Advice on Networking
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Source: Partner Advantage Advisory The networking advice from Sally Glick, chief marketing officer, J.H. Cohn LLP, v Networking is more than collecting business cards. You must create relationships, and you do that by becoming a good friend. To be a good friend you must be “interested” and “helpful.” Instead of treating a relationship as the source of something you get, treat it as an opportunity to help someone. Try listening instead of “telling.” Begin to identify common interests. Look at contacts as opportunities to enjoy meeting new people. One way to be helpful is, of course, to provide good leads. When you can’t do that, think of other ways. Invite contacts to accompany you as guests at community meetings. Offer an attorney the opportunity to write an article in your newsletter. Invite a vendor to make a presentation at a seminar. Over time these people will become active supporters. v Be active in local business groups. Write articles for them. Join their membership or program committees. v Join the boards of charities. This gives you the opportunity to serve while expanding your network. v Become active in your CPA society, especially on niche committees. This will help establish your credibility as a specialist. From Partner Advantage Advisory, July 2005, p. 2. Hudson Sawyer Professional Services Marketing Inc. www.hudsonsawyer.com. Subscription $279 per year; single issues—$25. Orders |