“Networking is not about hunting. It is about farming. It’s about cultivating relationships. Don’t engage in ‘premature solicitation’. You’ll be a better networker if you remember that.”

• Ivan Misner

In their book “Make Your Contacts Count”, Barber & Waymon describe networking as the deliberate process of exchanging information, resources, support and access in such a way as to create mutually beneficial relationships for professional and personal success.

It’s easy to think about business networking as going out hunting. I have attended networking forums where you can clearly see those who are on the ‘prowl’. They are ready to fire off their 30 second elevator pitch, to thrust another business card in someone’s hands – clearly their goal is to ‘work’ the room.

But business networking is more than just swapping business cards or working a room. At it’s core – business networking is about building RECIPROCAL RELATIONSHIPS that grow and develop over time.

Building relationships involves emotions… Successful leaders leverage Emotional Intelligence to build strong & mutually beneficial relationships that stand the test of time.

A lot has been said about the ‘how’ of networking. I have learned to focus on the why. I remind myself to think give first – to be on the lookout for opportunities that will be of benefit to those in my network and I have found that, for the most part, they will respond by doing the same.

The bible puts it this way;

Give, and it will be given to you. A good measure, pressed down, shaken together and running over, will be poured into your lap. For with the measure you use, it will be measured to you.”

• Luke 6:38

I have learned that this verse doesn’t just apply in the spiritual realm, but in the realm of leadership & entrepreneurship too! Whilst you may not see any immediate tangible business returns but when a real connection happens, what goes around really does come around.