The Benefits of Networking, TRP Style
By Ted Reiff
Networking has been a favorite topic of books, articles
and workshops for decades. You'd think we'd all be experts
by now, but the truth is most of us do not effectively use
the networks we have. Because you are an important link
in the e-letter branch of TRP's network, I thought you might
be interested in a recent positive experience we had spreading
the word to several hundred industry professionals and,
in effect, creating new network branches.
As most of you know, we are changing our business model
to concentrate on the distribution of used building materials,
consulting, writing and training in the areas of building
deconstruction and materials salvage and distribution. Consequently,
we are slowly backing away from hands-on deconstruction
and are certifying local demolition and remodeling contractors
to do this work for us, and for the benefit of their clients
and themselves.
Presently, TRP has four such contractors in the Southern
California Region and three in Northern California; however,
we are looking for more in both regions. To this end, we
recently mailed a letter to all of the contractors in our
database asking them to recommend demolition contractors
with whom they have done business. The mailing went out
over a period of four days, and within a week we received
six responses referring us to nine contractors. On top of
that, someone from NARI (National Association of the Remodeling
Industry), of which we are a member, copied our letter and
sent it to member contractors and associates. From this
second tier (actually, third tier), TRP wound up with a
deconstruction job and a new remodeling contractor.
This experience clearly demonstrates the power of networks
if used properly. As various branches grow and spread, all
kinds of interesting interrelationships occur. "Oh,
the tangled webs we weave . . . "
To guide your own business networking, I recommend these
four rules:
1. Be clear about what you are asking people to do.
2. Make sure that what you are asking is relevant to network
members.
3. Use the network for serious business purposes only.
4. Assist others when they ask for your help.
And now, I have a new request. As most of you have heard,
we are planning to open in the Seattle/Tacoma area in 2006.
In a couple of months the research phase of this project
will be complete, and I will make the first of several exploratory
trips to Seattle. One of my objectives will be to contact
and talk with as many people as possible regarding building
materials salvage in that area. I am starting to collect
names. If you know any knowledgeable individuals or companies
in the Seattle/Tacoma area, let me know. And don't be surprised
to see updates of this request as the months go by. |
