Establish business

networks
A resource for:
BSBREL401A Establish networks

The

small

management SERIES

Establish business networks

A resource for: BSBREL401A

Establish networks

Small Business

T R A I N I N G
C E N T R E
The Small Business Training Specialists

Copyright
MINISTER FOR EMPLOYMENT, TRAINING AND FURTHER EDUCATION, acting through TAFE SA, Government of South Australia 2010
TAFE SA is a registered trade mark in Australia of the Minister for Employment, Training and Further Education, Government of South Australia.
All rights reserved. No part of this publication may be reproduced or transmitted, in any form or by any means, electrical, mechanical, photocopying,
recording or otherwise, or stored in any retrieval system of any nature other than pursuant to the terms of the Copyright Act 1968 (Cwth) or with the
written permission of the Minister for Employment, Training and Further Education, Government of South Australia.
Purchase enquiries to:
www.tafe.sa.edu.au/resources
Educational enquiries:
Small Business Training Centre
TAFE SA Adelaide City Campus
GPO Box 1872
Adelaide SA 5001
Tel: 61 8 8410 0000
Fax: 61 8 8410 0633
Email: sbtc@tafesa.edu.au
We wish to acknowledge the help and advice provided by the Steering Committee for this project.
Len Alabaster
Alan Daniel
Elaine Egan
Mary Faraone
Linda Smart
Shirley Smith

Business Enterprise Centre, Holmesglen Institute of TAFE

Curriculum Maintenance Manager, Chisholm TAFE
Western Business Enterprise Centre, Victoria University
Business Skills Victoria
TAFE frontiers
Swinburne University, Business Enterprise Centre

Contribution & Authorship

This document was developed by TAFE SA, Adelaide City Campus, Small Business Training Centre in association with TAFE SA Learning Materials.
TAFE SA, Small Business Training Centre
Writer:
June Hope
Editor:
Marian Jaquiery
Project Manager

Christine Foard

TAFE SA Learning Materials

Project Coordinator: Evelyn Chefalachis
Desktop Publisher: Evelyn Chefalachis
Artwork: Maya Roinich

TAFE frontiers on behalf of the State of Victoria
This version of the materials is produced by the Small Business Training Centre, Adelaide City Campus under licence from TAFE frontiers as at January
2003.
This work is copyrighted. Apart from any use permitted under the Copyright Act 1968, no part may be reproduced by any process without prior
written permission from TAFE frontiers. Requests and enquiries concerning reproduction and rights should be addressed to:
Executive Director
TAFE frontiers
Level 1, 620 Bourke St
Melbourne, VIC 3000

TAFE SA acknowledges the valuable contribution that the project team made to the development of this publication, and the contribution of others
who provided input and reviewed drafts.
Guide
This publication has been developed in line with the National Training Package/curriculum for use within the learning programs of TAFE SA and is
based on a philosophy of flexibly delivered, competency based education and training.
Disclaimer
These training resources were prepared for use in conjunction with a formal training program for delivery in South Australia and were correct at
the time of preparation.

Published in 2002
Reprinted November 2005
Revised August 2010
Revised November 2010
ISBN 1-86506-694-X

Published by TAFE SA Learning Materials 03.001.4320-E7

 About this resource

This resource has been written to provide the underpinning knowledge and skills for
the Unit:

BSBREL401A

Establish networks

In meeting the requirements of this unit, we believe it is important to present the

information within the context of owning and operating a small business. Good
networking can give a small business a competitive edge.
Completion of this Unit will count towards the qualification:

BSB40407 Certificate IV in Small Business Management

The SMALL BUSINESS M A N A G E M E N T Series

Establish business networks | TAFE SA 2010, TAFE SA

Contents
About this resource

Introduction

Developing your networks

What is networking?
The benefits of networking
Where to start your personal networks
Tapping into your networks
Chapter review

