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First, let’s set the record straight on the title. Networking will always play a crucial role in business development, regardless of what stage of business ownership you are in. When my partners and I first started GraEagle Construction, my calendar was packed with networking events, follow-up meetings, and a lot of door-knocking. However, if you are networking effectively, your networking priorities will begin to shift, and you can start working on your business rather than in it.
I started GraEagle Construction in 2001 and after a few years, we were firmly established with TPAs and receiving enough referrals based on our reputation that I didn’t need to spend as much time hunting for new clients. Instead, I could focus on developing relationships with my competition and others in the industry, like Jeff at ATI, which ultimately opened doors to my next business goals. Here are my tips for how you can do the same.
Always Do Something to Stand Out
My first tip for maximizing your networking efforts: always do something to stand out. In the early days, we’d attend golf outings, and I made it a point to create conversation starters. Sometimes, it was bringing gift cards along or saying, “Hey, there’s beer in that golf bag over there—help yourself.” These small gestures created connection points. People are a lot more likely to remember the guy who gave them a beer over someone who just hands them another business card.
Years ago, I attended a Contractor Connection event, knowing that we would be receiving an award. When I stood up to accept it, I was wearing a bright pink shirt. Unsurprisingly, the “guy in the pink shirt” stuck out in people’s minds. Making yourself memorable is crucial.
Be Prepared and Personable
When attending networking events like golf outings, I always make a point of knowing who will be there—claims managers, adjusters, and the like. I pinpoint who I need to introduce myself to. Once you’re out there, professionalism matters, but so does being personable. Get to know people, let them see how much you care, and be ready to talk confidently about your business and what you offer.
Embrace the Competition
One thing that’s always been important to me is knowing my competitors and making relationships with them. This approach has been very fruitful over the years. Not only does iron sharpen iron, but having these connections is great for client relationships. Even if we can’t take on a particular job, clients appreciate when we can refer them to someone we trust who’s equally capable. In return, I’ve also received referrals, so it’s a win-win.
The End Goal
I’ve always had one aim: to be a top performer, stay on top with TPAs, and to be known in the industry. Building a network with peers, including those I’m not directly competing against, has been a key part of that.
At the end of the day, networking isn’t about how many people you meet but the lasting impressions and relationships you create. Make yourself memorable, learn from your competition, and find connections that push you forward. In this industry, the right network does more than just open doors—it sets you on the path to lasting success.