Prior to setting up the Environmental Business Network our founder Roger McKerlie had previously run another network called the Sport Business Network which connected business people together under the banner of supporting community sport.

As Roger says of the previous network “that was my 10,000 hours of practice, you could say”. That learning process (especially valuable was what didn’t work) has been invaluable to help him establish and grow what is described by many as the best purpose-led independent business collaboration in the UK.

It also means that Roger knows a thing or two about networking and building a powerful network – one of the cheapest most effective business tools you can hope to find. We asked him for some pointers for our members…after all, whilst we are all committed to embracing sustainability, we still want to make useful business contacts.

He suggested the following:

A 10 point guide to building an effective network

• Understand that networking is not about direct selling it is about building advocacy and market knowledge
• Networking is not a short-term sales channel, so if you can’t wait for the results it will bring in the long term, do something else
• See your networking activity as complementary to, and not a replacement for, all other marketing you do
• Attending networking events is a tactical activity – the strategy is to build long term advocates for you and your business
• Don’t just look for potential customers at events – they rarely turn out that way anyway – but instead be open to meeting a range of people, including those who may become suppliers
• When you meet new people don’t think about your own aims but instead think how you could help the people you meet. If you take the lead in this most decent people will automatically do the same for you
• Be proactive and spend an hour looking at the web sites of the people you meet and try and help them even in a small way – this will move you closer to the centre of their radar
• Set aside some time once a month to keep in contact with your newfound network–don’t let the grass grow under your feet
• Deliberately connect them to others in your network and they will do the same if you set the tone. If 10 contacts introduce you to just 10 of their contacts it won’t take long for your own network to become substantial
• Don’t “do your networking” before you go to the office–take it more seriously and if anything, do the boring admin before work