In the same way that companies have accounting, financial, human and risk capital (investments), there is another type of capital that the most visionary companies are beginning to measure, manage and enhance: relational capital.
In any sphere of our lives, the relationships we have and how we manage them are a determining factor when it comes to meeting our personal, professional and institutional goals and objectives.
A study carried out by the international consulting firm Boz Allen Inc., reveals that, of the 1000 most important companies in the world according to ForbesThe top 25% of those corporations invest more in relationship building than in their sales systems.
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And, when we talk about big brands, institutions, governments or companies, we are actually talking about concepts led by people of flesh and blood, however, access to these people and the effective management of those relationships determine the true potential growth.
Ken Honda, the famous Zen millionaire, affirms that the best way to protect your money has to do less with accumulating or investing it and more with taking care of the quality and quantity of your relationships, ensuring that they flow in an atmosphere of frankness and sincerity. In this way, Honda affirms, one is less prone to fear of losing money, since the fear underlying that misfortune is actually the fear of loneliness.
This is how networking has evolved from its basic forms such as inviting a client to lunch or giving him expensive gifts on his birthday, towards the creation of long-term relationships, where adding value to each other and generating real links, is the way to make those connections a strategic resource.
In the same vein, Judy Robbinet author of the book “Strategic Networking” and specialist in crowfounding sure that; “It is not about accumulating contacts but about establishing relationships oriented to their current circumstances, goals and ecosystems”. For Judy, maximizing relational capital implies adding value to your contacts before requesting help, in addition to sharing your contacts among the members of your network in order to make it “come alive” and work for you, considering that the more you activate your more powerful network becomes.
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Robinnet proposes a management methodology that consists of gathering your contacts into three groups (5 + 50 + 100) in a logic of closeness and influence; your top 5; very close family and friends, your 50 fundamentals; friends and acquaintances with whom you have a constant relationship and are in different ecosystems, and your 100 vital ones; who are people you have met, are in key companies, ecosystems or positions, but who have not followed up or established effective and affective relationships.
Once these three lists have been made and analyzed, it is time to put their contact information, the city where they reside and the sector where they are developed (politics, industry, media, finance, culture, etc.) in order to make it more It is easy to find connections when specific businesses or opportunities arise, and finally, align your contacts with your professional and personal goals, analyzing how you can generate a synergy with them and your goals in which both parties benefit.
At the same time, it is of the greatest relevance to avoid harmful actors in your network of contacts, they can be identified because they ask incessantly but never give, they cheat by taking advantage of others and treating others badly, always taking a defensive attitude . By keeping your circles of influence free from these people, you protect yourself and your network at the same time, since trust is the basis of powerful relationships in any area.
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In the same way, it is important that you are clear that relational capital is not available as money is made in an ATM, people who are powerful connectors first add value and help their contacts before asking for a favor.
Likewise, helping your contacts can mean actively listening to them, respectfully giving your point of view, sharing an article that may be of interest to them (like this one), or introducing them to one of your contacts that can help them resolve a situation.
Eventually, well-managed and sustained relational capital will result in the consolidation of a social capital that will provide you and / or your company with greater credibility and legitimacy, fundamental ingredients when the objective is to grow exponentially.
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Jorge Iván Domínguez is a teacher in public policy from the Universidad Panamericana, General Director of GobernArte SC has held management positions in the public sector, private initiative and in the media*
Twitter: @jorgeivand
The opinions expressed are solely the responsibility of their authors and are completely independent of the position and editorial line of Forbes Mexico.