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It’s not what you know but who you know.

We’ve all heard it before but I believe the old adage – especially in the business-to-business world – should say, “It’s what you know and who you know.”

Boosting your networking efforts can lead to new business, but networking must be combined with informative and constructive conversation centered around what your business can offer. Choosing the most efficient and professional way to network with others can often pose a challenge. Here are three simple steps to networking and business development in the B2B world.

1. Be curious –  Ask open-ended questions, be open to meeting anyone.

Curiosity is key to power networking. Being genuinely curious will make your time at events easier, especially for those who are more introverted. Ask questions, and let the answers be your guide.

2. Be helpful –  Follow up with the people that you meet; connect them with others.

While we are all continually trying to make lasting connections, it’s important to make your brief conversations relevant. Connect them with others. Send along interesting and pertinent items of interest, such as news articles, white papers or websites.

3. Be genuine – Approach each conversation with the idea that you don’t need to gain anything.

Crossing the finish line is important. But don’t get so caught up in your own success that you forget the value and importance of having a genuine conversation with someone. When networking, focus on relationships first; not the sale.

Russ Florence is the president and chief operating officer of STF  and an expert in all things strategic communications.  He brings a broad range of expertise to clients, including strategic planning, media relations, crisis communications and reputation management. If you’d like to learn a more about Russ, please visit his bio, contact us at our Oklahoma City office or connect with him on LinkedIn. 

To some, the thought of developing relationships with co-workers is a daunting idea. But it can lead to valuable partnerships which are mutually beneficial in business. And if that’s not enough, these relationships are sure to come in handy the next time you’re on a tight deadline or need some support.

Here are three quick tips for improving your relationship with co-workers. 

1. Remember the rule of reciprocity. In simple terms, the more you help people, the more they help you. But there are a couple of caveats: First, it must be authentic. If your only motive is one of “you owe me one,” your co-workers will see right through it. Be sincere. Secondly, it must be an ongoing, everyday occurrence. Those who give, receive. Develop a true partnership of reciprocity and you’ll find that others are eager to help when they realize its value. For a deep dive on the subject, I recommend the book Influence by Robert Cialdini.

2. Get together, away. Go for a run with your co-worker. Play golf together. Go to a game, catch some live music, go to lunch. Get away from the work environment – and then, don’t talk about work. You might be surprised at the common ground you’ll find and you’ll discover a whole new way to connect.

3. Don’t shy away from conflict or disagreements. Wait. Conflict can IMPROVE your relationships with co-workers? Yes, IF they are handled properly. Healthy, productive conflicts can be good for a relationship. It demonstrates that you can civilly work through work issues together. This, in turn, builds trust and respect – two of the most vital aspects of a good business relationship.

Russ Florence is the president and chief operating officer of STF  and an expert in all things strategic communications.  He brings a broad range of expertise to clients, including strategic planning, media relations, crisis communications and reputation management.