Expanding Your Information Network
As a business professional, you need a constant supply of information to achieve success.
You must stay aware of trends and issues and keep up with rapid economic and
technological changes to become and stay competitive. Your “Knowledge Network” or
what I call the Information component of your Network consists of your most
knowledgeable sources, the people who can provide you with the knowledge and
expertise you need to run a successful operation.
You may have discovered already that it is next to impossible to keep up with all this
information on your own. There is simply too much of it, and your own inclinations and
time limitations steer you toward some kinds of knowledge and cause you to neglect
others. You may be strong in marketing and business planning but weak in personnel and
legal matters.
Fortunately, the knowledge you lack is always someone else’s specialty, so you can turn
to others for help. This is what you are preparing to do when you set up your Network’s
Information component – a web of contacts who know and understand what you must do
to achieve success in your profession or business, who have the experience to help you
achieve your goals.
STEP 1: CATEGORIZE YOUR INFORMATION OR KNOWLEDGE NETWORK MEMBERS
There are usually at least a few people who can help you deal with certain issues or
special problems that you may encounter in the business or profession you are in or are
interested in entering. In lieu of specific knowledge, you must know in advance whom to
contact and where to go to get the information you need. What sorts of people should
you include in your Information Network?
1. People Like You
There are some real advantages to seeking out people who have the same interests and
goals as you and who are trying to achieve the same thing you want to achieve. They are
collecting the type of information you need, and vice versa; partnering with them can
help you both get it faster by dividing the research effort.
2. People Who Are in Your Profession
As a rule, your best information sources will be people who are doing successfully what
you want to do (perhaps in a different location or serving a different clientele). They will
be aware of current trends and issues in your field and may have already faced some of
the challenges you are now facing. Try to identify and speak with three to five
individuals who fit this category. They will have current directories, manuals, and
information about upcoming events related to your profession, as well as relationships
with vendors you may need to hire.
3. People Who Were in Your Profession
Find out why these people are no longer in the profession. What happened to their
business? What are they doing now? Did they make the right decision to leave the
profession? Talk with people who were successful and people who were not. Depending
on the industry and the length of time the person has been aware away from it, this
information may be valuable in helping you plan.
4. Authors
People who write or produce books, articles, audiotapes, and videotapes on your
profession are key subject experts. They usually have broad or deep knowledge about
procedures, systems, technologies, tactics, and developments in your field. A few tips
from these individuals could save you money and time.
5. Regulators
People who regulate, audit, or monitor professionals in your field can certainly tell you
stories about the legal, procedural, and operational pitfalls that you might run into, and
probably know how to survive them. You may even discover legal loopholes that can
make life and business easier.
6. Trainers
The wonderful thing about trainers is that they specialize in imparting knowledge. They
help people understand the basics; they introduce new technologies, procedures, and
techniques. Try to gain access to their training materials; if necessary, sign up for
training sessions.
7. Consultants.
Professionals use advisors and consultants to help them solve problems that they find
difficult to handle alone or to deal with impending change. Some consultants are
generalists, others, specialists. Most are skilled in assessing problems.
8. Members of Professional Organizations
People who are active members of trade, business, and professional organizations are
prolific sources of information. Their membership gives them access to directories,
newsletters, seminars, presentations, calendars of events, and more. By networking, they
stay in touch with industry issues and trends. Spending time with them will help you
discover
new
ways
to
do
things.
STEP 2: IDENTIFY YOUR INFORMATION NETWORK MEMBERS
Using the Information Network Component Tool located here:
http://www.bni.com/bbr/InformationNetworkComponentTool.PDF, first write the names
of people you know, or know of, who fit each category. Write as many names as you can
think of before you do anything else; try to name at least three people in each category.
If necessary, you can use a name in more than one category, but it’s better to come up
with as many individuals as possible. Remember, it’s information you’re after, and more
people means more information. Once you’ve written down as many names as you can
think of, go back and fill in the contact information for each one.
When you’ve completed as much of this as you can, start connecting with these people to
enhance and improve your Knowledge Network. As you do this, your Network and the
information you need to build your business will expand and grow.
Dr. Ivan Misner is the Founder and Chairman of BNI, the world's largest business
networking organization, which has more than 4,900 chapters in 37 countries. Dr.
Misner is also the author of several books, including the most recent addition to the
bestselling Masters Series—Masters of Sales (www.mastersbooks.com), and the New
York Times bestseller TRUTH OR DELUSION? (www.truthordelusion.com); and he is
the Senior Partner for the Referral Institute (www.referralinstitute.com), a referral
training company with operations around the world.