Strategies for successful networking

Developing networking strategies
Becoming a confident networker
The skills for networking success
The important business card
Steps to networking success
Now you have a network, what will you do with it?
Chapter review

3
5
8
8
10

11
11
13
14
17
18
21
22

Managing the information

23

Collecting reminders from others

What to do with the data
Using your database
Chapter review

23
25
26
27

Promote the business

29

The power of image

Being seen
Monitoring your activities
Chapter review

29
32
34
35

Developing and maintaining business relationships

Business relationships
Negotiating for win-win outcomes
Chapter review

37
37
41
43

Information about networks

45

Finding and choosing networks

Starting your own network group
Chapter review

45
47
48

Mentors

49

Why have a mentor?

The mentor/mentoree relationship

49
51

Conclusion

53

Additional resources

55

Feedback questionnaire

The SMALL BUSINESS M A N A G E M E N T Series

Establish business networks | TAFE SA 2010, TAFE SA

 Introduction
This unit is about promoting your business using appropriate network strategies.
Networking is a pro-active way to dramatically expand your contacts and your
opportunities. It is an exciting and fun way to make friends, do business, gain work
opportunities, expand your personal skills indeed to help others whilst helping
yourself! It is the way of the future and a practice that is increasing every day.
All it takes is a good dose of confidence, some time, perhaps a few dollars and you
are on your way. Networking can change your life for the better. It doesnt matter
who you are or what you do, everyone can gain from what we all do naturally
communicate!
The purpose of this course is to shed light on how you can use the power of
networking to your own advantage and also that of others. It is a legitimate and
effective way to achieve win-win, mutually beneficial relationships that will result
in gains for all involved.
This course has been designed for people from all walks of life. Business people will
learn how to increase business and create new opportunities, people looking for
work can enhance their job search activities and everyone can expand their own
social, career or professional activities simply by using the concept of networking.
Many people are sometimes shy or lack confidence and are uneasy talking with
others about their own activities and needs. They often dont know how to
promote themselves and their business activities or to ask others to assist them
with information or contacts. And they certainly may not see that they have much
useful information to share with others. So this course will assist those people and
others who want to learn new and valuable skills about communicating and building
mutually beneficial relationships.
On completion of this course you should be able to:

4 develop and maintain business networks

4 establish and maintain business networking relationships
4 use networking to promote your business.

The SMALL BUSINESS M A N A G E M E N T Series

Establish business networks | TAFE SA 2010, TAFE SA

 Developing your networks

What is networking, what are the benefits of it, and where do you start? In this first
chapter, you will learn about the power of networking as a tool for personal and
business success and find out that you already have a large network to access. Later
you will use this information to undertake networking activities for a specific purpose.

What is networking?
This question has been asked many times. People say I hear networking mentioned,
but I dont know what it is.
In the past, the term networking has often been associated with the computer
industry, a network being the linking up of many individual computers within a
company to a mainframe master-brain computer system.
In recent times, there have been many types of networks established for different,
often specific purposes. Networks have sprung up to provide assistance and support
to people in certain commonly related areas like business networks, industry-specific
networks, public speaking and special interest networks, social networks, womens
or mens networks and so on. Sometimes networks are formed simply as a way for
people with common interests to get together on a regular basis. Clubs are another
form of networks. If you work in an organisation, you already have a large network
into which you can tap.

