Where Did the Magic Go?

Most of us have had the experience of going to a conference or a networking event and meeting people.  Our intentions are good and we head back to work with the goal of developing a long term productive rapport with each of them.  A year later we come across their card and the magic is gone. 

 

The thing about networking and developing relationships is that there are expectations which must be met.  They are not complicated, they do require a little time and commitment, and sometimes they require a little ingenuity.  So where did we go wrong with that year old card that we just found. 

 

Here is a look at how the story could have gone and the rapport would be well established: 

 

Okay, we leave the event say an associational meeting and get to our car where we make notes from the conversation on the back of the card, or somewhere.  We want to remember the important things they told us about them such as kids, other family, fun personal stories and anything else that may be a bridge later on.  We also want to note anything about their needs that we happen across during the conversation.  This should include people on our network who could be of benefit to them in the future.  It may be at this point that we need to decide that this is not someone that fits into our network.  If not we are done, if so we have more to do.

 

We get back to the office and there are a million and one things to do.  Okay, so there are only 10 but that will take at least the rest of our afternoon.  Remember, that many opportunities have short windows and then they are gone.  Making first follow up contact is just one such opportunity.  Take a couple of minutes and follow up.  This can be done by the more modern method, email or the “old school” way by a quick card.  (I personally like the cards because there is such a personal touch in receiving a card.)  Either way we want to tell them how much we enjoyed meeting them; that we would like to keep in touch; and we need to make sure to utilize something of the personal information we noted.

 

Once we have either written the card or the email to follow up many would consider themselves done.  Yet, this is the beginning.  We then add the information into what ever system we have for capturing contact information. (I have used many different systems; the main thing is to have a way to prompt oneself into making contacts with those who we decide should be in our networks.)  We need to make sure that we put all of the information in the system including that funny little story that they told us about their spouse with the snake and their child with the rodeo.  An information we have that important to them: number, age and sex of children; college of attendance, fraternity/sorority and anything else that may be important such as personal interest should be included. 

 

We have them in our system, at this point many people forget about them.  We are going to make sure that we call them or touch base in some way on a regular basis. (I do not advocate setting up a schedule to call someone every 5^th Friday or anything so rigid.  I do think that frequency can be set as once a month, bi monthly, quarterly or some such schedule.)  So we make sure that we contact our new contact on a loosely regular basis.  We can have many reasons to call.  We can invite them to something, to ask them about a piece of information we have seen, to follow up on the last conversation if we have promised to do so or possibly just to catch up with them. 

 

So now we have a plan in place and the relationship is on cruise control.  At this point a relationship has started and there are grounds for building a true rapport but thus far it has not really been establish.  If this type of contact is continued for the next five years there may still be a grounds for a solid relationship or it may well dwindle to based on their expectation that every once in a while they will hear from us.  Now we are going to deepen and strengthen the bonds by doing what comes naturally.  We are going to be our normal caring self.  When we see things of interest to our contact, we are going to send them the information.  When a news story about their company’s success comes up, we will congratulate them.  When that job opportunity comes across our desk that may mean nothing to us but is perfect for them we will make sure they have it.   When we know someone who they need to know we will introduce them.  And we will remember that it is not about keeping score or looking for payback. 

 

Now pull that same card out of the drawer a year later and there is a rapport.  The magic is there and growing in a way that can be mutually beneficial. 

 

While this seems like a very systematic approach to a non systematic art, it should be understood that there is less system and more description of what I have found to be a reasonable way of doing things.  There really is no right or wrong method just as long as contact is being made and as long as personal bonds are being developed.  When building relationships in our network, there is a need to fill the person’s “bank account”.  Keeping score, expecting to get back more than you receive or only doing things simply to be able to reap rewards is the wrong approach.

The 7 Deadly Sins of Working a Room

Years ago when I first started going to events and conferences as part of my professional life I quickly figured out that I really enjoyed meeting new people and learning a few things about them.  For me it was the beginning of a love affair that was a long time in the making and has been a much enjoyed ever since.  One of the things that I quickly noticed is that an observant person could look around and see that there are four types of people at the events: those who enjoy it and are good at it, those who enjoy it but are not so good at it, those who do not enjoy it but do it well, and those who do not enjoy it and do not do it well. 

