Networking: It’s More Than Business Card Exchange

In this issue, networking guru and author, Andrea Nierenberg, kindly submitted to an interview while on vacation. As a networking evangelist, Andrea has lots of advice for consultants. Here is her interview with Think Like A Consultant.

TLAC: Let’s talk about how networking can benefit people with their own consulting businesses as well as consultants working for larger firms. To begin, please tell us what networking means to you—how you define it.
Andrea: I always say that the opposite of networking is not working. Every time you meet someone, you can learn from the person. Be a resource or give something to them. It is all about continual relationship building—cultivating and developing bonds and connections. It happens anywhere and anytime. Often people are ‘networking’ and just don’t call it ‘the word.’  In fact, networking at an event is only a sliver of real life networking which happens all the time or as I say ‘serendipitously’. It is all a matter of awareness and follow up.

TLAC: What kind of a mindset should a consultant maintain in terms of networking?
Andrea: Maintain a 24/7 awareness. Think in terms of, “How can I help someone else. How do I learn about others?” The more I give to others—things have a way of coming back—when we least expect it. I also look at networking as building advocates. We build many networks in our life. For example, as a consultant I often I hire and am hired by competitors on different projects where we work together. We live in a world of virtual companies and that is how I’ve grown mine in 16 years.

TLAC: What are some top tips you can give consultants who are looking for more clients?
Andrea: Get involved, offer to speak, write and get your name out there—and often for free. You are showcasing your talents. Helping others is key—it comes back. Make sure to stay in touch and say thank you continually. Be sure to stay on people’s radar screen. I write handwritten notes and also now use an amazing tool— which is for follow up, retention and referral. It’s a system that I love and live by and work with—my site is www.appreciationpower.net and I invite anyone to take a free gift account 5 minute walk through.

TLAC: Once a consultant has made an initial relationship with a person and exchanged business cards, do you recommend that he or she follow-up? And how can you do this without seeming too aggressive?
Andrea: Of course. Send a note to say thank you and great to meet you.  Ask their preferred method of communication and follow up periodically with something they may be interested in—an article, information, etc. Study their website—learn about the person. Be visible and assertive, just not aggressive. There is a skinny like between the two.

TLAC: Finally, what tools do you use to keep all of your contacts straight? Finding time to manage contacts is an issue.
Andrea: I use Microsoft Outlook, which I love. I create fields for keeping track of my clients and things I want to remember about them. I also use the Send Out Card system—www.appreciationpower.net, which is also a great contact management system.