The SMALL BUSINESS M A N A G E M E N T Series

Establish business networks | TAFE SA 2010, TAFE SA

Networking is not new

Historically, the concept of networking has been around for thousands of years, it has
just not been called networking. Traders conducted business with each other and
referred their colleagues. Word of mouth promotion of business occurred, which
is another type of networking.
Over the past years, the power of networking has been identified and used to
encourage individual businesses to work together and form hard networks to
produce new products or services for a specific market, often for export. Support,
resources and encouragement may have been provided for these types of activities
by government or other sponsoring organisations.
So, there are networks for just about anything these days! You probably dont realise
just how many networks you really have.
Network marketing is a recent term developed to describe the use of networking
as a way to sell and distribute goods. Many organisations are selling a huge range
of products using this system. Whilst the networking approach can be used for this
purpose, the concept of networking has a far broader application.
Then what is networking? Put simply, networking is something you do all the
time, you just dont always call it that. It is to do with meeting people, developing
relationships and communicating talking, listening, exchanging and sharing ideas.
However, it is doing these things in an active, intentional way, that is, with a purpose.
We speak in order to communicate our ideas or needs often for a specific purpose.
This gives others an opportunity to assist or respond to us.
We listen carefully to understand how to respond to the other person or to either
assist them with their needs or enable them to assist us. Either way, this type of
communication is of mutual benefit.

Networking is about sharing

Networking is about sharing information, ideas, contacts. It is about giving and
receiving these that creates a win-win situation for all. Networking is not just
taking, and not about what you can get from someone. It is about giving and
doing something for others, that is, about developing and maintaining meaningful
relationships based on trust.
We all like to feel valued and important. You know how you feel when someone
gives you something unexpected or does you a favour. You feel good, right? So,
if you are able to do something for others, it shows that you value them, and that
makes them feel good. You can bet theyll remember you! However, networking
must be a sincere activity as fakes are soon forgotten or worse still, avoided. Part of
sincerity is following through. If you say youll do something, then do it, otherwise
you could end up with a bad name!

TAFE SA 2010, TAFE SA | Establish business networks The SMALL BUSINESS M A N A G E M E N T Series

Networking is about developing contacts with people with whom you can
build a rapport and who may provide information, leads, referrals, support and
encouragement if and when its needed. How reassuring and comforting this can
be! Of course, as a good networker you will be offering to do the same.
People do business with people they like and feel good about. Networking creates
opportunities to build on those relationships. This can then flow into business or job
opportunities, or an invitation to a function you may never have been able to access.
In a larger organisation, it can also help improve communication, reduce alienation
and maximise resources. Be aware though, that networking is not necessarily a shortterm immediate result activity. It is a long-term strategy building relationships with
people and therefore needs to be actively worked at.
We all know someone-who-knows-someone-who-knows-someone. Networking
can give this random knowledge a structure so that it becomes more effective and
efficient than when you rely on your memory or worse still, on someone elses. When
this structure is used effectively, youll start to create your own luck. Being in the
right place at the right time is often a result of good networking.

The benefits of networking

Humans are social creatures. Our society is such that in almost every area, we need
to inter-relate with others. Networking is an effective way of doing this for mutual
gain. It might eventuate in generating a multi-million dollar business contract as in
the case below or it may be just the warm fuzzy you get from helping someone. If
you believe the sayings give and you will receive or reap what you sow, then giving
away should bring a multiplier effect to your own life and to the people with whom
you network. Remember, networking is about giving you to others, others to you,
with no expectation of anything in return!
Case study
Sam had an extensive business network in Europe. He wanted to export specialised
products from Australia to his country in Europe, but as a newcomer to Australia, he
did not have trusted business associates here. John had developed his specialised
products and wished to export them to Europe. He had no contacts and was
unsure whether his products were even suitable for the European market. Beth
teaches small business programs and had conducted a workshop that Sam had
attended. He had told her of his ideas and his frustration. Beth later attended
a Business Network meeting where John had been given the opportunity to
profile his business by making an informal speech to the network group. After his
presentation, Beth eagerly approached John and asked if hed like to meet Sam.
Today Sam and John have combined their networks and are involved in exporting
millions of dollars of specialised products to Europe. Networking at its best! A win
for all.

The SMALL BUSINESS M A N A G E M E N T Series

Establish business networks | TAFE SA 2010, TAFE SA

How can networking be used?

