What Matters Now

In 'What Matters Now: get the free ebook' Seth Godin writes about a new ebook he has organised. In it 70 big thinkers each contribute a page in which they share an idea for you to think about as we head into the new year. Then after thinking about them to do something with what you learn. Download and read it below.
What Matters Now
The overall idea I take from it is how much more we can achieve when we collaborate!

Good Networking!
Dave Clarke
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Survival of the kindest

On his blog this morning Internet Psychologist Graham Jones poses the question "which kind of people do you like the most? Those who divide and rule, or those who are less selfish and try to help others?".

He asks this in his article, Helping others online could boost your business, which is well worth a read. He writes about recent research from the University of California at Berkeley which suggests that the helpful, altruistic individuals around us are the ones that are doing best in our modern society. The article referred to by Graham is entitled Social scientists build case for 'survival of the kindest'. The article includes this

"In a wide range of studies, social scientists are amassing a growing body of evidence to show we are evolving to become more compassionate and collaborative in our quest to survive and thrive."

Good to see some solid academic research into the whole ethos of how networking works. As we know the more you help others the greater your chances of success.

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

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Networking Lessons from the Law of Contract

One of the first subjects I studied in Law was the Law of Contract. In order for a contract to be a legally binding agreement a number of distinct elements need to be in place:

1. Offer and acceptance
2. Intention
3. Capacity
4. Consent
5. Consideration
6. Legality
7. Possibility

These indicate that the parties have not just discussed a possibility, but have a definite agreement about a desired outcome and the specific things required by each to fulfill this.

There are great lessons to be learned from this in networking. Many people are not really getting the most out of their networking. They are just meeting people and hoping for the best. Success in networking is something that will remain a possibility rather than a probability.

Those that follow a structured and systematic approach to building trusted relationships do really well. They do the things they need to do for others in their network and those others will know what they need too.

It is a good idea to get together with your really good business contacts and find out if you can agree specific things to help you each achieve your business goals.

Dave Clarke
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Competition or Collaboration?

I was speaking at a seminar last week when someone with an IT support business said "I want to find Networks with fewer IT people because that means more opportunity for me". When we explored the subject he agreed that he actually got most referrals from other IT related service providers and said "Forget I said that. What I actually mean is that I want to find Networks with MORE IT People!"

Looking at others as competition is perfectly natural, but very few small businesses really compete directly. Very often other providers will provide complementary services and as you speak to the same buyers you can quickly build a referral relationship. Over time that will often lead to collaborating on bigger projects than you may be able to win on your own.

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

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Connecting with people you can work with

Networking can be a great route for finding people to collaborate on bigger projects.

I had a meeting with a couple of people yesterday about their new email marketing venture. One of the most interesting things for me was the history of how this joint venture had come about. They had both met whilst networking and as their relationship developed they had increasingly supported and referred each other. They had helped each other develop their marketing strategies and built some very sophisticated tools for systematic and effective approach to email marketing.

Over time this lead to collaboration on a number of projects and ultimately to this new venture through which they both expand their respective businesses and generate new revenues in new markets.

A great example of real business development through networking.

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

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Networking to punch above your weight

In two 121 meetings I had yesterday in Glasgow & Edinburgh I heard great stories about people using networking to open doors into bigger opportunities with collaboration.

The first was from a partner in a specialist tax accounting firm who had become part of a 'virtual' team for other general accountancy practices. The second was from someone who had project managed a team including a number of consultants and a marketing agency to win a ground breaking social media marketing project from a very large private company.

The message was clear in both cases. Build the relationships first and business follows later. Sometimes from very surprising places!

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

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Networking with your competitors

There's a great story in Andy Lopata's latest 'Connecting is not enough' newsletter. Andy recently shared a platform as a speaker with former State President of South Africa and Nobel Laureate F W de Klerk. He relates how the 2 political opponents, de Klerk and Nelson Mandela, collaborated in raising electoral funds. It's a great story and you can read the full story at the link above. (There is more about the pair's relationship in Andy's blog at 'The Art of Relationship Building - F W de Klerk and Nelson Mandela').

In my experience people who think of themselves as competitors often find more in common to collaborate on than they think. I remember meeting an accountant who expressed some trepidation that he may encounter other accountants at an upcoming NRG business networking event.

I asked him where most of his referrals came from. He paused for a minute, smiled and said "other accountants!"

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

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business networking | business networking events | business networking podcast

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