Trust vs transactions in professional networks

💡 Networking isn’t about collecting contacts—it’s about building connections. There’s a big difference between targeted connections and genuine professional relationships. And I’ve learned that the hard way. Here’s the thing: 🔹 Sending a cold message to someone for a referral when you haven’t engaged or built trust doesn’t work. 🔹 Adding someone to your network only because they’re hiring is not networking—it’s transactional. 🔹 A bigger network isn’t always better—meaningful connections are. 💡 What genuine networking looks like: 1️⃣ Engage before you ask: Before sending that DM asking for a favor, take time to understand their work. Read their posts, share your thoughts, and contribute to their conversations. 2️⃣ Offer value first: Networking isn’t a one-way street. Can you share knowledge, feedback, or encouragement that might help them? Build relationships by giving before you ever ask for something. 3️⃣ Focus on the long-term: Great networks aren’t built overnight. Be consistent—celebrate people’s achievements, check in without an agenda, and nurture relationships over time. 4️⃣ Work with integrity: The best referrals come from those who’ve worked with you and trust your work ethic. If someone hasn’t seen your work firsthand, asking them for a referral puts them in a tough spot. Earn your recommendations. ✨ Remember: Professional connections aren’t LinkedIn trophies. They’re people with stories, skills, and experiences worth learning from. Your network is your learning circle. When you show up authentically, growth follows. What’s your approach to meaningful networking? Let me know your thoughts below! ♻️ Repost if you believe in building real connections over random asks. #ProfessionalNetworking #MeaningfulConnections #TrustBuilding #CareerGrowth #Authenticity #Collaboration

The real value of network based visibility is much higher than that. Still, having a CPM based figure for #LinkedIn content can also be useful. I use Shield for capturing and analyzing the data of my own LI posts. In the V2 version that they rolled out, I got access to some new charts like this. #EMV, Earned Media Value. "The earned media value calculator gives you an estimate of how much you would have had to pay to get the same reach with ads." Since I only do organic content on social networks, it's just a theoretical figure. Buying LinkedIn campaign ads is not something I'd do as an alternative. #CPM means cost per thousand impressions (originally "Cost Per Mille"). It's how much you'd have to pay to reach 1k people with paid ads. The actual figure would of course vary based on your target group, platform, ad format and so on. Why is it not a valid metric for evaluating the value of your network then? Because there's a huge difference between seeing a sponsored post vs. an organic post when it comes to impact. "Oh great, yet another paid post from some tech vendor. Scroll, scroll..."🥱 "Hey, this person who's often shared interesting articles from the field where I work in has a new post. Let's see..."🧐 In the end, professional networks are all about trust. It's something you only accumulate over time - whether you're an individual or a company. You cannot purchase trust as a campaign. Like the name of the EMV metric implies, it is _earned_ through repeated actions that either build or erode your trustworthiness. This is the reason why communities are so powerful in professional context. Even when the topics relate to areas of business activity that include paid services and paid products, the organic community layer acts as both an amplifier📢 and a filter🔇. When the community advocates amplify a message by endorsing a solution, it's far more impactful than a mere paid impression. Similarly, if they express doubts or concerns over something, how credible will an opposite message delivered via paid campaigns be? All of you who are actively participating in the community discussions on networks like LinkedIn - your actions outweigh the cold metrics of media pricing. It's a different game altogether. It's not about the thousands and the big number of impressions. It's about the depth of impact.💣 Trust is the currency of networks. It has no CPM type of price point - yet it sure has value.

