Developing your business network effectively

Module 1: understanding business networks

• Why network?
  • personal experience as a user of networks;
  • the effects of positive recommendations;
  • the effects of negative publicity, supported by figures;
• How do network dynamics develop?
  • different relationships: family, professional, friendship, association, student and other networks;
  • self-assessment of your networking culture and mindset (sociability and openness indicators);
  • the value of networking;
  • networking etiquette;
  • the qualities of a good networker.
• Understanding business development drivers
  • The 3 stages of strong relationships: knowing others, becoming known and gaining recognition.

Module 2: assessing your environment and positioning yourself

• Auditing your environment:
  • the political and legal environment: local elected representatives, decision-makers, institutions, etc.;
  • the economic networking environment: professional associations, federations, chambers of commerce, unions, service cooperatives, etc.;
  • the social environment: movements, associations, etc.;
• Local spheres and circles of influence.
• Your position within these circles: where do you fit?

Module 3: using network development strategies

• Building a contact directory.
• Assessing your network.
• Identifying and organising priority contacts.
• Continually evaluating your contact network.
• Expanding your network.
• Maintaining your network consistently.

Module 4: moving from a basic network to a business development plan

• Moving from networking to identifying and seizing business opportunities.
• Focusing on your main objective: doing business together.
• Managing your network with tact and sound judgement.
• Organising recommendations, endorsements and, in some cases, business referrals (forms, operating procedures, etc.).
• The art of networking to improve sales results and the quality of your new customer and prospect portfolio.
• Mistakes to avoid and best practices.

Module 5: developing the complete networker's toolkit

• Assessing networking skills.
• Successful networking behaviours.
• Networking and business ethics.
• The principles of knowing others, recognition, exchange and reciprocity with integrity.
• Methods for making contact, connecting people, building trust and working with business network members.