KARL SMITH: Have you done an annual audit of your network before you take off in 2010?

by Karl Smith

Whatever you do today you need relationships with others to help you find work or customers now and in the future or resources, information and support. Who is currently in your network? How recently have you contacted them? Have you reflected on their roles in your life? Early this year, I met Johann Oostenhuizen during the celebrations for International Networking Week. Johann is a business developer and we took time out to understand each others personal and business objectives. We had five meetings, telephone contact and we continue to have wonderful email interaction. We had two brainstorming sessions simply aimed at sharing contacts to open doors and we proactively promote each other. I introduced him to a number of my “centers of influence” and he has put me in touch with people in his network. During the latter part of this year, I included Johann in a roundtable discussion aimed at bringing people – who have something in common – in my network together.

Then there was Ann (not her real name) who was referred to me by one of my clients because she is a part of his network. Ann had just started her business and my client felt that Ann may benefit from my contacts and expertise. Ann has cancelled our initial appointment and our second appointment but she calls me as and when she needs clarification on legislation in which I have expertise. This relationship is a one way relationship and it does not meet the requirements for my definition of networking i.e. “to establish relationships of mutual benefit, based on honesty, trust and sincerity”. As you can see, networking is more than doing lunch, attending association meetings and making a lot of phone calls. Ann drains me, she uses me, she uses my valuable time and she uses my knowledge. What a price to pay!

Then there is one of my key service providers. Pete (not his real name) has promised that he can help me. When we started our relationship – by the way I have educated him on my business philosophy, namely building mutually beneficial relationships – I informed him about my expectations and he confirmed that he can deliver the job. He then delegated the responsibility to staff who did not understand my needs and expectations. I invested hours at his office to educate the staff. Pete issues his bill immediately after they eventually delivered the service and expects immediate payment. Pete has a high staff turnover and I continue to drive to his offices to educate new appointees about my needs and how their service fits into my business growth strategy. Is this a valuable contact? You can be the judge. I regard key service providers such as attorneys, web developers, financial advisors, accountants etc as a vital part of your network! Why because they are instrumental to your business success through the service they provide and the referrals they can direct your way and vice versa.

So what is my point? Take an audit of your current network. Why? Because they are either kind of people who will help you to achieve your goals in one way or another, or they just want something from you or they remain “neutral”. Let me conclude this article with a few questions – I like to ask questions in my presentations and articles because I want my audiences to reflect…I want them to grow…I want them to change because if you do the same things the same way, then you will get the same results – Who do you know really well and get along with? Who do you know less well, but would like to know better? Who have you lost touch with? Who should you know, but don't yet? Who would you love to meet? Who do you want to have less to do with in the future? What does this suggest you might want to do about the people in your network? Think of some ways in which you could benefit some of them - for example, by introducing them to each other for their mutual benefit. Finally, be willing to approach your network for introductions, information, support etc yourself when you need it. If you have been sincere and generous in how you have built and maintained these connections, people will be eager to repay you if they can. Your relationships are important both in your personal life and your work life.


Karl Smith, the founder of Business Networking South Africa, is a powerful self-improvement speaker, entrepreneur, coach and author of “Beyond The Business Handshake: Dare To Build High-Trust Business Relationship”. Visit www.businessnetworkingsouthafrica.co.za to see Karl in action, see what Karl’s clients says, book Karl to speak or to do in-company training, attend a public event, subscribe to his newsletter or to use the free networking resources. Karl acknowledges the expert opinion of other commentators in drafting this article.

For more information, please visit Karl's TNNW Bio.





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KARL SMITH: Have you done an annual audit of your network before you take off in 2010?

SOUTH AFRICA: Seek First to Understand

By Karl Smith
South Africa Bureau Chief

It is generally agreed that the way we see things through the eyes of our minds has a significant impact on our own success. This picture is also referred to as our frame of reference, our paradigm…a perception of reality through which we integrate, evaluate, and interpret new persons, events and ideas… I have worked with thousands of people in my career and I was often frustrated by the many change management and teamwork interventions we embarked upon because it was a decision made by the top executives. None of these intervention experts even considered our current frame of reference relating to change, teamwork and other issues. They failed to invest time to see where we come from, our frame of reference. If everyone could live by this principle to always attempt to understand one’s frame of reference, which perspective we come from when we speak or do something, then it will be must more happier or productive place.

When we employed our first Xhosa speaking staff member at one of the many companies where I worked, some of my staff were up in arms, because in their minds he had no planning skills for the many school related projects for which he was responsible. It was only when I told them that he hails from a community where you provide for unexpected guests because of their culture to be hospitable when they showed empathy for his challenge. Through my facilitation to always understand where people come from I have build a formidable team who achieved success beyond expectations. Today, that staff member is a Chief Executive Officer and I have many other similar success stories. You foster better business relationships if you understand where people where they come from. It is a skill so needed in business today from employee to the boardroom, to connecting with people and to dealing with difficult people. The ability to show “empathy”, to put yourself in the shoes of others, to exchange places is a vital skill in building business relationships. “Seek first to understand” requires deep paradigm shift. We typically seek first to be understood. Most people do not listen with the intent to understand; they listen with the intent to answer.

I am a keen reader and I frequent coffee shops with a book in the hand. One day, I overheard the manager shouting at a waiter for accepting and paying for an order without having the delivery note signed. The poor waiter cringed and he tried to explain that the manager was not there when the delivery arrived and that he just wanted to help! In my mind the manager should have listened and understand that somewhere along his short life this young waiter was taught to be helpful in the absence of a manager. He should then have empowered the waiter by explaining the procedures and then give him a second change. What a benefit to the waiter and the manager! You see networking skills benefit people wherever they have interaction with others.

Extract from Karl’s book entitled, “Beyond The Business Handshake - Dare To Build High- Trust Business Relationships. Karl is the owner of Business Networking South Africa, a division of ExecuEdge Consulting- a successful consulting and business relationships training company.

Visit www.businessnetworkingsouthafrica.co.za to see Karl in action, see what Karl’s clients says, book Karl to speak or to do in-company training, attend a public event, subscribe to his newsletter or to use the free networking resources or him at karl@businessnetworkingsouthafrica.co.za

For more, check out Karl's TNNW Bio.

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