Editor's Note: Entrepreneur Richard Branson regularly shares his business experience and advice with readers. Ask him a question and your query might be the inspiration for a future column.
Q: How much of an impact does a really effective networker
have on a company's success? Does it ever make sense to hire someone
whose only function is to make connections internally and externally? - Christine Rozman, Entrepreneur reader
Succeeding in business is all about making connections. While we at
the Virgin Group have never hired anybody whose job description was
limited to making internal and external contacts, it is implicit that
almost everyone on staff has these skills. This has helped Virgin to
expand into so many different industries, from music to mobile phone services: As we build connections in other areas, we have been able to grow our expertise and multiply our reach.
For an entrepreneur, the ability to forge connections is a great
asset. When you're conducting business in a field where you don't have
specialist expertise, it's often the only way to get a job done right.
When our team at Virgin wanted to go to space, I looked for the best
engineer in the world to help us build a spaceship. Once we'd connected
with Burt Rutan, creator of the revolutionary SpaceShipOne, we were able
to get to work on creating Virgin Galactic.
I was thinking about your question in October, as we celebrated the
40th anniversary of the launch of Virgin Records -- time flies when
you're having fun! We got the original gang back together and went for a
tour of all our old haunts in London. It brought us back to the heady
days in the '70s when Nik Powell was planning Virgin Records' expansion
into retail,
Simon Draper was out scouting the coolest new bands, Tom Newman was
experimenting with new recording techniques and I was busily marketing our brand.
During the tour, we visited the church crypt that we used as an
office for Student Magazine, the houseboat my family and I had lived on,
and Virgin's original head office in Notting Hill. We wound it up at an
exhibition, "Virgin Records: 40 Years of Disruptions," at Victoria
House, where we celebrated in style. It retrospect, it was interesting
how close the tour locations were -- in those whirlwind first years, we
quickly built a creative community where lots of like-minded people
lived and worked. Those connections benefited everyone involved, in the
same way that the networks in Silicon Valley and London's Tech City have
promoted innovation.
My three friends and I have had our fair share of arguments over the
past four decades, as people will -- especially when they're running a
global business together. But we all went on to work on different
projects, and we were always ready to shake hands again. I'm delighted
that we're still so close. Our celebration gave us a chance to renew
those friendships and make new connections: Everyone is still full of
ideas and working on various new ventures, and as we spent time
together, we came up with more plans, as always.
That got me thinking about how important networking is for
entrepreneurs, and how to encourage people to network. It's all about
personal contact. No matter how heavy your workload is, do not allow
yourself to work in your cubicle or office all day, every day -- for
your own well-being and the health of your business, you need to get out
and about, meeting people and developing relationships. If you discuss a
work matter with an employee or a potential client over coffee rather
than simply sending over an email, you're more likely to build rapport,
which will be useful if you ever need to tackle any problems together.
Good managers give their teams the freedom to set their own schedules,
realizing that the same is true of employees' relationships with their
co-workers and the company's clients.
That said, you can also make great connections while sitting at your
desk. Through social media, you can get in touch with almost anyone, and
then connect in the real world as well. Just recently, a 12-year-old
business studies student sent me an email asking for some tips, and I
spotted her note and wrote back. These days, the only thing stopping you
from building up your network is how much time you dedicate to it.
Everyone can and should be a networker.
Those good connections will breed more good connections. In the end,
it all comes down to talking to people. Track down people you would love
to work with and start sharing your ideas. You'll soon discover that
you have found some great partners -- and more importantly, some great
friends.