Networking is a necessary part of ‘doing business’ but it can be a difficult experience for some. It is an important skill that can come naturally to many, whilst others have to work at it. Pauline Brown, Head of Business Development, looks at successful networking and an event Coutts held for introducers
The benefits of networking (or schmoozing as it is affectionately known) in today’s competitive business world cannot be underestimated. It is all about forming genuine mutually beneficial relationships with other professionals with the aim of receiving new business opportunities and referrals. At the very least, building a good rapport with other professionals will provide additional information and knowledge for those with a thirst to learn more about other sectors and who may deal with similar clients.
Getting an invitation to a networking event is just the start of it – preparation is key. Find out who will be there and decide who you want to be introduced to. You will then need to ensure that people will remember you afterwards so that you can build on the foundations you have laid. It’s not just a case of handing out business cards.
When you are in conversation, be sure to give your full attention and be engaged with the people you are talking to. Listen to what they have to say, maintaining eye contact, and respond quickly. Ask questions of your audience to demonstrate you are listening and use empathy where appropriate. You should take a genuine interest in them, but, if you are in a group situation, don’t try to dominate the conversation but contribute with some incisive comments.
Once you have established contacts, ensure that you keep any promises that you have made such as phone calls or introductions. Also, follow up regularly to keep the connection alive.
These are all fairly common sense tips but worth mentioning just the same. I believe that, on the whole, the ability to ‘work a room’ occurs naturally without conscious thought. It is only when you truly consider your impact and the conversations that ensue, that you can see how you might be able to improve.
On November 3, Coutts London-based International Client Group and colleagues from some RBS Coutts offshore offices hosted a reception for their network of international business introducers. Guests were able to taste different foods from themed areas – USA, Europe, Africa, Middle East and Russia – around the Garden Court at our Strand Head Office. The aim of the evening was to allow guests to learn more about Coutts, its history and to sample the unique Coutts client experience. Networking was very much the focus, as private bankers talked about their particular global specialism and facilitated introductions between professionals in a relaxed environment.
If you are interested in exploring Coutts further, developing links with particular regional Coutts offices or bankers looking after clients in a specific sector, please contact me at pauline.brown@coutts.com or on 020 7753 1718 or 07879 601842.