We’ve all done it.

I've done it.

Showed up at a networking event, stacked with business cards, ready to “work the room.” And then left wondering if any of it really mattered.

Or worse... knowing it didn't matter. It was a waste of time.

It’s easy to confuse activity with progress. But networking without a strategy is just busyness in disguise. That’s the idea behind Strategic Networking, and it's why Chapter 6 of my book (yes, the shortest one!) packs more punch than most 90-minute workshops.

But this newsletter isn’t just a recap of what’s in the book or keynote. It’s a challenge:

In my “Rock & Roll and Networking” keynote, I break down the five types of people every professional needs to network with on purpose.

This issue of Connect the Dots isn’t just a recap of what’s in the book or keynote. It’s a challenge:

1. Your Target Market

It sounds obvious, but most people can't name five people/companies they actually want as clients. Your networking needs to happen where your ideal customers already are — not just where free wine is served. Make a list. (Over time, I suggest making a list of 100 amazing potential clients.)

2. Recommenders

These are the people your clients meet before they meet you. Nail this list, and you build a pipeline that flows directly to your door. Miss it, and you’re constantly “selling” instead of being referred. Make a list. Who are these magic people who can bring business to you?

3. Competitors

Yes, your so-called rivals. Often, they’re the ones with insights, referrals, or complementary offers that could transform your business. When you stop viewing them as threats, you get to meet them, to learn about them, and to know them. Only then do they have the potential to become collaborators. Make a list.

4. Collaborators

Once you start talking to competitors, you’ll spot people in the same ecosystem but with different value props for their clients. These are the people who can co-create, co-market, and co-sell with you. For sure, you could recommend each other when the time is right.

5. People You Recommend

Often this is the easiest category to list. These are the businesses your clients need next. You recommend these people all the time. Have a strong list here, and you become a trusted guide, not just a vendor... a connector.

If your calendar’s full of coffees and LinkedIn requests but your pipeline’s still dry, it’s time to get strategic.

Start with one list. Build relationships with intent. And ask for the connections you need.

You'll finally stop wasting your time networking.

You'll grow.

Want the framework? Just reply and I’ll send you the one-pager from the book.