Face-to-face contact puts power in networks

Most of her husband's patients came from the immediate vicinity. "We just wanted to get out of that and branch out, and this has done that in every respect," said Papernick, who serves as the practice's office manager.

Papernick had joined the Greensburg chapter of BNI, an international networking group with nearly 700 members and 31 chapters in Western Pennsylvania alone.

Those who belong to networking groups and experts say the face-to-face interaction with other professionals can help to get businesses off the ground or help people find new jobs.

Networking groups range from local nonprofits such as chambers of commerce to for-profit franchises with global reach.

Whatever the size and scope of the group, networking is "a major way business is done," said Mary T. McKinney, director of the Duquesne University Chrysler Corporation Small Business Development Center.

"Human beings are organized in social networks. There are all kinds of networks," McKinney said. "That's typically the way we get things done in life. It doesn't have to be in business. Obviously if you don't know someone or don't know of someone you can't do business."

McKinney said the people most successful in starting a business are those who stay within their industry and bring a network of contacts.

"You're going to do business with people you know and trust," she said. "That's why networking groups work and why networking is important."

But McKinney warns that networking groups should be used as more than just social gatherings. "They don't know how to use the networking to bring themselves business. They're just going to meet other people but they don't know how to say the right things," she said.

Those who attend the weekly BNI meetings at the Greensburg YWCA stress that it's "network, not net-sit and come and have lunch. We work to help each other," said Gina Mediate, a beauty consultant for Mary Kay Cosmetics from Level Green.

Deanna Tucci Schmitt and her husband, Bob, own the BNI franchise for Western Pennsylvania. Each chapter only allows one person from a particular profession. So if you're a chiropractor, you won't have to compete with another chiropractor.

"The agenda of a meeting is to teach your fellow chapter members what you're looking for in business," Tucci Schmitt, of Peters, Washington County, said.

Members then make referrals. "You have somebody actually speaking on your behalf, and third party testimonials are always better than saying, 'I'm really good,'" she said. "We call that having a sales force of 29 people without having to pay for a sales force of 29 people."

Some people network to find a job.

Joe Hrason, 63, of Allison Park, presides over the Pennsylvania Professional Employment Network, which began in 1992 as a networking source for the unemployed. The nonprofit has more than 1,200 members listed in an alumni directory who all are available for networking.

"It's a one-on-one personal experience, going in and talking to people," Hrason said. "How can you advise me on what I can do with my resume? Do you have contacts I can use? Who do you know and who can I talk to in that company?"

Chris Miller, of Harrison City, is president of the Women's Business Network of Southwestern Pennsylvania, with 16 chapters and about 285 members.

Miller said her group offers more than just a way to sell more products or find clients. She said members get a lot of education.

"It's very good if you're having problems in your business or if you want to share new ideas in your business," she said. "It's a great way to get mentored if you're having questions about business topics. The members are great to use as a soundboard."

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