IT'S GOOD TO TALK
It's amazing where a chance conversation can lead to.
Twenty years ago I decided to leave behind the heady heights of a
career in architecture and academia in favour of taking the plunge
and starting my own business.
Starting out in Glasgow, the foundations of my business
were laid by the networking I did through the Junior Chamber
International (JCI) and a few other organisations. My accountant
(now our chairman), my financial advisor and my biggest London
client appointment were all connections from my JCI network.
Sitting in the audience of the first ever presentation workshop I
held was an ambitious young man, Michael, who was at a crossroads
in his career, feeling that the legal world, where he had achieved
a successful partnership was no longer filling him with passion.
After the workshop, Michael and I briefly grabbed a few minutes
when we talked about the presentation and chewed the
fat.
Roll on to 2020 I find myself celebrating an amazing
twenty years in business. Still based in Glasgow, we have a team
now travelling throughout Europe, providing specialist training to
a mix of corporate clients, including large financial service
clients, and I'm very proud of that. The very same Michael now
heads up our legal division, turning gamekeeper to poacher, and
walked away from practising law to helping lawyers in their bid to
grow.
Twenty years ago a chance conversation was never
considered to be 'networking.' But the value of networking, such as
the regular business gatherings in Glasgow's IFSD, should never be
underestimated.
Building on the strength of your networking is crucial to
career success, regardless of whether you are starting out or
nearing the top rungs of the ladder. Not only is it cheap, it's
effective - a personal recommendation is pretty much the best there
is - and it can be fun.
Concerning though are reports that millennials, who
apparently this year will represent more than 50% of the workforce,
don't like attending networking events outside the office, despite
recognising their value. But networks are hugely important. That's
your future sales funnel, the recommender for a vacancy in the
business you want to work for. The person who knows someone who
knows someone else who can help you.
I get it though, for some the mere thought of attending a
networking event creates anxiety. But, like everything in business,
having a plan helps. So, the next time you sign up to a networking
event in the IFSD -
- Find someone on their own and introduce yourself
- Have something to say - the weather can still be
interesting
- Ask lots of questions
- Decide you are not leaving until you speak to three people
- Follow up your new contacts by email and Linked-in
- And then do it again. Send them something of interest, arrange
another coffee
And before you know it, you may well find yourself sitting in an
airport in Milan, pondering over your twentieth year in business
and how it all started with a few chance conversations in
Glasgow.
Russell and his team provide programmes on business growth,
leadership and pitching for individuals and teams located all over
the world. An internationally experienced keynote speaker, trainer
and coach, Russell works at the highest levels of government and
academia, and at board level within commercial
organisations.
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