Some of the tips and hints below may seem obvious but it is amazing how many people miss the basics. Make sure you tick these off your list before, during and following a networking event

Who is at the event?
Do your homework. Know who is attending in advance, even where they are sitting if it is a dinner or conference. Organisers and event management are great at helping you with this. They may even be able to sit you next to a key decision maker or his/her PA.

What do you want to achieve?
Unless you have a goal in mind, attending an event and networking could be a waste of time. Your goal might be to have five relevant and productive engagements. It might be to finally talk to that buyer you have been after all year. Set goals and you are more likely to have a productive event by pursuing them.

How much time do you have?
Time is not infinite and yours is valuable. Know how much time you have and how many people you need to see. Limit yourself to five - ten minutes with each person, no matter how friendly the conversation is. Use phrases to end conversations such as:
"I am sure you are like me and want to network with as many people here as possible. I will let you go, and look forward to talking to you next week."

Be genuine
This quite possibly could be the most important point. Networking events are overrun by over enthusiastic sales people that are focussed on hitting their targets. People attend these events for an enjoyable experience. Talk to people like they are human and not blank cheques. Engage with people on a personal level and always be trying to help them.

Ask questions
To show people that you are interested in them, ask open inviting questions. Do not bombard them with information on why your company is the best thing since sliced bread.
It is however fundamental that you ask the questions that you need to. Those questions which discover if the person you are talking to has any problems that your company can fix. Remember if you can help a company there maybe a business fit.
Know what you do
If you actually do meet somebody that seems genuinely interested in what you do, be direct. Have a clear response. Explain what your company does in one or two sentences. Do not waffle on about your new concept, vertical markets and other industry jargon as this sounds like you are scripted which de-humanises you from the conversation. People remember people not the product specifications.

Become a resource
Provide advice or suggestions to people you speak to. You might have recently done a presentation or study that could be helpful to the person you are engaging. Even if you cannot help them directly perhaps a colleague or contact you know can. You might even give them the name of your manager who deals with the area that they are involved in. By helping somebody we gain credibility and trust, this in turn opens up new doors and invites people to help us.

Set a clear future
Before you end a constructive conversation with a prospect, agree a clear future. The future should always include either a referral or a meeting/phone call i.e. "who should I speak to that deals with X in your company?" and "can I use your name?"
Alternatively, if the decision maker is the person you are speaking to, it should be 'can we meet next week to discuss things further?"
Always set a time, date, and means of following up

Follow up
If you have been successful and found a company that you think you can help and have generated a lead in. Make sure you do what you have promised. If you said you would call Tuesday at 4, make sure you call Tuesday at 4.
A personalised email can help the lead remember you. Send this as soon as you get back to the office, highlighting what you spoke about and the agreed next steps. Things in writing can often help reinforce ideas and planned actions more than the conversation alone.

Do it
The number one reason why people do not see networking as a productive use of their time is because they either do not do it, or do it badly. Going to a networking event and pondering over the lunch options or spending your time discussing who is going to win the premier league this season is pure procrastination. Get out there, engage and try to help people and their businesses. The rewards will follow.