I had to kick myself last week and take a dose of my own medicine (sorry if you hate mixed metaphors!).

I was giving a talk on networking as a part of a solution selling strategy for a client's channel partners. As I gave my advice I realised that I was ignoring it myself.

There were, in fact, two talks for this client, one in London on Wednesday and the other in Manchester on Friday. I had been invited to join the team for dinner on the Thursday evening in Manchester but politely declined as I was going to visit friends that evening.

I then stood on the stage in London and suggested, as I often do, both that it is important to use your time effectively to develop your network whenever you travel and also to increase your network within client organisations by getting to know more people than your key point of contact, and getting them to know you.

As I shared these thoughts I realised my mistake. I had the chance to get to know a number of the client's team better in one evening. Yet I had passed on the opportunity. I immediately changed my plans and took up the dinner invite.

One of the biggest mistakes any of us can make is to build deep relationships with one person in a client organisation or key team internally but not to build bridges with the other people around them. More and more decisions are made collaboratively and relationships with the people who influence decisions are increasingly important.

Not only will they help you achieve what you are looking for in the short-term, it also prevents you being sent back to the start line if your key relationship leaves.

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I'm often asked about cultural differences in networking. One of the things I most enjoy about my travels is the opportunity to see how other nations network differently.

It's probably not the key point most people are interested in, but I noticed an interesting difference in two one day events recently. On the day the last edition of 'Connecting is not Enough' came out, I was delivering a workshop in Charlottesville, Va. The food that was left out in the break was certainly different to that available at lunch at a very British event last week!

See if you can guess which is which...

Oreo cookies from around the world

Picked eggs and pickled onions

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I hope you enjoy the newsletter and look forward to your feedback. Please do check out the blogs listed on the right hand side of the page for lots of extra ideas, tips and thoughts.

Let me know what you think.

If you're serious about developing a networking and referrals strategy that can take your business to a new level, or you are interested in booking me for a speech or training session for your team, find out more details on our website or you can contact me on:

Tel: 07930 417833

Email: andy@lopata.co.uk

Skype: andylopata

I look forward to hearing from you.

Andy

Video Tip: Connected Leadership

In this opening to a recent talk I explain just why networking is such a vital tool to both existing and aspiring business leaders.

Why Networking is a Key Tool for Business Leaders

The A to Z of Networking: R is for... (part 2)

Respect

Everything you do while networking should be respectful of others. From how you approach conversations with strangers, through being 'in the room' when engaging in conversation, to following up as promised.

Relationships are built when people feel that you have their interests at heart. That starts with showing respect.

Remember/Recall

Is remembering names the biggest challenge facing people at networking events? It's up there!

A couple of quick tips to help recall. Repeat people's names two or three times when they introduce themselves to embed it in your memory, looking at it written on their name badge or business card at the same time if possible.

And before an event have a look both at who will be there and who you met at the same place last time. People are easier to remember when you see them in the same environment or context as before.

R is also for...

RSVP

Reply to people's invitations, let them know what's happened with introductions they've made, keep them up to date on what you're up to.

Rapport

Find something in common with people you meet, it will be so much easier to develop a strong rapport with them.

Regular/Routine

Develop strong habits around your networking and interactions to embed and reinforce the right behaviour.

Real

Be yourself in all situations. People will soon find out if you are inauthentic.

Responsible

Take responsibility for your own success, you can't rely on others. Don't wait for people to help or refer you...ask.

Risk-Taking

Whether it's approaching a group of strangers at an event or asking for help from an established contact, you sometimes have to make yourself uncomfortable.

Relax/Rejoice

Enjoy yourself, you'll be so much more engaging and people will want to spend time with you.

Richness

Enjoy the richness networking relationships can offer you. It's not just a strategy for your business or career, strong networks can add to the quality of your life.

As ever I was inundated with suggestions on Facebook, making this another 2-parter. Thanks go to Michael Birchmore, Roger Vanstone, Liz Sorton, Rhiannon Evans, Ian Steel, Laurence Lowne, Russel Joyce, Jo Parfitt, Mark Lee, Kapil Kapur, Andrew Bernard, Maurice Watts, Vanessa Vallely, John Jameson, Mike Briercliffe, Chris Davidson, Lesley Morrisey, Shelley Jenner, Debbie Tarrier, Sheena Walker, Heather Waring, Su Butcher, Charlotte Graham-Cumming, Iva Nedelcheva, Prith Biant, Jarina Choudhury, Lesley Everett, Elaine Heyworth, Martin Goodyer, Renee Rosenburg, Eithne Treanor and Rory Woolridge.

Look out for a bonus 3rd part next time out as Tanya Wheway has sent through her own contribution in full.

Just for Fun: Sweet Dreams

It's been such a fun filled week culturally, it's been hard to choose something to share here. Over the last few days I've witnessed an amazing understudy performance in Funny Girl, a wonderful dance performance in Immortal Tango at the Peacock Theatre, a brilliant Q&A with Sir Lenny Henry and of course, a memorable win for Charlton Athletic at Brentford.

But as a former teenage member of the Eurythmics fan club, pride of place has to be attending Dave Stewart's book launch at The Hospital Club. It's the second time in the last year I've been privileged to hear the renowned musician and producer share some of the stories from his amazing career.

At both events he has shared something truly memorable. He told the story of how the Sweet Dreams (Are Made of This) album was recorded on a shoestring, thanks to a �5,000 bank loan. And with the help of Garageband, he deconstructed the eponymous single, showing how it was constructed and recorded. Here's a clip from last year's event, also at The Hospital.