A partner who recently left a large firm after 25 years to join another firm informed me that, at his new firm, found it necessary to rebuild his practice. After a quarter of a century of successful service to the profession and to his clients, there can be a pressing need to build a practice - the more reason to continue to nurture one's network.

Reasons For Establishing A Network

· A network feeds new business and much more: A network does more than contribute to one's income - it provides the service professional greater independence within the firm. Looking for employment security? Look no further than your network. When you have an established network providing you with new business and with referrals, you separate yourself from others within the firm.

· A network provides new knowledge : One of the shortcomings of working within a service firm is the lack of consistent sharing of knowledge and experience among service professionals. An established network is a resource to call upon to gain knowledge possessed by experienced, successful professionals.

· A network provides the opportunity to help others: Networking can be very rewarding

for professionals who nurture the system for themselves. It can also be rewarding for professionals who work at it on behalf of others. A key ingredient is not focusing on how to get the other person to do something for you; it's answering the question: "How can I do something for the other person?"

· You need it - it doesn't need you : Unless you are assured that your existing clients will provide you with a never-ending stream of business, the need exists to expand one's network for the sake of one's economic future.

 · Your network is permanent: While we work in an environment where information, clients, service firm professionals, and entire companies change dramatically overnight, your network is permanent. Nurture it.

Staying In Touch With Your Network

1. Be attentive - When one of your network members receives a promotion or other significant career change, telephone the person with a congratulatory message. The best way to learn of carer changes among your network is to stay in touch with them throughout the year.

2. Calendar activities - By using the calendar creatively you can identify dates of importance to each important network member. A personal note at Christmas or other holiday can go a long way to separating you from those who do not take the time to write.

3. Remember the three c's : communicate - communicate - communicate : Do not neglect network members who are geographically separated. When traveling, telephone network members; stay in touch; ask if their is anything you can do to assist them to achieve their business agenda or their personal agenda. If you do not know the business and the personal agenda of members in your network, you cannot help them as you should. Be a "giver" not a "taker", and you will eventually reap the rewards of a well-managed network.

4. Inform network members of major career changes - Your network is interested in knowing about your life changes; keep them informed when something of significance affects your career.

5. Remember the 80/20 Rule - This rule applies to more than getting new business from existing clients. Twenty percent of your network will likely provide you with 80% of your network's value. Focus your attention on the 20% most influential members of your network and you will reap more than your share of networking's rewards.

6. You never know when lightening will strike - Several years ago a member of my personal network asked me to speak at a professional society function the night before I was committed to an early morning flight from Los Angeles to Naples, Florida. My initial inclination was to decline the request. Had I declined, I would not be practicing the networking principles I espouse. I accepted the engagement. Shortly thereafter, my network contact introduced me to service firm professionals who would change my career - for the better - forever.

Develop your network; maintain contact with network members; bring value to its members and you will reap rewards throughout your lifetime.