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FT Guide to Business Networking: How to Use the Power of Online and Offline Networking for Business Success (The FT Guides) Paperback – 23 Jun 2011

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Product details

  • Paperback: 224 pages
  • Publisher: Financial Times/ Prentice Hall; 1 edition (23 Jun. 2011)
  • Language: English
  • ISBN-10: 0273745824
  • ISBN-13: 978-0273745822
  • Product Dimensions: 15.7 x 1.4 x 23.2 cm
  • Average Customer Review: 4.9 out of 5 stars  See all reviews (122 customer reviews)
  • Amazon Bestsellers Rank: 214,913 in Books (See Top 100 in Books)
  • See Complete Table of Contents

More About the Author

Firstly, thank you for popping by! Let me tell you a little bit more about myself. I'm still working on the fiction writing skills, so for now, the truth will need to do...

Most Engineering Graduates from Oxford University don't go on to write award-winning business books.

Or sustain a high profile career as a Writer, Executive Coach and International Professional Speaker.

That's exactly what happened to me after I wrote The FT Guide To Business Networking & The Go-To Expert, plus co-authoring (with Jo Larbie) 'How to make partner and still have a life'.

Being up for a challenge is a constant theme for me, which is probably why I love helping professionals become the Go-To Expert. When I am not writing I can found increasing my waist line with my homemade gluten and dairy free cakes, or trying to decrease it as a fully-paid up member of the crocked slow-running club.

1) Helping my clients add over £1 million of fees to their client portfolios in the last 12 months
2) Judging the British Accountancy Awards in 2011 and 2012
3) Helping two of my small firm clients win awards at the 2013 British Accountancy Awards.
4) Economia decided I was in the 2013, top 50 influencers on finance & business on social media.

My work splits into 2 distinct and different camps. I am either working with potential partners helping them build their personal and business case to get to partner. Or working with owners & potential partners of small (under 10 partners) accountancy, consultancy and legal firms helping them with:
1) Consistently generating good quality new clients, helping to profitably grow their practice without having to cold call.
2) Building a strong & capable management team in order for the practice owner to increase their income from the practice whilst working less hours
3) Creating the next set of future partners, so that the firm's current partners can retire knowing they will be able to get their capital out of the firm
4) Helping business book authors grow their business through writing their own book.

I feature regularly in the national & trade press, e.g. FT, Guardian, Sunday Times, Managing Partner, Legal Week, Accountancy Age. My clients have included: Deloitte, KPMG, BDO, amongst others.

To book me to speak please contact David Stoch at Meerkat PR, on 020 8563 0182. For any other work related enquiries, contact me directly.

Heather can be found blogging at:
* Joined up networking -
* How to make partner and still have a life -
* venture-Now -

Product Description


“Despite years of sales and training experience, when I first started Business Networking I found it really hard to do. Over the last five years, I have learnt a lot about networking; then I read this excellent, highly practical book, only to find out so much more about business networking. It is written in an easy to read, down to earth style that makes it simple to learn lessons (and there are loads of them). Even if you are an experienced networker (combining online and offline), I highly recommend you read this book.

If you are new to networking, nervous about or not getting enough results from your networking  - you definitely need to buy this book.”
Jon Baker – Business Coach with Venture-now

“If you ever thought face to face or social networking was difficult or would not work for you – think again! This book makes it easy and really shows why networking online and offline should be your first choice in how to do more business, more enjoyably than ever before. It should be your networking Bible!”
Bruce King - Author of How To Double Your Sales

"If you want to achieve workplace success, and build a strong personal brand, then business networking is critical. Take the first step to understanding and implementing networking strategies by reading Heather's book!"
Dan Schawbel, author of Me 2.0 and founder of Millennial Branding, LLC

“A great practical guide to all aspects of networking – stuffed with lots of quick and easy tips to help you leverage the power of your network.”
Ivan Misner, NY Times Bestselling author and Founder of BNI and Referral Institute

“If business networking was an applied science, Heather Townsend’s book would be the curriculum, survival guide and roadmap to this often misunderstood aspect of life and business.  Having studied and interviewed the UK and the world’s top thought leaders on the subject, coupled with her own practical experience, this book offers an objective overview, discussing business networking’s global principles which are clearly laid out and explained. 

