THE RAINMAKER TEST: CAN YOUR SUCCESSOR(S) NETWORK?
- Brad Gaulin
- 6 days ago
- 3 min read
One of the most overlooked elements of succession planning isn’t on your org chart at all — it’s the successor’s ability to network. The leaders who can build rapport, open doors, and form meaningful business relationships are the ones who actually grow companies. They’re the rainmakers. If your future leadership team can’t confidently build a network, you’re not setting them up to lead your business. You’re setting them up to maintain it. And businesses that merely maintain eventually fall behind.
This article breaks down a simple 8-step networking process your successors (and you) can use to build authentic, opportunity-creating relationships — a capability every owner should expect from tomorrow’s leaders.
8 STEPS TO BUILD YOUR NETWORK
IT IS THE KEY TO YOUR SUCCESS
Harvard (HBR) says the key to success is your network. A great network is one where you have rapport with people & can start a relationship with anyone you meet. Rapport is simply a relationship where you communicate with ease & understand each other’s thoughts & feelings. Growing your network is an opportunity presented to you every day. You can either act on it or pass it by. The good news is that networking becomes dramatically easier when you have a simple process to follow, & the more you use it, the more natural it becomes. Use these 8 steps to connect with anyone & grow your network. Use it yourself, & teach it to others to set them up for success too.
THE NETWORKING GOAL – The goal of every conversation is to discover the uniqueness in others. Everyone has something to teach you if you look for it & truly understanding each other the key to building rapport.
THE NETWORKING STRATEGY – Just listen. Make the conversation about them. You don’t need to tell your story first — encourage them to keep telling theirs. Genuine curiosity is the key. Ask questions, practice empathetic listening, stay positive, & stay curious. Approach it with the attitude of being a giver, not a taker.
1) START WITH A GOAL & TAKE THE INITIATIVE – Your goal: learn their story “Hi, I’m Brad, great to meet you.”
2) OPENING QUESTION – Skip small talk — it isn’t genuine & doesn’t build rapport.Ask a personal but appropriate question to start their story: “What brought you here today? Did you grow up here?” etc. (ask AI for ice breaking questions)
3) COMMONALITY - Find connections by exploring their experiences, background, interests, & thoughts on current events: “I read about this today — what do you think about it?”, Important: share a little of your own perspective as well. If you only ask questions & offer nothing in return, it can feel like an interrogation.
4) ASK THEIR THOUGHTS / OPINIONS / FEELINGS – Ask open ended questions, listening is the key, not talking. Validate your understanding of what you heard, then share your thoughts & perspective, & frame it as your opinion, not absolute fact. This reduces defensiveness. It’s okay to talk about problems, but don’t fixate. Keep the conversation positive & explore their ideas for solutions. Never offer suggestions or advice without permission.
5) BE OF SERVICE – Find some way to be helpful. Give without expecting anything in return. Being understood, accepted & supported are some of the deepest human needs you can fulfill. Share experience, tools, introductions, or resources, but only after asking permission: “Can I introduce you to someone?”
6) VALIDATE THEM – Offer a sincere compliment about something meaningful they shared: a quality, accomplishment, insight, or perspective. It reinforces your connection if they feel better for having met you.
7) REMEMBER 3 DETAILS ABOUT THEM & FOLLOW-UP – Anchor the relationship by remembering their name & 2 other details (places, interests, insights) for when you follow-up. It is critical, otherwise why network?
8) YOUR 10 POINT STYLE CHECKLIST – Speak slowly & clearly. Be in the moment, stay engaged, ignore distractions, focus on them, stay curious & stay positive. Make sure your words & body language are aligned & are non-threatening. A simple smile is the most powerful tool. Watch this TED talk by Celeste Headlee.
Use this simple process and teach it to everyone in your team, and see who shines!
Chief Transformation Officer
MExit Inc.
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