[MUSIC] In our next case study, we are going to look at networking and we are going to be chatting with Valentina who is a consultant, has been for two years. And we are going to look at the way in which she networks as she's continued to build her business. So Valentina, What would you say were the key features of networking itself? >> I think first of all it's a key element that especially in the beginning of my practice, it took the majority of my time. >> Mm-hm. >> I think there are two aspects to it which are becoming increasingly important and to take notice of, which are the online and offline elements. I think I personally try to have a 50/50 split between the time I dedicate to online and offline activities to network? >> To network, okay. >> Yeah, so, I think it, it's very important for it to be taken as part of your job, actually. And not as sort of a collateral activity connected to what you do. I think it's quite important to actually use it as an opportunity to exchange knowledge, to get to know people even outside your sector or outside your industry. And also, you can learn from everybody and everybody can have, actually, an important role in your career going forward. So I think it's important for people to use networking as a way to get to know people and also look after those relationships on an ongoing basis, I would say. >> So some very powerful themes have come out. Firstly, networking is a part of what needs to be done when you're a consultant. It's not an add on, it's an essential. Secondly, there is an approach to adopting your networking when you're online or whether you're offline, and we've also heard the importance of being something that is ongoing. So, Valentina, when your networking online, or offline, what are the similarities and differences between when you're doing networking in either. >> I think there are certainly more similarities than differences. I think it goes back to the importance of having a consistent brand throughout your, the way you send out your message, basically. So I would go about the online networking the same way I would to the offline one. So for me, the same etiquette and the same ethical values would apply to both. In the sense of respecting the other person, respecting that sort of normal introduction process that you would have offline, I apply that to my online approach, I would say as well. >> So how would you do that? Because if it's face to face networking, you've got a face to face relationship. >> Yeah. >> If you've got the online relationship, it's very different isn't it, it's remote. So how do you get that effective introduction then when you're working through technology? >> I think sometimes it happens naturally. Because you get introduced by somebody you know and most people know. >> Right, so a third party introduction. >> A third party would be involved. Sometimes you actually get to know, in an event, for example, or you are working on something together, and then the online counts as a consequence basically, to that first introductory meeting. In other cases for example, it happens that I actually, I think respecting the same rules as I was saying before that you would offline. It also finds to produce yourself to a contact that you think you can, you have something in common. You share, for example, certain working experiences or that you just wanted to exchange ideas with for example. I think within being, again, respectful and as polite as you would be online, you can make that approach, which in my opinion, is way easier, for example, than a call would be in a way. >> So we're hearing about some commonalities between the online and offline approaches with networking. And we're hearing about the importance of getting that introduction right. And we are also learning that introduction can mean different things. So Valentina will look at ways of introducing herself online or offline, but also you can have a situation where a third party would come and either make an introduction or a third party might come and just make an introduction directly. So there's lots of different ways in which networking can take place. So with your belief we'd all understand that networking's part of your weekly work, how do you prioritize where you network? >> I think it very much depends on, for example, the type of events that are of interest, for example. So my offline network, it would be mostly based on interest, for example, for a certain activity or a certain event, and would take priority over other activities, for example. Similarly, I think online, I dedicate to it a couple of hours every day. That happens via sharing content with my connections. Via introducing myself to new contacts. Or just dropping a line to old contacts and see how they are and what's up with them, really. >> And over the two years that you've been networking, what would you say have been your major successes and what would you say were the areas that if you were going back to day one as a consultant again, that you'd have done in a different way? >> Starting from what I would do in a different way, I think I would start earlier to do networking and to make it part of my normal schedule. >> All right, okay. >> I think I would really put aside some time from day one. Which I did early on, but I think I would do more, because it's a really powerful way to actually get to know people and for your brand to be known. So that would be one thing. And it would also be, as I said before, introducing yourself, for example. I think in the beginning you are very aware of what that may entail, and you might be a little bit, you might prevent yourself from doing that, because you think it's probably not the right thing to do. >> Mm-hm. >> In terms of what went well, I think the idea of attending as much, for example, offline. Attending as many events as possible, getting to know different people who are not necessarily in your list of people that you think might be particularly relevant to what you do at the moment. I think it was very key for me to actually make those connections anyway, because you don't know when that can become an active connection that might help you, so. >> So building on exactly that then, over the last two years what's been your biggest surprise with your networking activities? >> I think making actually connection in a completely different sector from mine, which is the wine industry. >> Right. >> Which is a passion of mine and through that connection, I actually got an assignment, a job that is part of my normal job. But completely coming from a different sector and probably you would never think that that happened. So that was the biggest surprise, I think. It's really interesting now because as we've started to explore Valentina's networking activities, a number of key learning points that we can all take away. First of all, making sure that you start early enough. Secondly, to do it as a part of your day to day work. And to do it relentlessly. Next, to think about having a plan and really prioritize who you're going to target to network with and why. And also be really aware of the differences, if any, of approach between online and offline. And then be brave and speculate. So look in different areas because unless you ask, you don't know the answer. If you don't ask the question, you know what the answer is. And from what we've heard so far, Valentina has had a number of successes from networking activities over the first two years as a consultant. So thank you very much. >> Thank you. [MUSIC]
