Part two of this article will focus on how to prepare for and foster networking opportunities at conferences.
Explore This IssueJanuary 2018
Richard Quinn is a freelance medical writer based in New Jersey.
The Process of Relationship Building: Visibility, Credibility, Profitability
Networking expert Ivan Misner sees the process of relationship building as “more about farming than it is about hunting.” A hunter takes one shot and immediately knows whether success has been achieved. A farmer cultivates the land over time and reaps long-term harvests. It’s a process Misner calls VCP, which stands for “visibility, credibility, and profitability.”
“Credibility is what takes time,” he said. “You really want to build credibility with somebody. It doesn’t happen overnight. People have to get to know, like, and trust you. It is the most time-consuming portion of the VCP process.”
“Then, and only then,” he added, “can you get to profitability where people know who you are, they know what you do, they know you’re good at it, and they’re willing to refer a business to you. They’re willing to put you in touch with other people.”
Tips to Build Your Network
- Make an effort to attend meetings and social events. Be open to meeting new people in various settings.
- Maintain connections with past colleagues or acquaintances. Place networking on your weekly or monthly schedule via email connections or lunch and coffee meetings.
- Don’t burn any bridges. You never know when you may want to leverage previous relationships to benefit a career move.
- Be positive. Positivity is attractive and contagious, and it will help strengthen your relationships with your colleagues.
- Go the extra mile. When you give something meaningful to your colleagues, your efforts are often reciprocated.