Build and maintain a contact list is necessary in business networking. David Noymer (former CEO of Lehman Millet Inc.), for example, has no less than 2,100 database of CFOs, accountants, CPAs, lawyers, and other professionals at his disposal. While David Fogel, vice president of finance and treasurer at Webgen Systems Inc., has no less than amassed 4,700 contacts.
It is very useful as it might help in researching potential job candidates, using it to find a better way to complete project, finding a speaker at conference, as well as finding a new job.
However, before racing off with a briefcase full of business cards, you should perfect meet-and-greet skills and able to convey clearly and concisely who you are. Lack of those skills may easily refined by taking a class and seminar on professional networking and relationships.
At the seminar and conference, business people meet each person for a short period, usually four minutes or less, which is just enough time to exchange basic information and contact data, and make a mental note as a start of beautiful friendship. Another way to build networks is to join organizations or attend events that are not always business-related.
But sometimes you don’t know how to approach a group or break away from a conversation when you’re in a room full of people. At these events you get exposure and avoid awkward small talk.
These relationships are also a great way to solicit peer advice. Whatever you’re going through at your company, someone at another company is probably going through the same thing.
As wise man said, building is easier than maintaining. Networking doesn’t just happen after joining a few associations and attend some conferences. Cultivating and keeping relationships with contacts is a long-term effort.
It is useful to jotting down a few notes on the back of a business card once it’s handed to you to remind you of your conversation. Contacting people 48 hours after a first meeting is also a good way to build on what you’ve started. Sometimes, you may need to hit if off by arranging a lunch or similar one-on-one meeting.
For people you don’t know well, sending holiday greetings with a business card enclosed helps to maintain some semblance contact. Sometimes, using a database program such as Microsoft’s ACT can help you sort by keyword and otherwise manage your posse so that when you need to get in touch, you can find it easily.
It may take a bit of effort, but networks pay off in unforeseen ways. Who knows, you might even make an actual friend along the way.
Source: Adapted from CFO, January 2007
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2 responses so far ↓
1 Virtual Office DC // Aug 13, 2007 at 9:15 pm
I have a similar challenge relating to two networking groups to which I belong. The groups are of the BNI model offering an exclusive slot to each businessperson and periodic meetings. The members network well but it still takes them 6 months before they know what kind of people to refer to one another.
Then the groups themselves need to be promoted and both are, well, stagnating. It seems like one way of invigorating this kind of group would be to do multi session education programs (smart sales or the like).
I think you are mainly addressing bigger events - do you have thoughts on smaller events?
2 Sean Tay // Oct 24, 2007 at 7:30 am
Networking is great but few know how to make it effective. If at the end of a networking session, all you end up with is a stack of business cards, I doubt it is worth much. In any networking event, best thing to do is always to stay focus on being genuinely interested in the person you meet. Begin by asking questions about what they do and beyond that ask them why and how they do what they do.
The amazing thing that happens at the end after a while is they become genuinely interested in what you do and begin to ask you what you do with the same level of curiosity and interest. You can be sure that your business card will end up in a different stack from the ones that he or she is collecting throughout the networking event.
Sean Tay
http://www.seantay.com
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