Several staff members of San Francisco Chronicle recently interviewed Dan Nye, CEO of LinkedIn. To read the interview, go to LinkedIn CEO touts growth of network.
Very interesting interview about the massive growth that this site has experienced over the last year. I anticipate a lot more growth going forward.
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Below is my latest article written for MidwestBusiness.com.
Over the last couple years, Frank Gruber and Eric Olson have brought together the technology communities in various cities with their mixer TECH cocktail. They started their first event in Chicago and have quickly grown to hold events in Boston; Boulder, Colo.; and Washington, D.C.
In May 2008, they expanded their idea and held their first TECH cocktail conference in Chicago. Their work has been recognized by the Illinois Information Technology Association (ITA) by winning the prestigious CityLIGHTS Award. Here is their story.
MidwestBusiness.com: What was your reason for organizing the first TECH cocktail event?
TECH cocktail: We saw that the Chicago technology community was fragmented and there was a need for something to bring everyone together. After thinking about what could reduce the fragmentation of the community, we came up with TECH cocktail and started planning the first one that same day.
While we went back and forth on the name for a bit, we eventually decided that TECH cocktail fit well since we were looking to create a “cocktail of tech people”. At our first event in July 2006, we expected a few-dozen guests. We were delighted when we had more than 200 guests arrive. After the first event, we decided to have additional events in Chicago. The rest is history.
MB: How has TECH cocktail grown beyond your initial vision?
TC: Our initial vision was simply to get 50 people in a room and show off some of the start-ups from the local area via demonstrations at the event. We immediately grew beyond that initial vision with the first event.
Since then, TECH cocktail has continued to grow to about 600 people per Chicago event. Another instance is the growth of TECH cocktail to other cities. Though we certainly didn’t think TECH cocktail would go beyond Chicago when we started it, now we are in a handful of cities in the U.S. The brand is becoming more well known each and every day.
MB: What is your long-term vision for TECH cocktail?
TC: Our long-term vision for TECH cocktail follows our mission.
We want to bring TECH cocktail events to communities where there are interesting technology companies being built but where people don’t really know each other and the companies the city is producing aren’t getting the attention they deserve from the media. We are currently thinking through a couple models that will allow us to continue to expand TECH cocktail in this manner.
MB: What does TECH cocktail provide that other technology events and community organizations lack?
TC: The key to TECH cocktail is that the event is very open and loose. We think communities need that openness to get things jump-started.
There are good reasons to apply various levels of structure to events, but considering what we wanted to do with TECH cocktail, openness was crucial. If we added too much structure to the event, the outcome would be very different. Our goal is to offer a comfortable and fun environment for sharing and interacting with the local tech community on your own terms.
MB: Do you feel Chicago and other underserved technology communities lack good networking opportunities? If so, why?
TC: We do feel that some communities lack good networking opportunities while others may have too many.
For example, San Francisco may have too many while other cities (like Chicago a few years back) may have too few. We are not sure why some communities have too few networking opportunities. It may simply be because networking events take a lot of time and effort to organize and no one has decided to step up to make one happen.
MB: What impact have you noticed that TECH cocktail has had on the communities it has served?
TC: Chicago (being our flagship city) is probably the best example of what TECH cocktail does for communities. TECH cocktail – along with other top-notch events like BarCamp, the TiE events and others – has brought the community closer together.
People in the technology community in Chicago now know each other. This leads to more companies being founded, more ideas being shared and generally a better tech community. Washington, D.C. and other communities we have brought TECH cocktail to have also evolved in the same way.
Demonstrating at TECH cocktail has also helped a few start-ups meet their first investors and even their potential acquirers. Would those deals have been done without TECH cocktail? Who knows, but it’s good to see that people are having an easier time making the connections they need to get to the next level. If they get to the next level and others do as well, then the community as a whole will begin to step up.
We also offer an opportunity for more established businesses to support the TECH cocktail community while also growing their businesses. ChicagoMicro is a great example of a company that has served the TECH cocktail audience and has done well in the process.
MB: What other plans do you have in the works for TECH cocktail?
TC: There isn’t anything groundbreaking to share in terms of new ideas. We’re just trying to think through a couple ways we can keep TECH cocktail moving forward while lessening the burden on us (after all, we have day jobs!). We certainly want to keep bringing TECH cocktail wherever it’s needed so we can continue to help people.
MB: Why do you feel that networking is important for the technology community?
