Are you wondering where, how, and effectively to start building business relationships?

Or maybe you’ve heard about networking and are wondering if it’s worth investing your valuable time in?

If so, I invite you to read the interview below, where I, Magdalena Mrukwa (consultant, advisor, mentor, and above all, a business practitioner), speak with my guest Bartłomiej Kowalczyk (an expert in relationship building and networking) about building business relationships.

Bartłomiej (Bart) Kowalczyk is the founder and Director of Polish Business Link and has been consistently building a business network in the UK since 2013, which has become an incubator for entrepreneurs’ growth. The activities of PBLINK have significantly impacted Polish-British business relations, leading to new business ventures for all companies associated with the organization.

Magdalena: Hello Bartek, thank you for coming.

Bartłomiej: Good morning, nice to be here.

Magdalena: Let’s get started. Please tell us, which program/software helps you in your work?

Bartłomiej: With software, it’s nice when it works, that’s the first thing because sometimes during an event something goes wrong and stops working, like during the last event when Zoom stopped working and we had to log in again. My most important tool for running my business, and I think everyone will agree, is email. I personally use Gmail and G Suite; I think it’s the best, with no spam or ads.

I’m a proponent of a system where I manage everything under one roof. I use HubSpot CRM, where I manage social media, mailing, and contacts; without this, I couldn’t move forward. Of course, for accounting, I use QuickBooks, and I also use simple, classic notes on my phone.

Magdalena: I’m also a proponent of email because nowadays there are so many communication channels like Messenger that it can be confusing. If a client writes here, there, and elsewhere, and we have texts, messages on Messenger, documents sent via WhatsApp, it becomes hard to find everything later. I always ask clients to send all information by email, so everything is in one place, avoiding wasted time searching.

Magdalena: What is networking? What is it for and why?

Bartłomiej: Networking in business is primarily about people with whom we can potentially do business, but also recommendations and collaboration, which is also very important.

Magdalena: How do you start a typical business relationship conversation? How do you introduce yourself? Where to start?

Bartłomiej: This is a very broad topic, one could write a book about it. Each of us is a bit different, coming from different parts of the world and different cultures, so there is a cultural aspect to this networking, plus context. Context is very important because everything depends on the context of the situation and what the conversation will be about and why we met. Of course, among us, some people find it easier while others find it a bit harder (extroverts and introverts), but the key is to simply test certain things. The most important thing is also not to just talk about yourself but to build a normal human relationship.

Magdalena: Do you think it’s worth preparing an ‘elevator speech’? That is, having a prepared formula?

Bartłomiej: I would answer both yes and no, because it depends on the situation. For example, if the format of the event allows for an introduction, let’s do it in a way that also provides context, for instance, imagine we are in a room and everyone is introducing themselves and someone mentions they are building a house, during such a conversation we can mention that we know a good electrician – and thus a relationship is formed. So, let’s approach it not just by talking about ourselves but also by listening to what others have to say and introducing our business in that context. This is extremely important.

Magdalena: Where can you establish such business relationships? How does it differ? Where is it worth being in a particular context, and where in another?

Bartłomiej: I think time is the key here, and initially, it’s worth associating with two or three networking groups for at least two or three years. Networking

is a long-term commitment and a very long journey that will bring satisfaction over time if done right. There are online or face-to-face meetings, which I am a big proponent of. The key thing is to look for what is available in our area (if we plan to conduct local business activities) and see if there is a local networking group. It’s worth checking FSB, which is the Federation of Small Businesses in the UK, where you can find local networking groups.

There is also the PNA, which is a more advanced group. Another option is the Toastmasters group; if someone has issues with public speaking, they can join this group and practice their speaking skills. But since everything is online now, let’s see what is available, for example, throughout Scotland or England, and which groups can open doors for us. I believe the process should be such that we identify 5 or 6 such groups, attend a few meetings, ask the organizer if we can attend as a guest to see how it works, and then choose 2 or 3 groups with which we already establish cooperation and build some engagement strategy with that group.

Magdalena: What do you mean by strategy?

Bartłomiej: Strategy is primarily about what the goal is and why we are doing it. Of course, we do it to meet potential clients. For example, if we meet 100 people, 10 people are interested in our service, one person becomes our client – and that’s how we should operate in networking. So we should set such goals for ourselves. Our strategy might be to ask ourselves how we can generate 3 potential contacts per week that are interesting to us and related to our industry. Then we need to find a strategy for how we will contact these people, how we will engage, and what information we will send – whether it will be LinkedIn, Facebook, or email. We need to consider what contacts we need and then which contacts can bring us business.