 I knew right away that I enjoyed it, so I wanted to make sure that I would grow to be one of those people who does it well.  Some times it is easier to see the things that do not work or work poorly than to be able to at face value understand what causes those who are successful to succeed.  So I started to make a study of those things not to do and the 7 Deadly Sins of Working a Room.

1)       Trying to do too much - I have been to many different events and function where there is always someone making the circuit around the room as fast as they can from conversation group to conversation group.  We have all heard some one referred to as a social butterfly, but these are the social hummingbirds.  They are dodging in and out never settling in any one conversation long enough to do more than just get noticed.  We all have goals and aims of growing our network, but nothing is gained by hit and run networking.

2)      Looking around during a conversation - I think we have all had this experience with our kids or a young person in our life.  Most of the time when it happens we know that we are not be listened too.  The same holds true when we do it at a social event or conference.  If we are looking around the room trying to find the next person we are going to talk to when we should be involved in a conversation how will we be perceived.  I believe that when we are gazing around for our next conversation, we are seen as just as rude and uncaring.

3)     Not having cards - For those who have read anything I have ever written, it is obvious that this is one of those things which I believe is always a serious error no matter where we find ourselves.  A friend of mine who has for years has used the joke that he gets paid a quarter for every card he gives away and that is how he earns his living.  Well, I am sure at times some feel that they are paid that little, but the reality of it is that giving away our cards does pay.  Having when needed is a critical part of developing a network.  These should be kept clean, handy and separate from those that have been collected from others.

4)      Clinging to those you know It is only natural to want to be around those people with whom we are comfortable.  Often if we look around the room, we will find groups from a company or those who are on the board of the sponsoring organization standing in a corner talking.  This may be okay for a very short minute, if the subject has to do with strategy for working the room.  Otherwise, it is time to break away and meet new people.  Additionally, there are those people who need our help, they need someone to talk to them and they may be too shy to come find us.      

5)      Spending to much time with one person - Once a conversation is going well it becomes very easy and comfortable stagnate there and never move on.  Most of the people at different functions and conferences understand that we must make the most of our opportunities to meet new people. That said conversations should be limited to a reasonable time.  If we spend the whole 30 minutes of available networking time talking with one person, we have probably done ourselves and them a great disservice.  It can be difficult to break way from a conversation.  If this is a problem, help the other person out by introducing them to someone else you think they may want to know, then momentarily bow out of the conversation.

6)      Becoming too much the “life” of the party - Most of us think it would be beneficial to be the life of the party.  We all like to enjoy ourselves and to do so in the company of others is a good way to build rapport.  But much like everything moderation is the best policy.  If we allow ourselves to enjoy it too much, when drinking is involved, we can easily become an embarrassment to ourselves, those around us and our companies.   

7)      Interrupting others   For the most part common curteousy has been forgotten and often it is the norm for people to interrupt each other as they try to have a conversation.  There are three problems with this approach.  First it is rude and in doing so may be seen as undesirable to be around.  Secondly as our first grade teachers told us, if we are talking we cannot be listening. Finally, if we interrupt as some one is trying to say something, it is possible that our reply may not fit in with what they are saying. 

 By avoiding these seven mistakes, we are not guaranteed to be good at working a room.  It is certain that if we commit these 7 Deadly Sins, we will most certainly not be successful.

Maximizing Event Sponsorships

Over the years most of us have been asked to have our firms sponsor different events or parts of events.  It is easy to sponsor when times are good and little real thought is given to its expediency.  As things have tightened up over the last few years it has become ever more important to get a Return On Investment (ROI).  How do we do that?  We need to consider the following 6 items when looking at sponsorships.

What does the company receive for sponsoring?  Okay, this is obvious or it should be.  Basically we need to know what our sponsorship money entitles us too.  When we run sponsoring up the flag pole to the decision makers, if we have to do so, then we better know the answer to this question.  The answer to this is usually easily found and pretty generic.  Normally there will be levels of sponsorships on the brochure for the event.  These features may range from a free attendance to name in event publications and announcement or many other possible things. 