TC: Networking is important for any community whether it be technology, retail or anything else.
Knowing people in one’s industry (and outside one’s industry) is important for a number of reasons. Knowing more people allows you to stay up to date on current trends, to learn new things and mentor each other, to share and refine ideas with others, etc. People need to work together to solve big problems. Networking is crucial to getting the right people working together.
MB: How has networking affected you personally and professionally?
TC: We have enjoyed helping people in the local technology communities we serve. We never really think of it as networking (per se).
We feel that networking isn’t about handing out your business card to a bunch of people. It’s about helping others. When you focus on helping others, what typically emerges are long-lasting relationships that will create value on both sides for many years. These relationships are what we try to build.
In terms of how we have been affected, let’s just say we have made some great friends and have been able to share ideas and work with them. That’s all we can really ask for. Having a lot of top-notch people around with whom you can share your passions is an incredible thing.
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Recently, I interviewed Liz Lynch, Founder of Center for Networking Excellence in this previous post. She is having a competition for the best virtual interviews. Please vote for me by 11/15 if you like my interview.
Read about the contest and vote for me here: Smart Networking Virtual Interview Series: Vote for Your Favorite Week 1 Blog Interview.
Thanks for your support!
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Liz Lynch is author of Smart Networking: Attract a Following In Person and Online
Liz is also founder of the Center for Networking Excellence, a company that develops products, programs and seminars to help entrepreneurs and professionals get clients, build their businesses, and accelerate their careers through networking. Her bottom-line approach grew from her experience in corporate America working at some of the top firms in their industries—Goldman Sachs, Disney, Booz Allen & Hamilton, and Time Warner—to hone her strategic, analytical and financial expertise. Liz holds an engineering degree from the University of California, Berkeley and an MBA from Stanford University.
How do you define "business networking?"
It’s about building relationships with people who are willing to support you because they know, like and trust you, and because you’re willing to support them as well.
How did you brand yourself as a "networking authority?"
Quite by accident, actually! In fact, people were giving the “expert” label even before I felt ready for it. Five years ago, I wanted to start speaking and developing products to generate passive revenue to supplement my consulting income. That’s when I wrote my first tips booklet “102 Secrets to Smarter Networking” and started selling it online and during speaking gigs. I got invited to speak about networking, then to write columns for various publications. I also started my own e-newsletter, then eventually my blog.
Last year when I was encouraged to write the book, I realized that I really did know a lot about networking after spending so much time analyzing it from different angles and trying to explain it in different ways so that people could get that “a-ha” moment and finally take action. My brand in this realm has always been about networking smarter, not harder, and I think that’s a unique message that has connected with a lot of entrepreneurs and busy professionals who don’t want to network 24/7 but still want the results.
When did you realize that networking was important for your business success?
While I always sought to build good relationships with everyone I met in my career by being nice to people and doing my job well, I didn’t really “network” when I was in corporate America. I didn’t take people to lunch, or get involved in industry associations.
It wasn’t until I left corporate to start my consulting business and had to get clients, did I realize the importance of networking in helping to keep my pipeline full. Though I started networking with that singular goal of getting clients, eventually I began to embrace networking more holistically, as a way to get exposed to new people and new ideas on a regular basis. It’s actually become more fun because everyone I meet has something valuable to share and through conversation and interaction I can find out what that is.
How have you benefited personally from networking?
Writing Smart Networking made me realize how much my network has done for me, and as I begin the marketing/promotion stage, they’re coming through for me again and it’s so humbling. I’m very grateful. Aside from the tangible examples of getting consulting business and speaking engagements, my network has really given me the gift of feeling that whatever I want to do, whatever goal I have for myself, whatever crazy project I want to take on next, I can do it because I’m not alone. I’ll always have people around to support me, to be a sounding board, to help me get things done. And that is absolutely priceless.
What is one of the lesser-known secrets to effective networking?
Ooh, that’s a great question! Lead with value whenever you need something. Find a way to make helping you as beneficial for the person giving you the help as it is for you. In Smart Networking I talk about considering both intangible and tangible value, and how sometimes the “feel good” aspect of giving help is enough for some people. For other people and for certain requests, on the other hand, you’re going to have to find a concrete way to make it worthwhile for them to help you.
For other interviews, view my Interviews Archive.
