What Most Business Owners Get Wrong About Networking Strategy

And how to turn those “hellos” into long-term growth

If you're a business owner in the design-build world, a common strategy I see when people want to grow their business is to “get out there and network”. Show up to events, collect cards, shake hands, follow on Instagram. Easy, right?

The problem is, most business owners stop there and then wonder why the inquires aren’t rolling in.

They equate networking with visibility — and while getting in the room matters, what you do before and after that moment is where the real growth happens.

Mistake #1: No Prep = Missed Opportunities

One of the biggest gaps I see? Walking into events cold. No game plan. No intention.
If you’re just showing up to “see who’s there,” you’re letting your growth be reactive, not strategic.

What to do instead:
I coach my clients to prep like they’re going into a client pitch. Know who’s attending. Identify a few strategic people to connect with. Understand their business and be ready to add value. You don’t need a script — just a clear purpose and a few thoughtful questions.

Mistake #2: Focusing Only on the First Meeting

Let’s say you meet someone great — a designer, builder, or vendor who could be a perfect partner. You connect over coffee or Zoom… and then?

Crickets.

This is where 95% of people stop. They hope that one meeting will “lead somewhere.” But business development is relational, not transactional.

What to do instead:
I use a simple, adaptable strategy after that first meeting. It starts with a follow-up — not just “nice to meet you,” but a thoughtful message that shows you heard them and see a path forward.

From there, I integrate them into a process flow — this might include tagging them in my CRM, adding them to a quarterly check-in loop, or introducing them to someone in my network who could be helpful.
It’s not rigid, and it never feels automated. But there is a system.

Mistake #3: No Long-Term Follow-Up

You know what happens after that one coffee meeting 6 months ago? Nothing. Because there was no built-in next step. The connection dies on the vine.

My fix:
I build in light-touch, high-value follow-ups over time. Share something relevant to their goals. Invite them to a curated event. Celebrate a win you see them share. These touchpoints aren’t random — they’re intentional, and they build momentum.

Networking Shouldn’t Feel Like a To-Do List
If it does, you’re doing it wrong.

When done with strategy, consistency, and a little structure, networking becomes a source of real opportunity — not just more conversations that go nowhere.

This is one of the things I help my clients master as their Fractional Business Development Partner. Because showing up is only step one. What you do next is what sets your business apart.