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The NEWORK Centre Level 2 Willbank House 57 Willis Street Wellington Phone 499 1048 e-mail nework@xtra.co.nz

No 37                                                                                 November 2004

Networking

In the 21st century, networking is one of the three most important areas small business owners should focus on, along with employing technology and developing strategic alliances.

My definition of networking is actively making professional relationships, developing and maintaining those relationships, and leveraging them for the benefit of all parties.

A Chinese proverb says the longest journey must begin with the first step. So before you can develop a relationship, you first have to meet the other person and establish a basis for future contact.

Examples of networking opportunities are everywhere you turn, especially at NEWORK Centre lunches, Chamber of Commerce events, or any venue likely to be attended by business people and community leaders.

But before you enter a networking environment it's important to understand that successful networking is an acquired skill, like playing golf. In fact, we could actually take a lesson from those who seek the little white ball (buried in the scrub or the bunker).

Golfers address each shot with what are called "swing thoughts." They orient their pre-shot routine, and the actual swing, around these golf fundamentals, which they believe will help them to make a successful shot.

Here are a few "Networking Thoughts," or NT for short that have been gathered together from various sources, which should help you increase your networking return-on-investment. See what you think.

One of the worst things that can be said about your human interaction skills is that you don't look the person you're talking to in the eye. We should be able to remember the colour of the person's eyes that we just met.

This is an old adage, but it's an essential networking thought for most of us. We are more likely to impress someone by our interest in them rather than how interested we think they should be in us. Think of it in terms one mouth, two ears means to listen twice as much as we talk and then listen again.

Ladies are usually better at this than men. But the smile must be genuine, which can be best accomplished with NT #1.

Men are usually better at this than the ladies, but don't turn a handshake into a wrestling match. And guys, when you're shaking the hand of a lady, your networking thought is that it's the opposite of dancing: let the lady lead. Ladies, that means you should offer your hand first, and give 'em a good squeeze.

If there is someone you want to get to know whom you think you might be seeing soon, go to their Web site and look around. If you have a mutual friend, ask them about the person to get a little better understanding of what makes this person tick.

But be careful to use what you've learned very subtly; you don't want to come across like a stalker. By combining this research with NT #2, you'll have an excellent chance of developing a basis for future contact.

Imagine that you get in a lift with someone who asks you what you do before you ask them. Can you deliver a short, concise, and intuitive response before either of you gets off the elevator? Wherever or whenever you're asked this question, make sure you're ready. And then, follow your little speech with a sincere inquiry about them, with NT# 2 in mind.

Reread my definition of networking, with emphasis on the last clause. If you enter any networking opportunity with this attitude, instead of a "What's in it for me?" attitude, your networking ROI will increase exponentially.

Here's another way to think of NT #7. It says simply, "Givers gain."

For maximum return on the time you invest in your business, practice and employ your NTs, especially NT# 7.

Tell your world what you think

Business Ethics for Small Business

One of the most important attributes for small business success, is the distinguishing quality of practicing admirable business ethics. Business ethics, practiced throughout the deepest layers of a company, become the heart and soul of the company's culture and can mean the difference between success and failure.

"If you have integrity, nothing else matters. If you don't have integrity, nothing else matters." -- Alan K. Simpson

In the research study, "Does Business Ethics Pay?" by The Institute of Business Ethics (IBE), it was found that companies displaying a "clear commitment to ethical conduct" consistently outperform companies that do not display ethical conduct. The Director of IBE, Philippa Foster Black, stated: "Not only is ethical behaviour in business life the right thing to do in principle, we have shown that it pays off in financial returns." These findings deserve to be considered as an important insight for companies striving for long-term success and growth.

1. Be Trustful: Recognize customers want to do business with a company they can trust; when trust is at the core of a company, it's easy to recognize. Trust defined, is assured reliance on the character, ability, strength, and truth of a business.

2. Keep An Open Mind: For continuous improvement of a company, the leader of an organization must be open to new ideas. Ask for opinions and feedback from both customers and team members and your company will continue to grow.

3. Meet Obligations: Regardless of the circumstances, do everything in your power to gain the trust of past customer's and clients, particularly if something has gone awry. Reclaim any lost business by honoring all commitments and obligations.

4. Have Clear Documents: Re-evaluate all print materials including small business advertising, brochures, and other business documents making sure they are clear, precise and professional. Most important, make sure they do not misrepresent or misinterpret.

5. Become Community Involved: Remain involved in community-related issues and activities, thereby demonstrating that your business is a responsible community contributor. In other words, stay involved.

6. Maintain Accounting Control: Take a hands-on approach to accounting and record keeping, not only as a means of gaining a better feel for the progress of your company, but as a resource for any "questionable " activities. Gaining control of accounting and record keeping allows you to end any dubious activities promptly.

7. Be Respectful: Treat others with the utmost of respect. Regardless of differences, positions, titles, ages, or other types of distinctions, always treat others with professional respect and courtesy.

Recognizing the significance of business ethics as a tool for achieving your desired outcome is only the beginning. A small business that instills a deep-seated theme of business ethics within its strategies and policies will be evident among customers. It's overall influence will lead to a profitable, successful company. By recognizing the value of practicing admirable business ethics, and following each of the 7 principles, your success will not be far off.

Work or not!

Whether work is a blessing or a curse depends on what you are working on and your attitude about it.

James Matthew Barrie, the Scottish novelist said, "Nothing is really work unless you would rather be doing something else." Many hard working entrepreneurs were once unproductive employees, but now, with their wagon hitched to their own star, work is the stuff of their dreams. And I suppose it works the other way - many productive employees - once unsuccessfully self-employed - now understand the blessings of employment, and become the most valuable of resources: the entrepreneurial employee who loves his or her work.

Work feeds our stomachs with food and our spirit with accomplishment. Work creates, produces, energizes, and fulfills - all things humans need for survival and happiness.

If work is not a blessing for you, whether owner or employee, the problem is not work itself, but the work you are doing. Lebanese novelist, Kahlil Gibran wrote, "Work is love made visible."

Life is short. Keep searching until you find work you can love.

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