ITB Partners – Management Consultants
Our Business is Your Success
Join Us for the April Atlanta BENG Chapter Meeting
featuring Erica McCurdy, MCC, Member of Forbes Coaches Council is the Managing Member of McCurdy Solutions Group, LLC.
Tue, April 9, 2019
7:30 AM – 9:30 AM EDT
Erica will be presenting:
Not every problem has a solution
I’m reading Strategic Connections, an interesting book about networking recommended by a friend. So far, I have found it to be insightful. This past week I came across the author’s list of the 10 biggest mistakes members make. It was amusing and to the point, but sadly truthful. I thought those insights needed to be repeated. However, I’d take a different tact and make the point more positively.
If you plan to join a networking group do so with a strategy in mind. What are you looking to gain from the relationships you develop? Is it for professional development? Or, maybe your intention is to generate more customers. Then again, maybe it’s just for fun and fellowship around your favorite hobby. Whatever your objective, be clear about your expectations and make a commitment to the group. Otherwise, membership is pointless.
So, you’ve joined a networking group. Now that you’re a member, plan to enjoy the full benefits of that association. Your first objective is to become an active participant. Make a commitment to attend every meeting you can. Arrive early and leave late. Don’t come to hear the speaker or enjoy the breakfast and leave. If that is all you want from the group, save your membership fee. You can eat breakfast at home and watch the subject matter on YouTube. But, don’t expect to get any referrals for new opportunities.
Attend the meetings with the intent to be remembered. Stand out from the crowd. An easy way to stand out is by the way you dress. Ladies may wear a distinctive piece of jewelry. I know gentlemen who’ve established a persona by wearing a vest. A vest is stylish, but not commonly worn and will get attention. I like to wear shirts with French cuffs, even if I’m not wearing a suit and tie. Women often wear distinctive pens or scarves to be different. Flag pens, company pens, or even pens from civic associations are noticeable. These ideas also serve as conversation starters. Having a distinctive style is a good start, but you still won’t be noticed if you stand in the corner by yourself. Get into the crowd, mingle, introduce yourself to a stranger. Ask questions of the presenter.
The second broad theme is to interact with others. Don’t hesitate to walk up to a group and introduce yourself. After all, it is expected. It’s the point of networking, meeting people you don’t know to expand your network. Join in the conversation. Show interest by asking questions. That’s how relationships are formed. Don’t spend your time talking exclusively to people you already know. If you find someone standing alone in a corner, go introduce yourself. Often, you’ll find these folks interesting, albeit on the reserved side. And while you’re interacting, focus on important topics relevant to the group. Save discussions about the weather and sports for other occasions. If you’re new to the group, try to learn about their culture, norms, and protocols.
The final point is to become involved in the group. Look for opportunities to demonstrate your competence and leadership skills. Take on an assignment to help the group. Recently, Paula a member of ITB Partners volunteered to organize a Speed Networking Event, over cocktails and hors d’oeuvres. The event was a big success. Paula was recognized for her initiative. You may volunteer to speak on an important topic or serve on a committee. If your group meets for breakfast, organize an after-hours cocktail party. Show your commitment and your ability to plan, organize, and follow through. These activities demonstrate your competence, leading to more referrals.
Networking is the most effective way to land that new job or to expand your business. Approach the concept with enthusiasm and a plan. As with any skill, networking can be learned. With a little guidance and practice, you will gain confidence. Confidence leads to credibility and credibility leads to opportunities.
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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!
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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!
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.
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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
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
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.
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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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I awoke this morning to find an email from my friend and associate, Bill. He recently accepted a job as a Chief Marketing Officer, (CMO) and will be relocating to the frigid north within the next six weeks. The CMO position carries a big risk of short tenure/high turnover, so I am sure that Bill received an offer he couldn’t refuse. He suggested that we get together for a Cigar and Whiskey prior to his relocation. He also asked about continuing his membership with my networking group as he feels unable to make a meaningful contribution. Bill’s question is common for people that have landed full-time employment. I hear it often, especially from Baby Boomers. I happily accepted his offer with plans to answer his question while indulging our favorite pass-time.
During my 20 years as an Executive Recruiter, I’ve seen a vast number of my peers lose their jobs and high salaries to be thrust into the job market. They weren’t ready to retire, maybe they couldn’t. They may have had the benefit of an out-placement program, which is a good thing, but often they didn’t. They got to work on their job search. They updated their resumes, bios, LinkedIn profiles, and other collateral material. They became reacquainted with online tools to research prospective companies and seek opportunities. They may have joined a networking group or two. Some even took to blogging.
