Savvy Networking

2 There seem to be two views of marketing, one as manipulative, pure business, and the other as building strong, real, working, relationships. You're clearly on the side of the relationships. What's wrong with the other view?

The wrong side is when people think it is about getting and taking. True networking is about relationship development and it is all about giving first and learning about the other person. It must be sincere to first help, and build trust.

3.Given the executive culture and its various images, most of which are to put it mildly crass, you've developed what appears to be a much deeper, more humanistic networking model. How did your model evolve?

Over time and clearly through best practices I learned in life from many teachers including my wonderful father who practiced these skills every day.

Also when you think of it--this is all good 'people skills', interpersonal communications and much of what Dale Carnegie taught and I was an instructor in the evening for his courses for many years.

4. We're asking our selected networking experts how people at entry level should go about forming networks. Where do they start? (We have a lot of kids whose knowledge base is zero or less, advice really is desperately needed.)

We begin forming 'networks' when we are kids--at school, camp and any activities--we just don't call it 'networking'.

I say have a 24/7 awareness--as you meet new friends and connections--ask them questions, learn about them, find out ways you can help them.

When you are at a party--'listen--more then you talk!'

5. You're described by the Amazon About The Author blurb as a personal marketing consultant and networking expert, working with some of the biggest corporate clients in the US. Can you give us an overview of how your work in networking operates in the corporate major league?

Often in companies there are silos between the populations and departments. My 'networking' workshops are about Building and Strengthening the Alliances Throughout the Organization. They are always customized--and may focus on selling, marketing or just communicating. The goal is that everyone learns to understand each other--what they do and how to build more effectively for the bottom line.

6.Your blog, the Nierenblog, isn't exactly the hardnosed business networking image incarnate. There's a lot of humanistic material, and that's dovetailed into the networking approach, apparently as a matter of course. Is that a truer image of your approach to networking?

I look at 'networking' as a word--it is a state of mind as I mention often.

It is all about people skills--so yes--definitely the humanistic approach and everything relates back to it. Word of mouth, small world--you name it--it all stems from this state of mind and 24/7 awareness of how to learn and help each other.

7.To give people a better look at what your company, the Nierenburg Group, does, we've included a link to your website. On the Free Tools link, is a self test for networking style. Doing the test, what struck me was that their own personal style is something people rarely recognize as either an asset or liability. Is it true to say that some people's social skills and habits don't help their networking? What can they do about that?

You are correct and there is much people can do.

Often--I observe the other person and figure out their style of communicating and mirror them to connect. This is collaboration--not manipulation.

Also--I continually work on my interpersonal and listening skills. We all need to realize that we are all wired differently and that we have different personalities and to align ourselves with others to get along better which is step one of networking.

9. From personal experience, how would you define a successful network, and why?

People in your life from your professional, business, social and friend set that know you--trust you and know what you do and how they believe in you--AND how you can learn and know the same and help all of them. It is a continual process in life.

10. How do you see networking evolving, in the New Economy and the global context?

We are continually finding that it is easier to network and meet people electronically and in any form one can imagine.Still I believe that it is person to person and it takes time so even when I work with the social networks--I use them totally as tools and they are wonderful for that reason. I have opened many doors of opportunities and have helped others.

I'm working with someone now on a potential book of working on 'Internetworking'