| Welcome to 'Connecting is not Enough' |
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I had the honour of speaking just before former State President of South Africa and Nobel Laureate F W de Klerk at the Regional Conference of The Academy for Chief Executives earlier this month.
In an enthralling question and answer session after his speech, Mr. de Klerk told how, after the first free elections in post-Apartheid South Africa, he and Nelson Mandela found themselves collaborating with each other.
Nelson Mandela, then the Head of the African National Congress (ANC) met with de Klerk, Head of the National Party. Mandela had approached a number of large organisations and asked them if they would contribute funds to the ANC. Many of the firms still supported the National Party and wouldn't donate to the ANC. Nelson Mandela then approached De Klerk and asked for his help in encouraging these firms to donate to the ANC.
De Klerk initally laughed at the suggestion, asking why he would help his political rivals raise funds from his supporters. He then sat down with Mandela and suggested a compromise.
"We each draw up a list of the companies we would most like to support us", he said. They did this and compared lists. They then approached the companies together and asked them each to make a contribution to support democracy in the new South Africa, which the ANC and National Party would then share between them.
As such, both parties managed to raise more funds, including from companies that traditionally wouldn't support one or the other.
This great story illustrates how networking isn't just about working with people from different industries. Working with our competitors (or 'competition' as it is often called) can work for the benefit of both parties, helping everyone move forward.
In the current economic climate, such an approach can play a key role in our recovery.
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I'd just like to assure you that this newsletter will remain an MP scandal-free zone, with no mention at all of the recent expenses outrages.
D'oh!
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If you have received this in error and don't want to receive future editions, please use the unsubscribe link at the foot of the email and accept my apologies.
If you like what you read, please feel free to forward it and invite others to subscribe.
Happy Networking!
Andy
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Badge-ring the wrong people
Networking Skill Tip |
I had to laugh.
I went to Soccerex recently, an industry event for football clubs and their commercial backers. Most of the companies present were there to pitch the football clubs and offer their services, the clubs were there to find shirt sponsors.
In other words, everyone was looking to sell to each other and no-one was there to buy - a typical networking event!
Each delegate was given a large badge on entry, which clearly stated who they were and where they were from. Many people walked around obviously reading each other's badge as they passed each other before deciding whether they wanted to speak. As a result, some people spent more time walking than talking, and missed great opportunities as they dismissed people without even saying 'hello'.
Avoid preconceptions when you network. The value someone offers to your network cannot be displayed on a name badge. Conversations make all the difference, so when you go to an event look up and speak to people's faces rather than looking down and walking straight past.
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The answer lies within
Networking Strategy Tip |
One thing that always seems to make an impact when I present a referral strategy session to teams in large companies, is the importance of internal referrals.
Many companies operate in siloes and the system of bonuses and performance-related pay serves to reinforce those. People hold on desperately to their clients and are loathe to introduce them to others inside the company. The threat of redundancy has made this problem even worse.
However we are often told how it is six times more expensive to recruit a new customer than sell something new to an existing one. Companies need to change their point of view and look at how they can encourage and reward internal referrals. Colleagues within a business are often the strongest potential referral sources, and the last one we think of.
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How to lose friends and alienate people
Online Social Networking Tip
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It's very easy to drop your guard when networking online. There tends to be a lot of banter and discussion. It's also a form of networking that's very accessible at any time, irrespective of your mood or sobriety.
Try to remember why you, and others, are there. If you're networking to boost your profile and reputation, don't ruin it with one ill-considered comment or post. Respect other people and don't hijack threads they have posted for your own ends.
As someone recently said on Twitter, "It can take 1,000 tweets to build a reputation, and one to ruin it."
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Step into the shoes of your referrer
Your Business Channel Video Tip |
Once people are ready to refer you, how easy do you make it for them to do so?
Many people struggle to clearly explain the referrals they need to the people who want to help them. It's no good explaining things as you understand them, you need to step into their shoes.
In this video, filmed for Your Business Channel, I explain in more detail.
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| Andy recommends... |
I've been very lucky in working with the brilliant Jo Parfitt on both of my books. Jo was the editor of 'Building a Business on Bacon and Eggs' and worked with her colleague and another good friend of mine, Lesley Morrisey on '...and Death Came Third!'.
I never have any hesitation in recommending Jo's services and always consider it a shame that she has moved over to the Netherlands, meaning we see much less of her in the UK.
Thankfully there are two opportunities for budding authors to learn from Jo when she visits the UK soon.
Jo is running her workshop 'Write and Publish a Book with the WOW Factor' in East London on 1st July. Details are here.
Jo will also be speaking about The Wow Factor at a meeting of The Storyville Club at the Adams Street Club in London on 29th June. Details can be found here.
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No training required
The National Networker |
In this article from the latest edition of The National Networker, Bruce Newman discusses how video games and online networks are developing the communication and relationship-building skills of the next generation and the impact they will have on future networks.
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| Just for Fun |
Ok, so maybe I lied. I couldn't really go through a whole newletter and not mention our Dishonourable Members could I?
I'll leave it to my good friend, the very talented Ayd Instone, who puts it all so well in his tribute to the Westminster Weasels, in this wonderful take on The Beatles' 'Taxman'.
Taxpayer
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I hope you've enjoyed the newsletter and look forward to your feedback.
If you're serious about developing a networking and referrals strategy that can take your business to a new level, you can contact me on:
Tel: 07930 417833
Skype: andylopata
I look forward to hearing from you.
Andy |
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Free networking coaching sessions...courtesy of the Government!
I was lucky enough to spend a few hours with Andy discussing my networking strategy (or absence thereof). I came away with a much clearer understanding of what I needed to do, in order to develop a more commercially focused approach to my business networking.
Andy is a true expert in business networking and the strategies that can make it commercially successful.
John F Galvin
Managing Director
IO1 ltd
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If you're a small or medium sized business (5-250 employees) based in Greater London, you may qualify for a fully funded two hour coaching/consultancy session with me as part of the Government's Train to Gain scheme.
We can also offer subsidised training for your teams under the same scheme.
We hope to roll this out to other areas in the South of England over the coming months.
If you'd like to know more, please contact Harvey Lopata at harvey@lopata.co.uk.
07930 633245
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| Connecting...Live! |
| 29th May and 24th June
9.30am-5pm
Train to Gain sign up days
The Hubworking Centre
8-9 Talbot Court
London
EC3V 0BP
Spaces available - see above and contact harvey@lopata.co.uk
16th June
7.15pm
Launch of The JC Wizonet
Congress House
Great Russell Street
London
WC1B 3LS
Book here
23rd June
5.45pm-8.30pm
How to become a Confident and Effective Networker
Institute of Actuaries
Staple Inn, London
Details here
27th June
9.30am-5.30pm
Easy Business Workshop for Lawyers
Holiday Inn
Coram Street, Bloomsbury,
London WC1N 1HT
Book here
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