Whether it be face-to-face, or making connections through twitter, every aspect of connecting with others is uncovered and explained.  Readers can hope to have a shifted perception about how they should view networking but most importantly, to learn how to stop wasting time and invest in the actions which, further down the line, will lead to personal referrals or valuable connections – the end goal.  This guide should be read by entrepreneurs, job seekers, employees on all levels, and, in my opinion, high school kids ready to take on the world.  Nothing evangelical, easy-to-read, practical and highly recommended.”
David Stoch, Director, Meerkat PR.

“There are few people as proficient as Heather in both face-to-face and online networking. Queen of Twitter and founder of the impressive Executive Village network, she shares her knowledge in a very practical way in this really valuable handbook. It will give you the confidence and tools you need to excel in both worlds, joining up your on- and offline activity for networking success. I’d recommend this book to anyone in business – whether you are looking to build a company or boost your professional career.”
Sonja Jefferson, Director of Valuable Content

“Heather delivers the ultimate guide for the ultimate business tool of the 21st Century.

Business networking is, in the 2010’s, what talent management was during the 2000’s. It is the essence of sustainable competitive advantage for business. As ‘talent management’ was deemed by some, to their detriment, to be a load of ‘mumbo jumbo’ nonsense, the same can be said of attitudes to networking. Networking is one of those areas where you need to ask yourself ‘Can you afford not to?’ rather than ‘can I spare the time for this?’

Heather’s guide to Networking covers all the ‘etiquette’ that enables people to develop in to effective networkers, whilst not being so prescriptive that it stifles individuality. The guide covers all the different ‘medium’ by which networking can take place. A guide for those new to networking, as well as those ‘older heads’ that need to re-evaluate or refine their approach.

A must read.”
Marc Lawn, Founder of The Business GP

“At  the time I reviewed this book, it was the most relevant, current and comprehensive guide to Business Networking available.   For the novice this is quite appropriate as an introduction to Business Networking.  For the seasoned networker the book is a review of current best practice networking strategies and techniques for both offline and online networking.   A reference manual to dip into for guidance, inspiration or a ‘how to’ tip.

An excellent, well presented opening chapter on ‘Why Network’ whets your appetite and sets the foundation for a journey from Why Network, through Where to Network and most importantly ...How to Network. 

Well researched, the book is punctuated with references and a highly relevant bibliography of books, articles and e-media, allowing the reader to research further any subjects that particularly resonate with them.

I particularly like Heathers pragmatic style.  While the book works extremely well as a ‘how to’ network online and offline manual, Heather understands that it is not enough to know ‘how to’ you have to take this knowledge and apply it ... ‘Do It’.  This is where this book excel’s, each chapter closes with Action Points, there are tip’s and idea’s throughout the book, example letters/email templates, processes and questionnaires to help you analyse and review your business networking strategies and so on...

Apply what you learn in this book and you will benefit from the competitive advantage that being an ‘A Lister’ joined up networker brings.”
Mick Holloway, co-founder of NetLinked

This guide introduces an effective joined-up networking strategy. Townsend discusses everything you need to know to get the most out of networking, both face-to-face and online.

Finance and Management, 2nd July 2011.


From the Back Cover

Voted Marketing Category Winner in the Small Business Book Awards 2012


“A great practical guide to all aspects of networking – stuffed with lots of quick and easy tips to help you leverage the power of your network.”
Ivan Misner, NY Times Bestselling author and Founder of BNI and Referral Institute


“The most relevant, current and comprehensive guide to business networking available.”

Mick Holloway, co-founder of NetLinked


“a ‘must read’ for anyone wanting to use the power of face-to-face AND online networking to generate career and business success.”

Andy Lopata, Author of Recommendedand And Death Came Third


If you’re a busy professional, networking is the fastest and most effective way to build your business or career. Up to 80% of opportunities come from people who already know you, so the more people you know, the more chance you have of winning the new business or the new career you want. Networking is a skill you can’t afford to be without. But what’s the best way to do it? The Financial Times Guide to Business Networking is your definitive introduction to a joined-up networking strategy that really works. Professional networker Heather Townsend guides you through everything you need to know to get the most out of both face-to-face and online networking.


