The dangers of using LinkedIn without understanding why.....

The rapid growth in the popularity of LinkedIn has led to lots of people setting up their profiles, building their networks and asking for testimonials without any clear idea of how that network can then help them get the job or the connections they are looking for.

I wonder if the authors of this wonderful cartoon have had a similar experience....is this really the best way to use LinkedIn?

Connecting is not Enough.... The Newsletter

The latest edition of 'Connecting is not Enough' is out now. The newsletter, packed with tips and hints on effective networking includes:

- Cultural differences when networking

- How to spot a good referral networking group

- Profile v Reputation on online networks

- The anatomy of a referral (part one)



As usual, there's a little bit of fun in there too. This time out, we share some extreme sheepherding. And there aren't a lot of networking newsletters that can say that!

Networking for Life

On Monday evening I was delighted to be invited along to the 10th Anniversary of the Precious Online Awards Dinner. The awards celebrate the achievements of women of colour in business and leadership.

It was inspiring to listen to the winners as they accepted their awards. What really struck me was that the real nuggets came not from the guest speakers but from the award winners themselves. One of my favourite quotes of the evening from one winner was, "Anything is possible......you've just got to work bloody hard to get it!"

Before the presentation of the main award, PRECIOUS Entrepreneur of the Year, the 2008 winners Natasha Faith and Semhal Zemikael who run a semi-precious jewellery business La Diosa, told the audience how the experience had affected them over the last twelve months.

Both Natasha and Semhal, like many of the women present, are young entrepreneurs in the early stages of their careers. Natasha talked about how supportive other women in the room and in the network had been and the friends she had made in the year since the last awards ceremony.

What was important, according to Natasha, was that such support and friendship should continue outside the event itself. "We have an opportunity to grow together and network for life", she told the audience.

Such long-term thinking about the power of networks is still rare. As networks have matured, we have the opportunity not just to make the connections to help us in our business now, but to surround ourselves with people who can support us throughout our careers. People we can grow together with, share our challenges and our achievements and with whom we have the chance to develop such a bond of trust that the support we can offer each other becomes limitless.

If you haven't done so already, look to your network and recognise those people who are of the same generation and who share the same vision as you. Ask yourself the difference it will make to you if you network with them not just for a year, but for many years to come.

Networking Tips Competition

I recently ran a competition through Twitter, Facebook and through my newsletter for people to win tickets to this week's Entrepreneurs in London event. To win, I invited readers to submit their best networking tip.

Congratulations to Stirling Murray, Sarah Decent and Steve Short who each won a ticket and to Anne Whatley, who was originally selected as a winner but who couldn't make the event.

Here are a selection of some of the best entries.

Getting stuck in conversation with someone when you really want to move on can be difficult to break without appearing rude.

My strategy is to say “Lets network with that group over there”. Move next to them, wait for the intro and then join the conversation.

When all talking together I can then make my excuses and move on.

I then get to talk to someone else and no-one in the group I’ve just left feels either rebuffed or offended.

It works because you never end up leaving someone alone feeling stranded.

Jonathan Wainwright
FCG Consultancy Ltd

Always network with passion, putting out what you want to get back!
It’s a winner!!

Ashley Blackmore

My top tip is for anyone who is about to attend a network for the first time. Something I've found very helpful to prepare myself for that daunting first meeting is to take a look at what the other members of the network do. I then have a think about ways in which I may be able to help them, particularly wrt potential referrals.

Not only does this make you look like a superb networker, it also can settle the nerves a bit as you'll know that you'll always have something to talk about that will be interesting to your fellow networkers, namely themselves and ways in which they can get some additional business!

Sarah Decent
Owner, Modish

A good tip for someone who is new to networking and is shy and reserved (just like me) !! and is not comfortable with approaching people/groups is to get to the event nice and early before anyone else and then the first person to arrive will go to you!

Steve Short
Comedy and Close Up Magic


Always be neat, tidy and dressed to represent your personality, so you feel comfortable and confident.

Walk in with confidence, smile, be enthusiastic show interest in others and they should show interest in you and then move on!

Angela Marshall
Appearance Management
(The woman responsible for the way I look!)


Maintain Eye Contact whether it’s a meeting that lasts 30 seconds or 30 minutes. It’s the best measure of sincerity and passion!!

Stirling Murray
CEO The Core Business plc


I like to write notes on the back of a contacts card in front of them before we part. I think it shows a level of commitment and interest in them and what they do. People remember you for that, as they will undoubtably be swapping many cards on a networking night, this marks out the experience for them.

Asif Mirza

Never dismiss anyone as unhelpful to you because of what they do - you never know who they know - and you never know who in your network might need them at some stage so you can make an introduction!

Embrace everyone you meet equally!

Anne Whatley


Thank you to everyone who took the time to enter and share their tips. Please share your own networking tips by commenting on this blog.

What do I have to give?

During my trip to Stockholm this week, I met with a 26 year old entrepreneur. Johan has just moved to Stockholm from his home in the South of Sweden and has a limited network. He is marketing a product to the Marketing Directors of major FMCG (Fast Moving Consumer Goods) companies and is being encouraged to build his network in order to get the connections he needs.

As we sat down to chat, Johan immediately told me his biggest challenge. "I am only 26, I don't know many people. I understand the importance of being able to help other people before asking for their help, but I'm not sure I have much to give."

This was a problem I heard many times during my time with BRE, and have written about before. As far as I am concerned, Johan has already overcome his major obstacle.

As long as you are willing and prepared to help other people in your network, then people will be happy to help you. They can tell who is genuinely interested in them, even if they are not in a position to help immediately, and who is 'hunting' for what they can take.

Experienced and well-connected business people networking with a 26 year old new to the City will not expect Johan to be in a position to help them at the moment but many will be more than happy to help him. It may be that they benefited from such advice and connections when they were younger. They may see future benefits from associating with someone who is likely to develop their business, they may just hope that he will do the same for another young entrepreneur in the future.

Having the right mindset is the most important thing, even if the opportunities to help are not there yet. Besides, show a real interest in other people and you may be surprised just how much you do have to give.

How to network with busy people

In his personal development blog, American self-help guru Steve Pavlina has run a series of articles talking about how to approach busy people in a way that yields results.

Pavlina correctly points out that the more successful people are, the harder it becomes for them to keep up with the weight of their inbox. As they become involved in social networks and associated forums, it becomes even more difficult to respond to everyone who wants some of their time. This leads to people becoming disillusioned when they don't get a response.

If you're serious about engaging with successful people, it's important to stand out from the crowd. So many people still send connection requests on LinkedIn, Facebook, Ecademy and other social networks without comment. They expect people to respond without giving them a reason to do so.

Challenge them intellectually, ask the right questions, share some new ideas. Do something to make them sit up and take notice of your approach. Remember that the vast majority of non-urgent emails will be deleted without consideration. As Pavlina points out, that becomes inevitable if successful people are to remain on top of the game.

Above all, understand what will motivate them to want to network with you. Most people think the other way around, and then wonder why they're not successful.

Safety in Numbers....the networking benefits to sharing an office.

In Saturday's Financial Times, Jonathan Moules asked for my advice to accompany an article about the benefits for small businesses of sharing an office.



I talked about three major benefits for small businesses working together:

1 - Taking advantage of economies of scale when sourcing suppliers, leading to cost savings and better support.

2 - Combining resources to tender together for larger projects than they could manage on their own.

3 - Sharing challenges and getting feedback from other entrepreneurs in a similar situation.

You can read my comments in full here.