibility if not indebtedness to you to return the favor.
The fundamentals of networking start with doing something of value for
the other person and building that initial contact into a relationship. It takes
work but when you need something those relationships will be there to help you. The
small investment in your human network, could pay back many times the return on
your dollars than your computer network. People are still the common denominator
in every business.
Networking is a ProcessBefore
-
Seek out appropriate networking opportunities
- Target specific types of individuals
-
Prepare valuable things to offer
- Set concrete and attainable goals During
-
Play a host role to welcome others
- Listen closely and provide something of
interest or value
- Ask for business cards and make memorable notes
- Help
others make connections After
- Summarize contact info and plan
next steps
- Continue to provide value with each contact
- Make it easy
for others to help
- Learn from each experience
Jeff Colvin (Jcolvin@linkllc.com)
founded Link, a management consulting group
in 1997 whose mission is dedicated to the Systems, Structures, and Behaviors that
make people and companies successful. Link's bottom line focus on process improvement
is achieved through the facilitation and training of cross-functional teams to
address key strategic goals. Learn more about Jeff Colvin
& Link... | 