They faithfully executed of their plans, scheduling coffee meeting after coffee meeting and attending networking meetings. Their job search may have lasted six months, nine months, or sometimes over a year. Eventually they reconnected. They found a job that met their requirements and went back to work. Life was normal again.
They didn’t care for unemployment, so they worked hard to ensure success at their new jobs. They invested extra time and effort on behalf of their employers. Before long, they had little free time available for networking. That’s where their problems began. As they backed off their networking activities, their networks began stagnating.
But that’s not the end of the story. Often, I saw those same people starting a new search, sometime within months, often within a year. It is happening more frequently today. In some respects, a short tenure may be a blessing in disguise. It probably means that one’s network is still intact, available to be resurrected without much effort. That may be something of a paradox. Unfortunately, the longer one is gainfully employed, the greater the likelihood their network will wither and become unproductive.
Job tenures are getting shorter and shorter, especially for Baby Boomers. The labor market is more volatile and dynamic than ever. Today, a two-year tenure is the norm for a baby boomer’s next job. In many respects, two years isn’t that long. However, it is long enough to render one’s network so unproductive that significant time and effort is required to re-energize. The market is dynamic. It continues to change. Without constant attention the value of your network will become a diminished asset.
My recommendation is to reserve enough time to maintain and enhance your network when you find your next job. Try to remain active with one or two networking groups to maintain your skills. Professional Associations rank high with me as they offer professional development as well as networking opportunities. If possible, seek out leadership roles to further enhance your visibility and resume. LinkedIn should remain a high priority. Make sure that your profile is always current, especially your contact information. Engage with one or two groups, commenting on posts, and consider creating original content for publication. Finally, be a resource to other job seekers by accepting their meeting requests.
It’s a bad idea to stop networking after landing your next job! It is a fundamental mistake I frequently encounter with job seekers. Your network is a major asset, but it’s fragile. Handle with care!
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My activity during the last two weeks has included three networking meetings with prospective candidates. Two of the meetings were face-to-face at Starbucks, and the third was over the phone. Their experience and individual situations ran the gamut. The first candidate I met, Matt, is a referral from a solid networking connection which I have known for many years. Matt had gone to school with my friend and had worked together earlier in his career. He was in town for a few days prior to leaving for a boys-skiing weekend. Matt is an established Financial Planning and Analysis (FP&A) professional employed in a good job with a major company. He and his wife want to get back to the Atlanta area to be closer to their extended family. His objective is to find a good job first and then move. I found Matt to be very affable and professional. Little surprise as his background included a private school education and Ivy League college degree. Additionally, he had earned an MBA from a prestigious, top-tier University. Matt is a very polished guy who knows how to communicate. His intention was to establish a relationship with me and to explore some options. Although a preliminary discussion, I enjoyed our visit and will work to help him achieve his goal. Clearly, Matt is well grounded for a job search in the “new normal.”
My second meeting was not as positive. John has had a difficult time finding a new job. Also, a native of the Atlanta, he has been out of work for eighteen months. John has lived out of state for the past 16 years working in a small company. He moved back to Atlanta to be close to family after the failure of a business venture. After earning an Ivy League Degree, he worked as a manager for established restaurant brands, later transitioning into the small company sector. In his most recent situation, he was in charge of administration for a small company which included the responsibilities of a CFO, a CIO, and Director of Construction. John was not comfortable during our meeting. He was visibly nervous and a bit awkward. We discussed options he has considered including consulting and project work. His references were very positive. However, his experience is not resonating with prospective employers.
Mark was my third networking encounter; this meeting was via telephone. Mark was referred to me by a CEO contact who had to terminate his employment as part of a company restructure. Mark is a middle manager who has worked his way up the ladder to middle management without a college degree. He has not had to look for a job for a very long time as he has been recruited from one job to the next by people who know him. Mark is well spoken, and his resume is solid. Now unemployed, he really does not know how to look for a job in the new normal. I suspect his network needs to be rebuilt as well. We scheduled a phone call to trade information, but he made little effort to prepare for that call. He did not review my background by visiting my website or checking out my LinkedIn profile. As a result, we spent too much time on fundamental issues without learning how I could be helpful to him. After our conversation, I made one referral on his behalf. I need to follow up with Mark to more fully understand his needs and aspirations.
There are interesting similarities between these gentlemen. They are all about the same age and have enjoyed success in their chosen fields. Their circumstances are very different, however. Matt is in the best position as he begins the process to understand his options. John is in a difficult position as the time between situations is taking a toll on his psyche. He must reboot his search. Mark will be fine. He will need to rebuild his network, but his skills and experience are highly marketable. I suspect that he has a suitable severance package. He can ramp up his job search quickly and will likely be reconnected by summer.