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Recently, I was interviewed by Today's Financial Women magazine, which is published by Financial Women International. During the interview, I was asked about my usage and insight into online social networking sites. I am honored because I was interviewed in the same pair of articles as BNI founder, Dr. Ivan Misner. Since it is a member's only and print magazine, I have included the article below. The article is featured in the Spring 2008 edition.
Use Social Networking Sites Wisely
Although they're no substitute for face time, online networking sites have a valid place in establishing business connections.
Websites such as Linkedln, Plaxo, Ecademy Spoke and XING are designed for business professionals. They offer a way to highlight your resume and credentials, keep track of former colleagues, and potentially attract referrals. You make new contacts by searching for people you know or by viewing other users' networks and requesting introductions.
For the most part, using the sites is free; fee-based memberships grant greater access and other benefits.
According to reports, Linkedln has 17 million members with 42,000 newcomers each day. Average age of users is 41; average annual salary is $108,000. Special groups exist for those with 500 or more "connections" in their network.
"Linkedln and Plaxo and those places are great places to get information," said BNI's Hazel Walker. "I can throw questions out and get my network to respond back to me, which has really helped me write great articles."
The social networking sites also serve as a search-engine magnet, potentially putting your bio or resume in front of people who are looking for more information about you online, explained Jason Jacobsohn, a small-business adviser who writes the blog Networking Insight.
Jacobsohn, who has more than 200 individuals in his Linkedln network, says the site is just one more tool he uses to reach out to people, in addition to his website, blog and Facebook profile.
His advice is to use discretion when accepting "invitations" to join others' networks on Linkedln or other sites -especially if you don't already know the other person. "To me, there's no value in that. If someone is local, I will ask him or her if we can meet first before I add that connection. That way, I have that person as a resource," he said.
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Chris has specialized in expanding businesses’ bottom lines for over a dozen years in a variety of marketing, management and sales positions. He currently owns LeadGenaires, a results-driven marketing agency. Previous positions include Vice President of Business Development at Kassner, Vice President of Marketing and Sales at Flowtix-Small Business Solutions, Director of US and Canadian Field Marketing at NAME Solutions Corp., and marketing and sales positions at Cambridge Technology Partners.
How do you define "business networking?"
I think business networking has developed a bad reputation in many people’s minds as being ineffective. I think that is an inaccurate assessment – if networking is done properly. Unfortunately, many networking venues that are really designed for social networking try to position themselves as business networking events. In these scenarios, there is more emphasis on drinking or meeting people for more personal reasons (like dates), and the amount of business networking done is minimal, or focuses on trying to strong arm others in the room into buying products or services as an individual.
In my world, business networking is a little different. If I am networking, I am not necessarily trying to sell directly to the people I am engaging in conversation. I am much more interested in making connections with them and for them, so that multiple people benefit from the interaction. And in many cases, I don’t hope to gain anything directly from making the connections between them and others.
Going beyond just making introductions to direct leads, I also work to connect people who can collaborate to create a more complete offering, or who can supplement one another in their respective business development pursuits.
Above all, I think business networking requires getting a legitimate understanding of what the other person does, and how it would be beneficial to others. Otherwise, we can’t refer one another to appropriate partners and prospects.
I guess I would say business networking is all about meeting other people with the intention of helping everyone involved determine the best connections for them. It is also about helping them weave their business offerings with others to develop scenarios beyond what the individual could create on their own – whether those be for business development or for creating super-offerings.
How did you brand yourself as a “networking authority?”
My brand as a networking authority has not been deliberate. It has happened as a natural result of running a growing business networking organization. I would actually prefer to be branded as a “master collaborator.”
I think that most business networking happens at too low a level – where people just refer contacts back and forth. These contacts are not necessarily qualified prospects or, in many cases, even able to refer the recipient to qualified prospects. I have learned that the real power of business networking comes from knowing how and where to find resources that complement one another in a way that leads to collaboration. In fact, many of these synergies often exist between companies that sometimes compete.
A lot of “networking authorities” teach people how to work a room, how to start conversations, tips for small talk or how to present their business cards. Those are valuable to a point, but I really want to teach people how to shift the way they find, close and deliver new business. Whether someone is working alone or as an employee of another organization, there is a lot of leverage to be gained through collaboration with others. This goes far beyond networking for individual referrals. It requires an abundance mentality, and a much more complex set of rules of engagement – but the upside is much higher, too.
Why did you start B2B Power Exchange?
