In this episode of Business Made Smarter, Ed Nell and Doug D’Aubrey unpack what “networking” really is and why it’s far broader (and more useful) than awkward breakfasts and business-card bingo. They redefine networking as the everyday act of building relationships and creating opportunities, whether that’s at a formal event, on the golf course, at church, or even during a speed awareness course. The focus is mindset over mileage: help first, don’t sell, choose the right room for your market, and measure your return so you can double down on what works.

Key Takeaways

If you talk to people about what you do: clients, friends, club mates, you’re networking; word-of-mouth is networking by another name.

Build “know–like–trust.” People buy (and refer) when they know you, like you, and trust you; relationships, not pitches, unlock introductions.

Do not sell in the room. Networking meetings aren’t for closing deals; they’re for finding collaborators and introducers who’ll open doors to their wider networks.

Fish in the right pool. Match the room to your market (e.g., BNI, Chambers, IoD, sector bodies). If your buyers are at airports, go where airport people are.

Track ROI properly. Count fees plus your time (hourly rate × hours × weeks) against invoiced work generated; aim for at least a 3× return.

Best Moments

“If you’re talking about your business with another human, you’re networking.”

“Don’t go into a networking room to sell, go in to help.”

“Bring a bottle: contribute first, and there’s plenty for everyone.”

“Fish in the right pool; match the network to your market.”

“Never tell the room you’re too busy—referrals will dry up.”

About the host

Doug D’Aubrey, founder and Managing Director of Executive Training and Consultancy (ETC), leverages extensive senior management experience to help businesses across the UK and Europe. With tailored consultancy packages ranging from short-term projects to 3-year growth programs, Doug aids companies in improving operations and achieving results. Doug’s success lies in his honest communication with leaders, identifying strategies to enhance management skills and optimise service delivery for measurable outcomes.

Take advantage of a FREE 2-hour Business Review with ETC’s expert consultants to identify goals, tackle challenges, and create a clear plan for growth. Visit https://exec-tc.com/ to book your review.

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