A New Definition of Networking

When BNI Founder Dr. Ivan Misner wrote the first edition of The World’s Best Known Marketing Secret, ( a great book, BTW) he defined networking as:

“The process of developing and using your contacts to increase your business, enhance your knowledge, expand your sphere of influence, or serve your community.”

This definition stood the test of time for many years, until . . . it didn’t. Since then, Dr. Misner realized the definition of networking was evolving. There were definitely some truths in the original definition that needed to be retained, but a few just no longer felt right.

One word he wanted to address was “using.” Today, this word sounds rather harsh, even cold. People today tend to react negatively to the concept of “using” someone for personal or professional gain. The other word he scrutinized was “contacts.” The term has become synonymous with a person’s database. And a database is, by design, impersonal, practical and, again, rather cold.

After many discussions about modifying the definition, Dr. Misner came up with this representation of the concept of networking:

"The process of developing and activating your relationships to increase your business, enhance your knowledge, expand your sphere of influence or serve your community."

Simply by changing a couple of simple words in Dr. Misner’s original definition, he was able to fine-tune it into what he believes is the true meaning of effective networking. The revised definition is much more congruent with the style of networking we participate in every day — and that we know really works.