Steel? Concrete? Timely completion? Obviously, all are important in construction, but at the foundation of a successful business lies relationships–lots of good ones. In fact, in construction, trust and referrals are perhaps the ultimate currency. That’s why for construction business owners, networking is not just a nice thing to do, casually, as time permits. A commitment to strategic networking is essential for building a pipeline of high-value contracts and reliable partnerships. Read on for networking pointers from pros.
Beyond Swapping Business Cards
Random efforts to socialize with industry contacts, followed by hoping for that miracle call after swapping business cards, are not the same as having a strategic and steady focus on building the relationships required for a thriving construction company. At For Construction Pros, Kim Davids aptly reminds us: “Networking is not just about swapping business cards; it’s about building trust and fostering collaboration. These relationships are the foundation of successful projects. Maintaining long-term industry connections requires dedication.”
Start becoming more strategic about networking by shifting from random encounters to an intentional plan to meet the people you need to know based on your business goals. In other words, develop a targeted engagement strategy. Who would it be really useful for you to meet? Figure it out by auditing your inner circle for gaps: Don’t just network to meet new people; network to fill strategic voids. Identify where your network is weak—is it in HVAC subs, commercial architects, local planning commissioners, or financial lenders? Prioritize events and connections that directly address these resource or knowledge gaps. As you start to meet new people, make it count by following these tips from Davids:
After meeting someone new, it’s essential to follow up with a personalized message. This simple gesture not only shows that you value the connection but also helps to reinforce the initial interaction. When crafting your message, mention something specific from your conversation. This could be a shared interest, a topic you discussed, or even a joke you both laughed at. By doing so, you demonstrate genuine interest and make the other person feel valued. Additionally, express your enthusiasm for staying in touch and exploring potential opportunities to collaborate or learn from each other….Offer something of value, such as an article related to their interests, an introduction to someone…, or a suggestion for a future meeting or call. This approach not only strengthens the relationship but also positions you as a resourceful and thoughtful contact. By making your follow-up count, you lay the groundwork for a mutually beneficial relationship that can grow over time.
Digital Amplification
As important as real life, strategic networking is, so too is digital amplification of your relationships. Consider, for example, use platforms like LinkedIn not just to connect, but to share your expertise. Post brief, professional updates on successfully tackling a complex project challenge, new safety protocols, or market trends. This positions you as an authority, making people want to connect with you for insight, rather than you having to chase them for business. Pros offer these additional ideas for effective networking on LinkedIn:
Engaging online not only complements your in-person networking efforts but also significantly expands your reach. Start by optimizing your profile to reflect your current skills, experiences and aspirations. Join relevant groups and participate in discussions to showcase your expertise and learn from others. Regularly share insightful articles, industry news or your own content to keep your network engaged and informed. Specifically, you can take a moment to identify three industry leaders or peers you admire on LinkedIn. Send them a personalized connection request, mentioning why you admire their work or how you came across their profile. This small step can open doors to new opportunities and collaborations, enhancing your professional network.
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