How I intentionally build my networks in new places
I love the feeling of possibility, expansion and adventure that comes with travel – even work travel, which I usually enjoy greatly. But the way I travel for work is different from travelling purely for fun…
Since it’s usually a combination of client work and business development on the agenda, I put much more effort into planning and intentional action before, during and after the trip to really get the most out of it… and ultimately, give me a reason to return.
How I approach networking and BD when travelling for work
Living in Perth, Western Australia means I enjoy all the perks of living in a smaller, coastal city where you can find blue skies, white sand, fresh air and the perfect parking spot most of the time… and it comes with the challenges of being the most isolated city in the world, several hours’ flight to the east coast, and a few hours behind on the clock! Because I work with clients around Australia, it’s important to make it easy for them to connect with me and to actively maintain relationships and networks in a few cities.
Whether visiting a new place or returning to a city I regularly work in, I take a multi-layered approach to building and nurturing my networks, that I have fine-tuned with experience, to suit my tastes and needs.
Here are the 3 key elements of my approach to building networks in new places:
1. Look for connection points
It can feel hard to build a network in a new city where you don’t know many people and where you are just starting to do business (or hoping to). The landscape can seem unknown and the doors closed to you! The most effective way is to spend some time actively looking for natural connection points.
- I think creatively: Every time I go, how will I make the most of it? What am I doing, where is the opportunity? A quick scan on LinkedIn will tell me what is going on that I can connect to, or what topics people are engaged in where I can learn or add value.
- I check my database and send invitations early: Who haven’t I touched base with for a while? Who (contacts, clients, associations) would be interested in what I’m doing right now?
- I ask: Where can I leverage my existing network? People I know may have connections in the new city that they might be happy to introduce me to (I have been surprised and delighted by what this brings!); professional associations I am part of may have a presence or equivalent there, where I can feel at home.
2. Seek efficiency x impact when planning networking
My plans are designed to squeeze all the juice I can out of every hour I spend on my trip (right down to planning how I want to use flying time, which I find to be great thinking time!).
- I plan a combination of experiences for maximum impact – attending an event, facilitating a leaders’ roundtable or hosting a dinner for a curated list of senior professionals, adding value through providing not only valuable content but more importantly, a carefully thought-out networking experience. I throw in a couple of 1-to-1 coffees or walk-and-talks where I can, prioritising clients.
- Where appropriate, I link my on-the-ground activity to my LinkedIn content and connections, to share news and leverage my work with a broader audience – but I don’t overdo it, because my priority is to align with and protect my own and my contacts’ professional brands, not share a million selfies or what I had for breakfast at the airport.
- I make it easy for myself by considering location, time of day, safety and other logistics and work this into my planning – including budget for efficient, safe and convenient travel and accommodation. For example, I work best from a central hub that I can dip in and out of through the day and that allows me to walk to some venues, so I can get some fresh air and a feel for the environment around me.
3. Mix it up and look with fresh eyes
- I actively look for a new experience – like the multicultural International Women’s Day breakfast I attended at the Museum of Contemporary Art in Sydney this year – or the walk-and-talks run by Business Women Australia or Mentor Walks, to experience a new location, chatting with different people and learning something new.
- I always try to eat somewhere new or find a new hidden-away favourite coffee spot, go for early morning walks, even try a dance or yoga class or see an exhibition when I have time. I ask for recommendations from local contacts, or ask them to show me!
- I take a moment to look up and around, notice things, breathe and reflect, be present in the moment. I carry a notebook to capture ideas and thoughts that seem to flow easily when I am visiting other places.
While element #3 might seem to have little to do with networking, it’s actually the most important one… because when you purposely seek out the new, it brings you into the present and this tends to bring out the best in us, I think… an energy that serves our networking interactions and our feelings of confidence and connection when talking to others.
While I haven’t mentioned following up here, this goes without saying – a big part of your BD trip should be attention to the details you discussed with people, through a timely follow-up… and not forgetting to schedule the next touch point to continue to grow the relationship, even before your next visit.
There is so much more I could say! …like knowing how to focus each catch up or meet-and-greet conversation so that you approach it with purpose and so each party gets something of great value from the time spent. I teach this stuff too – so get in touch if you want help creating a personalised plan for you or your team!