What is my purpose?  Knowing the answer to the purpose for sponsoring, may be the most critical piece.  Most of the other decision questions are built on it.  If we do not know why we are sponsoring how can we know if features of being a sponsor are of benefit to us?  How can we know what our audience truly is or if it would be wise to use the budget available on this pursuit?  Our purpose may be simply to expand our influence within a particular industry or it may be to support a very important existing client which is heavily invested in the event.   Maybe by sponsoring we are just showing that existing client our desire to continue to be involved in the same things they are involved in. This can be particularly true with sponsoring a speaker’s session at a conference or a local associational function.  If we are not sure why we are doing it, then it is probably best choice.

 

Does this give me the correct Audience?  Just like anything else we do from associational membership to writing a white paper, we need to consider audience.  This entails more than it seems.  Certainly, we would like to develop name recognition with those who can give us work in the future.   If that is our audience, are they going to be there?  As a sub consultant, my company rarely works directly for an owner.  So, if we are looking to get in front of those for whom we work, we would not be necessarily well served to be at an event attended only by owners. Rarely is there an event that is only owners, since those who we would work for them will be there courting the owners.  Therefore, our target audience could still be present. 

 We may be just as well served by getting in front of those who are influencers.  These are the people who may not give us work but could well have sway over those who do.  So the audience picture gets very complicated.  The best way to find out if the audience is a good fit is to ask for last years attendance list and see if the owner, clients and influencers we need to be in front of attended the previous year.  Maybe they will attend this time around, but if we wait for the final registration list for the current event the best sponsorships and uses of those sponsorships may be gone.

What is my available budget?  This question really requires no serious explanation.  We all our budgets.  Sometimes having a smaller budget may cause us to have to pursue some of the smaller sponsorships but these can also have impact. 

How can I get the most name recognition out of my expenditure?  As noted we have a budget and we want to get the most impact with it.  So how do we get the most out of that budget?  Just because we cannot afford that triple platinum level sponsorship with all of the bells and whistles doesn’t mean that we cannot have the impact we want. 

 Getting that upper level sponsorship or the highly sought after gold level can certainly be a great way to get the company’s name/brand in front of the target audience.  If these are purchased, the features need to be clearly understood and a plan of action to utilize each of these needs to be established.  If the sponsorship provides distribution of leave behind printed materials, make them good; if it allows for a short speaking opportunity, practice; and if it allows for inclusion of name and/or logo in materials being sent out by the event organizers, get the materials to them in a timely manner. 

 Another really good strategy is to use the limited budget to purchase smaller meal or break sponsorship(s).  These typically are less expensive, and can get the company some name recognition. It may be possible depending on budget to do one of each, thereby getting some really repeat name recognition. 

 

Have I missed the best time table to get the most out of the sponsorship?  Most major sponsorships include having the company name and logo on materials and email distributed during the time leading up to the event.  In addition some of them will only release the names of the registered attendees to sponsors and exhibitors.  So getting the most out of a sponsorship can be time sensitive.  In order to get the most out of these opportunities there deadlines which once past reduce the effectiveness of the sponsorship.  In deciding what to do about a sponsorship or going to those above us for approval, it is necessary to know when and if e-blast containing sponsors names will go out, when printed materials for the event will be published, and when we would be time to make use of an available attendees list.  Much like scheduling a project, we must look at these dates and determine if we can meet the event planners schedule for the sponsors to be included in those releases and publications.  If the answer is no, we have missed the best window for maximum benefit. We should probably consider utilizing or dollars in a better way such as meal and break sponsorship, exhibiting, or another conference which provides us access to our target audience.

