Wednesday night, I did something I have not done in a long time. I am glad I had the opportunity to do so! When I say, ‘a long time,’ I mean long before the appearance of Covid-19. Wednesday, I enjoyed a five-hour dinner meeting with a friend and his business associates. The venue was my favorite Cigar-friendly Steakhouse in the Northern Suburbs of Atlanta. This meeting included cocktails and a fabulous dinner followed by cigars. As we began our meeting at 6:00 p.m., I made it home before midnight. It was beyond my usual bedtime, yet manageable.
The Invitation
At the beginning of the month, my friend Tom asked if I was available to join him on the 21st for Steaks and Cigars. He said that a friend was coming to town on business and we should meet. As I said, the location is a personal favorite. I happily accepted. Fifteen years ago, I placed Tom as a CFO for a regional restaurant brand. He recently retired from that company, having survived several ownership changes. It was a long but productive evening.
Arrival and Introductions
I arrived promptly at 6:00 p.m. and joined our party already in the first round of drinks. Tom greeted me, then introduced Jeff, our host. Then Jeff introduced his colleagues. We spent the next hour getting to know one another over cocktails. As this was our first meeting, we took our time, sharing background information, both personal and professional. It was a free-flowing conversation, often taking short detours to discuss tangential topics. We found that we shared many interests. No one was in a particular hurry to order dinner.
Getting to Know you
We enjoyed a good exchange of ideas. We shared perspectives and insights about the state of the economy and explored how we might work together. We also discussed opportunities that may present themselves. Tom told us that although he was retired, he is open to interesting opportunities. He talked about his consulting work with a mutual friend. I encouraged him to consider work as a fractional CFO. This role is in great demand and would provide him a lot of flexibility. In fact, our host came to realize that he needs the benefits of a good CFO. Tom may have landed his first gig, with a little help and encouragement from me.
It was not all business of course. Much of our discussion was about where we grew up, places we lived and visited, and personal interests. We found that we shared many interesting experiences. It was a great time, catching up with an old friend and meeting new folks.
Food – Beverages – Cigars
Thankfully, I maintained discipline over my food and drink intake throughout the evening. Two pints of Guinness over five hours is well below my limit. Although the quantity of food ordered was more than ample, I controlled myself in that area too. The remainder of the evening was for casual conversation with fine cigars and cocktails. After six hours of sleep, I felt completely normal. My self-control meant that I was better equipped to connect with my hosts.
The Turning Point
I am convinced that this week was a personal turning point. This is the first time, since the beginning of the pandemic, that I feel that I am back to a normal routine. Tuesday night I attended a live event with another group. Although it was of a shorter duration, it included over 50 people. As I write this post, I am looking forward to two more ‘one-on-one’ meetings before the end of the week.
My Takeaway
One should not underestimate the value of personal contact. Hearing different perspectives from people you know and respect, is most useful. For example, Tuesday I received validation for my strategy working with a coaching client. I received further validation regarding my belief that tenures are shortening, especially for more seasoned executives.
It is difficult, if not impossible, to close a business deal without building a relationship. It requires a personal connection. It is difficult to become more effective without speaking to people who have faced similar situations. I cannot be sure, but I believe it is time to get on with our lives, including a renewed focus on strengthening personal relationships.
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Jim Weber – Managing Partner, ITB Partners
Jim Weber – Managing Partner, ITB Partners
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