SAE Magazine 13-2

Index is quick to take and far e generosity of time and of their time or services, m for it, then thank them! ow up communication ations. This maintains the g and keeps your credibil- s one thing, maintaining m sustainability of it really n the recipients of a sales helpful - until they confirm their commission cheque. of this is when you do not ny with the same attention when you wanted to make s the interview or negotia- nal relationship naturally ness arrangement is com- he person or organisation as when you wanted them u a good price. y people and are a joy to ss with. Let us revisit the saying: “It is not what you know, it is who you know.” Here is an alternative: “Because I know/have heard about you, I shall not be using your services.” This may be because one has not delivered on time or unfulfilled promises or because someone has warned some- one else against using your services. Either way your credibility and reputation either builds or destroys your network. Sir Donald Gordon, founder and former chairman of Liberty Life, and after whom The Gordon Institute of Business Science (GIBS) in Johannesburg is named, said: “Remember that overnight success usually takes about 15 years.” Creating a sustainable network is no different. Growing our network takes time because it relies on other people’s trust in our competence and integrity. The more folk that trust and deem you competent, the larger your network! Be humble, be honest, be reliable, and watch your network grow. n

SAE Magazine 13-2

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