I met someone recently at one of my regular networking groups. When he explained what he did I advised him that the group may not be great for him and his business. He sold cosmetics direct to consumers and was there to generate leads for his business. The group was made up of professionals and providers of business services.
He said, rightly, that everyone there either used or knew people that used the types of products he sold. I said that was true, but they were all there because they shared the same target market. They were not selling directly to consumers of domestic products so the best network for him would be with others selling directly to the same domestic consumers.
Successful networking for business development is all about building relationships with the right people. A good place to start when selecting a networking group for business is to find one where the other members sell to the same target market as you.
Good Networking! Dave Clarke ps Visit the new home of the business networking blog for the latest posts
Showing posts with label Collaboration. Show all posts
Showing posts with label Collaboration. Show all posts
Do business networks collaborate or compete?
"Avoid the competition" was a comment from Courtney Sperlazza in response to my post entitled What is the right approach in business networking? She went on to explain:
"I don't mean to avoid your competitors. What I mean is, avoid the concept of competition. You can work collaboratively with anyone. Even if you're in similar industries, there is something the other guy can do that you can't do and vice versa. Some of us call those things opportunities!"
One of the first steps we encourage in our advocacy model to how business networking really works is to clarify your target market. This is not so you can sell to them at networking events. It is so you can work out who else deals with them and so who you should be networking with to create those opportunities for each other. Real networking is a collaborative activity where you get to build a sustainable route to market for the long term. As I have written before it is not the face to face equivalent of cold calling.
Imagine my surprise this morning when I received a note that said that someone could not attend a meeting of one of our groups because they were a member of a competing network!
Doesn't that miss the point of networks being places to collaborate?
The best example for the networks to set is to collaborate with other networks.
Good Networking!
Dave Clarke
"I don't mean to avoid your competitors. What I mean is, avoid the concept of competition. You can work collaboratively with anyone. Even if you're in similar industries, there is something the other guy can do that you can't do and vice versa. Some of us call those things opportunities!"
One of the first steps we encourage in our advocacy model to how business networking really works is to clarify your target market. This is not so you can sell to them at networking events. It is so you can work out who else deals with them and so who you should be networking with to create those opportunities for each other. Real networking is a collaborative activity where you get to build a sustainable route to market for the long term. As I have written before it is not the face to face equivalent of cold calling.
Imagine my surprise this morning when I received a note that said that someone could not attend a meeting of one of our groups because they were a member of a competing network!
Doesn't that miss the point of networks being places to collaborate?
The best example for the networks to set is to collaborate with other networks.
Good Networking!
Dave Clarke
What is the right approach in business networking?
It can be tempting to only 'network' with others who do completely different things to you. People who provide different services or products and those from different professions. In fact some groups only allow for one member from each.
In reality it is often those that are more complementary to you that lead to more and quicker opportunities. The similarities mean you get to establish relationships more quickly and it is much easier to find referrals for each other without going out of your way. Even those groups that exclude members in the same line of business recommend joining other more open groups as part of your overall networking strategy.
In the UK a couple of days ago the new Government took their places in Parliament. For the first time in 70 years in the UK there is a coalition government. Whether it will be a success remains to be seen, but it would be refreshing to see a new politics. One that sees politicians working together for the good of the country rather than constantly doing each other down. If the two parties had looked to their differences it is very likely that we would be in a different situation now. By focusing on similarities they have made progress and have the potential to really change the way things work.
The lesson for us in networking is the many more possibilities that open up with an open and collaborative approach.
Are you looking for the common ground with your network?
Good Networking!
Dave Clarke
In reality it is often those that are more complementary to you that lead to more and quicker opportunities. The similarities mean you get to establish relationships more quickly and it is much easier to find referrals for each other without going out of your way. Even those groups that exclude members in the same line of business recommend joining other more open groups as part of your overall networking strategy.
In the UK a couple of days ago the new Government took their places in Parliament. For the first time in 70 years in the UK there is a coalition government. Whether it will be a success remains to be seen, but it would be refreshing to see a new politics. One that sees politicians working together for the good of the country rather than constantly doing each other down. If the two parties had looked to their differences it is very likely that we would be in a different situation now. By focusing on similarities they have made progress and have the potential to really change the way things work.
The lesson for us in networking is the many more possibilities that open up with an open and collaborative approach.
Are you looking for the common ground with your network?
Good Networking!
Dave Clarke
What Matters Now
In 'What Matters Now: get the free ebook' Seth Godin writes about a new ebook he has organised. In it 70 big thinkers each contribute a page in which they share an idea for you to think about as we head into the new year. Then after thinking about them to do something with what you learn. Download and read it below.
What Matters Now
The overall idea I take from it is how much more we can achieve when we collaborate!
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
What Matters Now
The overall idea I take from it is how much more we can achieve when we collaborate!
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
Survival of the kindest
On his blog this morning Internet Psychologist Graham Jones poses the question "which kind of people do you like the most? Those who divide and rule, or those who are less selfish and try to help others?".
He asks this in his article, Helping others online could boost your business, which is well worth a read. He writes about recent research from the University of California at Berkeley which suggests that the helpful, altruistic individuals around us are the ones that are doing best in our modern society. The article referred to by Graham is entitled Social scientists build case for 'survival of the kindest'. The article includes this
"In a wide range of studies, social scientists are amassing a growing body of evidence to show we are evolving to become more compassionate and collaborative in our quest to survive and thrive."
