Category: Job Search

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I’ve Got Nothing!

Jim Weber; Managing Partner, ITB Partners

I recently attended an after-hours networking event hosted by Chad, a longtime friend. Over the past ten years, Chad has assembled a group of professionals who enjoy cigars. My kind of people! His networking events are held once a month at cigar friendly venues around the area.  I believe I attended his kick-off event but haven’t been able to participate on a regular basis due to other conflicts. Most notably my monthly poker game.  Chad’s strategy is to concentrate on building relationships first, with talk of business somewhat subdued. Business cards are exchanged by request only. I like his style. This is as it should be.

Chad’s most recent gathering was at a cigar friendly steakhouse in Buckhead. Chad had reserved a strategic location in the bar area near the live entertainment. It was a diverse group, including a few couples and two single women. There were IT folks, a few from the medical field, a realtor, a marketing director, and a lawyer and his wife. We were all about the same age and dressed in traditional business attire.

During the evening, I had other interesting conversations including one with the female marketing director. Let’s call her Carol. She arrived a little later than I and greeted the regulars before taking a seat next to me.  She introduced herself and we struck up a conversation. Naturally, her first question was about my connection with Chad.  I explained that we have known each other for many years and that I am on the group’s mailing list. I asked her the same question and went into full executive recruiter mode asking follow-up questions to keep the conversation alive. Carol was forthcoming, revealing her career interests and personal history, albeit just the basics. She told me that she feels very confident about her professional skills but mostly enjoys developing her coworkers. She admitted that she was frustrated that she doesn’t know how to leverage her strengths into a more significant role. She said she is passionate about giving back through various causes but hasn’t focused on one in particular. I asked if she had considered working with a career coach. Maybe her most interesting revelation was that she is an introvert, but she isn’t shy and that she’s intuitive. I confessed that I found that rather unique and agreed that she wasn’t shy. When she finished her story she asked for mine. At that point I was feeling a little mischievous. With a friendly smile, I said “since you told me you’re intuitive, why don’t you tell me about me?” She leaned back in her chair and looked me over. Then she said, and I quote, “I’ve got nothing.” I found that amusing. If our roles were reversed, I would’ve made up an interesting story, flattering her of course, to keep the conversation moving.  Not missing a beat, I complied, and the conversation continued. 

I revealed my background story, including the point that I work with coaches who could help her with her career aspirations. The conversation continued until other folks arrived and was redirected elsewhere. Carol is a delightful lady and I enjoyed our conversation.  I must’ve admit however, I continue to be amused by her “I’ve got nothing” comment.  It has become the punchline for our conversation. I’ve since told that story to other friends, both male and female.  They found it amusing as well.    Not because she didn’t regale me with flash of intuitive brilliance, but because she didn’t play along. Then again, I may have been the first to ask her to demonstrate her extra sensory skills. The rest of the evening was as enjoyable as my conversation with Carol, but our conversation was the highlight of the evening. Chad has developed a healthy culture within his group which

isn’t a surprise. ‘Good people’ attract other ‘good people’ and Chad is definitely ‘good people.’ I was very comfortable with his group and plan to attend future events.

At around nine p.m. I made a graceful exit, making a point to thank my host and say goodbye to everyone.  As I was leaving, several guests asked for my business card and I received a few from others. I made a mental note to follow up with Carol as she could be a good client.

Professionally speaking, I had two takeaways from my conversation with Carol. The first was a minor thought that if one is talking about a personal skill, they should be prepared for questions about that skill, even in casual conversation. Be prepared to go with the flow. Of course, Carol could’ve been a bit risk-averse, although she didn’t take my suggestion as threatening.

The second and more important takeaway is that active listening is a powerful tool to make connections and build trust, the foundation of networking.  One of my female colleagues reinforced that point yesterday. After a good laugh about my punchline she offered that people like to talk about themselves. The more you let them talk the greater their appreciation, which leads to rapport, the beginning of trust.  Never underestimate the power of active listening!

Thank you for visiting our blog.

I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox.  Toward this end, put your contact information on my mailing list.

Your feedback helps me continue to publish articles that you want to read.  Your input is very important to me so; please leave a comment.

Jim Weber, Managing Partner

ITB PARTNERS

Jim.Weber@itbpartners.com

Author of: Fighting Alligators, Job Search Strategy For The New Normal

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Speed Networking Event Sponsored by ITB Partners

Enjoy a Spring Evening in Midtown making new network connections over Beer, Wine, and hors d’oeuvres.

