Is it really true, that who you know is more important than what you know? Knowing people surely is hard work. It requires perseverance and is fueled by ambition. Admittedly, building, cultivating, and sustaining relationships is one of the most important skills a consultant must learn. Consultants, like other professionals, need to build relationships and partnerships to grow and stay afloat in a changing business environment.

We’re talking about networking, of course. Networking is a way of positioning your service offering in the mind of potential clients. It is achieved by creating an image of what you do within a selected group of individuals so that your telephone will ring when one of them—or one of their contacts—needs your assistance.

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