Networking is a form of marketing your self, your organisation, products or services. Internal networking (inside your own business or organisation) and external networking (social clubs, meetings, functions, conferences, clients’ meetings and functions, etc) are planned events or gatherings with the primary goal of connecting and building lasting relationships with other people.

Network with people who…

Have common interests with you. Perhaps you are in the same industry. You may be able to support each other’s roles.

Are influential in your job; industry; field of interest, etc.
Are available.
Willing and able.
Are respected and sought-after.
Will have a say in your next appointment or promotion.
Can act as a mentor to you.
Have a wealth of information.
Well educated.
Well-read.
Will back you up when necessary.
Will introduce you to their network of contacts.
Also have good intentions.

Internal Networking

Remember to network with people who matter and with people who seemingly don’t matter. The person you shun today may end up being your boss tomorrow! Internal networking involves getting to know the right people and letting the right people get to know you.

	Make a list of people in your organisation that you should network with and list your objectives. (These may change from time to time.)
	Be careful not to go over your boss’ head. Make sure that your reasons for networking “up” is not to “side-step” your boss. It could be fatal.
	Remember to network “down” as well. People below us, may turn out to be very important one day.
	Networking “side-ways” is just as important, because your peers may be promoted before you or they may leave the organisation and join a major client or a potential major client.
	Decide to have at least two networking meetings per week and set up the appointments early.
	The “appointment” may be breakfast, lunch, dinner, golf, a meal or drink at your home, or a cup of coffee in your office or his office or in a coffee shop. Keep the other person’s interests in mind.
	Remember to find something worthwhile to discuss, otherwise the other person might wonder why you bothered.
	Make an effort to build a lasting relationship. It would be pointless if you intend to only have one contact with your new ally. Stay in contact. Write a reminder in your diary.
	Remain in integrity with everyone you come into contact with. Never gossip or complain.
	Remember that others in your organisation may view you to be of importance to them. They may want to network with you. Be co-operative and make yourself available and useful – it will be reciprocated.

External Networking

You should visit, and possibly join, several clubs, forums, committees and organisations, but keep in mind that it will only be effective if you use it. Regular attendance is extremely important for effective networking. You will be recognised by more and more people, as well as getting to know more and more people. People will know you and your company, and refer to you, and you should do the same for them to reciprocate. Personal referrals and "word of mouth" advertising is invaluable and highly effective.

	Make a list of critical contacts and reasons for wanting to network with them. Do your homework.
	You should always network with more that one person in another organisation in case your contact leaves the company.
	Aim high. Don’t settle for the sales person if you could network with the Sales Manager or Sales Director. Keep in mind that the sales person may be just as (if not more) influential later as the manager or director. Always have a worthwhile objective for wanting to network.
	Hand-pick the people on your networking list. Rather concentrate on a well-selected few than a crowd of pointless people.

To make the most of networking, here are a few guidelines you should follow:

	Make sure your appearance is good. Image is utterly important. Wear appropriate attire that looks good and fit well. Pay attention to detail. Make sure you don't have a ladder in your stockings, or stain on your blouse, for example.
	Display the behaviour and level of competencies and professionalism that you expect from a worthy networking partner.
	Do NOT drink too much.
	Most importantly - be yourself. If you are comfortable with your appearance, you will be more confident.

Arrive early. You will have a better chance to meet everyone.
Set a goal for the meeting, and then make sure that you achieve it. Remain focussed.
Always have a small note book, pen and business cards with you.
Shake hands when introduced, or when you introduce yourself.
Be approachable and friendly.
Don't be afraid to approach people you don't know and introduce your self.
Make an effort to remember names of individuals you meet.

Pay your own bills. Do not expect others to foot your bill. If someone invites you out and insists on paying the bill, be willing to invite them back on your account.

After The Meeting

	Follow up with people you met after the meeting. If someone was interested in your company, don't wait two or three weeks to drop them a line; they may have forgotten you by then.
	Keep all the promises you make. If you promised someone that you would call them with some information, make sure you do it. It is very important to be credible and reliable in order for your networking efforts to be truly fruitful.
	Be willing to introduce your network partners to each other.
	Make sure your network partnerships work for you. Having your own professional network of people at your disposal is no use to you unless it is capable of delivering the outcomes you are seeking to achieve.
	Be willing to reciprocate.

Do not network with people who are involved in any illegal activity or who are potentially dangerous. Make sure that your list of network contacts are upstanding members of society, because you will be associated with these people.

Networking can be costly in fees, drinks, meals, etc, but if done effectively, it can prove to be an invaluable investment in your business' success. It needn’t cost you much at all. Having coffee in someone’s office is an inexpensive way to network. As long as your intention is to build lasting, sincere relationships, it shouldn’t matter where you go to do it.

By Elsabé Manning

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