What’s your most valuable business asset?
My most valuable business asset is not my coaching skills, creativity, experience or even my ability to help people get results. The most valuable business asset I have is my network. I have spent years building and nurturing a network of people whom I like and respect and who like and respect me as well. Over my 22 years in the working world, I have worked hard to develop a pretty robust network. When I was an employee, I worked hard to create connections both inside and outside of my workplace. Then as an entrepreneur, the first thing I did was get out and network.
To be successful in any endeavor you need a strong network, but you have to build a network when you don’t need it, so when you do need it it’s available. If you wait until you need it it’s too late, you can’t build a network in a week, a month or even a year. A deep, strong network takes years to develop.
I like the saying, when the wave comes you have to have a boat in the water. If you wait for the wave to build your boat, it’s just too late. Building a network is just like this, because if you wait until you need it you just can’t build it fast enough.
I’m not talking about your social networks or email lists. I am talking about people you regularly look in the eye, shake hands with and can call on the phone at any given time. Social networks are nice, and social media has allowed us the opportunity to meet and interact with many people who would otherwise remain strangers. These networks do have value, but they are very different from the kind of network I am talking about. Having a network of people who are happy to get your phone call, who light up when they see you walk in the room and who will go out of their way to help you is priceless.
Interestingly, people without strong networks seem to think asking to use my network is no big deal. Newsflash: It’s a big deal! I’ve worked hard to build trust and connection with the people in my network. When someone asks me to introduce them to someone, or share a name and a phone number they are essentially asking me to risk the relationships that I have worked hard to build. I have to strongly consider if I am willing to take that risk. The majority of the time I am not willing to risk it.
Recently an acquaintance lost her job. In the 4 years she had a job she did little to build her network, so now that she doesn’t have a job she has nowhere to turn except to ask people like me to tap their networks. I don’t mind keeping my ear out for something, but I just don’t have a strong enough connection with her to ask my network for help. You might think this sounds selfish, I disagree. I see it as protecting the most valuable business asset I have, an asset that everyone has the opportunity to grow for themselves.
If you do have a great network, good for you! If you don’t, stop asking the rest of us to use ours and grow your own. Start now! Get out from in front of that computer, go look people in the eye, build a network, create strong connections and nurture them. You never know when the wave will come, so build your boat and get it in the water.
A-MEN!! People try to hijack my network all the time…acting like it’s no big deal. It’s a big deal!!! Thanks for saying it out loud!
Excellent blog, Mattison! My sentiments exactly!,! Bravo!!
Thanks Ken and Sarah.
Oh my! Just the other day I received a call from a connection that I haven’t talked to in years. I was politely asked to spend 15 minutes with him so he “could pick my brain.” At least there was admission up front but I was stunned when asked if I would “go through my LinkedIn connections and make introductions.”
You are not selfish and have every right to protect your network. We sincerely appreciate it!
Deb, it’s just fascinating to me that people don’t understand the gravity of their request, or that they do, and ask anyway. oh yes, the dreaded “pick your brain” call that is another story. Ugh.
I’ve been steadily building my boat for over a decade. Countless meetings, 1:1s, lunches, dinners, events, phone conversations both personal and business related. If the flood comes I know exactly who helped me build it, invested time by my side, stood by me when I made mistakes and cared enough to really understand why I needed to build my boat in the first place. It does surprise me when inexperienced networkers ask to catch a free ride. Unfortunately they were mostly likely taught that way. Insightful blog Mattison!
Nancy, exactly! and if they need something you will be one of the first to help them – I am sure. Keep up the good work!