Consulting is a relationship business. A special product may make you competitive. Differentiated services may make you distinct. But only carefully crafted relationships will create a breakthrough firm.
— Alan Weiss, Million Dollar Consulting
In preparation to launch Rizers — my new company — I am reading Alan Weiss’ classic tome, Million Dollar Consulting.
In the past four years I have lived in San Francisco, London, Princeton (New Jersey), and I am about to move to Raleigh / Durham, North Carolina. This mobility has forced me to up my game as a professional networker to the point that I now offer seminars and workshops on the topic. As a recovering introvert I have come a long way in my ability to connect with people and build a network.
I owe a great deal to Keith Ferrazzi and his wonderful book, Never Eat Alone. His clear and straightforward style helped me understand that powerful networking is not natural. It must learned. Keith is a master and his book is an invaluable primer.
As I distilled and digested Keith’s ideas, I concluded that good networking comes down to three basic principals: active links, mutually beneficial introductions, and taking the call.