When: March 26, 2019 4:30 p.m. to 6:30 p.m.

Building off the concept of Speed Dating, this event is designed to practice and improve your networking skills with a number of people, in short, intense meetings.

The fun begins at 4:30 p.m. with beer, wine, and hors d’oeuvres. A $15 Cover Charge is required.

Our Host, Global Showrooms is located across the street from the Midtown Marta Station on 10th street, at: 10 10th Street NW, Suite 150, Atlanta, 30309

 

For more information, and to register,

Click Here!

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Building Healthy Cultures

Gregg Burkhalter, The LinkedIn Guy

Last week I talked about building a foundation for success.  This week I was walking the walk, immersed in the concept of building healthy cultures.  I have long been interested in developing nurturing cultures, so once again I was in my sweet spot.  The fun began late Monday afternoon, meeting a founding partner to talk shop and other things over cigars and Guinness Draft.  One of our primary topics was the values we need to reinforce to build a better culture and company.  He is a big proponent of the 5C model, but I will save that for a later date.

Tuesday morning, I facilitated the monthly meeting of the Business Executives Networking Group, The BENG.  Gregg Burkhalter was the featured speaker. Greg positions himself as the LinkedIn Guy.  He’s an advocate for personal branding via LinkedIn. Before the meeting, Greg told me that he’s been doing more work for corporations, helping their employees become effective LinkedIn users. I found his revelation shocking. I remember when people were reluctant to join LinkedIn.  They feared their employer would see their profile and think they were looking for another job.

Greg said that employers realize that their employees are their best ambassadors.  Now, they encourage their employees to become active on LinkedIn. Apparently, this has become an upgrade to many cultures. The cynic in me would say “it’s about time.” With so many people using LinkedIn, employers don’t have much choice. It makes sense to embrace LinkedIn, gaining leverage through their employees’ accounts. At least it seems to be a positive step in the right direction

Wednesday evening, I enjoyed a cigar and a beer, or two, with a millennial friend, Chris.    Chris and I met through a mutual friend. He was about to publish his book on millennial happiness and I had just published mine.  He’s since built a consulting career as an expert on the millennial condition.  Our meeting was meant as check-in and catch-up.  Chris said that he’d recently completed a presentation to Google and delivered a Ted talk.  Currently, he’s moving beyond Millennials to the larger population of career professionals.  Eventually, we moved on to discuss the similarities and differences between Millennials and Baby Boomers from a cultural perspective.  Chris, like me, is involved in helping companies create more effective cultures.

Thursday morning, after closing a deal to recruit another consultant, I moderated our Executive Leadership Team meeting. Although I facilitate these meetings, I try to avoid dominating the discussions.  I want to ensure that everyone’s voice heard and respected. From a leadership perspective, I like Nelson Mandela’s example, be the last one to speak. I believe these values are appropriate for our culture.

Later that afternoon I met a potential client whose company is going through Chapter 11 reorganization.   I was referred to them to help engineer a turnaround. The meeting was mostly a “getting to know you” session.  It seemed to be dragging on until I asked their opinion about what needed to be done. The meeting became much more productive after that. The CEO became animated about the need to penetrate a different segment of the market.  She told me that their primary business development function was her networking through trade associations. They weren’t doing much of anything in the way of electronic advertising, or using social media. It was interesting how the conversation changed after I asked for her thoughts. I believe it solidified our relationship.

Friday, I facilitated our monthly member’s meeting. The speaker was Josh Sweeney of Epic Culture. Epic Culture works with companies to build better cultures and thereby, improve performance. The topic of his conversation was “Culture First Hiring.” In other words, focus on tje best fit for the employer’s culture, assuming they meet the skills and experience required of the job.

It isn’t often that I’m able to spend an entire week working on my favorite issue.  Building a healthy culture is most gratifying.  Yes, it was a good week!

Thank you for visiting our blog.

I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox.  Toward this end, put your contact information on my mailing list.

Your feedback helps me continue to publish articles that you want to read.  Your input is very important to me so; please leave a comment.

Jim Weber, Managing Partner

ITB PARTNERS

Jim.Weber@itbpartners.com


Author of:  Fighting Alligators, Job Search Strategy For The New Normal

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Interview with a Career Coach

Richard Kirby, Executive Impact

Last week I ended my post recommending that you seek professional help to achieve your career goals, especially if your efforts haven’t been successful.  This week I am pleased to provide you with more information in this connection.  What follows is my interview with my colleague Richard Kirby a Career Coach.  Richard has been helping people achieve their career goals for 20 years, so he is the ideal person to provide insight into the subject.

