Take it from an old grizzly who's been there and done that. We like to think that with age comes vast experience. Guess where that vast experience came from? That's right. Until someone invents a Teflon-coated suit, the most penetrating insights come from hindsight. Is there a bright side? Sure. The more you learn from everyone else's mistakes, the fewer you have to make yourself. Here are a few goodies:

1. Don't assume the credentials are the power.
As every salesman knows, the key to the sale is knowing who's got the hammer. In other words, "Who makes the decisions around here?" If it isn't the person who... then it's.... Find out who has the hammer, not who has the title.

2. Don't confuse visibility with credibility.
Don't join any organization, particularly a religious organization, solely to advance your own interests. Your motivation will be as painfully obvious as a deathbed conversion.

4. Don't say no for the other guy.
Okay, so you do need a big favor. Don't presume that someone in reach of your network would automatically say no. If it's worth doing and they are able to do it, then don't be afraid: Ask. The worst thing they can say is no, but at least you didn't say it for them.

5. Dance with the one that brung you.
In other words, take care of your sources of referrals and learn from them. Don't just retire them by ignoring them. Thank them. If you get lax with your role in the equation, after a while it will just stop.

6. Don't mistake the company's network for your network.
Just because your company has an organizational chart, don't assume that it is the best way to get things done. The hierachy will slow you down, sometimes enough to kill whatever. Better networking = fewer people.

7. Don't be slow to answer the call.
There's a call on your answering machine. You know it's a request for help and that it's going to take some time and trouble on your part to respond satisfactorily. Do you stall? Do you ignore it? DON'T. Remember that your network will be as fast broadcasting your failures as it is in broadcasting your successes.

8. It probably isn't just your network that's aging; it's you.
Phone not ringing as much as it used to? Maybe it is because not as many people are using the phone. They're using E-mail, faxes and the Internet. And if you are an old fud maybe you have an old fud network. Old fuds retire, get sick or become obsolete a lot more than non-fuds do. Your network is only as good as the knowledge and information you can bring to it. Zeitgeist = "spirit of the times."

9. Don't underestimate the value of the personal touch.
While a lot of small businesses have gone out of business, some have succeeded and even grown because of the personal touch. Small businesses that survive and prosper know how to network with their customers and prospects by emphasizing a level of personal service and attention that the big businesses can't.

10. If you don't know, ask. Even if you do know, ask.
Many small business owners do not want to show off their naivete and are afraid to ask questions. The advantage of the small business is its ability to adapt. So ask for help. Ask your customers what they want. Get it for them.

Submitted by Charles Powell, CTM, who can be reached at friend@coach-charles.com, or visited on the web at http://members.tripod.com/~sinapup/index.html The original source is: Harvey Mackay.

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Wanda Loskot - Success Connection
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