I started B2B Power Exchange to solve a problem that I was having in my own marketing business. I had been in business for a while and had generated several clients, but needed more. At the time, the events I was attending did not allow me to meet higher level professionals (director-level and above) or people targeting those decision makers. I also noticed that people were very focused on selling to each other at these events, instead of figuring out how they could help one another. After talking with several other people with similar frustrations, I decided to create an environment where people who were selling larger business-to-business opportunities and products could get together. I wanted a group where people understood what complex selling and collaboration was all about.
Even though the group has been around for three years now, has grown nationally, and is starting to see some international participation, I still get excited seeing that the group is getting the results it was designed to generate. The types and sizes of deals are growing, but I truly feel like we are just getting started.
When did you realize that networking was important for your business success?
I realized that other people knew about opportunities that I didn’t know about. Plus, I have always been collaborative by nature, so when I went into business for myself I missed collaborating with people. I wanted to run ideas by other people so I knew that networking with other people with similar experiences was going to be important.
How have you benefited personally from networking?
I have been able to expand my network internationally, and travel to places I have never been, since I went into the “networking business”. In addition, I have been able to meet many people who might be intimidating to other people – just because they have been so wildly successful or have held titles within very recognizable companies. I have enjoyed learning about their successes, failures and getting to know them as people. I like constantly learning from others’ experience, and these relationships have made my life richer.
What is one of the lesser-known secrets to effective networking?
Collaboration is the key to effective networking. Most people focus on the individual sale of products and services. At B2B Power Exchange, we are teaching people about team selling and team delivery. If they team up with other people, they can chase business together that they would not have access to or be able to close by themselves. They can also deliver projects and offerings that would be impossible for an individual or single company.
Some of the people in B2B really grasp this concept – and it has enabled them to move upstream from selling deals that would average 10s of thousands of dollars to selling deals worth 100s of thousands of dollars or larger. Teaching people how to effectively collaborate is a mission for me, because I see it as the secret to helping them really take control of their businesses and take them to heights they have only dreamed about.
For other interviews, view my Interviews Archive.
Dan has over 13 years of business networking and event planning experience. He moved to South Florida in 1998 and has maintained a well respected position in the professional and business networking arena for the past 4 years. Predominantly marketing to the gay & lesbian community in Fort Lauderdale, Dan’s company, Mack MultiMedia, Inc, has successfully created long term relationships between the GLBT Community and its allies each month. His events POWER LUNCH | Fort Lauderdale and MACK MIXER have been recognized in numerous publications including The Miami Herald and The South Florida Business Journal. Most recent achievement was his Genre Magazine’s 2008 Man of the Year nomination and the company’s recognition as a 2008 Honoree of the Stars of the Rainbow Gala in Fort Lauderdale, FL.
1. How do you define "business networking?"
Business Networking is an opportunity to create a new or strengthen an existing business relationship. It’s a skill that can be refined over time with practice.
2. How did you brand yourself as a “networking authority?”
My partner (Donald J. Harvey) and I created a business networking group in 2005 called Mack Power Group. In a very short time after our first networking lunch event (Power Lunch | Fort Lauderdale), we became a ‘resource’ for the South Florida Business Community. Someone needed a realtor, an attorney, a plumber, an event planner… Luckily we always had someone in our database of contacts. So, we took that information to the next level and created a global online directory called MackPlanet.com. So instead of calling our office, our network simply found each other online and continued to tell their friends about it. Referrals by word of mouth and internet… two key elements for successful networking.
3. Why did you start Mack Power Group?
We started MACK because we had so many straight business alliances with such little knowledge of how to get involved and market to the gay & lesbian community. We needed to create a forum that was publicly known as gay-owned, yet open to everyone in business, regardless of sexuality. So, we coined the term “Gay & Straight-Friendly” By letting everyone know via print ads and our weekly online newsletter that ‘it’s less about orientation… and all about discovering untapped opportunities’ - the word got out and here we are today.
4. When did you realize that networking was important for your business success?
From the first day we realized that ‘just because you build a website, it doesn’t mean they’ll visit it.’ It was extremely important to attach a face to the internet name. How many times do we visit a website and think, “Who is really behind this and can I trust them with my money?” We wanted to make sure that our existing and potential customers knew that they can call our office and KNOW who they’re talking to each time.
5. How have you benefited personally from networking?
We’ve both grown tremendously from our achievements, as well as learned from our several failures. Recently receiving community recognition as an Honoree of the Stars of the Rainbow Gala in Fort Lauderdale (Business Category) was a truly humbling experience. We realized what a difference we’ve made in so many small businesses and how we’ve represented the gay community with its best foot forward. It’s an astounding feeling to be known in a large city as a ‘trusted’ business person. We appreciate every moment of it and never take it for granted.
