Getting the most from networking, in conversation with John Harvey

Networking can feel daunting, especially when you’re balancing the day-to-day demands of running a charity. With so many different priorities competing for your attention, allowing time for attending events may feel like a luxury you can’t afford, but in-person interactions and authentic connections can be one of the most valuable ways to grow your charity, build partnerships, and strengthen your community.

At The Indispensary, we know how stretched charities can feel, but we also know how enjoyable and rewarding networking can be. Networking shouldn’t be another drain on your energy – it should feel purposeful, supportive and should inspire you – it certainly does to us!

To explore how to make the most out of networking opportunities, we spoke with John Harvey, founder of The Samphire Club, a private members networking group championing meaningful connections across the South West. John shared his insights on how to approach networking with confidence, purpose and authenticity, breaking the process down into three key stages: preparation, the event, and the follow up.

To explore how to make the most out of networking opportunities, we spoke with John Harvey, founder of The Samphire Club, a private members networking group championing meaningful connections across the South West. John shared his insights on how to approach networking with confidence, purpose and authenticity, breaking the process down into three key stages: preparation, the event, and the follow up.

1. Preparation

Before attending an event, set a clear goal. This doesn’t have to be ambitious – as John suggests, it can be as simple as committing to speak to one new person. A little preparation means less stress and more reward, and having set goals and intentions is a brilliant way to measure the success of an event afterwards.

You can also prepare by getting a delegate list in advance.

‘Try and obtain a delegate list in advance and take the time to study it. Identify people you want to meet and existing contacts who will be there. For people you want to meet, do your research (LinkedIn, Twitter, Company Website, Google Search)’ – John Harvey

Having a list of attendees in advance allows you to be intentional with your time, and you can pinpoint exactly who you want to connect with, and why. Remember, being intentional doesn’t mean ticking names off a list, it’s about building genuine connections.

In order to get the most out of an event, follow John’s ‘6 Planning Principles’ – plan the journey, plan parking or public transport, plan your wardrobe in advance, announce your attendance on social media, prepare your equipment (pens, business cards, a notebook), and plan time to reflect afterwards.

This practical preparation helps you to walk into an event feeling calm, confident, and ready to network.

2. The Event

Walking into a crowded room can be intimidating. Arriving early can help tackle this anxiety and allows you to strike up conversations in a calmer setting. John even suggests incorporating some yoga breathing techniques before entering to ground yourself.

‘Do not grab your badge and plunge into the room! Engage with the people on the desk, smile and make eye contact. It’s polite and you will make a good impression.’ – John Harvey

If you weren’t able to get a delegate list in advance, see if one is available.

‘Look relaxed and confident, you have to make an entrance as it’s theatre!’ – John Harvey

Once inside, keep your goals in mind and work the room with intention. First impressions count – be mindful of the three sensory factors by considering how you look, how you sound, and how you make others feel.

‘Be aware of your own state and aim to be cheerful and relaxed. People love passion and charisma as it rubs off’ – John Harvey

Navigating conversations with strangers can be daunting, and starting them is often the hardest part, but as John reminds us, we are ‘naturally social animals’, and most people are just as nervous as you are. Keep in mind your preparation and start with a thoughtful comment. To maintain a conversation, listen and show a sincere interest in others.

‘Be interested, and be interesting’ – John Harvey

Keep in mind that your time is limited. You need to circulate and connect with a variety of people – if you stay with the same group too long, you may miss valuable opportunities. John suggests implementing a ‘5-minute rule’, as this is long enough to connect with someone. He emphasises the importance of not leaving someone alone, instead connect them with another person, and give plausible reason for your exit. John gives the following example: ‘I’ve really enjoyed talking to you and it has been great meeting you. I’m guessing we both came here to meet people and I don’t want to monopolise you and stop you from meeting other people. Is there anybody here you want to meet?’

It is important to ensure you have met your top prospects before leaving, and this can be done in several ways. Organisers are usually well-connected and will likely know those there, so don’t hesitate to ask them to introduce you. Likewise, if they are engaged in a closed group or one to one conversation, ask to briefly interrupt when there is a natural pause, exchange details, and ask to contact them later.

Before leaving an event, you should compliment and personally thank the hosts, say goodbye to the people you have met and tell them you will be in touch. A personal, polite exit leaves a lasting impression.

3. Follow Up

 The real value of networking comes in the follow-up, yet as John identifies, this is the bit most people neglect. After the event, take the time to add contacts, recall the conversations you had and send a quick, thoughtful message to people you would like to keep in touch with – mention something specific you discussed to show you were truly listening.

‘You are investing valuable time to attend so give it the respect it deserves’. – John Harvey

John advises categorising your new contacts into 3 tiers:

  • A list – well connected, a potential referral, client or supplier. You should meet them for coffee or send a handwritten card alongside a LinkedIn invite, and then contact monthly
  • B list – you enjoyed meeting them , but it’s unlikely they can help you achieve your goals. Contact quarterly, ask them to sign up to your newsletter, and connect on LinkedIn
  • C list – unlikely to be helpful, but still email them, and offer help if necessary

Following up demonstrates both respect, continuity and professionalism, and it is an essential part to getting the most of networking.

Summary

Networking isn’t just about showing up – it is about preparing with purpose, engaging with authenticity and following up with care. Allocating time for all three aspects of networking is important, and as John states, all three are vital. John Harveys’ three step approach reminds us that successful networking is a skill worth refining. By following these tips and giving each stage the attention it deserves, you can leave an event feeling energised, rather than drained, and with meaningful relationships to grow your charity’s impact.

If you want to learn more about John’s approach to networking, check out John’s book For the Love of Networking’ . It offers different networking strategies, tips, and guidance, and will help you reframe how you think about building genuine connections.

Want to learn more about networking?  John is running a Roundtable Event on 5th November, tickets are available here

To stay up to date with John, follow his LinkedIn here.

Off to your first networking event?  Let me know how it goes

Image: Poppy Jakes Photography

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