'A great, practical guide to all aspects of networking - stuffed with lots of quick and easy tips to help you leverage the power of your network.'

Ivan Misner, NY Times bestselling author and founder of BNI and Referral Institute

'This practical and easy-to-read book will quickly get you the results you need from your network.' Charlie Lawson, BNI UK and Ireland national director

'A "must read" for anyone wanting to use the power of face-to-face AND online networking to generate career and business success.'

Andy Lopata, author of Recommended and And Death Came Third

Up to 80 per cent of opportunities come from people who already know you, so the more people you know, the more chance you have of winning the new business or career you want.

The Financial Times Guide to Business Networking is your definitive introduction to a joined-up networking strategy that really works. This award-winning book has now been fully updated to include new chapters on generating referrals and boosting your confidence when networking, as well as the latest advice on social networking sites.

• Successfully combine online and offline networking techniques
• Develop the best networking approaches and behaviours
• Make a great first impression, build rapport and generate strong business relationships
• Talk to the right people, have productive conversations and effectively work a room

Heather Townsend helps professionals become the Go-To-Expert. She is the author of The FT Guide To Business Networking and a high profile member of the professional services industry. Heather has worked with over 300 partners, coached, trained and mentored over 2000 professionals at every level of the UK's most ambitious professional practices. Sheis a regular speaker and writerfor the trade press.

Jon Baker has 25 years experience of managing, training & coaching in business. He is an in demand speaker, social media and sales trainer (Jon is a member of the professional speaker's association). In the last 7 years he has coached hundreds of Business owners, helping to grow their firms by more than 63%. He has also had blue chip clients; including BP, Total, and Feel Good Drinks.

About the author

Acknowledgements

Introduction

Part 1 The joined-up approach to business networking

1 Why network?

2 How to create opportunities via networking

3 Behave like a great networker

Part 2 Online and face-to-face networking options explored

4 Face-to-face options

5 Online networking options

6 Blogging

Part 3 Essential networking skills for the joined-up networker

7 An introduction to the FITTER^TM process for successful networking

8 Making the right first impression

9 How to keep the conversation going

10 How to work a room

11 How to ask for referrals and introductions

12 How to build your own community

13 International networking

Part 4 Putting your joined-up approach to networking into action

14 Building your own successful joined-up networking strategy

15 Writing your joined-up networking plan

16 How to fit it all in

17 A final word about networking

Appendix 1: Useful Financial Times articles

Glossary

Further resources

Index