University of Minnesota - UMN Executive Leadership Insights
New Business Networking
Book

New Business Networking

How to Effectively Grow Your Business Network Using On-line and Off-line Methods

Dave Delaney
QUE Publishing, 2013
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Editorial Rating

6

Qualities

  • Applicable
  • For Beginners

Recommendation

When author Dave Delaney moved to Nashville, Tennessee, in January 2007, he sought to break into the town’s media circles. Having written about marketing for several years, he researched the media market in Nashville to develop contacts. He created a blog that focused on the town, networked extensively in person and found a job. He draws on that experience in his in-depth book. He does not assume that readers have any prior knowledge of networking, so he clearly explains how to develop a business network online or in person. Rather than being warm and fuzzy, his advice is very practical – like telling you to “friend” on Facebook only people who can help you. Delaney’s goals in this advice-packed manual are clear and unabashedly self-interested: Build your community to get what you need. getAbstract believes that businesspeople, managers, recent grads or those seeking a practical guide to expanding their business networks could benefit by making Dave their new best buddy. But don’t expect him to friend you.

Summary

Set a Course

Improve your odds of getting a great job – or a new sale or a big project – by networking correctly. If you are setting up a new business, looking for new customers, seeking a career change or finishing college, decide what you want to do and what kinds of contacts you need to make to do it – otherwise, you will be “a ship without a sail.”

Decide which companies and which people within those organizations you should target. Be specific about your needs. If you seek a job in finance, for instance, locate and reach out to a firm’s chief financial officer. As you investigate prospects, log details about them on a spreadsheet.

Most “publicly traded” companies list the names of their corporate officers on their websites. Use LinkedIn to research people who could hire you. Information services like LexisNexis and Hoovers will reveal much more than a simple Google search.

Another useful tool for this research is Rapportive, a free “social plug-in” you can install in your Gmail account. When you email people, it pulls details about them from other social media sites, such as LinkedIn and Facebook.

Know why you want to meet someone. Give that ...

About the Author

David Delaney is a consultant and speaker on business networking, digital marketing and social media strategy.

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