The best kept secret of effective networking Part 2

In the previous article, I wrote about networking as being a method of beginning a relationship that would become mutually beneficial over time. The person who taught me this, by her own demonstration of this approach, was Rhona Hutchon, then working at the recruiters Hudson, now a director of Harvey Nash Scotland. I first met Rhona at an event in 2000. Rhona approached me and asked good, open introductory questions. She soon discovered that my company then had only 6 people and no budget to recruit, let alone use an agency. Where others would have glazed over and walked away, Rhona took an interest in me and found out a little bit more before elegantly leaving the conversation (incidentally, by introducing me to someone who she thought might be interested in my service), leaving me feeling good about the meeting. Some time later, Rhona sent me a small snippet she thought I might be interested in. A few months later she invited me to an event where she thought I might be able to meet some potential buyers. And so it went on, with Rhona actively building the relationship.

Our company began to grow rapidly, and guess who the only recruiter was that we trusted and respected enough to do business with us? Since then, Rhona has probably placed over 20 recruits with that company. In return, we recommend Rhona to everyone we speak to – a true illustration of a relationship that has been mutually beneficial over time.

When you are next planning to go to a networking event, try the following simple action plan:

• decide ahead what you want to achieve, in terms of how many new relationships you plan to initiate
• enter the event with a smile – it signals friendliness and approachability, and also gives you self-confidence
• ask open, general questions to learn as much about the other person as possible
• listen and look out for opportunities to offer something that will help the other person
• don’t try to push your CV, product or service. Remember that you are just starting the process of building up trust and respect
• always follow up on your promises. Send that article, or pass on that contact
• keep in touch. You never know when that new relationship will deliver benefits

7 Leadership Attributes

Leadership skills: 7 Key attributes for exceptional leaders

We take it for granted that leaders have good communication skills, can motivate people and get results. This article explores seven advanced competencies that set truly great leaders apart.

1 – Courage
A true leader is prepared to go out on a limb to get results. Be prepared to face difficult or risky situations with resolution, self-possession and confidence. Motivate others to follow in such situations. Go for it.

2 – Vision
Have a clear purpose and be able to paint a picture of your vision to others. Mediaeval leaders used symbols on their shields and banners representing their cause, which acted as a rallying point for their followers. What is on your banner?

3 – Inspiring Followership
Why should I follow you? What makes it worth my while? Identify what motivates your followers and capitalise on it. Take notice of their level of willingness to follow you, and adjust your behaviour, communication and example-setting to build their willingness.

4 – Serving
“I lead by serving, I serve by leading”. Serving in a leadership context is a two way street. The leader serves a higher purpose, whether it is a corporation, a deity or an ideal. The leader also serves their people. When you give to those around you as much as you expect them to give to you, you will be rewarded by respect and trust from motivated and inspired followers.

5 – Advocacy.
Present compelling arguments in favour of your cause, idea or policy. Actively demonstrate support for the issue. Be ready to speak fluently and passionately about your cause. Great leaders are inspirational when talking about or debating their cause.

6 – Decision-Making
Sometimes it’s tough; sometimes it feels like any decision you make is full of pitfalls, but as a leader you have to make decisions. So make your decisions with conviction, display confidence in your decisions, take ownership of them and follow them through to implementation.

7 – Entrepreneurship
Entrepreneurs show agility, speed of response and independence of thinking, driven by the awareness of threat from competition or market conditions. An entrepreneurial leader harnesses this sense of urgency to get results. Leaders with this attribute dream big dreams and achieve big goals.