Market Intelligence Gathering, A Usable Approach

Over the years I have sat through numerous sessions on how to find market intelligence.  They have provided me with many ideas and ways of finding leads and information about the A/E/C(Architectural/Engineering/Construction) industry.  Since that beginning, the way information is available has changed.  One thing that has not changed is that gathering this information for our firms is not a one person job.  No matter how hard any of us work on it, no matter how much time we have to devote to it, there will always be more out there than one or even a team of people can gather for a firm.  So we have to decide what things best suit our purposes.  There are many ways to find information, below we address a few of the most successful and useful ones.

 

One of the oldest forms of learning things is from those we come in contact with.  Even before people learned to write, we were sharing information about everything from what others were doing that they shouldn’t be to events in distant communities and their governments.  We come in contact with people daily.  Most of us have come to call this sharing of information “networking” and the people we share information with our “network”.  While, this is not a totally accurate description of networking, it is one component.  Overtime those in our network come to know the things that will interest us and if we have taken care to fill the right relational “bank accounts” then they will share the information with us. 

 

An extension of the networking is to create a specific group or groups within the network where leads, information or industrial concerns are shared.  Over the years I have come to call these “tips” groups, but it may actually have nothing to do with tips.  The purpose could be the sharing of any of the types of information about our businesses.  Whatever the purpose, these groups work best when competition is minimized.  With associations we expect to have our competition involved and we try not to let it become an issue of concern.  We just do not talk about things that could be of strategic concern with them.  But in a “tips” group, since the purpose is or could be gathering information of strategic importance, it is necessary to take the competition out of the equation.  By putting together a group or groups where none of the members have competing interest, this allows for the free flow of information and possibly situations where work can be pursued together.

 

Another extension of networking is Social Media.  There is more to know about social media than can be discussed here.  One of the ways in which many of the social media sites are useful is intelligence gathering.  By monitoring groups on different sites such as LinkedIn and Govloop much information about trends, issues and even potential opportunities can be found.  Additionally, Twitter is filled with industry news and trends no matter what the industry.  All we have to do is find the right people/companies to follow.  It is not that likely that many jobs will be won or given to us on social media, but the connections made and the intelligence provided through those connections can be invaluable.   Remember, this requires time and effort so the extent of involvement should be weighed carefully.   

 

Through the years, many of us have come to know the value of trade journals and other print media to find trends, news and even some leads.  We have also come to realize over the years, that digesting all of the things we would need to get the information we want would be next to impossible.  While these journals and other print still have a purpose in print form, much of the same information is available in digital form.  Yet finding it and digesting it still presents the same challenge.  The trick is to have way to smelt it down to a form that won’t occupy all our time.  One way of doing this is through tools such as Google alerts.  Other such tools are available out there but Google alerts works well to get daily feeds on almost any subject that you wish to follow.  By following companies, cities, people, even key words there is much information that can be brought right to our desk top that can then be very easily scanned and digested.  It is important to choose how often to receive the information because it can become overwhelming.

 

There are many sites, from websites to jobs posting sites which contain information that can be useful in understanding our markets.  There are even companies that will boil much of this down for us to help us more easily understand and get to the meat what is on these posting sites and websites.  But these can be expensive and as we all know we do have budgets

 

This has scratched the surface of the ways to gather information and there is already more to do than seems possible.  The real trick is to make sure that whatever we do, we target things that will get the information our companies need.  Gathering the wrong information at the expenditure of time and money is worse than having no information at all.

Functional Proposal Teams

Responding to proposals can be an interesting and sometimes frustrating experience, no matter the role our firms occupy.  If teaming is not required or desired some of the frustration can be alleviated, but often times the same disconnects occur within our own internal team. It should be anticipated that any collaborative effort will have some lack of clarity and therefore obvious disconnection in understanding of requirements for the team members.

How can we as potential teaming partners navigate through these potential misunderstandings and disconnects in a way that each of us get though the process with the best possible submittal and the least amount of frustration?

Planning – The prime compiling the submittal needs to organize the pursuit in a way that they give each of the subs on their team adequate time to pull together the pieces that are requested.  This should be done with consideration of the subs other potential pursuits and work obligations.  The subs need to make sure that they plan the requested work in a manner to meet the prime’s time table and communicate the commitment to meet the schedule.  If unable to meet the requested schedule, that should be addressed along with a schedule that can be achieved. 

