Who Really Is Who?

At the same time, review the structure of your network of contacts. Are they categorised correctly so that it is possible to access people quickly?

Do you have enough groups, categories and sub-sections? Client, prospect, supplier is okay but it won’t really be sufficiently detailed. You could include clubs, organisations, profession, industry, sector. Imagine you’re attending a conference in Bristol next month. Can you find, at the press of a button, all the business contacts you have in that geographical area? Do you have time to organise visits to them or entertain them while you are there?

Create whatever fields you need so that you have the information readily accessible at your fingertips. Keep the notes section updated each time you make contact or meet.

A Systematic Approach

When you have a systematic approach to keeping your contacts list neat, clean and tidy, you’ll use it more often and effectively. Self-discipline and orderly procedures make it a valuable accessory.

Set up a monthly reminder note to contact anyone you haven’t seen or spoken to in the last six to eight weeks. They will appreciate you keeping in touch. A friendly enquiry as to how they are may be all that’s required. Many people will be amazed that you’ve rung them without any particular reason or ulterior motive attached.

Developing connections with like-minded people with whom you can do business, either now or in the future, is the aim. One of the best ways that works is to try to help them as much as they can help you.

When working to create brilliant business connections, don’t compartmentalise your contacts too rigidly. Links between people are unplanned and spontaneous. (It could be something as simple as discovering that you both worked for the same company some years previously.) Coincidences often occur and by avoiding boundaries and boxes you will be open to every opportunity as it presents itself.

Quality Versus Quantity

If you put into practice the suggestions I’ve already made, you should be building and strengthening an effective and valuable collection of contacts which is regularly refreshed and added to.

Keep lines of communication clean and clear and use your network to develop new and exciting lines of approach. It is better to have a smaller and more manageable collection of contacts than something large, unwieldy and inaccurate.

Applied Thinking

Who are you looking for and how do you put your contacts to work? Are you are considering moving to another job within your company? How can your database help you?

For a start, it would be sensible to speak to people who are already working in that department or who have held a similar post elsewhere. As well as your peer group, consider talking to junior staff. They will have a different ‘take’ on the organisation which could be useful.

Look at the situation from all possible angles. Who do you know who could give you advice or information? Think laterally as well as upwards and downwards.

You could consider finding someone who would act as a possible mentor. They may be older and more experienced and have adopted a similar approach some years previously and guide you towards meeting your goals.

Categorising Your Business Connections

Why do you network? What activities do you pursue? Where do you do it?

Everyone in your database is a business connection. This includes existing clients, prospects, former clients, suppliers, influencers, bridges, links and gatekeepers. It can also include those with whom you work, former colleagues, past employees, ex-employers. Beyond that it reaches members of your clubs, professional associations, associated businesses and other networks. It can also include your friends and acquaintances.

How you make use of these connections depends on what you want to achieve and what activities you pursue.