Dr Jeff Cornwall

Q: Barry, you argue against something that many entrepreneurs are taught from day one, that is, the value of networking. Why do you think that networking, as it has become known in our business culture is basically a pointless activity?
A: Too many people think that networking is sticking out your right hand to shake another person’s hand and simultaneously giving them your business card. Immediately, they say who they are and what they want or are looking for. Real relationships are built over a long period of time. You need to build trust capital or relationship capital and that takes time and effort. Don’t try to trade on relationships too soon. Always ask what you can do for that person before asking for yourself. As Tim Sanders says. “be a lovecat” but connecting people of like interests together.