Andy Lopata
Andy Lopata is one of the UK's leading business networking strategists. He is the co-author of two books on the subject, including the Amazon UK bestseller '...and Death Came Third! The Definitive Guide to Networking and Speaking in Public'.
Andy built his reputation as a leading expert on networking and referral strategy in eight years as the Managing Director of UK-wide network Business Referral Exchange, before leaving to set up his own business early in 2007.
Why is getting connected important to make things happen?
'No man is an island'. John Donne' famous meditation has been quoted by many people over the years, perhaps because it sums up the way people are dependent on each other to achieve results in whatever field. I am aware of no one who has been successful in any walk of life who would claim to have done so purely on their own.
To succeed in business, you need to have a wealth of contacts who can help you make the connections you need to generate new clients, maximise the efficiency of your supply base and offer you a range of support from mentoring and advice to simply being there when times are tough. There will be very few occasions when you are facing a situation that no one else has faced before. Why make the same mistakes others have made? You don't need to.
What is the best connection you have made or received?
Thinking back over recent referrals I have given, I got particular pleasure from a couple of contacts I managed to pass to a friend in the Netherlands. He is the International Sales Manager of a Dutch childrens clothing market and mentioned to me that he was looking to make further inroads into the UK market, particularly the major chain stores.
I managed to connect him to a Merchandising Director at one of the biggest department store chains in the country and the Managing Director of a household name children's shoe company.
As for connections received, I would have to say that the help I received with my last book '...and Death Came Third!' were particularly special, with introduction to the Chief Executive of AXA Insurance and the Director General of the Confederation of British Industry providing the foreword and the front cover quote respectively.
What are your top tips for making great connections?
Three key tips:
- Don't hide away in your 'cave'.
You need to get out and interact with people if you are going to develop your network. Have a clear idea of the connections you are looking for and then research the networking organisations which will help you build those connections.
When you do join a networking organisation, commit to it by attending regularly, volunteering to help and getting your name known.
Don't just rely on formal networking opportunities, however. Interact with people as widely as you can both in your business and your social life. - Avoid preconceptions.
Too many people will look at the name on an attendee list or a business card and immediately discount that person as being relevant to them. You do not know who people interact with, what experience they have and how effectively they connect with people.
I was talking to an attendee at one of my talks about this topic. She told me that, mischievously, when people ask her what she does she sometimes replies 'I'm a housewife'. They can't move away from the conversation quickly enough, not even stopping to ask who she is married to!
Build relationships with people based on rapport or common interest and let the benefits of the relationship come over time. - Stay in touch
It's no good patting yourself on the back for meeting someone who may be of benefit to you. If you don't keep in touch and build the relationship, they won't be there for you when you need their help.
What are your best networking links / resources?
I'd have to start with the website of my old organisation, Business Referral Exchange. There is also a networking links page on the site that will provide useful information on both online and offline business networks.
For networking reading, there is a reading list at the back of '...and Death Came Third!' listing the books that I have found particularly useful and which were used in the writing of the book.
You can also read my 'Connecting People' blog