It doesnt matter whether you work in a large organisation, a business with a few
staff or at home, networking is something everyone can benefit from.
Networking can be used to:

4 gain or increase business opportunities

4 expand your business and your contacts
4 gain new work opportunities
4 expand professional contacts
4 raise your profile
4 share resources and information
4 benefit from collective buying
4 expand social contacts and opportunities.
As a simple example, you could bring together a group of friends or associates for
a theatre or restaurant event and negotiate a bulk purchase deal this is a way to
enjoy the benefits of a network in a very real sense. You may even set up this group
as a network which others can join and you can then arrange functions or events
on a regular basis. As a group, a network will have far more drawing power than
an individual or very small group. So it is possible to secure some terrific guests or
speakers on relevant topics who will also benefit from the chance to network with
you and your group. If you ask others to bring a friend then you all expand your
networks. Its a win-win situation for all!

What can be gained?

Good networkers constantly give away contacts, help, information, advice, time,
care, empathy, and even a friendly ear or shoulder to lean on. In return they receive:

4 new contacts for their own networks

4 contacts to whom they can delegate or share workloads in busy times
4 opportunities to share cooperative work arrangements
4 opportunities to expand the range of products/services offered by their business
by using those provided by others, for example, the photographer who can offer
framing because of networking with a picture framing business

4 improved buying power to attract better deals both in business and socially
4 new or increased professional and personal opportunities

TAFE SA 2010, TAFE SA | Establish business networks The SMALL BUSINESS M A N A G E M E N T Series

4 the support of others, which is sometimes needed by all of us

4 the chance to feel good about passing on something of value to others
4 the creation of an opportunity which may come their way in the future
4 the opportunity to share new ideas and information
4 reduced marketing costs due to referral business. Some businesses are almost
totally built on referrals, for example, accountants, health practitioners, and
lawyers.

The following case study is a true story illustrating the importance of networking
and of understanding what it is and how it may be of benefit.
Case study
An Australian woman who had lived overseas for 10 years, returned to Australia
to find work or to set up her own business within the specialised field of her
expertise. She had given up a well paid position in Europe to return to her native
country only to find work opportunities limited. For 2 years she attempted to
gain work believing her experience to be enough to secure a job. Meanwhile her
employer in Europe was tempting her to return there. She decided to return to
her well-paid European position and the knowledge of a secure future, although
not in the land of her choice. After a discussion about networking, she said
that her big regret was that she had not used this powerful tool to try to gain
employment here. Now it was too late. She had not really understood what
networking was all about and believed it to be using people for your own gain.
After discussions shed come to a different understanding about the importance
of using your networks. She said, If Id used my networks, which are quite
impressive and extensive, I know I could have gained work and recommenced
my career in my home country. Now its too late, my plane leaves next week!
This unhappy tale shows the misunderstandings many people have with regard to
networking.

Activity 1.1
Write notes about (or discuss with a partner) your understanding of the
concept of personal networking. Consider different aspects of your life,
including your personal and professional areas. Think about how networking
may benefit you in both these areas of your life.

The SMALL BUSINESS M A N A G E M E N T Series

Establish business networks | TAFE SA 2010, TAFE SA

Where to start your personal networks

It is said that each of us has a personal network of at least 300 people and, for many,
it is much greater. You might think this is not realistic, but if you consider your own
situation, it may be much larger than this.
Think about yourself and the people you know in all the different areas of your life and
you may be surprised how large your network really is. If you add in their partners,
friends, colleagues and so on you start to picture the larger web that you can access
just by asking. This web is often overlooked when people are seeking answers to
questions, or trying to solve problems, find support, gain employment or develop
business. If you work in a large organisation, consider all your work colleagues, then
add in their contacts and already you have access to a large network.

Activity 1.2

Key steps to identifying and building your network

If you think you have never networked before, take a large sheet of
paper and write down your immediate friends and family. Use big
sheets of paper, its amazing how the list grows! Or, start by thinking
of all the people youve spoken to during the past week.

Next to each name, write the name of another person they know or
you know through them.