Magdalena: Yes, so here we are already entering ‘business to business’, which means that networking and building relationships in business is not only about looking for potential clients, but we can also meet people, other entrepreneurs, business contacts that will broaden our horizons. And perhaps through such contacts, we will introduce new services or products. So it is about sales for clients, and this is very important. It’s not just about going somewhere, introducing yourself, and selling. It must be a long-term relationship, and different things can result from it.

Bartłomiej: Yes, because it is a very large investment in the business, i.e., in the network that is to be strong, that is to understand your business and understand what you do, and thanks to this, recommendations will be built. For example, you can organize a Facebook live on an interesting topic and invite a guest because it attracts people and potential clients.

Magdalena: I work with startups daily, and recently I have been promoting the idea of establishing an online presence, because in today’s times, I think it’s difficult without it. It’s a matter of trust and demonstrating your expertise, because through this, we also build trust with someone who may not need our service today but will remember us in the future and establish contact. And here, regularity also counts, not just a single online appearance, and sometimes it takes a few months to build that personal brand and recognition, and it’s the same with marketing.

I believe that business and sales revolve around us, that we sell ourselves. To sell our product or service, we must present ourselves well, because if someone doesn’t trust us, they won’t buy from us. And even if they do buy, they may not necessarily return, and here, in terms of building relationships, it’s about that return.

Magdalena: What helps in establishing business contacts? What to avoid in business relationships?

Bartłomiej: Brainstorming, preparing for networking, and doing appropriate research on the topic are certainly helpful, for example, a list of delegates, the event format, which industries will be participating, etc. The second thing is to act on the principle of ‘I want to help you’, bringing your knowledge and your network (because each of us has some contacts we can refer). Another thing is sales; we shouldn’t try to sell at all costs, but find a balance and use the right moment to promote ourselves. Another point is not to always talk about business, which always works. We can talk about many other topics not directly related to our business, such as travel or sports, and thus find something that connects us.

Magdalena: Do you think quantity or quality matters in business relationships?

Bartłomiej: The first answer is definitely quality, and we must know who we want to talk to. However, quantity is also needed for results, so we need to ensure new people appear in our network and then focus on quality. So we focus most on one group of people we care about the most and want to spend more time on, and then on some other networking groups we spend less time on. If we prepare such an approach and are consistent, I guarantee success.

Magdalena: Okay, so let’s say we make contact at a specific event, introduce ourselves, make some contacts, and now the continuity doesn’t just depend on the next event but continues later, for example, online.

Bartłomiej: Exactly. I always say a very important thing – networking is not events, because events are only a part of networking, and this is the whole process. Therefore, maintaining regular contact is so important.

Magdalena: How is networking in the UK different from networking in Poland?

Bartłomiej: Having attended many events with participants from different nationalities, I think that generally, networking works very similarly, and people know more or less similar rules. However, I found a few differences, such as we Poles tend to go straight to business very quickly, while in the UK, this approach is slower, with more emphasis on building relationships. It is also worth noting the simple language problem. However, English is our second language, and each of us makes mistakes and is at a different level, which also significantly affects whether we feel confident at such events or are rather stressed. But the most important thing is to give it our all and prepare well.

Magdalena: Do you think it would be good for a Polish entrepreneur who has reservations about starting to begin with a Polish group?

Bartłomiej: I think it depends on our target market. We need to go where potential clients are or people who can introduce us to potential clients. Remember that there are about a million of us Poles here and almost 60 million people in the whole UK, so if we want to sell to a larger group of people, sooner or later English will come into play. Always try and don’t be afraid.

Magdalena: What does a typical structure at networking meetings look like?

Bartłomiej: Regarding online networking, very often, networkings are closed to members, meaning the networking room opens for them a bit earlier so they can give a short update. Then the rest of the participants join. As for face-to-face events, there is the whole preparation, with catering, coffee breaks, etc. Usually, these events are paid, there is a chance to introduce yourself, or there is a business card system.

Magdalena: Do you have any other valuable tips up your sleeve? Any aces in the hole?

Bartłomiej: Have that goal – 3 people per week – and have a strategy on how to meet them and how to reach them. A very interesting tip is that the goal of networking is not who you know, but who knows you. It’s about how these people remember us, how we bring value to them, and how we can help them. And that’s the essence of what we want to achieve at these meetings.

Remember that now is the best time because, after the pandemic, many local businesses will thrive, as people support each other more, and you can build that relationship.

Magdalena: So really, you need to go out to people, come out of hiding, and show yourself, meet people, and start building those long-term relationships.

Bartłomiej: Exactly. Of course, I warmly invite you to our networking meetings – PBLINK Events, which also take place online, where you can test yourself as a Networker.

Magdalena: Thank you very much for our conversation and for your time.

Bartłomiej: Thank you too.

I hope you have received valuable tips here to start your adventure of building business relationships.

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