One subject that keeps coming up in companies that I advise is the network of the entrepreneur.  I might ask: “Have you run that idea past potential customers?” or  “Your competition is offering that – how has it gone for them?”  I am far too often met with a blank stare.

These are just two of the dozens of answers and help you can get from your network.  Reach out to potential customers!  Talk with former employees of competitors!  Heck, if you are in the sales mode, what better way to get to a decision-maker than through mutual friends?

But many entrepreneurs say that they have no network.  Or the one they have is stale.  That is a real shame, because a person’s network is a real force multiplier.  For an entrepreneur, it is extra rocket fuel that you should be able to tap into to help you get smart fast and grow during those critical early months or years.

So how does one build a network?  Like anything in life that is good – it takes time, effort, and focus.  Here are a few suggestions:

-          When you meet interesting people at events, follow up with a coffee or lunch. 

-          When you serve on boards, speak on panels, or volunteer your time, get to know the other people across the table.

-          When you have experience, knowledge, or connections that could help someone else, offer it up without being asked.  Help them out with no return expected.  (But it sure seems that the old saying is right – what goes around, comes around)

-          And if you can’t personally help, find ways to connect people that you know who would be able to help each other.

-          Keep in touch with people – and don’t let friendships fade too much.  Maybe it is a call, an email, or a coffee every year or two.  But keep the relationship warm.

-          Always follow up when asked for help.  Even if the answer is “no”, or “I am too busy right now”, at least give people the courtesy of a prompt response

-          And then always follow through when you say “yes”.  Nobody likes the person who said they would help and then failed to do so.  People remember that.

-          Use social networking tools.  In the world today, many business people are centered around LinkedIn, while more personal relationships seem to gravitate to Facebook.  Obviously, some people might be on both lists.  But have standards… for example, as a rule, I accept LinkedIn requests (or send them) if I have spent coffee, lunch, or a decent meeting with someone and would be willing to give them (or ask for) an introduction based on how well we connected.  And don’t become a LinkedIn whore, trying to out-number others with your connections.  Just because you shook hands at a conference does not qualify for a LinkedIn connection!

So the next time when you need to get introduced to an expert, a potential customer, or a former competitor you can use that great network you’ve built!