Category: Networking

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Network Your Way to Business Success

 

If you’re an aspiring entrepreneur, growth is a key factor in your business start-up’s success. Networking is a great way to immerse yourself in the world of business and can help you develop a base following from which to grow. ITB Business Partners – Management Consultants can be a valuable resource when it comes to providing high value-added solutions to your most pressing challenges.

What Is Networking?

Networking is basically an opportunity to connect with other people as a way to establish or advance relationships, identify potential areas for collaboration, and meet prospective clients and customers. Networking is a term used to describe everything from attending business functions to how you follow up with people you’ve been connected with or introduced to through others. As the term implies, your goal with networking is to build alliances, meet new people who can help you advance your business, and amplify your connections. It requires a sincere approach, so if you’re a hard-sell personality, you might need to temper yourself during in-person networking situations.

Why is Networking Important

While there are certainly many ways you can go about marketing and advertising your business, developing relationships, requires a more personal one-on-one touch leading to more robust business relationships. For example, if you’re in a networking event and meet somebody who provides printing services, which you need, you’re more likely to feel comfortable with someone you’ve met and spoken to than somebody you’re found online. These personal connections can be long-lasting and profitable. Your goal should be to establish mutually beneficial alliances. Once trust is established, the relationship can grow and business opportunities will follow.

Where to Network

So where are the best places to network? According to Copper Chronicles, there are a surprising number of places to network once you’re in a networking frame of mind. You can connect via online or in-person business functions offered by small business development centers, chambers of commerce, and Rotary clubs. You can also attend conferences, trade shows, and business networking events specifically designed to connect business leaders. You can also network at volunteer events, particularly those that are associated with your line of work or your Industry. Virtual networking is important too, – you can start with LinkedIn and your social media platforms. Don’t forget non-traditional yet effective methods – talk to other parents at kids’ sporting events, go to charitable events and fundraisers, join your local PTO, and if you belong to a house of worship, serve on a committee and arrive before service for coffee and connecting.

Preparing to Network

Before you start seriously networking, make sure your business is well-positioned. This means having a website, social media presence, and a business card that has your business name, your name, your website, contact information, and potentially on the back, a few bullets, or a brief overview of the products and services your company provides. To make a memorable impression, consider looking for a way to design your own business cards. Using a premade template for your cards allows you to customize your work by adding images, text color, and the fonts of your choice. Make sure your card matches your company brand so you make a notable impact.

Maintaining Networks

In addition to building networks, maintaining them is also important from a customer relationship management perspective. Don’t consider the people you’re connecting with as just “leads,” but rather, as people you can learn from and build a foundation with. In other words, develop a relationship in which you stay in touch, get coffee or lunch, offer support where you can in the form of referrals, and take an actual interest in them and their business. Establishing trust and learning about one another’s business goals can aid in finding ways to collaborate. According to Business News Daily, giving more than you ask for is another great way to establish solid connections.

While there’s nothing new about the concept of networking, digital marketing has allowed us to connect in a number of different ways, some of which will require different approaches. Be strategic in your approach to ensure you’re getting connected to the people most likely to help you build and grow your business. Share on X

ITB Business Partners – Management Consultants help business managers solve their problems by matching them with high-quality independent management consultants who are experienced leaders, discipline experts, and project managers. Visit the site to learn more, sign up for the company newsletter, and reach out directly for more information.

Thank you for visiting our blog.

 

Jim Weber, Managing Partner – ITB Partners

Jim Weber – Managing Partner,  ITB Partners

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.

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Starting Over: Building a Business After the Pandemic

As the United States emerges from the COVID-19 pandemic, many people are deciding it is time to chase their dreams and work on starting their own business. According to research, this happened many times during state shutdowns. If this is your first time venturing into entrepreneurial aspirations, learn about what you can do to get started on the right foot with this guide from ITB Partners.

Finding a Business Idea That Works

Before doing anything else, it is crucial to find a business idea that works. It doesn’t necessarily have to be complicated. Consider your experience, skills, and education, and what you would like to do.

Perhaps you already have skills as a hairdresser and want to work for yourself. Maybe you have lots of experience with animals and would like to begin a dog walking and boarding business. There are plenty of business possibilities to help you get started.

Setting Up and Making It Legal

Once you decide what your business will involve, decide on a name for your company and begin the process of setting it up. You may choose to make it a sole proprietorship, an S-corporation, or a limited liability company.