Communication. – Those who are pursuing a project as a sub should ask questions to make sure they understand what their prime teaming partners are looking for and what they are trying to achieve.  The prime members on a team should make sure that they communicate what they need as early as possible. If there are specific format requirements, that should also be communicated.

 Many primes will take material and put it into there format rendering the format they receive it in unimportant. If this is the primes approach, then the subs should be told, it will save them time and hopefully allow them to get materials to the prime earlier.  Most subs have a format they like to use, and they like to make things look as appealing as possible.  Subs will however work to meet the prime’s format needs if known.

Subs should likewise ask if the prime has a specific point upon which they believe they can carry the pursuit.  Is there a specific hot button issue that the prime is aware of and they are going to try to address?  Sometimes the sub may not be able to contribute anything to the effort of isolating and using the key issue to win the work.  However there may be times when the can.  (Example:  If a designer is pursuing a project at an existing resort hotel, they may know that the owner’s biggest concern is disturbance of guest.  The proposed geotechnical engineering sub may be able to frame their information to show ways where they have addressed this issue before.)   This type of sub help on the proposal is not likely win the pursuit for weak prime, but all other things being equal, it could put the team over the top.

Trust  - Trust of fellow team members should be an obvious expectation.  Yet, because many pursuits find the same sub on multiple teams it can be difficult for the primes to want to discuss tactics with the remaining team members.    Such concerns can cause a teams and in particular the subs on those teams not to live up to their potential in the pursuit effort.  Some subs may be uniquely suited to help address an issue the team prime sees as key.  If the sub cannot commit to an exclusive agreement how should the prime proceed?  Most subs understand that their role requires a line of confidentiality be kept between each of the primes that they would team with.  Typically if asked who else they are teaming with and what they know, they will deflect the questions and/or interject that they have to maintain that separation.  While there is not guarantee that a team member will keep a prime’s confidence, the ones who do not quickly become known and shunned.  Therefore it is critical that the team as a whole understands any strategic points not only during interview preparation but during the submittal process so the team can reach the shortlist and interview process.

Nothing about these three points are magic or even new ideas.  Yet we become so wrapped up in our pursuits sometimes that we become locked into other dysfunctional less successful ways of approach these team pursuits.  To maximize our efforts and achieve what we all want, more wins we as teams need to plan, communicate and trust.

First Meetings: Where to Meet and Why?

As Marketing and business development professionals we are still normally more comfortable having meetings with people we already know.  After all we have a rapport a comfort level; we know things that we can invoke or evoke to reestablish that commonality if there is an uncomfortable quiet moment. However as professionals in our industry, we understand that we must constantly be broadening our base.

Therefore, we will have first meetings with potential clients.  Many times we will have the advantage of meeting them at some sort of networking event, but there will be times when you may have to set an appointment with out any previous contact other than possible a phone call or email.   First meetings with no previous contact can be difficult, intimidating, and frustrating.  Given the potential problematic nature of such meetings not all locations are created equal.  Typically our choices of likely meeting places are their office, our office, and a neutral location.  These locations are discussed in order of preference below.

 First:  The most preferable of locations is their office.  Why?  Since we should and good business development and marketing professionals seek to talk only about 20 percent of the time, we need thing we can use to keep the conversation rolling.  People’s number one thing they enjoy talking about is anything to do with them.  This is not a negative statement, it is the truth and for the most part it holds true for most of us. If we are lucky enough to be able to meet them not just in their building but in their office, there are many cues we can use to build that rapport by asking open ended questions about things displaying family, hobbies, and personality.

We may not get the chance go into their inner sanctum, we may have to settle for the conference room.  This is not what we would prefer since it does not offer us there glimpses into their personal nature. So we need to make sure that we notice the things about the lobby that can be a discussion topic or the hall.  Look for something about the company, the interesting building facets, company award and so on. 

 In either location use the cues available to open ended question to draw them into discussion.  As they respond remember to practice active listening.  Acknowledge them and look for other things that you can use to ask more prompting questions.  At some point, and only the person in the situation knows when, a decent level of rapport is achieved and the conversation can move on to business. 

