I’ve noticed through the years that my customers generally fall into one of two buckets: Networkers and Loners. The clients who I can maintain a relationship with for years even though we haven’t done any billable work lately are the Networkers. They are interested in hearing from me and I from them. We learn from each other, and when they do need to call on me for substantial work we already have a relationship and are ready to go
In the other bucket are the Loners. For one reason or another we did some work together, and though it all went well they are not interested in hearing from me again. I reach out to them, and don’t hear back. Sometimes I do hear from them when there is additional work – and I’m glad to work with them but the startup isn’t so smooth and easy because we don’t really know each other any longer.
Any guess on which type of client is generally more successful? Which one is able to be more efficient, effective and dynamic? The Networkers, for sure. And it’s not only because they reach out to me as a consultant, it’s because they are also reaching out to every party that has a role in their success. Loners don’t do that, and it impedes their success.
When you look outward and network with those who have a role in your success, you develop a more dynamic organization. You develop people who are used to bridging differences to get work done. You learn more – both what to do and what not to do. When you get into a bind or need some help, people are there ready to help.
My advice to payroll departments has always been to reach out and network with those who have any role in their success. That’s a big deal for payroll because 93.6% of all the data needed for an accurate payroll comes from outside the department*. It comes from HR, Benefits, Accounting, Labor Relations and so on. Developing partnerships with those groups helps you improve your payroll. And having an active, ongoing relationship with a consultant who knows you also helps you be more successful. I give away time to my Networkers every week because we help each other. Some Networkers even leave my user ID active in their systems so that I can pop-in and look at some specifics just in case – and I’m glad to do that. Most every good consultant will be glad to do that for their customers.
So here’s one way you can be more successful and improve your payroll department (actually, any department) with no external spend and little extra effort at all – you just need to make it an intentional habit. Be a Networker.
(*) Based on absolutely no quantitative research but it's probably close to accurate