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Business Net...

by Bill Manson, chief executive, Management and Leadership Network

Networking is one of those buzz words that has everyone believing they know exactly what it means, and exactly what to do. Having run over 50 networking events over the past few years our experience would suggest that such confidence is misplaced. On the positive side, however, the people who come prepared for networking do achieve significant added value. There are many definitions, but we believe in a totally pragmatic approach - business networking is making contacts to establish possible opportunities to gain business or make your business better. Networking, it seems, is not always a natural or easy task with which to get involved. We have met people who take to it like ducks to water, but there are a significant number of people who find it an awkward and daunting experience. Peter Drucker correctly stated that: “More business decisions occur over lunch and dinner than at any other time, yet no MBA courses are given on the subject”. In the local context, you would be surprised with the number of successful businesspeople who find it difficult to come in to new places with new faces. For some it is as basic as being introverted or shy, while for others they sometimes feel that what they do is not as important as others. Roadshows are back The award-winning Horizons Roadshow series is set to return this summer and this represents an exceptional opportunity for you and your business to hone your networking skills, make valuable new contacts and learn from local business leaders who have been through what you are going through. Last year we heard from the likes of Eddie O’Connor, former chief executive of Airtricity, Ken Belshaw, co-founder of the Grafton Group, and Patrick Hurst, managing director of Munster Simms. The Roadshow format allows you to listen to successful local managers, question them on issues pertinent to your own situation, and meet many other local businesses that are hungry to succeed. There will be 10 Roadshows taking place across the province between September and February, they are free to all, and provide an excellent opportunity to learn and do business. We will shortly be announcing this year’s line up so keep an eye on www.mln.org.uk/mlnroadshows.asp for full details. In today’s challenging environment the leads and learnings generated at such events could make the difference between success and failure.Make your networking workIn preparation for the Roadshows we have put together the MLN top ten tips to networking. This is just one of a number of best practice guides made freely available to local SME’s with less than 10 managers. To access the guides, visit www.mln.org.uk and navigate to the Development Zone. 1 - Everyone is connected Each time one new person feels they know, like and trust you, another 250 people may come to. 2 - Be open to people knowing you It's not who you know, but who knows you. 3 - Find new ways to meet people It’s easier to meet new people when you share an experience – try new experiences. Find out where your nearest Horizons Roadshow is taking place and give it a try. 4 - Don't be too choosy Consider all invitations to events even if they don’t initially interest you. 5 - Carry distinctive business cards Don’t be shy in passing out your business card. Have something about you that people will remember and associate with your card. 6 - Follow-up with personalised notes This only takes a few minutes but creates a really good impression and cements you in the person’s memory banks. 7 - Create a script you can use at events Let the script describe what makes you and the company unique. 8 - Find out that you’re great Identify one fan and ask them to tell you what makes you a good company. This will help you feel less inhibited when talking to strangers. 9 - Show a genuine interest in people Start by first listening to the other people. Have some open questions prepared. Ask them questions about themselves, their interests - and really listen. 10 - Keep a key people list Make and maintain a list of everybody you know who has some relevance to your work.

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Business networking – strangers are just friends you haven’t met yet

Three months is a long time in both economics – and in politics.

by Bro McFerran CBE, president of the Northern Ireland Chamber of Commerce...read more

The official magazine of the Northern Ireland Chamber of Commerce

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