 Second:  In order of preference a neutral site is second.  Why?  Because the best site is one where you have cues, the worst is one where they have cues.  Everything we discussed above works against you trying to get them to talk more.  The idea is to let them talk about them more not to talk about ourselves.  At a restaurant or over coffee some where we are on even ground.  Then the best we can do is get prepared with as much information as we can glean about them from social media, googling them, and other available pubic sources. 

 Take the information that is available and use the same tactic.  Ask open ended questions about what you know.   Ask about the family, ask about their college, or ask about their previous place of employment. If we have done our homework the answers we receive will not surprise us.  Again practice active listening, show interest after all this is another human being.  Cue on answers to find a direction.  Again we will build rapport with them through showing interest and this well allow us to have a basis to talk business as someone other than just a disconnected sales person.

 Third:   There will be those times that the potential client will want to come to our office. Is this the least preferable?  Yes.  Is it a catastrophe?  No.  Much of what applies when dealing with a neutral site still applies.  Home work is a must.  We must find out everything we can about them, and be prepared to use the information to move the conversation from us to them. How do we do this?  There is a good chance they will ask our family while meeting in our office. Answer the question fully but finish it with inquiry about the same. (i.e.  Yes, I have a wife and two children ages __ and ___.  What about you?)  Of course we will likely already know the answer.  The conversation may very well end up with trading of question in which case it will be more of a 50/50 split.  While the potential split is not preferable, it is better than us talking 80 percent of the time. 

 As before, only when in the actually conversation will we be able to tell when a good level of rapport is built and the conversation should transition more into the business realm. 

 A not of Caution:  Learning to read the person we are meeting with to see when they are ready to move to business is crucial.  A great level of rapport can quickly begin to dissipate when that line is crossed.  It is far better to move on to business early than it is to take too much of the other person’s time and destroy any beginnings of trust and relationship.

Sharing: A Key Networking Tool

Thinking back to childhood, the two sayings that stick foremost in my mind are “it is better to give than receive” and “share”.  Obviously one is simply and extension of the other.  At such an early age, I had know way of knowing that these were two statements that would be of utmost importance in my business development career.   Through out the development of my career, I have found that these two simple imperatives form one of the chief building blocks in successful networking.  Sharing can help to build our networks in the following ways.

Share time:  There are many ways in which we can share our time.  We can volunteer at professional and civic organizations.  We can offer to help with pet projects.  But we can also share our time by helping out others when they are searching for employment or when their children need help find a school or gaining admission into a school or group.  Like wise we can help out with groups such as schools by doing things such as performing guest lectures.  Each of these things has its own rewards from a simple philanthropic point of view.  That alone should be enough to get most of us involved.  However, each of these things also allows us to make contacts which may later be beneficial.  Example:  Years ago I was working with the scouts teaching kids and leaders about geology.  Little did I know that the father of one of the children was a principle architect at one of the leading local firms.  To this day I still have a great relationship with this architect based upon that involvement. 

 Share praise:   Everyone enjoys the congratulated or given praise.  That goes for those who we network with or would like to network with.  There are daily opportunities available to us to offer congratulations to someone on that list.  This can take work and some research.  But with the current tools available, there are so many ways to find information to use.  By using Google alerts on those companies we want to work with and using other social media out there, we can often find out when larger companies being awarded big projects before the local office even knows it has happened.  Those in the local office well welcome the congratulations on the company’s big project when you send them the article. 

Often we can find articles submitted by the company or quotes in the local paper or the national media. These are useful in offering praise to those who have scored the PR win or have been recognized for an accomplishment.  Each of these things is an investment in a personal bank account that will pay dividends down the road.  But just as importantly, imagine how good we can feel by making their day. 

Share our network:   As our networks grow, we each have a valuable commodity that others may occasionally benefit from.  There are times when others will need to get to know someone in our network  By making introductions where there are compatibilities between those in our networks we are helping both parties to grow and possibly meet each others needs. 

