1.Preface

2.Who Needs Business Connections Anyway?
Do People Mean Business?; Reasons Why It Works; Take The Plunge; Make The Effort; Smalltalk Means Big Business;

3.The Value Of Excellent Personal Contacts
R For Relationships; How To Start; A List Of Positives; Success = Measurable Results; Some Winning Examples; Rapport;

4.The Three-Stage Plan: Step One – Networking
You Can’t Do Big Business Until You’ve Done The Small Talk; Why Networking Is Essential; Get Organised; Prepare Yourself; Making An Entrance; Things To Watch Out For; How To Be Memorable; Reaping The Rewards; Understanding The Process; Summary;

5.The Three-Stage Plan: Step Two – Making Connections
Maintaining A System; A Systematic Approach; Quality Versus Quantity; Applied Thinking; Categorising Your Business Connections; Suggested Methods Of Connecting; The Case For Developing Business Connections; Mastering The Art Of Good Questions; Summary;

6.The Three-Stage Plan: Step 3 – Relationship-Building
A Two-Way Process; Good Intentions; Watch Your Step; Keep On Track; A Learning Curve; Make It A Habit; Creating A Method; Centres Of Influence; Persistence Pays;

7.Keeping Up Appearances
First Impressions; Looking The Part; Creating Impact; Be Outstanding; Pay Attention; Morale Boosting; Appearances Summary;

8.The Art Of Communicating
Clarity Is Paramount; Voicing Your Thoughts; Reviewing Your Vocal Skills; Face-To-Face Encounters; The Five Levels Of Listening Skills; Directing The Communication Cycle; Identifying A Common Language; Good Conversational Techniques; Things To Look Out For

9.How Far Can This Relationship-Building Process Go?
Make Your Corporate Connections Work For You; Internal Relationship-Building In The Workplace; Outward Looking; Creating A Stakeholder Map; Identifying Key Players; Types Of People; Persuasion Techniques; Connection Points; Building Relationships With Diff

10.Relationships, Referrals, Results, Rewards
Keep Up The Numbers; The Five Rules Of Relationship-Building; Referrals Are Wonderful; Every Relationship Is Different;

11.How Persuasive Are You?
Advanced Relationship-Building Skills; What Defines ‘persuasive’?; Communicate With Everyone; Add Value; Humour;

12.How Powerful Personal Connections Can Increase The Bottom Line
Hold On To Your Assets; External Relationships; Ways To Further Develop Professional Relationships;

13.Summary -Checklists For Success
Who Needs Business Connections Anyway?; R For Relationships; Key Stages In The Brilliant Business Relationships Process; How To Maximise Success And Continue Development; Persistence Pays; Say It With Feeling; Referrals Work Wonders; Don’t Waste Their Time