If you choose an LLC, know that there are many benefits associated with this, such as limited liability, less paperwork, certain flexibility, and even advantages when it comes to taxes. Depending on the state you live in, there are different regulations when it comes to setting up an LLC, so make sure you research those first. If you want to outsource the paperwork and avoid dealing with an attorney, you can use a formation service to help you.

Networking and Meeting Other Professionals

No matter what stage your business is in, make it a priority to network with others. Share on X This will help you find your new clients, introduce you to professionals to help build your business, and make it easier to get referrals and reach out via word of mouth.

Look for events such as Network After Work. You should also start talking to people you know, even if the last time you were in touch was high school or college. There are plenty of online tools that can help you find contact information so you can reconnect again, allowing you to build your circle.

Creating a Marketing Plan for Your Company

All businesses need a marketing plan. Start putting together ideas of how you want to reach your client base. This can include using social media, direct mail marketing, having a website, going to trade shows, and using promotional materials, to name a few.

If you plan on adding images to your company’s marketing materials or you are working on an image with a graphic designer, you may find it easier to compress JPG files so you can email them with ease. However, compression can sometimes degrade the way the JPG file looks. To combat this, use a JPG-to-PDF converter, which can allow you to make your JPGs into PDFs while keeping the same quality. You can even do this with more than one file at once.

Creating Space and Enlisting Services

In getting your startup off the ground, you want to ensure that you’ve got a designated space at home where you can work. If you go as far as upgrading an unused room to a home office, you may even improve your home’s value. Just make sure that you’ve got the privacy and resources you need.

You’ll also want to set up a great website for your business and see to it that your cyber security is looked after. Online threats are growing ever more numerous and widespread, and they can threaten both your business and your customers’ information. Make sure you are all protected with a comprehensive plan.

Getting Support From a Mentor

Running a business can be hard. Rather than try to go through it alone, get help and support from a mentor. Business mentors can give you ideas on what problems you might run into and provide advice when you aren’t sure what is best for your company.

No matter what your reasons are for starting a business, it is possible to get the support and guidelines necessary for success, as long as you take everything step by step.

This article is brought to you by ITB Partners, a consortium of independent management consultants providing high value-added solutions to your problems. Our consultants are experienced leaders, discipline experts, and project managers. Our industry expertise ranges from consumer packaged goods and manufacturing to supply/chain,  logistics, and the service sector.   Additionally, we have depth in consumer services franchising, specifically restaurant, hospitality, retail. For more information, please contact us today!

Thank you for visiting our blog.

 

Jim Weber, Managing Partner – ITB Partners

Jim Weber – Managing Partner,  ITB Partners

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.

 

 

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Creating Extreme Wealth and a Joyful Life

Mark Grace leads a discussion on our YourTube Channel about “Creating Extreme Wealth and a Joyful Life”  by seeking more experiences in life.   He calls that “experidigm.”

Mark Grace leads the delivery of larger customer experiences that organize selling more products and services together. Much higher profits result and lead to more enhanced customer relationships and experiences. Examples of newly created and led multiproduct customer experiences:  Smart Grid in utilities, Alive Spaces in construction, Smooth Operations in Retail, Perfect Food in QSR eateries, and Visual Talking in media. Quickly build new divisions, ventures, or businesses and coordinate the eventual sale or corporate integration. Close major industry customer and partner deals while building a decisive protected competitive advantage. Over thirty years leading the development of larger customer experiences and successfully receiving higher profits.

Core Competencies

      • Add high-profit business lines on-increment or new
      • Innovation delivering successful products and businesses
      • A transition from offering products to selling multiproduct experiences
      • Sign profitable customers and continue to deliver for a generation
      • Dramatically improve efficiency and effectiveness of operations and processes

Drivers / Motivators

      • Customers want simplification, yet expect the entire experience
      • Customers expect smart tools to connect them, assist them, and do for them
      • Customers want to be delivered while they are experiencing and mobile
      • Business wants to become experience concierges and receive extra profit.
      • Technology tools enable real-time direct links between company and customer
      • Partnerships can build the necessary ecosystem and support infrastructure

