Networking Is Not Working: Stop Collecting Business Cards and Start Making Meaningful Connections [Kindle Edition]

I was fortunate enough to read an early copy of Derek's book and highly recommend it. Everyone says "bring value to your network" or "be valuable to your network". Great concepts that many people believe in -- but most don't know how. I freely admit, that sometimes I've been caught in the same trap. I subscribe to the ideal, without having a clear plan or steps to execute.

What I love about Derek's book is that it provides that plan. This is how you provide value - this is how you connect people - this is how you need to network.

Derek's practical guidance liberates you from the stress of "the hunt" that is so prevalent with traditional networking events. Instead, Derek shows you how to make the most of those occasions to add value to your existing relationships and build a network designed to make you a trusted advisor and resource to build stronger, deeper relationships. As an attorney who spends an enormous amount of (often unproductive) time at such events, it is so refeshing to consider a practical and totally accessible alternative to the traditional approach. Think of how much more enjoyable and productive your networking time can be if instead of constantly hunting for new clients (often the proverbial "needle in a haystack"), you focus on how to become more valuable and indispensible to the ones you already have. Derek's book is an indispensible guide to how to build more meaningful connections and create the network you really desire.

After meeting Derek about a year ago, I was inspired that my network is the best representation of my net-worth. If that is the case, then what are the ways that I can add the most value to the people in my network? Derek gives the simplest, most practical, no fluff steps to adding incredible value to any community. As I was reading the book, I thought many times that it would be impossible to not be successful in building a strong network if you followed the steps in this book.

As a side note, my favorite concept in the book was using Trigger phrases to teach partners, clients and friends how to recognize an opportunity to recommend your business. This concept alone could very easily multiply your business and also teach you a very simple way to help others in their businesses.

Networking: any activity that increases the value of your network and/or the value you contribute to it.

That is Derek Coburn’s definition of networking. Notice he doesn’t include “attending large events” or “handing out business cards”. Derek found through his years of doing similar low-yield activities that most things people consider “networking” are really just a waste of time. Instead, Coburn decided to try new approaches, and only spend his time on what actually worked.

The result of these years of testing is “Networking Is Not Working.” The book is split into two sections: the first looks at the inefficiencies in common networking strategies. The second part explores Derek’s response to those inefficiencies and how anyone can replicate his unconventional methods.

The process Coburn developed and lays out is called “CONECTOR”:

C: Clients
O: Open Doors
N: Nucleate
E: Events
C: Community
TOR: Trigger Ongoing Reciprocity

The book emphasizes that networking is not a volume business and instead professionals should focus on creating small, motivated groups of like-minded people who appreciate staying connected and helping each other out. I recognize in my own life, similar small groups of friends and colleagues have lead to my most rewarding (and lucrative) ongoing business. Having known and worked with Derek, I've seen him live and prove the theories he talks about here.

Luckily, this book can save you hours of learning by trial and error and accelerate your path to becoming, as Coburn says in the book, the “Ultimate Connector.”

Derek sent me an early copy of his book because we're in a like-minded group together. Being in that group has fundamentally changed my business over the past year. Not so much a tantamount to the book, but definitely one to finding a great group of people.

On the book and why I enjoyed it but also why I took off one star.

Why I Took Off One Star:

I guess mostly I'm bored of business books. There's no way that I would have picked this up in a store and read it. Not so much a knock on the book itself but more on the genre.

Why I Gave it 4 Stars

The strategies are good (how to find the right people, how to connect, how to follow up) and actionable (making a mix tape, bi-weekly lunches, the power of an introduction the right way) but I wasn't left with a single "damn. I need to do this now!" at the end of it. Instead, I had a lot of "that sounds like a great idea".

It's well-written, easy to follow, and well-organized.

The most important concept that Derek covers is the power of connecting clients to other clients or in providing clients top referrals to other experts. This concept alone will make most businesses turnkey by creating amazing relationships with existing customers.

A simple "I know a guy for that" is perhaps more powerful than any marketing could ever be. Not for "the guy" but for the guy who has a guy. Becoming a dependable source for as many things as possible (mechanic, investment advisor, child tutor, etc.) is a surefire way to win in this connection economy we all know and love to hate.

Finally, the most useful part of Derek's book was the systems for following up. The software he recommends and strategies keeping track of an insane number of contacts by grouping them into different follow-up categories is killer.

I'd recommend this to small business owners and bloggers predominantly. That, and anybody who wants systems for keeping at the top of the mind with countless contacts that they've met, well, anywhere.