by Dave ClarkeAs we chatted after the formal end of one of our recent monthly NRG Metropolitan Business Group networking meetings one of the members, Douglas Shanks, said "I'm left absolutely stunned when people don't turn up for our monthly meetings. Short of your daughter's graduation ceremony or a disciplinary hearing with your professional body I can't understand why you can't prioritise and get these essential meetings in the diary. Equally I cannot understand why others rush off and miss out on the companionship and support that you get in addition to the purely business side of things from building these strong relationships!." Douglas is the Sales & Marketing Partner for Chancery Partnership LLP, a UK based firm of Chartered Accountants.
Douglas is well known for having built a regular referral stream for his firms for the last 20 years or so and I asked if he would share the benefit of his experience for you readers. Here is our 'interview'.
1. What is your approach to networking?
Douglas: "I regard work as something to be enjoyed and it has become very much an extension to my social life so networking is essential in that regard. I take great pleasure in the many friendships developed by sharing business with other professionals and entrepreneurs over the years. These people have added significant and ongoing value to my client relationships. I take vicarious pleasure in seeing others enjoying the same rewards. I learned early on to be a farmer rather than a hunter. You don't get asked back if you are concerned solely with selling."
2. When did you start formal networking?
Douglas: "I first started attending meetings and joining groups when I was promoted within the firm in which I trained, Beavis Walker, now part of Vantis. I learned at the feet of my mentor, Simon Noakes. Simon taught me to only attend the meetings I would enjoy. He also taught me that when attending a meeting hosted by another Professional Firm the most important person is the host and to support their interests, not my own.
A few years later my firm had to relocate into Central London for recruitment reasons. I realised that BNI provided an excellent way of building a network in our new location. The ethos of networking is expressed beautifully by Ivan Misner's term of 'Givers Gain'. I only left BNI when my role became National with BTG Tax and I needed a new Network which would give me National coverage. NRG Metropolitan has become that with my support."
3. What advice would you give to an Entrepreneur or Professional new to networking?
"Everyone should have personal marketing plan as part of a business wide plan. The emphasis will be different for people in different roles. The percentage of time spent by someone in the back office will be different to someone whose role is primarily developing business. For someone like that active participation in networking groups is at the core of this marketing. Different people like more or less structure, but you have to be happy in the environment you choose.
The secret to getting referrals is giving referrals so focus on what you can give. Building your network in this way gives you a power base of other professionals essential to your clients business. These relationships add considerable value to your worth to your clients.
Don't complain about the group not having the right people. Invite and bring the right people along.
If it's not working for you then you need to look within."
Thanks to Douglas for sharing those insights with us all.
Until next time...
Good Networking!
Dave Clarke
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