6. What is one of the lesser-known secrets to effective networking?
People don’t get business from a flashy brochure or the quality stock of a business card. They do business with people they trust and consider a friend. And this only happens with time as you build the relationship. Just because you show up once to a networking event and hand out your business card, doesn’t mean your phone will be ringing the next day. Relationships take time and it’s surprising to witness how many people don’t have the patience for it.
For other interviews, view my Interviews Archive.
Below is an interview of an executive and entrepreneur who started a niche social networking site.
1. What is Your Background?
Donna Prescott is co-founder and CEO of BevConnect.com, the first business social network for beer, wine and spirits industry professionals. Members may find a job, consulting or business opportunities for free. Donna’s background combining experience in the adult beverage industry and marketing for Fortune 500 companies make her uniquely qualified to lead BevConnect.com.
Donna was trained in the adult beverage industry at London, UK based Wine and Spirit Education Trust® (WSET). Upon graduation she became CEO of D'Vin Wine, a marketing and educational consultancy. Her experience at D'Vin Wine helping students find jobs and consulting in the adult beverage industry led to the realization of an industry focused social network, where HR professionals and recruiters could read profiles and directly contact job seekers, would greatly enhance the hiring process.
Prior to entering the industry, Donna served in senior marketing positions at several Fortune 500 companies, including Sun Microsystems, Kodak and Xerox. She is often invited to judge wine competitions, and has visited many of the leading beer, wine and spirits companies on every continent.
2. What is BevConnect?
BevConnect.com is a privately held social network for beverage professionals in the beer wine and spirits industry. Members may recruit talent, find a job or uncover business opportunities, based on Profiles.
3. Why did you create BevConnect.com?
There was no central place online for beverage professionals to network. BevConnect.com offers the advantages of social networking sites:
- talent recruiters may find candidates for job opportunities through online job postings
- job seekers can make direct contact with talent recruiters, or post their resumes
- business opportunities such as: consulting and venture capital funding are exchanged
- companies may also market themselves on BevConnect.com.
4) What is unique about BevConnect.com compared to other social networking sites?
Again, we are the only social network focused on adult (and other) beverage professionals. We provide a robust platform of capabilities and support sophisticated marketing. Members may blog, post a video, audio, wiki or poll other members.
5) Give me some examples of how people build relationships using BevConnect.com.
Some examples of how people build relationships:
- Companies branding themselves with industry professionals. A specific example might be the launch of a new drink. Retail and restaurant professionals who sell these products are the perfect audience for this type of branding
- Consultants establishing relationships with new and existing clients
- Individuals promoting themselves and their business opportunities on a professional level
- Individuals’ promoting themselves for personal goals. For example, someone moving to a new region might be interested in networking with a fellow member already in that targeted region.
Related article: 10 Niche Social Networking Sites for Professionals
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Lillian D. Bjorseth, founder of Duforce Enterprises, Inc., helps people build a new kind of wealth – social capital – by improving networking and communication skills.
Called a networking authority by the Chicago Tribune, she has helped tens of thousands of people build high-value business relationships through her speaking, training, coaching and numerous products in print/electronic format.
Also, Lillian is my partner in the Great Chicago Netwokring Extravaganza, which we are hosting again on May 8. Check out my reviews of her products: Breakthrough Networking and 52 Ways to Break the Ice and Target Your Market.
1. How do you define "business networking?"
I define business networking as an active, dynamic process that links people into mutually beneficial relationships.
2. How did you brand yourself as a “networking authority?”
I began branding myself as a networking authority when I started Better Business Contacts, a business leads organization in the Chicago area in 1991. I owned it for 10 years before I sold it to BNI. Simultaneously, I also started speaking and training on relationship building and communication skills. Then I wrote Breakthrough Networking: Building Relationships That Last, which I plan to revise and print the third edition in 2008. Further, I’ve had a website on the above topics since 1995. Interestingly, only 3 percent of businesses had websites back then. Lastly, the event we co-host, the Great Chicago Networking Extravaganza, continues to brand us as networking aficionados.