Background

      • President –Beyondvia Technologies (beyondvia.com); Experidigm.com
      • Chief Innovation Officer – Construction Specialties
      • Global Program Executive – Smart Grid (GE Energy); Alive Spaces; Smooth Operations
      • Founder –  (Velocys); Perfect Food (Thinkage Founder); Visual Talking (Founder)
      • Director Technology/Operations – BOC Industrial Gases
      • Downstream Controller – Exxon USA
      • Specialty Chemical Sales – Petrolite Corp/Baker Hughes
      • Published 6 innovation books: MORE; NEXT; Soaring to Awesome, Choosing Up; Avoid Takers; and Elements of Visual Talking
      • Major Valuation Creation: Sold several companies; 17patents; 15 trademarks; intl awards
      • Washington University-St. Louis (MBA); St. Louis University (Chemistry); Rice (Writing)

Blog Posts:

Mark Grace awarded a patent on “how to design experiences

Starbucks Meets WeWork at the Automobile Service Center

Go! “I will…” Experidigm

THE NEXT BIG THING!

Contact

beyondviagrace@yahoo.com

 

 

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Make the Best of the Holiday Season!

The Holiday Season is upon us as 2021 rapidly comes to a close. It’s been a crazy year but thankfully, not as much as 2020. Business is bouncing back. Those furloughed in 2020 are probably back at work. And, our children are back in school. That is not to say that we haven’t faced continued challenges created by the pandemic. There is a lingering imbalance in the supply and demand equation for labor. Supply chains are struggling to recover, and inflation is driving up prices. It is safe to say that we are in a better place than last year. I think next year will be better still.

The holiday season isn’t necessarily an ideal time to close deals or land a new job. People are distracted by other matters. They are busy closing the books on the fiscal year, on vacation, or engaged in their social calendar. Typically, this is the time to reflect on the year to determine our progress and prepare for the New Year.I have learned that, like me, most of my colleagues have a year-end closing routine. It is what successful people do. They think in a systematic way, planning, evaluating and adjusting. Share on XThey are accustomed to setting goals and measuring their results. This year, I decided to check in with a few of my colleagues to gain insight into their year-end closing routines. I was interested to hear their ideas. I knew that I would learn something useful.

It came as no surprise that everyone I talked with has a year-end closing routine. My colleagues talked about taking stock of their results compared to their professional and personal goals. They all talked about taking inventory of their accomplishments and shortfalls. Lessons learned and things to improve are memorialized. It is their first step in preparation for a prosperous new year. They use this process to determine goals and priorities for the New Year.

I noticed a few differences among them, however, mostly related to areas of emphasis. Some talked about a final push to maximize revenue and minimize accounts receivable. Others spoke about pushing income into the following year. They all spoke about accounting for expenses in the current year. It makes sense, of course, as professionals understand the importance of accurate accounting.

Year-End Closing Routine

    • Close the Financials
    • Recognize Employee Contributions
    • Evaluate Results/make plans to Close Gaps
    • Express Appreciation to Clients, Vendors, Mentors

A notable difference in approaches to the year-end routine seems to be between corporate employees and their entrepreneurial cousins. Corporate employees seem more internally focused, whereas entrepreneurs have a broader perspective. Also, there is a different focus between employers and those in private practice. Employers spoke to showing appreciation to their employees with year-end celebrations and financial rewards.

Still, others talked about reaching out to their clients to express gratitude for their business and check-in with prospects. The most exciting feedback was from those keen on expressing gratitude to customers, vendors, and mentors. One of my colleagues, Barry, said that he makes a point to call each of his clients and vendors to express his gratitude. He also calls prospective clients to remind them of his interest in helping them. Another talked about reaching people who had made significant contributions to their success. Recipients of such calls have said the impact is powerful! I like a personal touch, especially in an age when it is easier to send a fruit basket or an email. A personal phone call is much more meaningful.

Year-end closing routines are an essential component of sound business administration. Accurate accounting for the year’s results sets the baseline for planning and budgeting. Additionally, it reduces the risk that a spotlight will illuminate your business by the taxing authorities. However, this time also presents an opportunity to focus on key relationships and networking. Jobseekers should continue their networking efforts at an elevated activity level, while employers should recognize their employees’ contributions. Business leaders could thank their vendors and customers. Strengthening relationships may be your most crucial year-end activity. We should express our gratitude to key constituents who have contributed to our success. Consider making a personal call. It will make an enormous impact.

Thank you for visiting our blog.

 

Jim Weber, Managing Partner – ITB Partners

Jim Weber – Managing Partner,  ITB Partners

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.

 

 

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Why Network?

Reciprocity – “The practice of exchanging things with others for mutual benefit, especially privileges granted by one country or organization to another.”  From Google’s English Dictionary provided by Oxford Languages.