Share information:  Because most of us are in the business of finding work or doing work which could then provide opportunities to others, we are often privy to information that may be valuable to others. Most of the projects or leads that we come across during our daily work are not necessarily suited to us.  Yet, each lead is suited to someone.  The key to this is knowing what others in or networks do and are interested in.  By knowing their needs and passing this along we are again developing or adding to that bank account. 

 Not all of the information that could be important to others has any thing to do with an opportunity.  Often industry news about mergers,  buy outs or changes in methods can be just as useful to those in our networks or those who we want in our networks.  Each piece of information that comes across our desk has value to someone, or challenge is to we know who may benefit from the things we run across. 

It is critical to remember that networking is never about keeping score.  He who keeps score in this game will ultimately loose.

Associational Event Attendance 101 (Part II)

Previously we discussed some basics to help increase effectiveness at associational events.  The discussion centered on appropriate dress, having and using cards and making sure to be punctual.  Here are several more tips to help in making attendance a success.

Name tag goes on the right hand side A large number of those who attend these types of meetings will follow the crowd and place the name tag on the left hand side just above or on the pocket.  While it is the norm, it is incorrect.  In placing it there, it is out of the typical line of site while shaking hands.  The tag should go near the top of pocket level on the right hand side.  This placement places it in a natural viewing position during a handshake

Proper hand shake   A good firm hand shake is a must in business.  No, crunching someone’s hand is not acceptable.  Likewise a cold wet hand shake is not appealing.  Our hands should be clean and dry.  Hold cold drinks in the left hand.  In addition half hand shakes are not a good.   A good business handshake should be firm but not harsh, held for a couple of seconds, but never to long.  Eye contact is important. 

Remember we are not there for the lunch   A free lunch is always nice, but remember there really are no free lunches. Someone, typically our businesses have paid or will pay for our attendance and lunch.  This comes with expectations.  If the only reason the company sends us is to learn then we must make sure we pay attention to the program. But most companies in the long run expect us to grow our networks, so work the room.

Lose the co workers   Often times when the program at an event is going to be a big draw or when one of our big clients is going to show up at an event, our company has several employees attend and event.  More often than not, they stick together during the networking time, and at lunch they sit at the same table.  We have all worked with people, who we really like to spend time with.  Sometimes our fellow employees are our safety net, but we can accomplish far more separately than by keeping each other company.  So let’s bid our fellow employees ado at the door and meet some new people.  In case that was missed, NEW people.  Yes, talking to those we know is good, but we also need to meet others.

Remember most of those there are just as shy as we are   Most of the people that we think of as out going are shy and insecure.  We just don’t know it, because we see them talking to others and they seem to be having a good time.  But, they too have insecurities.  In order to really become successful at meeting new people, we need to do it one step at a time.  By having small victories we build confidence.  Will this break us from being and introvert?  Probably not, but having little successes will quiet our nerves the next time we go to an event.

Follow up If the only time those we are adding to our network see us is at a monthly associational meeting, then we are wasting our time.  Promised follow up must be fulfilled.  Other follow up is necessary if there is a connection or a potential for a mutual beneficial relationship.  Drop them a card or make a phone call.  Do something personal, emails and other electronic contact can be cold.

Associational Event Attendance 101 (Part 1)

Years of developing in the technical world can make us too comfortable in just sitting in the office managing our projects or make phone calls or send emails.  Then it happens, someone in the office decides that we need to go to an event.  Maybe it is a professional association luncheon with a technical program they want us to see.  Maybe they expect us to begin to interface with clients or potential clients.  Okay so now what do we do?  Here are just a few do and don’ts to begin the process.

 Dress appropriately Each of us knows best what is and is not appropriate within our own industries, or we should.  If there is any question about this, we should ask someone that we work with.  In working in the architectural, engineering and construction industry, this can vary from event to event.  Most associational events in this industry tend to lean toward business casual as a norm.  This leaves a little latitude.   Typically, going to an event in business dress is acceptable in most cases; being a little over dressed is not normally frowned on.  However under dressing is rarely a good move.

