Learning through networking with others

Here's how networking locally improved my business

Motivation Through Training is a Liverpool-based company that provides specialist training and consultancy services to the tourism and leisure industries. Partners Katy Moussaada and Viv Cuthill have made networking a conscious part of their business development plan. Here Katy describes how she uses local networks for knowledge exchange and identifying new business opportunities.

What I did

Research opportunities

"Effective networking doesn't just happen, you have to put in the effort. When time is at a premium it helps to research networks in your area so that you can concentrate on those that will benefit your business most.

"I looked at trade-specific opportunities as well as more general opportunities provided by organisations like my local Business Link and the Mersey Partnership, which is a regional development body. Professional organisations are a good place to start. I became a member of the Tourism Society and the Institute of Travel and Tourism, which gave me access to networks of tourism professionals in the North West.

"Membership of an appropriate organisation also makes it easier to keep up to date with forthcoming events such as seminars, lectures or social evenings that you might want to attend."

Give and take

"Exchanging information with local tourism businesses is one of the key benefits of networking. I learn a lot about what's going on in the industry by talking to people at events.

"For example, several travel operators I've spoken to recently have remarked on the increase in verbal and physical attacks on their staff. As a result we're currently developing a personal safety training course to help companies deal with the problem.

"I've also found that passing on a piece of advice or being available to discuss a problem has resulted in a piece of business or a referral on more than one occasion."

Fly the company flag

"Networking has been an excellent way of publicising our company name, to the extent that we no longer advertise our services. However, it's important not to appear pushy or turn a conversation into an outright sales pitch.

"I always take business cards with me to an event, but I hand them out with care. If the moment isn't right, I make a note of the person's name and company and send them a polite email later.

"Remember that networking is longer-term activity, not a quick fix. I've often been contacted months after an event by someone who remembered me."

What I'd do differently

Make more time

"In the early days, networking was a bit ad-hoc and tended to happen only when I thought I had a couple of hours to spare. I now devote a proportion of my time to it every week and include costings in our annual budget to ensure that it remains a business priority."

Monitor effectiveness

"When I started networking, monitoring progress was a subjective affair. Nowadays I keep a database of my networking activities and contacts, so that I can make a rational long-term assessment of benefits against effort and cost."

Download this case study and 20 like it in our free book, "Here's how I changed my business for the better" (PDF)

Subjects covered in this guide

• Introduction
• How networking works
• Benefits of networking
• Different kinds of network
• Finding network partners
• Be an active participant in networks
• International networks
• Here's how networking locally improved my business

 

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