Relationships Mean Everything

Recently I was speaking to a colleague who is a partner in a large law firm. She shared the story of working for over 20 years in a firm where she was expected to grow her client base, but was never taught how to do it. Eventually a co-worker took her under his wing. He taught her that acquiring new clients is like growing a garden; it takes time and you need to cultivate it. You plant a seed and it takes time to grow. Getting new clients is all about building relationships, meeting people and accessing
new networks. In your career, relationships mean everything. Your relationships are like the seeds in that garden. They may grow to become
your next customer, a future employer, the perfect employee, your mentor or a new business partner - you never know.

How do you build relationships and your network? Anyone can do it. The first step is to consider what your objective is so that you can find a clear path to meeting who you are looking for; for example:

- Are you trying to increase your client base? Ensure your friends,
family and colleagues know you are looking for clients. Cold call potential
clients and introduce yourself. Identify target companies or groups and
offer to speak to them on a topic of interest.

- Are you trying to find a job? Let your network know you are looking and what you are looking for. Ask people in your network for connections to their networks. Access networking sites that will connect you to potential employers.

- Are you curious about a sector or industry? Consider attending
conferences, accessing people through professional associations or attending pertinent educational sessions.

Don't be afraid to put yourself out there. People are generally very
accommodating. When you meet people, be authentic and honest about who you are and what you are trying to achieve. In order to be effective in building your network, you need to be effective for others. Take opportunities to 'give forward' by listening and being supportive to those who reach out to you. Good relationships are based on mutual trust and respect. Make a commitment now to build positive relationships throughout your career.