Jim: Richard, thank you for making time to talk with me. To get started, tell me what a career coach does. Why does someone come to you for help?

Richard: Jim, I help my clients evaluate their strengths and weaknesses and develop a plan to address those weaknesses. A large part of my work is to help them find a role that makes them happy.  This may be with their current employer or with a new employer if they are between jobs.

Jim: That is terrific Richard! Can you tell me more about the process you follow to help your clients?

Richard: My process begins by having the client complete a self a valuation.  I use a number of online assessments to identify needs for improvement. This helps me focus the client on their objectives. I also help them craft a marketing plan to land their desired role.  It could be a role different from their current career path but one that will use the same skill set that is equally fulfilling. So, I help them identify and uncover career opportunities and to go after them.

Jim: After you’ve worked on needs and have developed a marketing plan, what’s next?

Richard: The next phase is to help them prepare for the interview.  I began with a five page ‘how to prepare’ worksheet which gets the candidate thinking about answering questions they should expect. I also help the candidate respond to difficult questions which may relate to changing industry segments or gaps in their profile compared to the employer’s expectations for ideal candidate. We’ll conduct mock interviews, which I video, to be reviewed and studied by the candidate. I make notes and comments about their body language, verbal style, and the quality of their answers. Later, we have a follow-up discussion to reinforce the positives and identify work to be done. I am very hands-on with my clients.

Jim: Richard, how important is it to understand the employer’s culture? How do you coach a client in this area?

Richard: I have tools to help the client understand the target’s culture. I suggest they use Glass Door and talk with people who work for or have worked for the company.

Some aspects of the culture will inhibit the candidate from getting the first interview, like educational background or prior employment. There is nothing to do to fix those gaps, at least in the short run. It is different than one looking to improve their situation with their current employer as they are already part of the culture. They know it, live it, and understand it.

In one case a client was able to create his ideal job by finding a need that wasn’t being addressed. I coached him to present the need to the department head and then sell himself as the solution.

I consider myself to be the client’s champion. I am their chief motivator and inspiration.  “I believe my clients have more potential and can achieve more than they think they can.”  I push them to believe in themselves and to face their fears. A good coach must believe in their clients. I have turned down or canceled contracts with one or two who did not have enough self-confidence or failed to follow through on their assignments.

Jim: What else do you do for your clients, Richard?

Richard: For an additional fee, when appropriate, I help them negotiate an offer to arrive at the best possible outcome.

Jim:  Richard, thank you for your time today!  I am a big fan of your work, especially for people who find it difficult to achieve their career goals.  I will provide links to aid anyone interested in more information about your services.

Thank you for visiting our blog.

I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox.  Toward this end, put your contact information on my mailing list.

Your feedback helps me continue to publish articles that you want to read.  Your input is very important to me so; please leave a comment.

Jim Weber, Managing Partner

ITB PARTNERS

Jim.Weber@itbpartners.com


Author of:  Fighting Alligators, Job Search Strategy For The New Normal

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‘Fit’ Is the Ultimate Criterion

Ending the week by sharing a bottle of wine with a friend is most satisfying.  Especially, someone, you hold in high esteem.  Faith is one of those people.  She is a confidant and muse. She is my ‘go to’ person for a different perspective, including comparisons between dating and job search. Oh yes, there are many parallels as both activities are about developing relationships.   Her insight can be profound.  An added benefit is that we share the same taste in wine.  I always defer to her recommendation.   Sometimes, I need her help to sort out the week, to select the topic for my article.

I arrived a little early to secure a strategic location at the bar; then selected a favorite vintage and uncorked it to breathe.   Faith arrived shortly thereafter.  After she told me about her week, she asked about mine.  She was most interested to hear about my experience as a panelist speaking on “Alternatives to Traditional Employment.” Holding a good job is difficult today as companies struggle to adapt to the digital age.  Considering alternatives to traditional employment is worthwhile.  

I was invited because I left the corporate world to start my business and for my work supporting freelance consultants. We talked about the need to follow our passion when picking a business. We reinforced the need for confidence to strike out on our own. Perseverance through difficult times was recognized as a fundamental requirement.  We all agreed that the major reason for starting a business is to gain control over one’s life and career, especially in a highly volatile environment where tenures are short. 