𝗧𝗿𝗮𝗻𝘀𝗮𝗰𝘁𝗶𝗼𝗻𝗮𝗹 𝘃𝘀. 𝗧𝗿𝗮𝗻𝘀𝗳𝗼𝗿𝗺𝗮𝘁𝗶𝗼𝗻𝗮𝗹 Have you ever had someone reach out after years of silence... only to realize they just needed a favor? It’s a familiar experience - and one that leaves a sour taste. Not because you don’t want to help, but because the connection wasn’t built on trust - it was built on convenience. That’s the difference between being transactional and transformational. In our professional lives, it’s easy to get caught up in transactional thinking -quick asks, short-term gains, and surface-level connections. But while these tactics may get you results in the moment, they won’t create lasting impact - or lasting trust. 𝗪𝗵𝗮𝘁 𝗗𝗼𝗲𝘀 𝗜𝘁 𝗠𝗲𝗮𝗻 𝘁𝗼 𝗕𝗲 𝗧𝗿𝗮𝗻𝘀𝗳𝗼𝗿𝗺𝗮𝘁𝗶𝗼𝗻𝗮𝗹? Being transformational means investing in relationships authentically - not because you need something, but because you genuinely care. It’s about building connections based on mutual respect, shared experiences, and thoughtful engagement. ✅ Showing up - even when there’s no immediate benefit. ✅ Offering support without expecting something in return. ✅ Celebrating wins that have nothing to do with you. ✅ Building trust that makes future collaboration feel natural. These are the people who check in, offer encouragement, or share helpful resources - no strings attached. 𝗪𝗵𝘆 𝗗𝗼𝗲𝘀 𝗧𝗵𝗶𝘀 𝗠𝗮𝘁𝘁𝗲𝗿? People know the difference. While transactional connections may get you a quick response, transformational relationships are the ones that open doors you didn’t even know existed. It’s these connections that inspire people to: ✅ Advocate for you in rooms you’re not in. ✅ Recommend you for opportunities you never expected. ✅ Offer guidance and mentorship - not because they have to, but because they want to. 𝗛𝗼𝘄 𝘁𝗼 𝗦𝘁𝗮𝗿𝘁 𝗕𝗲𝗶𝗻𝗴 𝗠𝗼𝗿𝗲 𝗧𝗿𝗮𝗻𝘀𝗳𝗼𝗿𝗺𝗮𝘁𝗶𝗼𝗻𝗮𝗹 1️⃣ 𝗕𝗲 𝗣𝗿𝗲𝘀𝗲𝗻𝘁: Don’t just connect when you need something - engage consistently. 2️⃣ 𝗚𝗶𝘃𝗲 𝗙𝗶𝗿𝘀𝘁: Offer value before asking for anything in return. 3️⃣ 𝗖𝗲𝗹𝗲𝗯𝗿𝗮𝘁𝗲 𝗢𝘁𝗵𝗲𝗿𝘀: A small note of encouragement goes a long way. 4️⃣ 𝗘𝗺𝗯𝗿𝗮𝗰𝗲 𝗣𝗮𝘁𝗶𝗲𝗻𝗰𝗲: Relationships take time. Trust is built through consistent actions. When you choose to be transformational, you’re creating something far more valuable than a single favor - you’re building a network of trust, support, and shared success. And that’s the kind of investment that pays off in ways you can’t always predict - but will always appreciate.

In insurance (any business) it's easy to get caught up in the numbers closing the deal, hitting quotas, moving to the next sale But one thing is clear: relationships always win over transactions I’ve seen agents chase quick wins like pushing policies that might not be the best fit, undercutting on price just to close a deal, or treating clients like a one-and-done sale. This happens quite a bit as well when transitioning from captive to independent, or purchasing leads for the first time The problem? Those clients don’t stick around. They’re not loyal. They’ll switch the moment someone else offers a better deal On the other hand, when you invest in building trust, educating clients, and genuinely looking out for their best interests, something different happens: Clients stay with you longer They refer their friends and family They reach out for advice, not just a transaction Ever had a client tell you that they are staying with you even though they don't love the price? They trust you because you actually took your time to explain what they are getting? So here’s my advice Don’t just sell - serve Take the time to know your clients, understand needs beyond price, and position yourself as the expert professional Short-term wins look good on a leaderboard, but long-term relationships are what build a business that lasts

