This document provides tips and guidelines for business networking for consultants. It defines networking as leveraging business and personal connections to generate new business opportunities. The key reasons for networking outlined are to connect people who wouldn't otherwise work together and build relationships. Tips provided for effective networking include having talking points prepared, following up on connections, and maintaining contacts through occasional check-ins. The document stresses approaching networking authentically rather than with the sole intent to sell and capturing value through collaboration.

1. Rodolfo Groenewoud
Bax & Willems Consulting Venturing
July 2014
Business Networking for
Consultants

2. © Bax & Willems
Networking: TIPS & TRICS
• What is Networking?
• Why do we Network?
• How can we build a professional Network?
• Approachability Guidelines
• I love it when a plan comes together…
• Getting critical: Quality and Quantity
• Networking DO´s and DON’T´s

3. WHAT IS NETWORKING?

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Leveraging your business and
personal connections to bring you
a regular supply of new business
By…..building relationships.
Source: Ivan Misner
What is Business Networking?

5. WHY DO WE NETWORK?

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The point of collaborative networking is:
To connect people who wouldn´t ordinarily work together
Source: Collaboration: How Leaders Avoid the Traps, Create Unity, and Reap Big Results by Morten Hansen

7. HOW CAN WE BUILD NETWORK?

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Networking in the field
• Plan 3 interesting talking points to talk about
• You can roughly add 3-5 individuals in a day spend at a conference or event
• Never leave an event without a second date
• Always have an exit plan

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Networking from behind your desk…every week
· scanning business news
· conference 1x per year
· reply to invites
· checking people before you meet them
· sharing relevant articles
· monthly networking event
· 1on1 networking regularly
· become a thought leader by:
- opinion pieces on big blogs
- talks at industry events
- creating win-win
partnerships

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Your network needs good maintenance
• Total amount of connections you can maintain:
Source: Dr. Ivan Misner

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Weak ties form bridges to world´s you don´t walk in
• Touch base 1-2 times per month and you will maintain a weak tie
Source: Collaboration: How Leaders Avoid the Traps, Create Unity, and Reap Big Results by Morten Hansen

12. © Bax & Willems
Scorecard of Networking Points
+
· Mentioning someone on your website
· Putting someone else´s link online
++
· Send a thank you note
· Send an article of interest
+++
· Arrange a meeting
· Call someone

13. APPROACHABILITY GUIDELINES

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Don´t intend to sell
Set a goal or outcome

15. I LOVE IT WHEN A PLAN COMES
TOGETHER…

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Capturing Value
Source: Collaboration: How Leaders Avoid the Traps, Create Unity, and Reap Big Results by Morten Hansen

17. GETTING CRITICAL: Q & Q

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Quality and Quantity: How to build a powerful professional
network
YOU
Mentor
Coach
Industry
Insider
Trend
setter
Connector
Idealist
Realist
Visionary
Partner
Wanna-Be
Source: How to build a powerful professional network –
www.forbes.com

19. NETWORKING DO´S AND DON’TS

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DO
• Be genuine and authentic
• Stay close to your interest
• Hold volunteer positions
• Ask open minded
questions
• Have an elevator pitch up
your sleeve: what you are
looking for & what you do
• Follow through on referrals
• Try to contact one person
per day
DON´T
• Fear the ´big shots´
• Hand out business cards
as sweets
• Only talk to people you
know
• Drink to much at events
• Expect anything
• Dismiss anyone as
irrelevant: but do have an
exit plan
• Take NO personally
Adapted from: Philip Humbert