Last week I wrote on the importance of conversation, especially for networking success. The genesis of that article was the recent dialog I had about networking. Many of the folks participating in those discussions were frustrated by their lack of success. They complained that their conversations were not leading to follow-up meetings. Some confessed that their conversational skills might be the problem. In my post, I spoke to the need to respect the other person in the conversation.  I recommended that you listen intently and show interest in the other.  I explained how to make a connection.  The other issue was the need for an effective networking strategy.  I inferred that they did not understand the foundation principles of networking.  I will address that issue now.

So, why network?  Because it works!  Reciprocity is the foundational principle for networking. Most human beings are hardwired to repay a gift or kindness with something of similar value.  It is a powerful concept that resides deep in the human psyche. It is fundamental to the development and maintenance of long-term relationships.  Networking employs the concept of reciprocity to building new relationships.  It is essential to expand the number of people whom you know and who know you. People you can help and who can help you, your network.  Humans build their careers, businesses, and social circle by networking.

If networking is such a powerful concept, why do many people find it difficult and unfulfilling? My experience leads me to believe that these folks engage in networking activities only when they have an immediate need. They begin networking when they are under pressure to find another job.  When they find their next job, they stop networking.  Their mission is to find another job. Their orientation is on themselves.

Notwithstanding what they may say, reciprocity is not their guiding principle.  It is easy for people to recognize and avoid purely self-centered networkers.  Understandably, these people have an unfavorable opinion toward networking. If you seek continued success, networking must be a routine part of your life. When you find that next job, continue to grow and nurture the network you have created. Share on X

Your network is among your most valuable assets, but many don’t make that connection.  Like most investments, it requires maintenance.  One proven way to enhance the value of your network is to become an active member of a relevant group or organization.  Many professionals benefit from membership in a professional association based on their job functions.  These associations help you maintain your professional credentials while increasing your network.  Organizations more generally focused on a specific industry segment can serve the same purpose while providing current information on the state of that segment.  Memberships in extracurricular interest groups can be helpful too.  Also, consider groups like college and university alumni associations, those supporting a particular hobby, or charitable organizations.  College alumni associations are beneficial to young professionals working to build their careers.  If you have the time and inclination, take a leadership role in one of your interest groups.  It will enhance your reputation while generating new opportunities.

Taking full advantage of the resources available through LinkedIn is another powerful way to enhance your professional status.  

 

 

 

      • Make sure that your profile is complete.
      • Post your material and comment on those of your connections.
      • Make endorsements and recommendations.
      • Participate in interest group(s).
      • Acknowledge Birthdays.

Summary and Conclusion

Networking is the process of generating new mutually beneficial relationships. Based on the principle of reciprocity, it is the primary method people employ to find new business opportunities and build their careers.  The point is to talk with people willing to connect you to other people, eventually to a hiring manager seeking someone with your skills.  The more people you speak with, the better. Those folks can amplify your activity, but you prepare them properly.  Make it easy for them to introduce you.  Remember, networking is a give-and-take process.  If you are not helping others, they will not be motivated to help you.

Thank you for visiting our blog.

 

Jim Weber, Managing Partner – ITB Partners

Jim Weber – Managing Partner,  ITB Partners

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.

 

 

 

 

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A Useful Conversation

ITB Partners Members Meeting

Last week I moderated two separate networking group meetings.  That is not particularly interesting or noteworthy, except that they shared the same topic and presenter.  The subject was “Freelancing and the Fractional Executive as a Career Option.”  One group was primarily job seekers, whereas the other was composed of independent consultants and small business owners.  I found it interesting that a major topic of conversation in both meetings was how to become a more effective networker.  It is a fundamental issue worth further exploration.   Relationships develop by expanding your network.  It is how people find jobs and new customers. The ability to initiate and maintain a conversation is an essential skill in this regard. Even so, many demonstrate insecurity about their ability to have a meaningful discussion. If one cannot master this skill, your networking efforts will be frustrating. Share on X

If you spend your time watching national news broadcasts by the major networks or on cable news channels, you could easily conclude that the art of conversation is dead. Regrettably, much of what we see are professional propagandists talking over one another. It’s not much in the way of conversation.  Those programs are challenging, even painful to watch, unless you are into train wrecks.  They should never be confused with a thoughtful conversation or an exchange of ideas. Instead, we should seek out healthy conversations.  It’s how we humans learn, transact business, and build relationships.  It is fundamental to our survival and our ability to thrive.  Even so, it is mysterious and intimidating for many.  It seems like a lost art from our distant past.  I have good news, however.  Effective conversation is a relatively simple skill that anyone can master.