The audience was mostly Baby Boomers. They’re generally healthy, competent, and technically savvy if not necessarily perceived as such by potential employers. They have solid interpersonal skills, more so than their younger peers, but don’t necessarily recognize this strength.

FENG Panelists 2-13-2019

One member of the audience surfaced the issue of age discrimination.  I told Faith I found that a bit odd for a discussion about alternatives to a traditional job.  Age discrimination is a significant concern for Baby Boomers, albeit overblown, in my opinion.  It is less of an issue during periods of full employment.  It is also less of an issue at smaller, emerging brands.  In many cases it becomes an excuse for difficulty finding a job.  After hearing the question, I thought the issue was less about age discrimination and more about his presentation. He lacked the image and energy employers expect from someone at his level.  

When I mentioned that point, Faith’s expression changed significantly, indicating an ‘ah ha’ moment. She had a flashback to a conversation with our mutual friend Hope. I was a participant in that conversation, well more like an interested observer. 

Hope was talking about a conversation with her brother who was puzzled that another romantic interest had fizzled. He was perplexed that she was still single as she’s an attractive woman with an effervescent personality.  However, she seems unwilling to risk being hurt again.  Hope said he asked if the guy had “crooked toes.”  I was clueless as to what that meant.  I have learned that these ladies often talk in code that requires a debriefing after the fact. As I think back, I remember that I listened to them as if they were speaking a foreign language.  I didn’t interrupt for clarification though, as the wine was awesome, and I was in the company of two beauties.  Besides, they were having a great time and I didn’t want to spoil the moment. I just enjoyed the fun.

Faith reminded me that the code-word, “crooked toes” means “unidentifiable, unspoken reasons one does not find the other attractive enough to continue dating.  Or, when one candidate is selected over another, when all else is equal or favorable for the candidate not selected.” In my world this means the unsuccessful candidate wasn’t the best fit.  Faith had done it again.  She found my topic for the week!

All things being equal, ‘fit’ is the ultimate consideration.  From an employer’s perspective, all new hires carry risk.  A bad hiring decision can be very costly. The more important the position, the greater the risk. Fit is the critical criterion, as all finalists will have met the quantifiable selection requirements.

Lack of fit means the hiring manager was not satisfied with the candidate’s personality, speaking skills, management style, presence, or energy level. As these details are seldom revealed, it creates a quandary as one doesn’t know how to become more competitive.  However, success in job search or romance, requires one to understand and address their weaknesses. The candidate may need professional help.  Recording a video of practice interview sessions will provide useful insight.  Videos may be painful for some, but it is worth the expense. Audio recordings can be an important tool as well.  A career coach will find solutions to overcome one’s weaknesses.

When a runner-up hears that the person selected was a better fit, it is a signal to seek constructive criticism. Find a professional, or a trusted adviser with recruiting and selection knowledge. You must get back into the game.   If you have crooked toes, fix them!

Thank you for visiting our blog.

I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox.  Toward this end, put your contact information on my mailing list.

Your feedback helps me continue to publish articles that you want to read.  Your input is very important to me so; please leave a comment.

Jim Weber, Managing Partner

ITB PARTNERS

Jim.Weber@itbpartners.com


Author of:  Fighting Alligators, Job Search Strategy For The New Normal

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On Networking: Get Into The Game

I find it useful to look back on a recently completed day, week, month, or year to evaluate my activities relative to my results.  It is a component of the problem-solving process which leads to adjustments ensuring that I reach my goal.  Without that evaluation, I will find myself off course with diminishing opportunity to reach my goal.  

After evaluating the week just passed, I found that my time was divided into two major areas.  About a third was talking with folks looking for another full-time situation while the balance was helping independent consultants with their business development efforts.  In each case, my time was devoted to coaching these folks about the importance of networking.  Of the job seekers, one is the Millennial son of a friend.  He just lost his job due to a change in strategy which caused a reduction in force.  I encouraged him to focus more time on networking and to consider joining the Atlanta Chapter of The Business Executives Networking Group (BENG).  The second is an older guy referred to me by a mutual friend.  He is in the market after thirty years with the same company.  Regrettably, his network is mostly within his past employer.  I advised him to get his resume to as many Executive Recruiters as possible but don’t try to build a relationship with them.   It is too late for that, however, if they have a search that matches his background, they will contact him.  Instead, I told him to focus his time on networking and to be open to contract work.  This will give employers more options to consider.  The third is a female colleague looking for an office manager/accounting role with a small company.  She is a Baby Boomer who understands the value of networking to find a job.  I told her the same thing I told the second gentleman; provide the employer with additional options to consider by indicating a willingness to take contract work or a 1099 situation.