This book will help you use effective business networking to get better results for less effort. It shows you how to:


·         Use online and more traditional networking techniques to your best advantage

·         Get the right approach, attitude and behaviours

·         Maximise your networking success by being relevant, helpful and systematic

·         Quickly build rapport, start a dialogue and generate strong relationships with anyone, regardless of whether you meet physically or virtually

·         Build your credibility and visibility through networking so that you attract the right kind of opportunities

·         Seamlessly integrate online and offline networking techniques for greater business success

Inside This Book (Learn More)
Browse Sample Pages
Front Cover | Copyright | Table of Contents | Excerpt | Index
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Customer Reviews

4.9 out of 5 stars
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Most Helpful Customer Reviews

6 of 6 people found the following review helpful By E Batenin on 3 Jun. 2013
Format: Kindle Edition
I bought this book to help me to prepare for a management consulting role. This book really surpassed my expectations - it is a fantastic, practical guide to networking.

I really liked the length and writing style. This book is only a couple of hundred pages, and the concise, engaging style meant that my limited attention span was not challenged at any point. I finished the book during a couple of a few commutes in my first week after which, I felt ready to start using the book as a networking tool.

There were two things that set this book apart for me: Firstly, the author draws extensively on networking good practice and her own networking experience throughout the book. For example, her business card is included; a follow-up letter after a first meeting to develop business relationships, etc. The second was the `over to you'-style activities that are towards the end of each chapter. These include practical exercises for the reader, signposting to help you find out more about key themes, and tips on how to bring the ideas together into a more holistic approach to networking.

The result is an invaluable networking resource that shows you how to develop a strategic networking approach while remaining authentic. This book is perfect for current or prospective professional service firm employees.
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3 of 3 people found the following review helpful By Dawn Sillett on 9 Dec. 2013
Format: Paperback Verified Purchase
My curiosity was piqued by the reviews - and the reviewers, some well-known names - so I bought this book wondering if it would teach me anything I didn't already know.
I've finished it with heaps of new ideas to apply, hence my recommendation for old hands and networking novices alike.
Things I like:
Lots of real-world examples, from the author's own business and networking experience as well as other business people from a range of services.
Clear action points at the end of each chapter to get the reader applying the tips and techniques.
All kinds of networking are covered, both face-to-face and online. Whether it's business referral networks or conferences, to less formal meet-ups there are good ideas for preparing ahead, 'working the room' and following up.
Good tips on social media too: I like the idea that the author only friends someone on FB is she's had them to dinner at her house.
Since the book was published there have been some changes in social media, such as no more Google Reader or LinkedIn Answers, and new channels have come along.However, the basic principles given are still very sound.
Lots of suggested websites and further resources to find out more, including free downloads from the author's site (registration required).
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2 of 2 people found the following review helpful By Claire Georghiades on 13 Oct. 2012
Format: Paperback Verified Purchase
Until I discovered this book on the 2012 Small Business Book Winners list, I had not put 'business success' and 'talking to people' together as a possible combination at all. The sticking point was the word 'networking' which I mistakenly thought meant 'face to face selling', to be avoided at all costs.

This book has been my constant companion ever since, and although I am still learning, it has carried me through all sorts of business networking events, which to my surprise I have both really enjoyed and which have been successful in gaining new sales, especially through referrals.

What a revelation! A whole new world opened up together with an ability to be successful in business. One of the keys to the success of this book is the ability Heather Townsend gives you to score yourself in different areas of networking, which instantly provides an ego boost in areas where you find you are doing well (for example I discovered that my Twitter following of over 4,500 is a good thing in business networking terms), and focus and practical `how to' steps to improve areas where you could do better.

And as you take the plunge and follow the action points she suggests, you suddenly realise that as an inexperienced networker, you really are not alone. No-one you meet is born with an extra `brave' gene, everyone is scared of failing in business, or just looking foolish, or finding that they are alone in a busy room with absolutely no-one wanting to talk to them.
Read more ›
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3 of 3 people found the following review helpful By Andrew Neligan on 30 Jun. 2011
Format: Paperback
This is a valuable read if you want to increase your business leads.

For sometime I was ignorant as to what successful networking looked like. I believed I simply had to turn up to events, meet a lot of people and give out a lot of business cards and the phone would start ringing. How wrong I was!

This book provides a structure and strategy for successful networking both online and offline. It shows that networking is not about having the people you meet become clients but about increasing the centres of influences you have.

This book highlights that a lot of people are fearful of meeting strangers in a crowded room but this fear is misplaced and can turn into an enjoyable event. I have found this myself.

If you want to increase your business read this book.
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