The one thing they have in common is that they are learning to adapt to job search in the new normal. Their ultimate destinations will take them down different paths, but each will need to engage in the same activities. Matt and Dave will have more options to consider than Mark whose background is exclusive to restaurant operations. Nevertheless, each must assemble and nurture an effective network, their team, to identify appropriate opportunities. They must craft a viable personal positioning strategy to evaluate opportunities presented. They must be able to convince hiring managers and recruiters that their experience and skills match the job requirements and that they are a cultural fit for the enterprise. And, when employed again, they must get off to an effective start by taking ownership of the onboarding process.
Of the three, which represents the situation you would aspire to? Matt’s of course! He is proactively directing his career, building from a position of strength. He is working on a plan to make a career move before circumstances force the need. More than ever before, one must be vigilant in the management of their career. Nurturing an effective network is the starting point.
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A friend recently contacted me regarding her husband’s need for help finding his next job. Jerry, (not his real name) is an accomplished sales manager in his own right whose experience has been in the commercial printing industry. Now in middle age, he has become sidelined in a dead-end job. Jerry is someone I have spent time with over the years and found him to be affable and witty. I had no reason to doubt his networking abilities. He is a salesman after all. Networking is about building relationships, the most fundamental part of sales.
So, I happily arranged a coffee meeting with Wendy, a friend who has a business helping companies find optimal solutions to their print marketing needs. Since they were both professionals from the Printing Industry I thought this meeting would be a natural. Wendy is an excellent net-worker with very strong connections in Jerry’s target market. I could not have arranged a better connection for Jerry. This meeting looked to have great potential benefit for them both. Well, at least that was my thinking.
We all know that good networking includes the productive use of time. Get to the point. Let me know what you are trying to accomplish. How I can be helpful? The 30-second elevator speech is at the heart of the process. Unfortunately, as the meeting progressed, I saw that Jerry’s goal was to tell Wendy his life story. Jerry’s single-minded intent was to follow through on that objective. Had Wendy been an Executive Recruiter, like me, learning about Jerry’s full history might have been useful. Being a potential networking contact, Wendy’s knowledge of Jerry’s life story was not only irrelevant, it wasn’t a productive use of her time. In the process, Jerry learned absolutely nothing about Wendy. Doubtless, Jerry would not be a very useful networking contact for Wendy.
Frankly, I was astonished. More than once Wendy stopped Jerry to ask him what he was looking to do and how she might be helpful. This irritated Jerry. He did not answer her question but continued on with his story. It was excruciating. Wendy politely cut the meeting short, indicating that she had another meeting to attend. Jerry and I went off to have lunch and debrief.
During our lunch, Jerry expressed his frustration with Wendy. He was completely baffled as to why she continued to interrupt him during his soliloquy. I tried to address his fundamental misunderstanding as to how networking is conducted; i.e. time is of the essence, and the process is meant to be a two-way exchange of information. I explained that Wendy had tried to get Jerry to come to the point, but he refused to budge from his script. I went on to explain that over time, in order to build relationships, it may be useful to reveal more of one’s life story. It is totally inappropriate, however, in an initial networking meeting. My final point was that the message to Wendy was; “it was all about Jerry.” I think Jerry got the message, but I cannot be sure.
I am still unclear as to why Jerry conducted the meeting as he did. It was not only strange, but it was also a little creepy. At his age and with his experience I expected a focused and productive presentation. I had been with him in a number of social settings and always found his behavior to be appropriate. His meeting with Wendy was totally unexpected. Could it be that Jerry was just a very poor salesman? I was beginning to wonder.
Key Learning: To help facilitate a productive networking meeting I use email to introduce my contacts and exchange their information. Exchanging resumes and LinkedIn profiles is a very useful part of the process to prepare for an effective meeting. This gives the participants the opportunity to learn background information prior to the meeting so the focus of the meeting can be on the present. It puts the meeting in context. A “good networking meeting” is a productive exchange where all parties leave with clear knowledge as to how to help the other.
In this case, I should not be too hard on myself. I had enough experience with Jerry to expect a good outcome. I did exchange biographical information in advance. Jerry, Wendy, and I are all about the same age so there are a lot of similar life experiences which made the connection easier. I was surprised that Jerry did not grasp the fundamental concepts of mutual benefit and the productive use of our time. He learned nothing about Wendy and how he might be able to help her. Sometimes, even with the best of intentions and solid preparation, things don’t go well. That’s life. Suck it up and move on. As with last week’s horror story our efforts to help Jerry ended with that meeting.
My balance sheet with Wendy is very much in the positive so there was minimal damage to my credibility. Life goes on. Fortunately, my failed networking meetings continue to be a very small percentage of the total. Work in Progress:
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