Add names as you remember them. Keep coming back to this exercise,
youll remember people at the most peculiar of times! Surprise you
really have got a network after all!

Now write down what work the people on your lists do, or what
business or organisation they may be in, what their interests are, what
information they may know, indeed a short summary of what you
know about them. You never know when this may come in handy, if
not for you, then perhaps for someone else in your network.

Now start another list the same way, but of work or business associates.

Add your social contacts think of the people at your childs school
or kindergarten, the local tennis club, social group or church. Use any
association you like, the principle is the same.

Tapping into your networks

Decide what area of your life you wish to expand your contacts in, or what information
or contacts you want to refer to. It may be to find a job, join a new business
association, increase business, pass on information, achieve personal growth or
maybe just stretch your social life and meet new people. You may simply want to
access certain types of information.

TAFE SA 2010, TAFE SA | Establish business networks The SMALL BUSINESS M A N A G E M E N T Series

Look at your list of contacts from Activity 1.2 and choose those whose help you may
enlist. Remember asking for help acknowledges that the person is able to help.
This makes them feel valued another win-win!

Some steps to help

4 Setting some goals

Write down who you will talk to, what about, what you may want them to help
you with (be clear) and what you want to achieve. Keep a record of this and
follow it up. Enter the follow-up date in your diary.

4 Keeping a record

If you are looking for a job or trying to increase business, keep a database, either
on computer or on a card file, or just a list in an exercise book, but always keep a
record of whom you have spoken to, when, where, about what, what information
was obtained and when to follow up. Never underestimate the importance of
this. It is hard to remember things when youve spoken to many people and time
has passed by.

4 Using your diary

Mark time in your diary when to follow up your contacts and do it! If you let an
opportunity pass by it will. Good networkers are never without their diaries.
Dont commit things to memory. And look at it! Many people forget to look at
their diary and miss appointments or let people down. Make it a habit to look in
your diary last thing at night and first thing next morning. That way youll be able
to effectively plan your day and fulfil your commitments. For electronic diaries,
have a backup. A diary based on a computer is fine if you are in your workplace,
but is not effective if you have been to a function, met someone, made an
appointment and dont know if the date is available. This can be embarrassing.
A mobile diary is best.

4 Updating your files

When you have followed up the person, update those records on a regular basis.
Never trust your memory.

Activity 1.3

Build on your list from Activity 1.2 by developing a map of your immediate
contacts. Include your partner, family, friends, neighbours, social contacts,
work colleagues, people in the local community and so on. Again, consider
who they may know. Also think about your past contacts; jobs youve worked
in, people you studied with, played sport with.

Can you see your network building? How might this network assist you?
This activity will aid your assessment task.

The SMALL BUSINESS M A N A G E M E N T Series

Establish business networks | TAFE SA 2010, TAFE SA

Chapter review
This chapter examined the concept of networking and how it can be used for personal
and business success. You will have discovered your own extensive personal network
which will be useful for many purposes.
In the next chapter, you will learn techniques to network effectively, what to do to
build relationships and how to gather useful information to assist you develop a
valuable business tool your database.

10

TAFE SA 2010, TAFE SA | Establish business networks The SMALL BUSINESS M A N A G E M E N T Series

 Strategies for successful networking

This chapter shows you how to get the most from your networking activities, and
provides tips and techniques and a six-step easy plan to make your experience
rewarding. You will also identify some useful information to help you develop a
database.

Developing networking strategies

Firstly, you need to be clear about what you want to achieve by networking your
intention and purpose then set goals around these. The next part is to act, and
sometimes this is the challenging bit as many people are not naturally comfortable
meeting new people and speaking about themselves and their business. So,
understanding who you are, developing a meaningful and succinct way to speak
about yourself will alleviate some discomfort.