3. Why did you write Breakthrough Networking?
One of the reasons that I wrote it is that one of my workshop participants asked why I didn’t have a book he could take with him; he wanted to learn more. I’ve always been responsive to my clients’ needs. That’s how my audiotape/workbook series (now CDs) was born. Also, speakers are judged by what they have between the covers. Therefore, I knew early on that it would greatly boost my speaking career. Thirdly, I have a journalism degree and writing is easy for me. English and composition were my favorite subjects throughout college.
4. When did you realize that networking was important for your business success?
I realized early in my corporate career that “who” you know is often as important, or more so at the initial stages, than what you know. In fact, I got two jobs, one at Nicor Gas and one at AT&T as the result of one phone call to the right person each time. When I started my own speaking and training business in 1990, I wanted to help others benefit from networking like I already had. And, in the beginning of my entrepreneurial career, it was vital that I networked because I didn’t have local contacts in the Chicago area. My AT&T contacts were on the East and West Coast, and they knew me as a public relations expert, not someone who spoke and trained others.
5. How have you benefited personally from networking?
Networking helped me find jobs in my corporate career and has been the vehicle for me to make a good living since I struck out on my own. Plus, the idea of helping others build a new kind of wealth - social capital – is what makes me want to rise early and work late. I’m passionate about it.
6. What are lesser-known secrets to effective networking?
Most people do not know that to be effective you have to network strategically, i.e. they don’t take time to create a relationship-building plan. They often attend events that don’t focus on their target markets, hence, my program “To Catch Trout, Don’t Fish in a Catfish Pond.” Secondly, I know that large companies have yet to embrace the relationship-building concepts that small businesses have long used successfully. Colleges and universities need to teach these skills so that people are prepared and have the knowledge to build relationships after they graduate. I feel so strongly about it that I am writing a five-part online series of courses on relationship building that will be marketed to community colleges, among others, by the company with which I am working. I also plan to target chambers and corporations. My goal is to help more and more people build a network of “knob turners”!
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It is my pleasure to share with you my interview of Dr. Ivan Misner who is the Founder and Chairman of BNI, the world's largest business networking organization. Started with just one group in 1985, BNI has grown today to 4,975 groups in 37 countries around the world. Called the “Father of Modern Networking” by CNN, Dr. Ivan Misner is a New York Times bestselling author and Senior Partner for the Referral Institute. In addition, he publishes the blog Networking Now.
1. How do you define "business networking?"
I define business networking as the process of connecting people to share ideas, resources, information, and referrals.
2. How did you brand yourself as a “networking authority?”
I was a 20-year overnight success. It literally took me 20 years to brand myself as a networking authority. I believe that we live in a society in which everyone expects instant results. Instead, brand yourself in steps by starting locally, expanding regionally, and then growing nationally. Through writing and using a publicist to promote myself, I became recognized as a networking authority. Sharing knowledge is very important to show that you are an authority. I was fortunate to have CNN call me the “Father of Modern Networking”. Keep in mind that none of this happened to me until after I built the foundation for a successful business.
3. Why did you start BNI?
I started BNI in January of 1985 because I needed referrals for my consulting business. At the time, I had friends who were willing to help me and I wanted to reciprocate and help them. So, BNI was first set up with some close business friends with the “givers gain”philosophy, which follows the old adage, "Give and you shall receive."
In the beginning, we set up one group with only one person per profession. Shortly after, I was approached by someone who wanted help setting up a second group because her profession was already taken in our initial group. Well, this led to creating two more groups and by the end of our first year, we had 20 chapters set up in Southern California. Today, we have 4,975 groups set up in 37 countries around the world. My goal is to have one chapter in every city in every entrepreneurial country in the world.
Through all of this, I realize that most businesses don’t have referral marketing figured out so any organized system that is positive and resonates with people is a good thing.
4. When did you realize that networking was important for your business success?
I realized that networking was important for my business success when I started BNI. After I started BNI, I realized how critical it was for everyone else. Networking is not taught in colleges because most courses are controlled by tenured professors who have never run a business. I don’t believe that colleges are adequately preparing students for networking and sales. BNI teaches people some of these fundamental skills.
5. How have you benefited personally from networking?
I love what I do. With BNI, we have 4,975 meetings each week and our members so far have made 4.9 million referrals resulting in $1.9 billion in sales. You may not be able to make a world of difference but you can make a difference in the world. BNI is changing the way the world does business and I love being a part of that.
6. What is one of the lesser-known secrets to effective networking?
In my book Truth or Delusion?: Busting Networking's Biggest Myths
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