 Remember cards   This seems like such an obvious thing.  And in reality it should be, but almost every event, someone I speak with has forgotten cards or almost as bad, run out.  It is important to make sure that we have cards with us and have enough.  Often people carry them in a purse or billfold and they come out dirty and mangled.   Cards should be carried in a way that they can be kept in good shape and clean. 

Put cards you receive in a separate pocket from your cards As already stated, business cards are important.  Since we hope to meet and remember people and to grow our network, these are one tool to do so.  It can be embarrassing to pull out someone else’s card instead of our own.  And if the over site is missed, we loose valuable contact information.  It is best to put cards we receive in a different location than were we keep our own cards.  This is easy to do when wearing a dress shirt and jacket or sports coat.  Keeping my cards in the shirt pocket and putting the received cards in the sports jacket pockets has become a good system.  Warning, do not forget to pull the cards out of the sports jacket pocket.

 Exchanging cards is crucial.   How many times have we asked others for a card and given them ours and never given it a second thought.  We might have glanced at the card as they gave it to us and shoved it in our pocket. With a little practice it becomes easy to find something about the card that is worthy of comment.  It allows us to continue the conversation but it also does one thing everyone loves, it stokes their ego.  Like wise there is a proper way to hand out a card.    In giving a card make sure it is right side up to them.  Make it easy for them to see and read at one glance.

Arrive early   Many of us know people who are late for everything.  By being late for an associational event opportunities are lost.  One of the goals of going to these functions is normally to expand our networks.  If we show up just in time for the buffet line to open or just in time for the speaker to start, we have missed out on valuable time for networking.  Even if there is a planned time for networking, we should show up early for it.  Then we can become the unofficial greeter.  Face it how many of us know the face of the guy or lady who greets at the local Wal-mart.  By standing near the door people will assume we are supposed to be there and they are supposed to expect us to greet them.

How to Get the Most Out Professional Associations

Long ago when I was first getting involved in the A/E/C industry I heard people talk about associations and involvement.  I was still wet behind the ears and had little understanding of the importance of involvement in an association.  There are many types and it becomes very easy to be over involved, so we must pick were we can be effective and stick to that.  But how do we maximize our involvement?

Define rational:  Why is this group of interest? Why is this group important for involvement? Why should we be there?  There is no one size fits all answer to any of these questions.  It depends on the industry, the individual‘s position in their career and the company’s needs. 

Maybe we are attending simply to learn or maybe it is where all our clients go.  Maybe it is expected based upon being in a particular industry.  Example: ASHE (American Society of Highway Engineers) for those who do work in the transportation design and construction industry.   The reasons differ, but we truly must have a good one because associational involvements come with a cost. 

Attend functions:  I think this goes with out saying.  Regular attendance will begin to build your stock with others involved in the organization.  People become accustom to your presence and our input.  Over time they will begin to look for you.  Be warned that this comes with a two curses.  First, absence becomes conspicuously obvious.  Second you will likely become noticed and asked to get involved at a higher level.

Volunteer:  One of the well understood truths of associations is that those who are involved on committees and boards tend to become well recognized with in an association and to some degree trusted.  Building recognition and trust are important, so volunteering in your organization is important.  There are also more altruistic reasons to volunteer.  Many of us just like to server others.  In either case, member involvement is a win/win situation.  However, it should be approached with caution.  Volunteering comes with responsibility and over committing oneself is easy to do. 

Serve others:  There are many ways to serve others in an association.  We just addressed volunteering to be apart of the leadership structure.  But serving others can go beyond that.  One of my favorite things to do is to introduce people to those who they do not know.  It is a win for everyone.  I enjoy it and it helps the other two make a connection.  Additional opportunities involve helping people with needs find those who meet the needs, and even just helping out with set up and break down at a meeting can be beneficial to all.

Become a recognized leader:  We just discussed volunteering to be part of the leadership.  But we do not have to be on a board or a committee to be a leader.  We can be a leader by pursuing certifications through the organization, championing causes for the organization and being an ambassador for the organization outside of the organizations functions.