Those discussions gave me an opportunity to refer back to my last blog post where I made the point that networking is like making friends and dating.  Most understood the idea of making friends, but the concept of dating generated interesting responses.  The guys just grinned and nodded their heads.  Obviously, they don’t understand women and didn’t want to pursue the topic further.  The ladies, all single, had a lot to say usually beginning with a groan.  They all agreed that there are far too many men who spend their time talking about themselves (selling) with little interest in learning about their female partner.  One volunteered that her policy is “one and done” for those types.  Another said that dating was a “nightmare,” as she meets far too many self-obsessed guys.  I suggested to one that we should create a skit to demonstrate the wrong way to begin a date, with a follow-on showing the right way.  Of course, this would be a useful opener for further discussion about networking in general.

I realize that making friends or networking doesn’t come naturally for some, especially those who may be somewhat introverted.  However, if you want to find that next job or romantic interest you must make the effort to overcome your fears.  Fundamentally, all these endeavors are based on interpersonal skills that are easy to understand and execute.  The rule is to learn about your partner by asking questions to qualify them.  It’s not about you, it’s about them.  Don’t begin talking about yourself or your business until you are asked to do so.  By following this advice, you accomplish two very important objectives: first, you determine if the other is a viable prospect and secondly, by showing interest in the other, you begin building a relationship.  That relationship will make the difference if your questions reveal the other to be a viable prospect.  I suspect that people who have difficulty making friends or networking are uncomfortable because they have the process reversed.

If you want to minimize your time in the job market or find a mate, get into the game.  You must get out of your comfort zone to get experience.  Experience builds confidence.  Confidence leads to success.  Joining a networking group like BENG would be a good place to start.

Thank you for visiting our blog.

I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox.  Toward this end, put your contact information on my mailing list.

Your feedback helps me continue to publish articles that you want to read.  Your input is very important to me so; please leave a comment.

Jim Weber, Managing Partner

ITB PARTNERS

Jim.Weber@itbpartners.com


Author of:  Fighting Alligators, Job Search Strategy For The New Normal

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Needed: Enterprise Network Architect

Dan Ricks of ITB Partners need an Enterprise Network Architect in connection with a client Engagement.

As an Enterprise Network Architect, you will primarily be responsible for developing and maintaining a clear vision and strategy for Network related technologies at client. You will collaborate with colleagues and peers to ensure overall alignment with client’s vision and goals.

A Day in The Life Typically Includes:
A strong performer in this role will effectively apply our culture and management philosophy to excel at:


Develop and maintain Network Architecture vision, goals, and principles. Work closely with other architects to ensure an integrated vision and strategy that meets client business needs.

Maintain standards and roadmaps for technologies and service areas for client Network infrastructure.
Scope includes Network (WAN/LAN/Wireless/Firewalls), Phone/Voice, and related technologies.

Drive technology thought leadership to support business strategies by working with key business and manufacturing IT leaders, 3rd party providers, and industry contacts.

Research, analyze and communicate emerging technology capabilities, architecture trends and how they impact the client environment.

Manage a technical review of projects to ensure adherence to standards and strategic direction.
Demonstrate economic thinking and understanding the financial impacts of investment proposals.

Guide experiments with new technologies to assess fit, value, and timing for implementation in the client environment.

What You Will Need:
Basic Qualifications:

Architect with exposure to /experience in manufacturing and deep Cisco wireless/switch skills.

Cisco switches, wireless controllers, and wireless access points.

At least 5 years of technology leadership, architecture, or consulting experience.

At least 10 years’ experience in network operations and support.

What Will Put You Ahead?
Preferred Qualifications:

Ability to operate independently.

Excellent inter-personal skills – ability to develop positive relationships and resolve conflicts.

Experience developing enterprise architecture, technical vision, and strategy.

Experience supporting a manufacturing environment, including process control or engineering.

Experience supporting a large enterprise network environment.
Bachelor’s degree in IT or a related field.

