Issue 3 - December 2002

 

 

 

 

More electronic
newsletter articles:

Wilson's Writings and Metzler's
Musings

Leadership Lessons

Practice Perspectives

Marketing Matters

Successful Strategies

New News


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Practice Perspectives - Networking Works

It's that time of year again! Time to plan your marketing activities for 2003. As you are planning your marketing activities, consider adding networking activities to your schedule.

Networking is a great way to build your business and improve your client base. Networking groups offer an arena to build business relationships, exchange referrals or "leads" and provide members with a place to seek advice, ideas and introductions.

All members of your company should be encouraged to participate in networking activities.

  • If you are one of the younger members of your company, or if you are new to the industry, a good place to start is to get involved in your community organizations and professional industry organizations.
  • Attend meetings and social functions with a mentor. Practice your networking skills and remember you are representing your company.
  • As you progress in your career and confidence as a networker and firm representative, join an organization and actively participate.
  • Become a member of the organization - attend the meetings, meet with the other members, volunteer to be on the subcommittees and really commit to working the group!
  • As a member of the management of your company, your networking activities should evolve into leadership positions within the organizations and associations you have joined.
  • Volunteer for leadership roles (or run for the position) in your organizations. As you build your own name and reputation you increase your company's name recognition and reputation.

There are many different groups you can consider joining. Among the organizations you may want to consider as part of your networking efforts are:

  • Local Chamber of Commerce (www.chamberofcommerce.com)
  • Professional networking organizations
  • Civic organizations
  • Alumni organizations
  • Industry associations (IT associations; CPA society (www.aicpa.org/states/stmap.htm)
  • Religious/ philanthropic organizations


Whatever organizations you choose to join, remember the key to networking is - if you join the group, you need to be active in the group! You need to attend the meetings, meet with the other members, volunteer to be on the subcommittees and really commit to working the group!

Before deciding which organization to join and commit your valuable time and resources to do your homework:

  • Attend some regular meetings
  • Meet with other members
  • Read their newsletter
  • Visit their web site
  • Learn:
    Who the members are
    o The mission statement for the organization
    o The cost to join
    o The frequency of meetings; and
    o The requirements for membership.
  • You want to find an organization that satisfies your needs:
    Whether it is to increase your knowledge
    (choose an industry specific organization); Meet local businesses (Chambers of Commerce); or Generate referrals and leads (professional networking groups).
  • Review the membership requirements - what is the expected time commitment (once a month, twice a month, every week, every quarter). You have to find the organization that not only meets your needs as outlined above but one that also fits your schedule. If you can't commit the time needed, you won't be successful with your networking efforts and you may not receive the outcome you anticipated (i.e., more industry knowledge, more leads, etc.)

Now that you have found the organization that fits your time commitment and fulfills your needs in an organization, here are some key tips to networking successfully.

  • Prepare your "elevator pitch" or self-introduction ahead of time. Practice saying it until it feels natural and rolls off the tongue. An added bonus to preparing your self-introduction is that you will find it comes in handy when you meet people and they ask "what do you do"? You can use this self-introduction in networking meetings, at cocktail parties, even when speaking to the person sitting next to you on your next flight!
  • Before the meeting, make sure to pack your business cards.
  • Once you arrive at the event, take a deep breath, place your name tag over your right breast pocket, smile and enter the room. If you are uncomfortable in social situations where you know few people, there are many strategies to help you feel more comfortable.

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