I spend most of my day in conversation, at work, and off, as you might imagine. Much of that time is helping professionals improve their networking skills. It is the one area that generates the most interest. Job seekers and business people trying to expand the reach of their brand know that they need help in this area.  My contribution is devoted to asking questions and listening carefully.

So what makes for a compelling conversation, especially with people you don’t know and have recently met?  An effective conversation is an exchange of information where both parties benefit.  On a deeper level, it is a dialogue that develops and strengthens a relationship.  The best way to establish a relationship is to show interest in the other person in the conversation.  Ask relevant questions and listen carefully to their response.  By showing interest in another, you begin to build a bond that can lead to a relationship.  Wait patiently for an invitation to discuss your interests. Waiting to talk is difficult for many people as they are anxious to present their background.  Networking Pros understand that they must help others first.  All good conversations develop by a respectful exchange.  Create goodwill with the other by asking thoughtful questions.  Practice active listening techniques.  Understand their motivation for the meeting so you can establish common ground and offer your help.

Key Factors for Effective Conversations

    • Demonstrate a genuine interest in the other person
    • Be respectful, don’t interrupt or overtalk
    • Use your active listening skills, verbal and non-verbal, to understand nuances.
    • Make the other comfortable; mirror, maintain eye contact,
    • Ask an open-ended question to understand and keep the conversation going
    • Ensure that the time, place, and situation is optimal
    • Use non-verbal communication to convey interest and understanding

I am sure that these points are familiar to you.  You have heard this before.  So why is it that you are still apprehensive about your ability to hold a conversation?  I suspect it is because you have avoided practicing these items.

If you want to become more effective as a networker, work on your conversation skills.  A good conversationalist is considered exciting and sincere.  You will experience greater success in building relationships that further your career and social life. Fortunately, like most things in life, the skills required to initiate and maintain an interesting conversation are easy to master.

For further reading in this connection, check out these articles.

https://www.fastcompany.com/3027801/5-ways-to-have-great-conversations

https://www.wikihow.com/Have-a-Great-Conversation

Thank you for visiting our blog.

 

Jim Weber, Managing Partner – ITB Partners

Jim Weber – Managing Partner,  ITB Partners

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.

 

 

 

 

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Write an Impressive Cover Letter

Someone has been giving my prospective candidates lousy advice.  For years, I have received resumes with absurd cover letters.  Many are bizarre.  The worst begins with “In this challenging economic environment.”  Are you kidding me?  If they were trying to impress me, they failed.  They nullified their most crucial sentence with something trite and boring.   I do not know who advocates for this style, but they have done significant damage.

Here is a typical example.

Dear Mr. Weber:  

As a marketer and executive leader, I’m known for creating awareness that drives action and achieving transformational growth for startup, emerging, and mature brands. Most recently, I launched and built a challenger activist brand into a nationwide community movement that drove historic electoral wins. My experience, however, largely spans for-profit industries-art, luxury, and tech where I developed deep expertise in digital communications and brand-driven marketing strategy.

The first time I saw this letter, I did not read past the first sentence.  I doubt that any recipient did.  Why should we?  The writer took forever to get to the point, a big waste of time.   Possibly a good second paragraph, this is the wrong way to begin a cover letter.

This letter went on for seven more paragraphs, totaling 432 words.  It was not until the last paragraph that the author stated what she wanted.   Even then, the description of her ideal role was unclear.  Her most specific point was that she wanted to work for “brands that support social causes or are committed to investing in and evolving a social impact function.”  Since most corporate strategies include a ‘social cause,’ this point was unnecessary.   More wasted time

While researching this topic, I did not find anyone advocating for this style of a cover letter.   The advice on this subject is consistent with my thinking.  So, what is the origin of this style?  I wish I knew!  It makes me wonder if I should send this post to every candidate who violates the rules for writing an effective cover letter.

What is a Cover Letter?  Why is it necessary?  These are useful questions.  A cover letter is an introduction.  It tells the reader who you are, why you are contacting them, and enclosed additional information, like a bio or a resume.   It is handy when sending information unsolicited.  Whenever you send your credentials to a prospective employer or client, use a cover letter.  Today that is usually via email.

