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"What can I do for you?"
The secrets of "positive networking"

"You have to kiss a lot of frogs to find a prince." This is the maxim, borrowed from the fairytales of our youth, used by Darcy Rezac to open his recent book The Frog and Prince: Secrets of Positive Networking¹, which is now enjoying great popularity among business people in Canada and the United States.

Why a book about networking? "Because here in North America, we're not very good at it," responds Rezac, managing director of the Vancouver Board of Trade. "Eighty percent of people suffer from what I call networking neurosis. They see it as an obligation - empty, boring, and unpleasant."

Know what you can do for others
If most people see networking as an exhausting chore, according to Rezac, it's because they believe the goal of the exercise is to find someone who can do something concrete for them right away: open a door, sign a contract, or offer them a job. They put enormous pressure on themselves since they think they have to get immediate results.

"The big secret of positive networking," affirms Rezac, "is to look sincerely for what you can do for the other person, and not the reverse. Networking is not making a sale: it's forming a relationship and nurturing it, not only at the professional but also at the personal level. That's how long-lasting business relationships are built."

Oriental wisdom
For Rezac, networking is an activity that must be done with no ulterior motive, no hope of an immediate return. You must show real interest in the person you're talking to and not get lost in boring, meaningless small talk

"Networking," continues Rezac, "is a way to learn extraordinary things about life and about people. To understand, you must see how Asians practise this activity. They are polite, courteous, and place real importance on the person they are speaking to. They ask good questions; they don't just ask about your company and your product but also about your family and your personal interests.

A skill that can be learned
According to Rezac, it's wrong to think that networking is a talent you must be born with, and others must simply accept the fact they will never be any good at it. Networking is a skill that can be learned and practised.

In his book, Rezac offers seven basic rules - each discussed in a separate chapter - for developing networking skills. These rules - the secrets of positive networking - are as follows:

• Business cards: Never leave home without them
• The four Es: Establish visual contact; Extend your hand; Exchange business cards; Engage in conversation
• Travel in pairs: Network with a colleague to maximize opportunities
• Work the pond: Learn the codes, the customs, and the traps of networking
• Opportunity is everywhere: Boards of trade, professional associations, various events, etc.
• Repeat, repeat, repeat: Take advantage of all networking opportunities
• Keep it going: Nurture contacts

A culture of generosity
Contrary to what many people might imagine, Rezac believes that positive networking, as he presents it in his book, corresponds closely to the values underpinning North American society.

"Over the past forty years, we have seen people disengage from their communities," he explains. "But the culture of generosity that underlies positive networking is deeply embedded in our traditions."

According to the author of The Frog and Prince: Secrets of Positive Networking, his approach to networking represents a return to more personal human relationships in a world where it is easier than ever to avoid them. "Today," concludes Rezac, "people often send e-mails to colleagues in the next cubicle rather than speak to them directly. People are becoming increasingly aware of this situation and, among those I meet, I have noticed a deep longing for the close, trusting relationships that are the foundation of a real business network."

The Board of Trade: a crucible for intelligent networking
In its more than 182 years of history, the Board of Trade of Metropolitan Montreal has always been concerned with maintaining and improving networking opportunities.

"While 'business territories' continually expand, the growth and specialization of networks is still a priority for the vast majority of our members," notes Benoit Labonté, president and CEO of the Board of Trade. "That's why we make it a point of honour to offer a variety of targeted, high-quality networking activities that are profitable to our members." The majority of the activities organized by the Board of Trade are networking opportunities. In particular, the "welcome cocktail parties," reserved for new members, offer the perfect introduction to intelligent networking. In addition, the Networking à la carte events enable members to nurture your business relationships and strengthen your network. More information about these events may be found on our Web site at www.btmm.qc.ca/business_networking

Let us know your preferences
Our perspectives on networking and ways to make it more effective are regularly enhanced with new ideas. If you have a preference for a certain type of activity, take one minute and let us know by indicating which of the following suggestions correspond most closely to your needs.