Identifying who you are what you want, what you do

You need to know who you are in the context of the networking you intend
undertaking. This could include what your business is if you are in business, what your
position is within a company if you are employed, what your skills, ethics, personal
attributes and interests are. If you dont have a job, then consider what you have
done or do and how you would describe yourself. The latter are especially important
if you are using networking to look for work. You may be asked what you have to
offer and why a business would benefit from hiring you. You need to know these
things and be prepared to explain, rather than being put on the spot. Remember,
you never know who youll meet or when. So a little planning is helpful.

The SMALL BUSINESS M A N A G E M E N T Series

Establish business networks | TAFE SA 2010, TAFE SA

11

Case study (Part A)

Jose was newly arrived in this country. He has a naturally reserved nature, is
inclined to work on his own, and finds marketing challenging. He knows he must
not allow these hurdles to impede his business and understands the importance
of networking to develop opportunities both professionally and personally.
Well follow Jose throughout this chapter.

Determining what you want from a group

Spend some time thinking about what your goals might be in different areas of your
life and how networking might help you achieve these. Perhaps a work goal might be
to increase your profile within your organisation or professional arena or to expand
your business contacts. This could be achieved by attending a network attended
by your peers. It could be an industry-specific or professional group. You may also
want to improve your public speaking skills, so need to access a group that provides
these opportunities. Socially, you might decide you would like to meet new people
with an interest in a specific area, so would look for a group focusing on these areas.
You may have different groups of people for different purposes, but whatever the
purpose you should have some clear idea about what you want from that particular
contact.
By fully understanding what it is you want from others, for example; Im looking for a
job as a ... or Im in the business of ... or Im seeking information about.... or Im here
to meet new people or hear interesting ideas... you give a clear message to other
people regarding how they may relate to you, use your products or services, link-in
with you, or offer you their services, information or assistance.
Case study (Part B)
Jose had some clear goals: to improve his English, gain the confidence to speak
to groups, find suppliers of certain services, develop relationships with his peers
and meet new people in a social environment.

Introducing yourself
You need to do this in a concise way that is interesting to the listener as this will
encourage them to ask questions. When you tell others what you do, they may one
day refer business to you. If you are in business, make sure you can describe what the
business is briefly about 10 words or less and dont waffle. The same applies when
telling people what you do. Waffle is unprofessional and doesnt inspire confidence in
you or your business. Practice creates confidence and you will feel more comfortable
if you have a sound knowledge of what you will say on these occasions.

12

TAFE SA 2010, TAFE SA | Establish business networks The SMALL BUSINESS M A N A G E M E N T Series

Frame your description in terms of what your business does for its customer, the
benefits, rather than how you do it. For example, take Jason, who is a builder. When
he introduces himself, he describes himself and his business as we build dreams
more interesting than Im a builder. This style of introduction creates interest, sets
Jason apart from other builders and opens the path for questions.
Case study (Part C)
Jose is a natural health practitioner. He uses different techniques to alleviate
his clients conditions. He developed an introduction which spoke in terms of
the benefits his clients received from his services rather than how he did it. I
help people feel more energetic and healthy. This opens up the discussion as
the listener can easily ask How do you do that? A little more interesting than
Im a health practitioner. It is a closed statement that doesnt automatically
lead anywhere.

Activity 2.1

(a) Consider different areas of your life, for example, work, social,
relationships, interests and so on. What aspirations and goals do you
have in each of these? How might networking assist you to achieve
these? Develop a set of goals that involves networking in each of these
areas.

(b) Develop and practise your introduction using a simple description

which says what you do, not how you do it.

Becoming a confident networker

Successful networking requires certain personal qualities and skills. If you are not a
natural, these competencies can be learned. Sometimes a lack of confidence inhibits
people but, again there are strategies to overcome this.

Move out of your comfort zone

We all operate within a comfort zone, that area of activity in our life which is
known to us and is therefore comfortable. But to take advantage of the process of
networking you must move out of this zone, even for a short time. Whatever the
reason for your networking and particularly if you are looking for a job, or promoting
your business, then you need to participate in as many functions and meetings as
possible. Remembering the purpose of your attendance and your goals will help.
Some attendees may in fact be potential employers or business contacts.

