Building a network is probably one of the most important things you’ll ever do in your career. And when it comes to independent consulting, you’ll understand exactly why. As an independent worker, your network very quickly becomes your marketing voice, channel, fan-club, but more importantly, the most important tool in delivering your next project. In this broadcast, we talk to 2 consultants who share their thoughts on the power of a strong and powerful network, and give tips on how you can build your own.

1. Developing Network
Know-How
How to build a network that delivers true opportunity, supports growth
and most of all, sets you up for success as an independent consultant.
Live Broadcast: 1 August 2017
www.talmix.com

2. Why?
2
Taking a step into the world of independent working means you often leave
behind a pre-created network and infrastructure of business leads and
opportunities. As a now-independent consultant, it’s up to you to source and
deliver your own business revenue opportunities.
We speak to 2 long-time consultants about the power of a personal and
professional network, and how that equips them to build their career path.
Kush Dillon: a London school of economics & political
science graduate and leading consultant having worked
with global brands such as GSK, NBC News, AT&T
Gordon MacPherson: Managing Director of The
Retailer Group, and stalwart consultant within the
retail industry for brands like House of Fraser,
Jessops and the Bristol City Football Club.

3. How has a strong network
helped to develop your career
in consulting?

4. Kush Dillon:
4
“When we hear the word ’Networking’, we cringe! But true networking is all about
ROR – Return on Relationship.
A good network has helped me:
Reach out to people that I wouldn’t have had the opportunity to meet
elsewhere
It’s allowed me to build understanding of my fellow SMEs and an
understanding as to how to engage with my own peer group, industries and
markets.
It’s allowed me to build understanding what I can offer to other people.
Networking should always be focused on what you can give to others,
not what they can do for you.

5. Gordon MacPherson
5
”A strong network is about relationships. And it’s about measuring business that
comes in from the output of working with your network. For me, business comes in
from websites, LinkedIn, and personal recommendations - that could be talking at
trade shows, writing articles for publications etc”.
Networking gives you the opportunity to cement relationships with
colleagues
Moving on from the corporate world, it taught me to cherish the network,
and keep in touch, and to keep building on those relationships.
It’s not about trying to do the hard sell and ask for work. It’s about helping
others – and having them come back and help you one day.
Networking is also about actively doing things to remind your network
about your service, for example writing articles that are interesting for
your network to read.

6. “I hadn’t realised how well your business had developed”
6
Actively nurturing and
engaging your network means
you’re at the forefront of their
minds, always.

7. What do you do if you need to
build a network from scratch?

8. Gordon MacPherson
8
“I think the most significant thing
for me, and in fact for anyone in
consulting, is to have a brand to
promote as your business
throughout your network. And to
be careful of a choosing brand
which is too obscure (for
example, using your own
personal name, if you’re not that
well-known), but rather a brand
that you can build on and share
insight from.
The first step in building a
network is to think about how
you want to project yourself.”
Kush Dillon
“Making the move from a 9-5 to
independent working is a scary step.
I’d suggest:
• Find out who you are and what you do.
• Understand what your elevator pitch is
– and focus it on what you can provide
to someone else
• Market segment your network into
manageable groups of people to talk to.
For example, Experts on Subject
Matter, Peers, Services Network
(people who supply to me), Client
Network etc.
Instead of going out there and
flooding the internet with what I
can do, spend some time looking
at who you know, and find out
what you can do for them. Then
reach out!

9. How do you re-engage a
stagnant network?

10. Kush Dillon
10
1. Make sure that you’re feeding all your relevant social media channels to be able to reach
out to your network
2. Have an opinion on things. Feed your network that has been starved of your insight!
3. Fast-Track: Reach out to those segments of people that could provide immediate opportunity
to new business leads.
4. Quality over Quantity: It’s not about having the biggest network in the world.
Market Segmentation of your network should be something that you’re constantly working on.
Always smile when you meet people, ask about them, and remember them! Take the time to be
yourself, and be an individual. People remember each other if they find them appealing and
interesting.
Choose where you want to spend your time, and spend quality
time with your network.
“The most important point about any network is that it needs to
be fed”

11. Gordon MacPherson
11
1. Use down-time in the car to speak to people that you haven’t spoken to in a while.
2. Set some time aside to posting to your network via social media – even if it’s only once or twice
a week.
3. Look at how you can use video to create more engaging content for your network.
4. Constantly be on the lookout for new ways to connect with people
Spinning plates is difficult – especially when you’re busy.
But as a consultant, you cannot afford to let it drop off your radar.
“Networks need rejuvenating all the time. Consultants can
become busy – and risk forgetting to look after their network.

12. How do you set yourself up as
a thought leader within your
network?

13. Kush Dillon
13
Thought leadership is about credibility.
You base everything you do on what
you’ve done before, and your credibility.
It allows you to understand what you can
provide someone else, and what your
sphere of influence is.
Be present, and see what’s happening
now. Create some mind maps and map
out where your business or industry is
going, and then write about what stands
out to you.
You’re not giving your IP away, you’re
giving your perspective to someone who
may need your help to implement it in
their business.
You’re a hub: You not only take work
in, but pass connections, news and
work through to others.
Gordon MacPherson
Don’t be afraid to put yourself out there.
Think about your work as a spider’s
web. The more work you do, the bigger
it gets and the more your network and
exposure increases.
Consider doing some volunteer work –
helping them can also help to expose
you to new contacts.
Stop pushing at closed doors.
Sometimes meeting with people, and
talking with them makes it easier to
push the open door. Be aware of where
you’re spending your time so that you
spend your time on the opportunity that
may yield the best results.
Help others and get out there as
much as you can.

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