A Guide to Identifying Key People to Work With

In the intricate dance of professional networking, the art of identifying key people to work with plays a pivotal role. It’s about connecting not just with anyone, but with the right ones – those who add value, embody mutual respect, and align with your business ethos. The adage “how you do one thing is how you do most things” deeply resonates here, illustrating the importance of discernment in professional relationships. Afterall, the last thing you want is for someone to waste your time, money or expertise.

According to a survey conducted by LinkedIn, 80% of professionals consider networking to be important to career success. Additionally, LinkedIn’s data suggests that nearly 70% of people in 2016 were hired at a company where they had a connection.

The Essence of Selective Networking

Philosophy Behind Networking Choices

In the world of business, particularly in networking, it’s crucial to remember “how you do one thing is how you do most things.” This principle suggests that an individual’s approach to smaller tasks is often indicative of their overall attitude and work ethic.

For example, does a person keep their agreements? If they can’t keep an agreement due to an unforeseen issue, do they communicate that they can’t follow through with their agreement promptly? I’ve personally had people whom I’ve scheduled meetings with call me ten minutes after we were supposed to meet to tell me they weren’t going to make it. As you can imagine, this was disappointing. While we believe in giving someone the benefit of the doubt, usually this tells me that they don’t respect my time and energy. I typically don’t set up a second meeting with them, but instead will schedule a call.

Key People: Focusing on Quality in Professional Relationships

When identifying key people to work with, it’s more beneficial to focus on the quality rather than the quantity of your connections. Cultivating a few meaningful relationships can be more fruitful than having numerous superficial ones. This highlights the principle of efficiency and effectiveness. I’d rather be more efficient and effective in my life rather than simply being busy. While building relationships is important, building the right relationships with the right people can greatly boost your efficacy in your business dealings.

Criteria for Identifying Ideal Professional Contacts

Characteristics of Valuable Business Relationships

Look for traits like reliability, integrity, and shared values when seeking potential contacts, such as referral partners, influential centers, and high-quality clients. This is easy to see when you look at how they treat their significant other, how they talk about others, and how they themselves conduct their day-to-day business.

Recognizing Negative Indicators in Potential Contacts

Conversely, be aware of red flags. If a person repeatedly displays undesirable qualities, they might not be worth your professional time. Are they constantly late to their deadlines and meetings? Are they easily found in a bad mood? Do they seem desperate or needy? Do they complain often? Keep a look out for these and other negative indicators to separate your ideal key people to work with from those who would waste your time or cause headaches in your professional endeavors.

Learning from Examples: Real-World Scenarios

Case Study 1: Dismissing a Non-Ideal Client

When to Part Ways with a Client

Imagine a client who consistently undermines your efforts. This is a classic case of “how you do one thing is how you do most things.” When their behavior becomes a pattern, it might be time to respectfully end the relationship. For example, if a client consistently tries to get you to do more than your written and signed agreement, or if they threaten to terminate the business relationship because you won’t deviate from your agreement, or if they are consistently late to pay you, it may be time to “fire” them.

Professional Termination of Client Relationships

Ending a business relationship should be done diplomatically and professionally to maintain your reputation. We are fans of putting everything in writing so, if necessary, in the future we can refer to those client files.

Case Study 2: Reevaluating a Referral Partnership

Assessing the Effectiveness of a Referral Partner

If a referral partner’s actions repeatedly fall short of expectations, it may be time to reassess their role in your network. For example, are they sending you quality referrals? Or are they sending you cold leads? Are you constantly sending them quality referrals, and they fall short on sending you even one, or don’t reach out to thank you for that referral? Or worse, do you send them referrals and they fail to follow up with those referrals, or they do a poor job time and time again?

Addressing Issues with Referral Partners

A conversation might resolve the issue, but sometimes, reducing reliance on an ineffective partner is necessary. Again, recording your correspondence with them via email may be necessary should you have to refer back to your communications in the future.

Case Study 3: Distancing from a Problematic Center of Influence

Impact of Negative Associations in Networking

Aligning with individuals who do not share your professional standards can harm your reputation. Distance yourself from those who do not reflect the values you espouse in your work. Centers of Influence are people who have a vast professional network. But if this person has a plethora of negative connotations to them, such as being known as an excessive flirt (even though they are married), constantly switching careers every year or two, or while they may be a “good time” to hang out with perhaps lack professionalism in their dealings, this may be a sign to distance yourself from them.

Difficult Networking Decisions

Disassociating from a once-valuable contact may be needed to uphold your professional integrity. Again, written correspondence is key.

Crafting a Network That Aligns with Your Goals

Building a Value-Aligned Professional Network

Your network should mirror your core values and professional objectives. This ensures more fulfilling and productive relationships and will impact your bottom line in the long run.

The Importance of Trust and Respect in Networking

Prioritize connections with individuals who consistently demonstrate trustworthiness and respect. We understand that not everyone is perfect (we by far aren’t perfect ourselves), but if they strive for growth and improvement, and can course-correct any grievances, they are probably worth investing your time and relationship with.

Actionable Steps to Forge a Strong Relationships with Key People

Identifying and Engaging with Ideal Contacts

Clearly define the attributes you seek in professional relationships. Write it out on a piece of paper! Engage with people at events, online groups, and through mutual connections and identify those who mirror your same values.

Nurturing and Sustaining Professional Relationships

Regularly engage with your network through check-ins, offering value, and showing genuine interest in their success. One thing we like to do is go through our contact list once or twice a year and reach out to people we haven’t connected with in a while. This has proven beneficial time and time again!

Mastering the Art of Networking

Identifying key people to work with is a strategic choice. It’s not just about expanding your network but about choosing individuals who support and enhance your professional journey. By applying the principle of “how you do one thing is how you do most things,” and understanding that when people show you their true nature, you should believe them, you invest your time in the most fruitful relationships. This approach leads to a network that is not only extensive but also effective and rewarding.

At We&Co, we understand finding these valuable connections can take time, therefore we’ve streamlined our processes so that our members can find and identify those key partners and begin working with them immediately. If you are interested in finding out more about We&Co, click here and fill out the form at the bottom of the page, and a representative will get back to you shortly!