Just as with friendships, your business networks will flourish through care and attention. Maintaining the relationships you make through networking will bring you the greatest professional results and the most personal satisfaction.

As a general guide, spend about 50 per cent of your time following up with existing contacts and 50 per cent of your time on new contacts. Some of the new contacts will fizzle out, but it’s usually impossible to tell at a first meeting who will become a useful contact or who will turn into a customer or client.

Take action immediately

Sort your business cards as soon as you get back to your office or first thing the next day, or you’ll soon forget the details of your conversations. Follow up with the new people you met within a week so you’re still fresh in their minds. If, after a few networking meetings, you find that you get along particularly well with someone and your business relationship develops, then suggest meeting up again.

Use your database to keep in touch

If you have an electronic database, use the ‘bring-up’ system to follow up with everyone every three months, if not earlier— by phone, email or post. You don’t have to have a reason for calling; you can just ring to keep in touch and see how they’re going. By doing so you’ll develop deeper relationships. If they’re a prospective client or customer, you’re also likely to be at the top of their minds if they need your product or service.