I am about to leave for another session of the Jerusalem Business Networking Forum (JBNF). Nearly a hundred people are registered to attend this month’s double event: “Doing business in China and great serial entrepreneurs“.

I will be moderating the second session, a task I have had the honour of conducting for about a decade. And its tremendous fun.

I am a big fan of JBNF, and not just because I was one of the founders. Over the years, our events have seen countless members find employment, many more sell and buy services, investments secured, advisors discovered, and so the list of success continues. Not surprisingly, I regularly plug the events amongst my clientele, whenever I am mentoring or coaching in the Jerusalem region.

Just this morning, I was talking to a savvy CEO of a small tech-based outfit, who was anxiously looking forward to adding extra networking dates into their diary. However, when I asked them what they were going to do at each event, I was greeted by a puzzled look. Not for the first time I was asked to answer the question: “Good point. Just what is networking?”

To clarify: In the first instance, networking IS all about helping others! It is NOT about you walking into an event room, looking for your next victim to clinch a deal.

Consider the following scenario. When you meet somebody new, you tend to assume that they want you ‘sign up with them a.s.a.p.’ It is off-putting if not threatening, to say the least.

However, if you hear somebody taking an interest in you and your background, and then find the approach to be sincere, you are more likely to open up in response. A recent video-blog described this methodology as focusing your emphasis on others, not yourself. Move away from just talking about yourself.

Well, that will garner you lots of fans. However, let us not be naïve. You too need to make a living. So, here is the second rule of networking. Be patient! As I was explained by a very British successful business mentor several years back: “What goes round, comes round”. You will eventually find that others will wish to seek out your services.

Can I prove that last statement? Since adopting these networking principles over the years, they have turned out to be very beneficial. As for my clients, they have learned to garner similar results.

Yes, another word for networking is ‘helping’.