<b>Sales & Service Strategies:</b> Same Rules Apply

If we spend time every week preaching this, why don't we follow our own advice? It's what we call 'Cobbler's Syndrome.' We are the cobbler's children and we have no shoes.

What we're trying to say is that your network is just as important to develop and maintain as it is for any professional. Because we spend so much of our time helping others to focus on cultivating their networks, we often neglect to tend to our own. Here are six tips for staying connected to your contacts:

1. Build a smart network.
2. Network and stay in touch.
3. Be visible in the marketplace.
4. Make time to stay connected.
5. Develop your skills continuously.
6. Give not get.

1. Build a Smart Network

• Build a network that is strong and diverse. Knowing only people who do what you do isn't enough. Introduce yourself to colleagues inside and outside of your industry, your community and your interests. Broaden your horizons!
• Find ways to be helpful to people you know. Always try to introduce some of your contacts to other contacts in your network.
• Find a mentor. Everyone should have at least one; these are people who act as your personal advisor in an objective manner when you need advice about issues, like a difficult work situation, a potential job opportunity, professional development or general advice.

2. Network and Stay in Touch

• Order some custom note cards and envelopes with your name imprinted on them and send a handwritten note to all your business contacts. Don't forget to include classmates. What to say? 'I'm writing to say hello ' it's been a while since we've connected and I hope you are well.' Short and simple. Keep in touch.
• Send thank you gifts when someone does something nice for you, like submits your name for an article, connects you to someone in an effort to be helpful, or refers you for a speaking opportunity. Whatever it is, it's a small but important gesture: acknowledge others' actions.
• Don't wait until you are looking for a job or have a problem to contact someone in your network. Remember to make a 'deposit' before 'withdrawing' from your network account.
• Don't forget to network within your firm. Partners, associates and other administrative professionals should all be a part of your network. Make time to attend firm-wide lunches, firm seminars hosted by a department other than your own, and staff meetings. Try 15-minute floor tours; give yourself 15 minutes to get to a meeting and on the way stop by someone's office to introduce yourself or check in to see how he/she is doing generally.

3. Be Visible in the Marketplace

• Write three articles and shop them around. Try not to wait for someone to ask you to write; have something ready to go or at least outlined. Showcase your knowledge and experience so that you are thought of and positioned as a thought leader. Be willing to share what you know and whom you know. If you're strapped for time, ask a colleague to co-author (that's what we did for this article!) a trend or issue you are both experiencing.
• If writing isn't your strength, try giving a presentation once a year. Panels are the best way to participate if you are new to speaking. They give you an opportunity to be trained on the nuances of public speaking.

Attend networking opportunities ' schedules are tight and always will be, but it pays to have face time with others. See and be seen.