Article

216 partners in 40 states
6,474 years experience

Fill out the form and receive for FREE The Discovery Analysis (a $1600 value)

Is Quality Better Than Quantity? - Apr 10, 2009

Posted by: Steven P. Schertz in Articles

My practice was recently in transition. I have a number of clients who are utilizing my expertise and time. Previously, my time was spent networking, managing it was much easier. I thought about the issue and decided that while meeting as many people as possible through networking events is good, taking a hard look at my contact list is essential.

We are taught to create goals, to write them down, to make them clear and concise. I have given this a lot of thought and effort, since it is important to incorporate networking goals into my practice. I have decided that Quality is better than Quantity!

Here are my thoughts which can be used for many different types of goals:

1. Getting to know you - I really want to get to know specific business folk much better. I've already figured out that their friendship grows when I contribute more than "I'll see you at the next networking meeting."

2. Provide the benefit - I want to be able to provide a benefit to them which I believe is impossible if quantity trumps quality. How would I know what their needs and desires are, if I don't get to know them on a more professional and personal level?

3. Reap the benefit - Every networking friend or acquaintance that I've met agrees that taking the time to form a relationship allows them to make introductions (to me) of their network of professionals as well as decision makers.

4. Become a better professional - I'm convinced that we gain experience and expertise from others. Whether from individuals who have mentored us or individuals whom we mentor, we grow professionally. The same holds true for networking, we gain from the contacts we know and become more intimate with.

5. The business comes to those who are patient - is really what the lesson is for me. We must be patient; the business will flow because there are too many small to mid-sized businesses that need a B2B CFO to assist them in running their business, providing strategic planning, etc.

Business owners ultimately benefit from our goal setting and strategically networking with a smaller group of professionals. How does this occur? My thought is that a banker, lawyer, CPA, insurance broker, those professionals who we meet, who we invest our valuable time with, ultimately will make a call, to a decision maker, say some kind words about us, about our professionalism. The decision maker then feels better about investing his/her time with us. Ultimately, this part of rapport will lead to a long term engagement, to a long term relationship that not only benefits us, but will ultimately benefit the business owner, his business and personal life.