THE GUNPOWDER
GUIDETO
NETWORKING
© 2014 - Gunpowder Consulting Ltd

IT’S NOT
WHATYOU
KNOW, IT’S
WHOYOU
KNOW…
There’s no denying that a healthy network
supports business growth. But keeping your
network healthy means getting out there and
meeting new people. We know it works. A chance
meeting, an introduction, a conversation over a
curled up canapé or at a conference coffee break,
can lead to all manner of opportunities and
ultimately, new clients.
But for many, the thought of getting out there and
being interested and interesting on a drizzly
Thursday evening can feel like a bridge too far.
!
Here are Gunpowder’s top tips for getting
motivated, making lasting connections and
building confidence.
!
See you out there!
© 2014 - Gunpowder Consulting Ltd

Size isn’t everything
A 500+ LinkedIn network has become
the bulging Rolodex of today. But size
isn’t necessarily the right measure –
the focus needs to be on engagement.
Yes, LinkedIn is a convenient way to
keep track of those you meet and do
business with, but you would be far
better to have a smaller number of
contacts with whom you engage rather
than striving to hit that 500+ marker
without keeping in touch.
!
Show up
Turn off your computer and get out
from behind your desk. The more
people you meet, the more people you
get introduced to and the more events
you get invited to. Be the person who
RSVPs on time and once you have
accepted an invitation, don’t cancel
unless it is absolutely unavoidable.
A reputation as a ‘no-show’ won’t help
you. Turning up to the event that you’d
almost forgotten about at the end
of long day almost always rewards you
with an interesting new connection.
!
Leave your day behind you
Had a bad day, or all fired up from a
great day? First impressions are critical
and arriving muttering about your tube
journey or not being able to find the
venue obviously will create a negative
impression. But even without saying
anything you may be wearing the bad
conference call or the disappointing
meeting for all to see on your face and
in your body language. Conversely, you
could be so fired up from a good day
that you appear overbearing. Take a
moment before you walk into the room
to be aware of your frame of mind and
get yourself back to neutral.
© 2014 - Gunpowder Consulting Ltd

Arrive early
Ideal when you are finding a particular
event daunting. Maybe you won’t know
anyone at all or are worried about the
calibre or status of the other delegates.
Arriving early puts you on the front
foot. You won’t arrive flustered and you
can observe other people as they arrive,
allowing you to pick and choose who to
talk to first. Offering help to the
organisers can work wonders too.
Having something to do makes you feel
as if you have permission to be there
and helps you to…
!
…Play the host
Now you don’t need to man the
cloakroom or order cabs for everyone
but making the shift to a “hosting”
mindset will do wonders for building
your confidence in a room full of
strangers. You have permission to speak
with anyone, you become naturally
interested, ask more questions and as
you become more relaxed and your
confidence grows, people will gravitate
towards you. Try it – it works!
!
Leave your jargon at the office
All businesses have jargon but be
careful of relying on acronyms or
industry shorthand when meeting new
people. Terminology can change from
business to business and industry to
industry so play safe and avoid
alienating anyone by speaking plainly.
!
Remember the most important
person in the room…
It isn’t you! Whoever you are talking to
is the most important person in the
room. Ask questions and show your
interest. Most importantly listen to the
answers.
© 2014 - Gunpowder Consulting Ltd

If you don’t have a fantastic memory
and you’ve met someone interesting,
keep notes. You’ll find out all kinds of
nuggets that will be useful later on.
Keep an open mind
As Dale Carnegie says “You can make
more friends in two months by
becoming interested in other people
than you can in two years by trying to
get other people interested in you.”
!
It will help to change your mindset
from “I need to work the room” or “I
must come away from this event with
three new leads” to a more holistic view.
There will always be individuals who on
paper present the most exciting
opportunity in the room but don’t
discount anyone – opportunities crop
up from the most unexpected sources
and by taking the time to listen to new
people, regardless of their perceived
‘potential’ you will broaden your
outlook as well as expanding your
network. After all, you have no idea who
else they know, what else they know or
where they might go next
!
Do someone a favour
Met someone interesting? Focus your
attention on what you can do for them
NOT what they can do for you. This may
feel counter-intuitive but it will give
you a sense of purpose, encourage you
to ask questions, make you feel more
confident and in control and
automatically provide a route to follow
up. There is always something you can
do for someone else, however small,
that will cost you very little time or
effort, but make a tangible difference to
someone else. And the best bit? Giving
feels good!
© 2014 - Gunpowder Consulting Ltd

Keep on giving
Now your network is growing nicely and
you have a clear idea about individuals,
their businesses, challenges and
motivations, get stuck in. Offer help,
make introductions, refer business, give
advice, write testimonials, share useful
articles, give up your time. Do all of
these things without any thought to
what’s in it for you. The more you give
to your network, the more you get back.
Author Adam Grant explores this in
more depth in his book Give & Take as
does Keith Ferrazzi in Never Eat Alone
!
Link In
Whether or not you exchange business
cards or follow up on email, do connect
on LinkedIn. It is accepted as standard
business practice, not stalking, and will
allow you to easily keep track of your
contacts, their job changes and
connections. Take a few minutes several
times a week just to check in on
LinkedIn and see what your network is
talking about and get involved when
you can. Above all, if you do nothing
else make sure that your own LinkedIn
profile is complete and kept up to date.
You’ll find some tips for managing your
LinkedIn presence here.
!
Say thank you
This may sound obvious, but is so often
overlooked. When the time comes and
the favours come your way, or you need
to call on your network, for a referral, a
new job, for help or advice, you may be
surprised who comes to your aid.
Whatever you do, remember to follow
up and say thanks. It’ll go a long way.
!
!
© 2014 - Gunpowder Consulting Ltd

QUESTIONS?
Lucy Mann Director
t 07970 963674
e lucy@gunpowderconsulting.com
w www.gunpowderconsulting.com
© 2014 - Gunpowder Consulting Ltd