The SMALL BUSINESS M A N A G E M E N T Series

Establish business networks | TAFE SA 2010, TAFE SA

13

Many people are by nature quite shy, so for them it can be difficult and uncomfortable
overcoming nervousness, especially on first occasions. If your confidence is a bit
shaky, take a deep breath and go forward. After all, what is the worst thing that can
happen! Perhaps telling the organiser of a function that it is your first visit might
help. They may find someone to introduce you to start the ball rolling. Or perhaps
you could find someone else to go with you to an event, just remember the reason
you are there to meet others. Dont stay comfortably talking all the time with your
new acquaintance or friend! Move on and meet new people.

Be an active participant
When you get there, participate actively in the event. Talk to people, ask questions,
tell people what you do using your practiced brief introduction speech. After the
event, follow up. Pick up the phone and call someone who has been recommended
to you. You never know where it might lead. Good networkers follow leads.
Remember attitude affects successful networking. If you are glum and withdrawn or
aloof and remote, your body language and posture reflects this. If you sit in a corner
looking forlorn and feeling pessimistic, you will only re-enforce your own negative
feelings and believe you shouldnt have attended at all! Others are not attracted to
negativity.
But if you are bright and smiling you will radiate confidence and optimism. People will
more easily be attracted to speak with you and you will leave a positive impression. If
you really dont feel that way then act it till you become it! Your mind doesnt know
the difference between reality and what you tell it. Remember, we all need to start
somewhere and even most high profile celebrities suffered from a dose of nerves.
Be kind to yourself. As you saw, setting goals is important but equally so are rewards. If
you have stretched yourself and built up enough courage to go to your first meeting,
give yourself a pat on the back. If you asked a question and/or met your target of
new contacts, then congratulate yourself again.

The skills for networking success

Communicating successfully
To be a skilful networker you should have well-developed communication skills.
These include the ability to actively listen, maintain eye contact, ask meaningful
open-ended questions, which encourage and invite participation, resulting in
useful feedback. Additionally you should be aware of the non-verbal forms of
communication the impact of body language, posture, facial expressions, tone of
voice, and so on. All these factors speak volumes to others.
Additionally, you need to be assertive and easily able to move on from a situation
when it is appropriate. You should be inclusive of others and not overbearing in
discussion. Be clear and concise when communicating about yourself and your
business or work and engage the attention of your listener when doing so.

14

TAFE SA 2010, TAFE SA | Establish business networks The SMALL BUSINESS M A N A G E M E N T Series

To be a successful and sensitive networker you need to know that, when

communicating with people from other cultures, some actions, words and gestures
may be offensive, so be considerate of these. If you are required to conduct business
with people from another culture, seek out information about cross-cultural
communication. There are books, courses, websites and consultants who specialise
in such matters.
Presentation and public speaking skills are very useful as there may be chances for
you to present information to your groups. A willingness to seek out these openings
can create excellent opportunities which might not have otherwise been accessible
to you.

A summary of the attributes of a good networker

A successful networker will have the following attributes:

4 an opportunity-focused outlook, seeing and seeking openings to talk about

what they do, share information or enquire how they may be of assistance

4 a positive, can-do, optimistic attitude

4 a pleasant disposition
4 a welcoming demeanour
4 a smile therefore embracing and encouraging others
4 the ability to include others
4 a well groomed and appropriate appearance
4 confidence
4 respect for others
4 tolerance towards other ideas, backgrounds and so on
4 communication skills that do not dominate
4 good listening techniques.

Activity 2.2
Using the following checklist, rate your networking skills. It is useful to identify
areas that could be improved and develop a strategy to do so. You could
discuss this in a group situation or with a colleague or friend and write up
a plan to improve your competence.

The SMALL BUSINESS M A N A G E M E N T Series

Establish business networks | TAFE SA 2010, TAFE SA

15