The Biggest Challenge in Networking: Overcoming the "Transactional Mindset" Here’s how it shows up: You meet someone and immediately wonder, “How can they help me?” You expect referrals after one coffee chat. You stop following up because “they didn’t send me business.” Sound familiar? You’re not alone. Most people treat networking like a vending machine: insert time, press the right buttons, and wait for the referrals to roll out. The problem? Networking doesn’t work like that. Relationships take time, trust, and consistent effort. Why the Transactional Mindset is Killing Your Networking ROI 1. It Makes You Forget the Human Element Nobody likes feeling like a target on your referral radar. People don’t do business with “strategic contacts”; they work with people they trust. If you’re always thinking about what’s in it for you, you’re not showing up as a genuine connection. 2. It Limits Long-Term Potential Focusing on quick wins blinds you to the bigger picture. Maybe that new connection doesn’t need your services today, but what if they could connect you with someone six months from now? Relationships pay off when you play the long game. 3. It Burns Bridges When you’re transactional, people notice. They’ll sense the impatience or self-interest, and instead of becoming an advocate for your business, they’ll avoid your calls. The last thing you want is a reputation as “that person” who only reaches out when they need something. The Fix: Shift to a Value-Driven Mindset Networking is about what you give, not what you get. Focus on adding value first—whether it’s making introductions, sharing resources, or simply being a sounding board. Think about: - Who do you know that could help them? - What insight can you offer based on your expertise? - How can you stay top of mind in a way that’s helpful, not pushy? Bottom Line The biggest challenge in networking isn’t finding opportunities—it’s your approach. Get out of the transactional mindset and start playing the long game. Build relationships, not a roster of favors owed. Show up consistently, add value, and trust that the results will follow. It’s not fast, it’s not always easy—but the rewards? Totally worth it.

Meaningful partnerships are important to me. Lately, a significant portion of my work has involved connecting professionals in the healthcare innovation sector. My trip to Dallas last week started with organic introductions I made in 2024. Some may view making business introductions as a simple and quick process. The process takes time, and time has a cost. In healthcare, innovation doesn’t thrive in isolation; it takes the right connections to move ideas forward. But real impact happens when we prioritize relational partnerships over transactional exchanges. It’s about building trust, fostering mutual respect, and creating opportunities that solve real problems. Here are my thoughts on how to make meaningful introductions: ✅ Lead with Value, Not Ego. Don’t focus on what’s in it for you. Prioritize how both sides benefit from the introduction. Relationships built on genuine value last longer and go further. ✅ Know the Gaps Before You Fill Them. Understand the pain points of both parties. High-impact connections happen when you address a critical need or opportunity. ✅ Vet Ruthlessly, Introduce Thoughtfully. Not every connection is worth making. Be selective and introduce only when there’s a clear alignment of values, goals, and capabilities. Protect the integrity of your network. ✅ Do Your Homework. Before making an introduction, ensure you have a thorough understanding of both parties to effectively explain why the connection is significant. ✅ Frame the Introduction with Context. Set the stage. Provide both parties with sufficient background information to understand the relevance and potential of the relationship. Clarity upfront fosters respect and avoids wasted time. ✅ Stay in the Loop (But Don’t Hover). Follow up to see if the introduction was valuable, but don’t micromanage the outcome. Relationships that thrive are built on trust, not control. ✅ Be a Problem Solver, Not Just a Connector. Your role doesn’t end with the introduction. Be available to offer insights or guidance if needed as the relationship develops. ✅ Protect Your Network’s Trust. Introduce only when it makes sense. One mismatched connection can erode trust and weaken your credibility. Guard your network’s reputation as carefully as your own. ✅ Build for the Long Game. Relational partnerships aren’t built overnight. Consistently show up, add value, and nurture trust over time. Sustainable impact comes from authentic, long-term connections. ✅ Celebrate the Wins. When a connection you made leads to something great, acknowledge it. Recognize the impact and reinforce the power of trusted relationships. Relational partnerships move healthcare forward. When trust and respect are the foundation, introductions become catalysts for real change. If you’re serious about advancing innovation, be intentional with your connections. It’s not about quantity. It’s about quality, trust, and lasting impact. 🔥 #healthcareonlinkedin #partnerships #innovation #sme