For more information, contact :

Dan Ricks

Bright Water Consulting, LLC
678-457-3098
dricks@brightwaterconsulting.com
www.brightwaterconsulting.com

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ITB Member Needs Software Engineers

Dan Ricks of ITB Partners needs several Software Engineers in connection with a client Engagement.


The client is Atlanta based and is looking to hire several Software Engineers.  Specifically Java Developers with 2-5 years of experience.
Attached is the job description.  If you or someone you know might be interested in learning more about this please give them my email address and ask them to contact me directly.

Software Engineer

Essential Duties:

Determines operational feasibility by evaluating analysis, problem definition, requirements, solution development, and proposed solutions.

Documents and demonstrates solutions by developing documentation, flowcharts, layouts, diagrams, charts, code comments and clear code.

Prepares and installs solutions by determining and designing system specifications, standards, and programming.

Provides information by collecting, analyzing, and summarizing development and service issues.

Develops software solutions by studying information needs; conferring with users; studying systems flow, data usage, and work processes; investigating problem areas; following the software development lifecycle.

Designs and develops user interfaces to internet/intranet applications by setting expectations and features priorities throughout development life cycle; determining design methodologies and tool sets; completing programming using languages and software products; designing and conducting tests.  

Integrates applications by designing database architecture and server scripting; studying and establishing connectivity with network systems, search engines, and information servers.  

Work directly with customers to gather requirements, perform site installations, acceptance testing.

 Skills/Qualifications:

Adept in Java programming language (Required)

Knowledgeable with Linux OS (Required)

General computer knowledge including TCP/IP networking (Required)

Great written and verbal communication skills (Required)

Experience with Scrum/Agile development methodologies 

Bachelor’s Degree in computer science and or equivalent experience

Ability to convey technical information to both technical and non-technical users clearly and concisely

Familiarity with Jython or other scripting languages is a plus

Familiarity with Adobe Flex web framework is a plus

Familiarity with RIA development is a plus

Familiarity with web-based man-machine interface standard practices is a plus


Thank you, in advance, for your help with this.

Dan Ricks

Bright Water Consulting, LLC
678-457-3098
dricks@brightwaterconsulting.com
www.brightwaterconsulting.com

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Your Elevator Pitch – By Invitation Only

I had an epiphany this week Thursday. Well, maybe it wasn’t an epiphany as much as it was an important reminder about the art of the elevator pitch. I was on a conference call with my Executive Leadership Team (ELT) discussing business development and the process of closing the sale. Specifically, the conversation became focused on understanding the needs of the prospect before selling our capabilities. I used the metaphor of a Family Physician, a General Practitioner diagnosing a  patient’s malady. The GP begins with questions to understand their patient’s symptoms. In another words, where does it hurt? Diagnosis is a systematic process which results in mutual trust, and the beginning of a relationship. It follows a logical sequence. Consultative selling is very similar.  It follows the same process.  By establishing sincere interest in the client, learning about their pain, we demonstrate our consulting methodology.

My epiphany was that building a relationship is confusing to many.   They become so focused on presenting their value proposition, they fail to connect with the prospect. Some people I know are honest about their lack of appreciation for networking. As a result, they, avoid it, having a more difficult time generating business. This recognition triggered me to address the issue head-on as it is so fundamental, it cannot be ignored.


“People will forget what you said. People will forget what you did. But people will never forget how you made them feel.”  Maya Angelou

Networking for business development, qualifying prospective clients, isn’t much different than making friends or courting a prospective mate. Again, some are better at this than others. People who are good at making friends demonstrate a sincere interest in the other person, the target of their interest.  These people ask questions to learn the other’s background and interests to identify common ground. Similarly, my single female friends say that the best prospect is one who shows sincere interest in them. One who asks questions to learn the lady’s background and interests, to identify common ground. Prospecting for business, or networking, works the same way. When your prospect is confident that you understand their needs they will invite you to present your bone fides.  Great!  Now you can deliver your elevator pitch. If there is common ground and a foundation for trust, the ability to consummate the sale is enhanced. The similarities between prospecting for business and dating looms large.

Making friends takes time and patience.  As an Air Force Dependent, I’ve had a lot of experience moving from place to place and making new friends. My best friendships developed over time.  I learned that often the wrong people were the first to reach out to me. It wasn’t because I was a magnet for those folks, but I encountered them with every move.  They were overly aggressive, inappropriate even, which made me uncomfortable.  I learned to be careful with these folks.  During my corporate career, I moved around quite a bit as well.  I experienced the same issues, although I was much better equipped to deal with them as an adult. I am confident that my experience, making friends is fairly commonplace. I am sympathetic to the trepidation of business leaders on the receiving end of one’s business development efforts. And, they should be wary as the stakes are greater.


