Adrie's Blog

Trusted relationship - the cornerstone of your network

The topic of "networking" remains a fascinating one. I have been involved in networking all my life - and even though it used to be called something else, the basis of it has not changed - you build a relationship. In the final two decades of the last century, social networks were of course completely unheard of - even email was used rarely and certainly never as a first step towards gaining new customers.

It is interesting to see that these days social networks where you can reach out to almost anyone, such as LinkedIn, Plaxo and Facebook and in growing importance the E.Factor - old values still apply. The personal contact still is the only way to build a real relationship with someone. That once you have established contact, you then choose a social network to communicate is a different matter. It is important that you first show that you are prepared to invest your time and effort to meet each other, people still want to shake your hand first and look you into the eyes. It is also key to remember that those that currently get to invest and give out the orders, are likely to be of an older generation that is not as accustomed to social media as the younger ones.

The logical question is therefore always - how DO I establish contact and ask others to introduce me to their networks? Whereby it is interesting to see that networking is largely based on the third person who knows both parties being the introductory agent whose opinion both parties value and respect. Aside from finding and cultivating these introductory agents in your own network, going to a closed gathering organised by a party that is a well known entity - also works well. This week we had just such a network event in Amsterdam - only members are allowed to participate so you know exactly who they are (since you can see their profiles on the site). We always have a topic and a great speaker and we ensure that the mix of attendees, like entrepreneurs, bankers, VCs, lawyers and so on - all mingle and get introduced to those people they need to meet with to further their business. In one evening, you can thus establish some really strong new foundations for a solid relationship. Everyone understands that there are high standards on how to interact with other members, and is keen to maintain that standard since it is also to their own benefit.

If you want to build new relationships, make sure you use a trusted third party be it an individual or an organisation and most importantly of all - make sure that you continue to build on that trust and don't damage it in any way. At the end of the day - long term relationships take time, but they will prove absolutely worth the investment.

Don't stalk, don't push, be respectful.