When I first joined the networking world back in 1999, we launched our networking groups with a competition. Visitors to the launch event were given five minutes to ‘work the room’ and collect as many business cards as they possible could. The winner would receive a faux leather business card holder as a prize.

It didn’t take long before I suggested that we change course. As I began to learn about networking, I realised that quality trumps quantity every time and that we were sending out the wrong message. ‘Working the room’ (a phrase coined by the inimitable Susan RoAne) should never be about collecting conversations or business cards. Whether in a formal networking setting, or just in everyday life, striking genuine connections with other people is more important that shaking as many hands as possible. Once connected, those relationships need to be nurtured. Hence what became my business strapline (and the title of this email for some many years) – Connecting is not Enough.

Developing a network of deep and meaningful relationships with people who are in a position to help you, want to help you and know how to help you, means that the room works for you. And the prize for that is far more meaningful than a business card holder.