Networking
The Three R's
Making Networking Work For You
Based on an Article by Jim Maran, President of the Gwinnett
Chamber of Commerce, published in Gwinnett Magazine, July/August 2005.
One of the most successful entrepreneurs in Gwinnett County is the Chamber's immediate past chair, Dr. Bill Russell, CEO of Russell Landscape Group, Inc. An extraordinary business man, he grew his company into one of the region's largest landscaping firms in just three years. As a small business owner and entrepreneur, Russell has mastered the art of networking and growing his business. One of his secrets is a formula he calls the "Three R's" – Revenue, Relationships, and Reputation. Putting this formula to work through business-to-business interaction is the most effective long-term strategy for growing your business while staying connected to the business community.
Revenue
First, as any smart business person knows, time is money. It's important to spend your time targeting the potential clients that have the resources, or revenue, to spend on your products or services. Invest some time up front in identifying those persons and companies and put yourself in position to meet them, introduce yourself, and make yourself known. But who you know is not enough. It's also who knows you – and what they know about you – that can begin to make a difference. And that is why relationships are so important.
Relationships
You can fake sincerity, but you can't fake constantly being there for others. Relationships take time and effort and that means going out of your way to support your peers in the community. Attend their corporate events. Celebrate their successes and achievements. Refer business to them from your own sphere of influence. When they see you are sincerely interested in their success, they'll be more interested in yours.
Reputation
Once a relationship has been formed, strengthen it by maintaining a solid reputation in the community. Reputation is everything and is built on trust, integrity, and character. These are the fundamental aspects of your reputation that must be maintained at the highest levels. We call it "Leadership in Action." You set the standard for others to follow, not only in words but by your actions. A person with that type of reputation is a person people will want to do business with.
A Power-filled Formula For Success
The best way to begin setting this formula in motion is by becoming actively involved in your Local Business Association and/or Chamber of Commerce. These organizations are unique because they are designed to connect local business owners with their peers, local government and the community at large. They connect small business with big business. They connect entrepreneurs with investors. They connect merchants from one part of the community with purchasers in other parts of the community. That's the power these organizations bring you when you become actively involved. Now is a great time to take a step back, analyze your business plan and professional goals, and plot a new journey for your business and personal growth.
Simply remember the 3 R's: Revenue, Relationships and Reputation and use your local business associations as your platform for success. You'll be glad you did as you reap the benefits for years to come and forge lasting partnerships along the way.
Lilburn Business Association P O Box 1537, Lilburn GA 30047 (770) 789-6696
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