The purpose of a cover letter is to entice the reader to give your enclosure a thorough review.  You should provide enough information to captivate their interest, but not so much that they decide against your interests.  From a marketing perspective, a cover letter is a ‘teaser.’  Your letter must spark the reader’s curiosity, compelling them to review your credentials.  The letter or email should answer three questions.

    1. Who are you?
    2. Why are you contacting me? What do you want?
    3. Why should I give you serious consideration?

You must address the first two points in your first sentence.  The remainder of your cover letter provides a summary of your qualifications.  Three bullet points are sufficient.  Let the attachments explain your skills, experience, and interests. Finally, thank the reader for their time and ask for an interview.  Make it effortless for the reader to absorb your message.

Three Types of Cover Letters

    1. Responding to a specific situation (job posting) including a resume
    2. A cold introduction seeking a specific situation (may or may not be a job opening)
    3. A networking introduction (a bio or a detailed intro letter)

A Caveat.  An introductory letter without attachments can be powerful.  In this event, the writer makes a compelling case for her candidacy on one full page.  When closing, the writer offers an invitation to request more information if interested.  This tactic is appropriate for cold introductions, but the letter must be flawless.  It is most effective when sent via USPS.  It is not suitable for most situations.

Thank you for visiting our blog.

 

Jim Weber, Managing Partner – ITB Partners

Jim Weber – Managing Partner,  ITB Partners

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.

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The Turning Point

Cabernet Steakhouse

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

Cabernet Steakhouse

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

Cabernet Steakhouse

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

Cabernet Steakhouse

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.

Thank you for visiting our blog.

Jim Weber – Managing Partner, ITB Partners

 

Jim Weber – Managing Partner, ITB Partners

Jim Weber – Managing Partner,  ITB Partners

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.

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Holiday Networking Tips

It is Prime Time! The end of 2022 is upon us, and the celebration is beginning. You may be attending a lot of parties and networking events. In keeping with the season, it makes sense to offer some advice and guidance to ensure you have a productive month.

The Holiday Season is all about bringing people together. It is a time of celebration, reflection, and anticipation for the New Year. It’s a time for networking groups to schedule events to close the year. This month, you can meet people you want to add to your business network or social circle. These events are target-rich environments to identify and connect with influencers. Although each event will have a specific focus, you can exercise some leverage. In other words, social events can generate proper job-search connections, while professional networking events may result in social opportunities.

As you contemplate your calendar for December, begin with a plan. Determine what you want to accomplish this month. If you are between situations or looking to move, you may be looking for people to help you locate your next job. In this case, you should try to attend as many events as possible. Of course, you will necessarily want to prioritize your time for friends and family. Religious activities are an essential consideration. If there is a conflict, all things being equal, opt for the event that best supports your objectives for the month. In some cases, you may be able to attend multiple events, dividing your time between them on the same day.

Set a goal for each party! Begin with the guest list. Who do you want to meet? Plan to meet specific people who may be helpful. Learn who will attend each event and determine who you want to meet. Researching guests is a lot easier today, as more and more event planners are using online applications to manage attendance. Those applications will notify you as others accept the invitation, so you will know who plans to attend. Then, you can cross-reference individuals to their LinkedIn profiles.

Time is short. Be strategic! The objective is to meet influential people, gain their interest, and schedule a follow-on meeting. Make a good impression, so they will want to help you. Leverage your friends, family, and acquaintances to help identify these influencers. Ensure your elevator pitch and appropriate variations are well-honed and committed to memory. Bring business cards to distribute. Make notes on the back of each card you receive to send a personalized message. Remember, ask to schedule a meeting. Additionally, become connected to these folks on LinkedIn. Everyone is a potential lead to a job, so introduce yourself to someone new.

Stay focused on your objective. Your approach will differ depending on whether the event is business-related networking or more of a social event. If the event is for business networking, stay focused on business. If the event is a social gathering, be sociable. As you get to know the other party, there is nothing wrong with learning about their occupation, whether in a social setting or their interests, if at a networking event. Begin with casual conversation. Ask questions, including advice. Listen with interest. Stay away from religion, politics, or other potentially sensitive issues, unless you are talking with like-minded friends or associates

Here are some parting thoughts. Maintain a friendly, positive attitude and smile. You will attract more interesting people. Dress appropriately. You don’t want to stand out negatively. Eventually, most people will migrate in your direction. Don’t overindulge in food or alcohol. Remember to thank the host before leaving, and later, send a thank you note. Enjoy yourself; the Holiday Season can be a lot of fun!

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