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Improve your networking and win clients

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Networking is a simple, fun and effective way to showcase your brand and win clients and projects. But don’t expect immediate success; it is a long-term strategy and one that you must be patient with.

Meaningful connections are key to how you run your project management business and grow relationships. The goal of networking should always be to develop genuine and authentic relationships with long-term objectives. So, how do you create that network of colleagues, clients and associates that you know, like and trust?

Keep it real, and listen

The key ingredient for authentic networking is sincerity. Like you, most people want genuine conversations and real relationships. It is always better to have a meaningful conversation with a handful of people, rather than spread yourself too thin across a number of insincere ‘networking conversations’.

When you meet someone, listen and understand how you can help them.

Nobody likes being talked at or being sold to, so avoid these at all costs. Consider and ask people relevant questions about their projects with genuine enthusiasm. Only talk about your own business when the opportunity arises. Make sure you have something to offer and do so with sincerity. Follow up on this, too. This sets you apart as accountable, as well as authentic.

Create genuine value - become a 'connector'

Smart networking is about understanding your value, comprising your experience, the opportunities you can offer and your contacts. Your authenticity lies in understanding how you can help contacts and connect them in a meaningful, relevant way. It’s creating this value for other people that helps them become more successful. Equally, raising your profile in this way is what will help your own brand and will ultimately lead to you winning more business.

Give without expectation

This is what sets authentic networkers apart: don’t approach networking with a mindset of ‘what can I get?’ Focus on what you can give. A positive outcome for you will be building your reputation, developing your expertise and giving you that personal purpose beyond your own business. It’s good karma and it will come back to you.

Invest in relationships

The goal of networking goes beyond building LinkedIn contacts. It is developing genuine relationships with like-minded people. As with everything in life, what you put in is what you get out. Investing time to network – be it at an APM event, over a coffee or more informally – enables you to connect with other people who are aligned with your business goal or vision. Surrounding yourself with a network of other motivated people opens you up to wider sources of advice, support, inspiration and mentorship, and opportunities inevitably follow.

Affirm your own networking style

What kind of networker do you want to be? In many ways, it’s like leadership – authentic networking is something you have to want and demonstrate. This is your personal brand, so create your own style and mindset, and understand how it works for you. What’s the impact you want to make through networking?

Authentic networking is an incredibly powerful accelerator for business growth. At the core, it’s about sharing success in a sincere and meaningful way. When you help those around you become more successful, you become more integral to their own networks and businesses.

Train your colleagues in the art of networking

Make sure that you pass on your knowledge and passion to others you work with by demonstrating massive enthusiasm. Becoming a good networker won’t happen overnight, and it won’t come naturally to most, so you need to ensure your team understands the strategy and recognises its value in winning projects.

Look at their training needs and adapt their personal development programme to include reference to networking. Show, not tell, is key here; the energy and commitment must come from the top and filter through the entire organisation.

And remember, when the investment and hard work starts to pay off and new projects begin to flow, be mindful that your introducer is putting their own reputation at risk by recommending you – so make sure that you provide an outstanding service and don’t let them down.

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