Networking isn't about accumulating transactional connections. it's about building genuine relationships. Early in my academic career, I struggled to see the value of networking. My ego was telling me: • "My work speaks for itself." • "I don’t want to look like I’m selling myself." • "If I'm talented, people will come to me." These beliefs sound laudable, but they’re limiting. What I didn’t see then is that even the most brilliant ideas need community, context, and conversation to come alive. I thought it was all strategic ladder-climbing to get what you want. But it’s not. It’s about being in community with people who care about the same things you do. People who challenge you, support you, and grow with you. I misunderstood what networking really is—building relationships. I didn't realise that if you don't value or invest time into building relationships, you will struggle to find people willing to invest in you. This is particularly important for navigating a career pivot because relationships are the bridge between where you are and where you want to go. You can be intelligent, talented and hard-working but if no one knows you, trusts you, or remembers you, it’s a lot harder to access opportunities. Relationships do things your credentials alone can’t: 👉 They build trust in you, not just your resume 👉 They open doors you didn’t even know existed 👉 They bring your work into rooms you’re not yet in 👉 They help you navigate challenges, not just survive them Building genuine relationships and a strong network is one of the best investments of your time, it's not a distraction from it. Build your network, before you need it. ♻️ Share if you think someone needs to see this. Visual: Roberto Ferraro

Transactional sales = short-term wins. Relationship-driven sales = long-term success. That mindset overlooks a critical truth: trust and credibility aren’t background elements; they’re the foundation of every lasting deal. The operative word there? 𝐋𝐚𝐬𝐭𝐢𝐧𝐠. When relationships come second, transactions stay shallow, and so do your results. You might see a quick win or two, but any lack of genuine connection will catch up with you — usually when you’re chasing renewals or referrals that never materialize. If you’ve been transaction-focused and have historically put relationship-building on the back burner, here’s the philosophy you should pivot to instead 👇 In a crowded market, meaningful relationships are a genuine competitive edge. They transform shallow conversations into deeper engagements and turn one-time customers into loyal advocates. Everybody wants repeat business, but not everyone will do what it takes to earn it. If you’re only focused on immediate numbers and ignoring the human element, you’re missing out on long-term sustainability in your pipeline. Yes, metrics matter. 𝐁𝐮𝐭 𝐫𝐞𝐥𝐚𝐭𝐢𝐨𝐧𝐬𝐡𝐢𝐩𝐬 𝐦𝐚𝐭𝐭𝐞𝐫 𝐦𝐨𝐫𝐞. They’re the secret sauce behind every sales professional who transcends short-term gains and builds a career with true staying power. Stop labeling relationship-building as secondary and start recognizing it as a core driver of lasting success. You won’t regret it.

Networking is Crucial for the Success of M&A Professionals Trust and relationships are imperative among dealmakers. So success isn’t just about analyzing financial statements or navigating complex regulatory landscapes—it’s also about building meaningful professional relationships. Throughout my career, I’ve learned that strong, purposeful networks are invaluable. Quality connections can open doors to insights, opportunities, and trusted advice that numbers alone can’t provide. Networking isn’t about accumulating contacts; it’s about cultivating relationships built on trust, mutual respect, and genuine collaboration. My advice to fellow professionals: • Prioritize authenticity. Genuine connections always outlast transactional interactions. • Listen actively. Often, your most valuable contributions come from truly understanding others’ perspectives and challenges. • Give first. Offering your support, insights, or connections generously builds trust and reciprocity. In M&A, where the stakes are high and every deal is unique, the strength of your network often defines your success. #Networking #MergersAndAcquisitions #ProfessionalGrowth #MandA #RelationshipBuilding #CareerAdvice

Networking isn’t just collecting business cards or adding contacts on LinkedIn. It’s about building relationships that matter. One mistake I’ve seen many entrepreneurs make is treating networking like a transaction. They focus on what they can get, not what they can give. In my experience, the best connections are built on trust and mutual respect. A chance conversation at an event, for example, once led to a partnership that’s now shaping one of my businesses. I wasn’t there to pitch, I was there to listen, learn, and engage. Here’s what I’ve learned: Focus on adding value. Share insights. Offer support. Connect people in your network. These small actions build lasting relationships and those relationships create unexpected opportunities. Now, balancing networking with business is a challenge. But isn’t a separate task on my to-do list, it’s part of how I run my businesses. To make it work, it comes down to two things: Prioritisation and Purpose. I don’t aim to meet everyone, just the right people. It’s about aligning shared values, whether in business events or coffee chats. Here’s how I manage it: → I make time for meaningful conversations. →  I follow up consistently, even when I don’t need anything. → I focus on quality, not quantity. It’s better to have five meaningful relationships than fifty surface-level ones. Right?