When does a contact become a genuine connection?

Posted by efficiencycoach on Fri, 03/12/2010 - 07:53 in Blogs 629 | report

My personal network numbers into the thousands. Indeed with over 5000 twitter followers I can genuinely claim a network of over 5000+ people. However, not everyone in my network is created equal – and we often fool into thinking that we have a strong network, when actually we have many contacts rather than genuine strong connections.

Here is a five level system, in which you can categorise the state of your relationship:

Level 1: “identify”

At this level, you have just become aware of this contact. Maybe, someone has mentioned them in conversation, perhaps you have seen a tweet of them. Or perhaps they are on an attendance list of an event you are attending.

Level 2: “engage”

At this point you have physically or virtually met a contact, and started a conversation. For example, you may have talked to them at a face to face networking event, or exchanged some tweets or posts within an online forum.

Level 3: “strengthen”

At this point, you have taken a conscious decision to strengthen the relationship. This means that you have taken the time to have a one to one meeting with them, whether in person, or by phone.

Level 4: “collaborate”

The trust has built within the relationship to the point where you have agreed to help each other, pass referrals, and potentially actively looking for ways to work together.

Level 5: “inner circle”

The relationship is now such that you have worked together, and regularly recommend each other’s services. There is a strong possibility that your relationship has moved from a purely professional relationship into a personal friendship.

Think about people in your network who you consider to be your A-listers or potential clients. Your relationship needs to be at least at level 3. At what level is the state of your relationship with them?

Who do you need to spend more time with to increase the level of trust and collaboration in the relationship?

How do you categorise your relationship with someone?

Heather Townsend is the driving force behind The Efficiency Coach and a co-founder of 'the executive village'
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The Joined Up Networker

I help professionals and firms become the Go-To-Expert. Unusually for someone with an Engineering Degree, I accidentally became a writer and used my knowledge on social media to write the current best-selling and award-winning book on networking, The FT Guide To Business Networking. (75 five star reviews on Amazon - and read the 1st chapter for free here) People frequently talk about me as someone who really knows her stuff – which may be the reason I have, over the last decade, worked with over 300 partners, coached and trained over 1000 professionals at every level of the UK’s most ambitious professional practices. After nearly 5 years for working for BDO LLP, I realised I loved the intellectual challenge of working with accountants, so made working with accountants (and lawyers as I am a glutton for punishment) my sector specialism.

I was honoured to be a judge at the British Accountancy Awards in 2011 and 2012, plus I am a member of the Accountant's Club Global Advisory Panel.

I’ve always loved a challenge which is why I have solved the problem in my next book, which has perplexed many accountants in practice – ‘How to make partner and still have a life’. Click on the link to read the 1st chapter for free.

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My work splits into about 50% Executive & Business Coaching with Partners, Practice Owners & Potential Partners, with the rest split between training, consultancy and writing.

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