Steve Wakeling Chief Executive of the Independent Business Association (IBA) has developed networking into a finely tuned science. The philosophy essentially is simple; it’s about making friends, but on a very large scale.

As a local unique grass-roots organisation; the IBA’s list of members has grown from its early vision. In late 1999, the organisation had started from nothing, yet, within a relatively short period of time boasts a membership database that exceeds 2,500 and is growing by the day.

The reputation and uniqueness of the organisations has been kept; and from its humble beginnings it developing into probably the largest and most effective business-to-business networking organisation of its kind in the East Midlands.


NETWORKING - AN ART FORM!

Networking is an art - an art that all businesses can learn very easily.
Once you become skilled at networking, you can turn what would otherwise be a fairly routine business meeting, conference, trade-fair or corporate function into an exciting, enjoyable and worthwhile event for you and any of your business clients. It is just a simple matter of attitude, confidence and hard work.

For example; at any IBA Networking Meeting, it is smart to ensure you have a list of other businesses that are attending. Never leave things to chance; identify all of the people you need to meet, track them down by checking with the IBA Officers to establish who may know them - the personal introduction is always best. If that is not possible, take a deep breath; take advantage of the opportunity to make your business known to them. Have a quick one-line introduction about yourself get ready and say - “Hello I’m ………………; I’ve been an IBA member for the last couple of years” – and now hand over your business card. .

If you have an idea or a business proposition you’re anxious to put forward, ask for a direct telephone number, give a brief of outlines about your proposal and say you’ll ring within the next few days: always make sure it is you who makes the call; this ensure that it is you who is in control. When you ring, make sure you get the Secretary or Personal Assistant on your side – remember that they are the gatekeepers to the person you are going to speak to. The gatekeepers can seriously help, or hinder your chances of doing business! It’s much better to befriend and confide in them, give them an idea of why you are ringing, stressing how much you’d like to make contact, rather than sounding over-important, demanding to speak to their boss without telling them what it’s about. .

You may be a little shy at these public occasions; it is sometimes worthwhile setting yourself a target of making, making just two or three new business contacts before you leaving the meeting. Approach someone you do not know, and try your hardest to find out a little about them. However long you are at the event, be determined to work hard at meeting new people; the very worst that can happen is someone ignores you, you will be over it within 24 hours. Take the risk, the chances are you will meet someone who will be helpful to you and your business. .

Never think networking is all over when you return to your business.
This is the time to translate any scribbled notes you have made, or promises to pass on a telephone number, e-mail address or to send an article to someone. Always make sure you know exactly who it is you have been talking to; it’s no use finding some strange business card that you can’t put a face to in your bag or jacket pocket weeks later.
Last but not least, put all of your new contacts onto your database, with correct spelling, title, where you met and, if you were introduced, by whom, and finally have they any special likes or dislikes?

It’s always helpful if you have somewhere to invite the people you meet.
Why not set aside a particular ‘time-window’ on a certain day, in a certain place for the next couple of weeks?
Then you can let it be known to potential new businesses clients, suppliers, or even your competitors, that you will be at your office between say 5.30pm and 6.30pm every Thursday, or in a particular restaurant or cafe from 12.30 to 1.3Opm every Tuesday lunch time.

This is a way of gathering people around you - from those you know well, to people you have only just met. This keeps you and your business in circulation. It does not matter if only one other person turns up; word gets around, and people will bring other useful contacts, and you’ll soon have your own network in place.

It is important that you do not worry about guest who may not get on with each other, this is their problem; but with you there to build the conversation, they soon will be best of friends (hopefully).


TIPS FOR NETWORKING

Set realistic targets and objectives before you start networking
Always carry your business cards (good quality, that are clear and easy to read)
Debrief yourself before you forget about the people you have just met
Never fail to keep a promise
Network widely - mix friends and business colleagues together
Keep in contact - make that call - take responsibility ‘always, always follow-up’
Be generous with your contacts; pass on telephone numbers, e-mail addresses and information and people will be generous in return

WHAT NEXT?
See you at the next IBA Networking Meeting and bring a business friend!