How can you use networking to gain insights into your customers' needs?

1 Identify your network goals

Before you start networking, you need to have a clear idea of what you want to achieve and how it aligns with your BRM role and objectives. Do you want to learn more about your customers' industry, market, or competitors? Do you want to discover new ways to solve their problems or improve their processes? Do you want to establish trust and rapport with them and influence their decisions? By defining your network goals, you can focus on the right people, events, and platforms to connect with and avoid wasting time and resources.

2 Research your network targets

Once you have your network goals, you need to do some research on who you want to network with and how you can reach them. You can use various sources of information, such as your existing contacts, social media, industry publications, or online forums, to identify potential network targets. These are people who have relevant knowledge, experience, or authority in your customers' domain and can provide you with insights into their needs. You should also look for ways to access them, such as through referrals, introductions, or invitations.

4 Analyze your network insights

As you network with your contacts, you should collect and document the insights you gain into your customers' needs. You can use various tools and techniques, such as notes, summaries, mind maps, or SWOT analysis, to organize and analyze the information you gather. You should also look for patterns, trends, gaps, or opportunities that can help you understand your customers' needs better and identify ways to add value and innovation to your solutions.

5 Apply your network insights

Finally, you should use the insights you gain from networking to improve your BRM performance and outcomes. You can apply your network insights to various aspects of your BRM role, such as developing strategic plans, designing service offerings, managing projects, or communicating results. You should also share your network insights with your customers and stakeholders, as well as your internal team and partners, to demonstrate your understanding, credibility, and value.

6 Evaluate your network results

To measure the effectiveness of your networking efforts, you should evaluate the results you achieve from applying your network insights. You can use various metrics and indicators, such as customer satisfaction, retention, loyalty, or referrals, to assess the impact of your networking on your customer relationships. You can also use feedback, testimonials, or reviews to validate the quality and relevance of your solutions. You should also review your network goals, targets, and contacts, and adjust them as needed to ensure continuous learning and improvement.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?