Recently small business owners are rediscovering that it's often not 'what you know' but 'who you know' that matters when you're prospecting for new business.
This has led to a flurry of activity in local small business networking groups. However, the common complaints from small business owners go something along the lines of:
"These networking meetings are filled with small businesses or one-man-bands" - (yes, that's why they're SMALL business networking events!)
"The big companies don't come to networking events"
"I don't get the right kinds of leads"
"My clients are corporate - I need to find out where they meet"
If you're a business targeting larger organisations, then you need to be more strategic about your networking activities and think about them in the same way you would consider any other business development, sales or marketing activity.
Because it's a topic which comes up a lot for my clients, I have recorded a short video about 'Networking Corporate Style' which you can watch below: