South-Western - Management  
The Power of Networking
Topic Entrepreneurship - Networking
Key Words Networking
InfoTrac Reference A102453196
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News Story

Vaneese Johnson established her employment staffing firm, On The Move Staffing Services L.L.C., in 1998 out of her home. She networked with city officials and local business leaders in the beginning, which helped her land her first major client, a $60,000 contract with the San Francisco Giants.

When she needed a place to interview people and conduct business, she again relied on networking. She learned of the Renaissance Entrepreneurship Center, which provides free support services for micro businesses.

Her firm has grown from revenues of $35,000 the first year to $1.2 million in 2002. She has seen a drop-off, however, due to the economic slowdown in Silicon Valley. Johnson recognizes the need to be creative in a downturn to be able to survive.

Questions
1.

Define networking. What are some advantages of using networking to help establish and grow a business?

Source "The Power of Networking," Black Enterprise (U.S.), June, 2003, p. 51.
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