Good to see some solid academic research into the whole ethos of how networking works. As we know the more you help others the greater your chances of success.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
He asks this in his article, Helping others online could boost your business, which is well worth a read. He writes about recent research from the University of California at Berkeley which suggests that the helpful, altruistic individuals around us are the ones that are doing best in our modern society. The article referred to by Graham is entitled Social scientists build case for 'survival of the kindest'. The article includes this
"In a wide range of studies, social scientists are amassing a growing body of evidence to show we are evolving to become more compassionate and collaborative in our quest to survive and thrive."
Good to see some solid academic research into the whole ethos of how networking works. As we know the more you help others the greater your chances of success.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
Networking Lessons from the Law of Contract
One of the first subjects I studied in Law was the Law of Contract. In order for a contract to be a legally binding agreement a number of distinct elements need to be in place:
1. Offer and acceptance
2. Intention
3. Capacity
4. Consent
5. Consideration
6. Legality
7. Possibility
These indicate that the parties have not just discussed a possibility, but have a definite agreement about a desired outcome and the specific things required by each to fulfill this.
There are great lessons to be learned from this in networking. Many people are not really getting the most out of their networking. They are just meeting people and hoping for the best. Success in networking is something that will remain a possibility rather than a probability.
Those that follow a structured and systematic approach to building trusted relationships do really well. They do the things they need to do for others in their network and those others will know what they need too.
It is a good idea to get together with your really good business contacts and find out if you can agree specific things to help you each achieve your business goals.
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
1. Offer and acceptance
2. Intention
3. Capacity
4. Consent
5. Consideration
6. Legality
7. Possibility
These indicate that the parties have not just discussed a possibility, but have a definite agreement about a desired outcome and the specific things required by each to fulfill this.
There are great lessons to be learned from this in networking. Many people are not really getting the most out of their networking. They are just meeting people and hoping for the best. Success in networking is something that will remain a possibility rather than a probability.
Those that follow a structured and systematic approach to building trusted relationships do really well. They do the things they need to do for others in their network and those others will know what they need too.
It is a good idea to get together with your really good business contacts and find out if you can agree specific things to help you each achieve your business goals.
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
Competition or Collaboration?
I was speaking at a seminar last week when someone with an IT support business said "I want to find Networks with fewer IT people because that means more opportunity for me". When we explored the subject he agreed that he actually got most referrals from other IT related service providers and said "Forget I said that. What I actually mean is that I want to find Networks with MORE IT People!"
Looking at others as competition is perfectly natural, but very few small businesses really compete directly. Very often other providers will provide complementary services and as you speak to the same buyers you can quickly build a referral relationship. Over time that will often lead to collaborating on bigger projects than you may be able to win on your own.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
Looking at others as competition is perfectly natural, but very few small businesses really compete directly. Very often other providers will provide complementary services and as you speak to the same buyers you can quickly build a referral relationship. Over time that will often lead to collaborating on bigger projects than you may be able to win on your own.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
Connecting with people you can work with
Networking can be a great route for finding people to collaborate on bigger projects.
I had a meeting with a couple of people yesterday about their new email marketing venture. One of the most interesting things for me was the history of how this joint venture had come about. They had both met whilst networking and as their relationship developed they had increasingly supported and referred each other. They had helped each other develop their marketing strategies and built some very sophisticated tools for systematic and effective approach to email marketing.
Over time this lead to collaboration on a number of projects and ultimately to this new venture through which they both expand their respective businesses and generate new revenues in new markets.
A great example of real business development through networking.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
I had a meeting with a couple of people yesterday about their new email marketing venture. One of the most interesting things for me was the history of how this joint venture had come about. They had both met whilst networking and as their relationship developed they had increasingly supported and referred each other. They had helped each other develop their marketing strategies and built some very sophisticated tools for systematic and effective approach to email marketing.
Over time this lead to collaboration on a number of projects and ultimately to this new venture through which they both expand their respective businesses and generate new revenues in new markets.
A great example of real business development through networking.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
Networking to punch above your weight
In two 121 meetings I had yesterday in Glasgow & Edinburgh I heard great stories about people using networking to open doors into bigger opportunities with collaboration.
The first was from a partner in a specialist tax accounting firm who had become part of a 'virtual' team for other general accountancy practices. The second was from someone who had project managed a team including a number of consultants and a marketing agency to win a ground breaking social media marketing project from a very large private company.
The message was clear in both cases. Build the relationships first and business follows later. Sometimes from very surprising places!
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
The first was from a partner in a specialist tax accounting firm who had become part of a 'virtual' team for other general accountancy practices. The second was from someone who had project managed a team including a number of consultants and a marketing agency to win a ground breaking social media marketing project from a very large private company.
The message was clear in both cases. Build the relationships first and business follows later. Sometimes from very surprising places!
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
Networking with your competitors
There's a great story in Andy Lopata's latest 'Connecting is not enough' newsletter. Andy recently shared a platform as a speaker with former State President of South Africa and Nobel Laureate F W de Klerk. He relates how the 2 political opponents, de Klerk and Nelson Mandela, collaborated in raising electoral funds. It's a great story and you can read the full story at the link above. (There is more about the pair's relationship in Andy's blog at 'The Art of Relationship Building - F W de Klerk and Nelson Mandela').
In my experience people who think of themselves as competitors often find more in common to collaborate on than they think. I remember meeting an accountant who expressed some trepidation that he may encounter other accountants at an upcoming NRG business networking event.
I asked him where most of his referrals came from. He paused for a minute, smiled and said "other accountants!"
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
In my experience people who think of themselves as competitors often find more in common to collaborate on than they think. I remember meeting an accountant who expressed some trepidation that he may encounter other accountants at an upcoming NRG business networking event.
I asked him where most of his referrals came from. He paused for a minute, smiled and said "other accountants!"
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
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