Networking Is Not Working

1. What is "Networking Is Not Working" by Derek Coburn about?

• Reimagining Networking: The book challenges traditional networking methods, arguing that large events and business card exchanges are ineffective for building meaningful professional relationships.
• Un-Networking Approach: Coburn introduces the concept of "un-networking," focusing on creating value-driven, curated groups of professionals who help each other succeed.
• Practical Blueprint: The book provides a step-by-step guide to building a high-quality network, emphasizing quality over quantity and long-term relationship building.
• Personal Experience: Drawing from his own journey as a financial advisor, Coburn shares how shifting his networking strategy led to significant business growth and more fulfilling connections.

2. Why should I read "Networking Is Not Working" by Derek Coburn?

• Breaks Ineffective Habits: If you’re frustrated with traditional networking events and not seeing results, this book offers a proven alternative.
• Actionable Strategies: Coburn provides practical, real-world tactics for building a network that actually delivers value to you and your clients.
• Focus on Value Creation: The book teaches you how to become indispensable to your clients and peers by helping them solve problems and make connections.
• Applicable to Many Professions: Whether you’re a business owner, professional, or connector, the advice is relevant for anyone looking to deepen and leverage their network.

3. What are the key takeaways from "Networking Is Not Working" by Derek Coburn?

• Traditional Networking Fails: Large events and random business card exchanges rarely lead to meaningful or profitable relationships.
• Value-Driven Connections: Focus on increasing the value you provide to your network and the value your network provides to you.
• Curated Groups Work Best: Building a small, carefully selected group of like-minded professionals leads to more opportunities and better relationships.
• Reciprocity and Follow-Up: Ongoing engagement, follow-up, and making it easy for others to help you are essential for sustained networking success.

4. How does Derek Coburn define "networking" in "Networking Is Not Working"?

• Value-Centric Definition: Coburn defines networking as "any activity that increases the value of your network and/or the value you contribute to it."
• Beyond Transactions: It’s not about collecting business cards or immediate gains, but about building long-term, mutually beneficial relationships.
• Focus on Contribution: The emphasis is on what you can do for others, not just what you can get from them.
• Quality Over Quantity: The right connections, not the most connections, are what matter.

5. Why does Derek Coburn believe traditional networking is ineffective?

• Misaligned Agendas: Most attendees at large events are focused on their own needs, leading to shallow, transactional interactions.
• Lack of Follow-Through: Even promising connections often fizzle out due to poor follow-up and lack of genuine interest.
• Time Wasted: The return on investment for time spent at traditional events is low compared to more targeted approaches.
• Networking "Nightclubs": Coburn likens these events to nightclubs, where most people are looking for quick wins rather than lasting relationships.

6. What is the "un-networking" approach advocated in "Networking Is Not Working"?

• Curated Groups: Form small, handpicked groups of high-quality professionals who share your values and are committed to helping each other.
• Ultimate Tiebreaker & Resource: Become indispensable by referring clients to your clients and being a go-to resource for solutions beyond your own expertise.
• Facilitated Connections: Actively connect people within your group, focusing on mutual benefit and trust.
• Long-Term Mindset: Prioritize building deep, ongoing relationships over short-term gains or immediate sales.

7. What is the CONECTOR process in "Networking Is Not Working" and how does it work?

• Acronym for Strategy: CONECTOR stands for Clients, Opening doors, Nucleate, Events, Community, and Triggering Ongoing Reciprocity.
• Clients: Start by identifying and deeply understanding your best clients and their needs.
• Opening Doors: Expand your network by connecting with top professionals who can add value to your clients.
• Nucleate: Become the central hub of your group, carefully curating members and facilitating introductions.
• Events, Community, Reciprocity: Host meaningful events, foster a sense of community, and create systems that encourage ongoing mutual support and referrals.

8. How does Derek Coburn recommend identifying and engaging your best clients in "Networking Is Not Working"?

• Deep Discovery: Learn about your clients’ businesses, personal lives, and what makes them tick beyond surface-level details.
• Triggering Events: Identify "trigger phrases" and events that signal when your services or connections could be valuable to them.
• Client Interviews: Conduct interviews to clarify their ideal clients, challenges, and how you can help them grow.
• Selective Investment: Focus your time and resources on clients who value your advice and share your passions, ensuring mutual benefit.

9. What are the key steps to building a high-quality network according to "Networking Is Not Working"?

• Start with Clients: Begin by serving your best clients and understanding their needs and networks.
• Expand Strategically: Use client recommendations, your existing network, and targeted outreach (e.g., LinkedIn, Twitter) to find top professionals in various fields.
• Vetting Process: Assess potential members for business quality, willingness to help, and alignment with your values.
• Curate and Connect: Form a group of 20-30 remarkable professionals, facilitate introductions, and host regular, meaningful events to deepen relationships.

10. How does "Networking Is Not Working" suggest using events and follow-up to strengthen your network?

• Host Curated Events: Organize small, private lunches or dinners where each attendee shares their story, needs, and how others can help.
• Facilitate Connections: Take detailed notes, manage introductions, and ensure everyone gets value from the event.
• Follow-Up Systems: Use tools like SaneBox and Contactually to track follow-ups and keep relationships active.
• Online Communities: Create dedicated online spaces (e.g., LinkedIn or Facebook groups) for ongoing engagement and support among group members.

11. How does Derek Coburn recommend triggering ongoing reciprocity and referrals in "Networking Is Not Working"?

• Make It Easy: Provide templates and clear instructions so your network can easily introduce you to others.
• Share Triggering Events: Educate your group on the situations and phrases that indicate someone could use your services.
• Host Value-Driven Events: Organize client appreciation events, wine tastings, or awards that encourage clients to bring guests and expand your reach.
• Never Be Pushy: Avoid directly asking for referrals; instead, focus on adding value and letting reciprocity happen organically.

12. What are the best quotes from "Networking Is Not Working" by Derek Coburn and what do they mean?

• "Networking: any activity that increases the value of your network and/or the value you contribute to it." – Redefines networking as a value-driven, not transactional, activity.
• "The difference between a master networker and someone who knows how to swap business cards is this: more wins." – Emphasizes that true networking is about creating ongoing, mutual benefits.
• "Never put your reputation on the line with clients by introducing them to people you don't know much about." – Stresses the importance of trust and careful curation in your network.
• "If you spend all of your time focused on helping everyone else, what’s in it for you? Well, to be blunt: A hell of a lot! If you make it easy for people to help you." – Highlights the power of selfless value creation and the importance of enabling reciprocity.
• "By focusing on your Clients, Opening doors, Nucleating, effectively using Events, fostering Community and Triggering Ongoing Reciprocity, you’ll be able to build an engaged core group of people who do more than network and generate dubious leads." – Summarizes the CONECTOR process and its transformative impact on networking.