The advice to my colleagues is to be respectful, to show interest in the prospect, and build a relationship. When your prospect feels there is mutual interest and respect, they will ask to hear what you have to say. In other words, don’t lead the conversation with your elevator pitch ask questions to get to know your prospect. 

Qualifying your prospect is the same process you use to make friends or to find a mate.  Make them feel that you understand their pain and will be a good partner.  Demonstrate your respect for their situation and a sincere interest in helping them improve their performance.  If you are in a more traditional networking situation, spend the bulk of your time listening and asking relevant questions.  You will be rewarded with more business.

Thank you for visiting our blog.

I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox.  Toward this end, put your contact information on my mailing list.

Your feedback helps me continue to publish articles that you want to read.  Your input is very important to me so; please leave a comment.

Jim Weber, Managing Partner

ITB PARTNERS

Jim.Weber@itbpartners.com


Author of:  Fighting Alligators, Job Search Strategy For The New Normal
Posted on

Make Networking a Win-Win Proposition

This past week was a good one.  Well, suffering through the remnants of the prior week’s Cold wasn’t fun, nevertheless, it was a busy week with many accomplishments. My time was devoted to coaching and mentoring my clients, recruiting new consultants, and a lot of networking. It was a good mix of productive activity that makes my work interesting and enjoyable.  

My recruiting discussions included people interested in opening new offices for ITB Partners across the country and signing new members for our Atlanta team.  One of those discussions was with a trusted colleague I have known for many years. It was a good opportunity to compare notes on the business environment and to catch up on each other’s progress.  I even made an indirect pitch to sell her on the idea of joining our network.  I am confident that my discussions will lead to follow-on contacts, creating more business opportunities.

I also learned how to create a survey in constant contact, and how to conduct a ZOOM video conference.  I have a keen interest in learning, especially about leadership and the use of technology to improve my productivity.  The value of ZOOM is to make our routine meetings more productive, eliminating drive-time for face-to-face meetings.  The Constant Contact Survey Function will support the work to complete our 2019 Strategic Review.  As we are using Constant Contact for our email marketing outreach it seemed to be unnecessary to pay for another service like Survey Monkey.

The highlight of my week was a luncheon meeting with a friend and one of my colleagues. The purpose of the meeting was to introduce my colleague to my friend, whose company could benefit from his expertise.  After making the introductions, throughout most of the luncheon, I listened to their conversation, taking notes for follow-up introductions and networking.  During that discussion we learned that her company’s updated business strategy is focused on acquiring an operating company.  This gave my colleague an opportunity to talk about his strength in helping companies navigate significant changes, such as a change in ownership.

As she described their acquisition criteria, I made notes listing people she should meet.  Naturally, I thought of people who could be helpful; two investment bankers, and a colleague who just helped her client with an acquisition.  In this case, my colleague ran the due-diligence process for the acquiring company as a consultant.   When the transaction was completed, she become their CFO.  Having had recent M&A experience, especially with a CFO’s perspective, I know she can be very helpful to my friend and her company.  Later that afternoon, I made those connections for my friend via LinkedIn.  As I write this post, they are in the process of scheduling introductory phone calls.

I even thought of another client, who is prepping their business for sale, that may fit their criteria. This client is owned by a Private Equity Group (PEG) that is interested in realizing the increased equity they have created during their holding period.   I mentioned that company in general terms, telling her that I will get back to her with more information. That led to a phone call with the target company’s CFO who promised to connect me with their advisory firm.  We also talked about scheduling a dinner meeting to discuss future opportunities.

Overall, last week was a very productive week indeed, especially from a networking perspective.  My orientation is that effective networking meetings begin with an objective and a good strategy.  One must have a win-win mindset with a primary focus on helping the other party in the discussion.  Good net-workers understand that reciprocity is the unspoken rule.  By helping my friend find a viable acquisition target, I am confident that my colleagues and I will benefit from contracts with her company.  Knowing her as I do, I am equally confident that she will provide us with outstanding references leading to additional business.  I would call that a win-win proposition.

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Jim Weber, Managing Partner

ITB PARTNERS

Jim.Weber@itbpartners.com