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Having cautioned against over-reliance on interpersonal relationships as a means of advancing organizational interests through dispute negotiation, I would like to consider such relationships in a wholly different context, specifically that of networking.
In my opinion, the goal of networking is to build mutually supportive lasting relationships, to share ideas and further mutual career advancement. Networking opens the doors and creates opportunities that can lead to a chain reaction of benefits. No one can achieve much in a vacuum. Mutual assistance can go a long way to strengthening both the individual who makes the network connection and the organization. It creates opportunities, offers the strength of numbers and the chance of broader exposure.
As with all aspects of building your business, networking must be approached in a systematic way in order to exact the best possible results. A premium should be placed on working those events that have the best networking potential. Out of the 200 people who attend a conference, it should be possible to speak to at least 50 over a conference that lasts one full day. The benefit of such a meeting becomes immediately clear when you consider how long it would take to make 50 sales calls or to identify even 25 possible customers in any other environment.
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