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Dear readers and followers:

Please go to http://www.zachryinc.com/therelentlessnetworkerfor future posts and the archive of this blog.

Thanks for reading and thanks for continuing to follow us.

Keep on networking!

Relentless

Relentless Live: at the NDCC September 3

On Thursday, September 3rd, I'll be presenting a seminar in the North Dallas Chamber of Commerce's Business Toolbox Series entitled “Using Networking and Social Media Tools to Build Your Brand and Grow Your Business"

The 7:30 am event is intended for business owners. Visibility and top-of-mind awareness are the keys to building your business. Over the past several years, I've used a number of tools and methods as a part of our strategy to build awareness of the Zachry Associates brand in the DFW Metroplex and beyond. By telling our story and sharing his examples, I hope to arm you with ideas and tools you can use yourself. In this presentation, I will cover how I have used these tools to build the ZA brand in the marketplace:

• Social media
• Blogs
• Face-to-face networking
• The US Mail
• Obvious things

For more information, please visit www.ndcc.org to register.

Relentless

Stay focused

No matter what, keep your eye on the ball. There are many distractions in this business world and you have to not be distracted by the latest tool, the wrong person or the things that waste time.

Be there and be square.

Relentless

Co-opetition

How often have you been in the presence of your competitors? Whether it is at a trade show or networking event or in a lobby awaiting an interview, we've all been around those we are competing with.

What should you do?

How about make friends and be courteous? Flys and honey and all that aside, it's the best thing to do. Sure, you won't divulge competitive-sensitive information, but you can have a polite conversation. It might teach you something about them, their motives and--you.

The latest version of this phenomenon I witnessed was with a group of marketing managers for credit unions. These folks are all competing for similar business and clients, yet they are will to set aside their differences for 2 hours a month to talk over ideas and learn new ones.

My personal experience is from my Honeywell days as a trade show manager. I made friends with the TSM of our biggest competitor, Johnson Controls. I still am in touch with Keith Tomaszewski as he is a great souce of knowledge about the trade show industry and the controls business.

I realize this is also the title of a book by Adam Brandenburger and Barry Nalebuff, but the term works well with a lot of industries and situations.

Relentless

Adam M. Brandenburger, of the Harvard Business School, and Barry J. Nalebuff, Yale School of Management, published "Co-opetition" in 1996 with Doubleday.

Managing your volunteer efforts

It is the best of things to do: you help an organization by lending them your skills. You get the satisfaction of having helped further a cause or organization.

However, it has it's pitfalls. Remember, you aren't being paid and it can't (shouldn't) infringe on your work time (if you have one; if you are in transition, be careful not to take too much time away from your search).

The good news is that volunteer activities have a way of working on an ebb and flow concept: if you can't do a task, don't be afraid to ask for help. The help also sees when things fall off and will jump in.

It always seems to work out, but you need to manage the time and effort just as you do your work flow.

Relentless

A great example of personal brand

Jamey Wozniak is the best example I've seen in sometime of someone doing two things well:

• Creating and managing her personal brand
• Using her skills to transition from one career to another

Jamey is the owner of Joe's Hitch, Trailer and Truck Accessories in Dallas. This former human resources professional really took a sharp turn in her career: HR manager in the cosmetics and home fashion business to CEO of an automotive parts and accessories company.

Her skills as a human resources professional allow her to speak and interact with her employees and customers as few know how to do, applying her knowledge to the day-to-day operation of her company.

She also did a makeover of her appearance: from suits to jeans and boots--business to biker.

While it might seem extreme, from what I've read and learned of this smart businessperson is that it more suits her personality. She makes it clear in the consistency she shows from contact to contact: a Dallas Morning News story and photo, her Facebook and LinkedIn pages and profile, her image associated with the business in advertising and other media.

Consistency is a must when projecting one's brand image. Great work, Jamey.

Relentless

This is extracted in part from Cheryl Hall's story in the Sunday, 8/9/09 edition of the Dallas Morning News. Thanks, Cheryl.

The Three Ps

My colleague, Rob Brown, reminded me of another mantra for networkers and business seekers: the three Ps.

• Patience
• Persistence
• Passion

Patience. Good things come to those of us who wait. It is really true.

Persistence. Keep at it. Don't be rude or impolite, but keep at it.

Passion. It's worth your time and energy, go for it and do it with wild abandon.

Relentless

Rob Brown is the principal in RDB Consulting, www.rdbconsulting.biz

More on personal brand

From a seminar this morning on social media (where it is critical to manage your personal brand):

We are all brokers of three things:

• Knowledge
• Resources
• Relationships

Equal parts of these are the fuel of networking, marketing and sales.

Relentless

Thanks to Sean Piket, president of the Dallas SMEI chapter

Chasing Cherrios

As I look down into my morning cereal bowl, I realize: I am eating alone.

That Ferrazi guy has it right, "Never Eat Alone." It is the best use of time, working through meals. Let's face it, we're all pressed for time and taking time to meet and talk over a meal makes tremendous sense.

You learn a lot about your meal mates: what they like, their basic table manners, and, sometimes, personal things slip out to help paint the whole picture of who they are. As you listen, you learn a lot about who your connection is, especially if they are a potential employer or client.

It really isn't about the meal, either. While you might be hungry, it is about the conversation and the exchange. You might leave the table hungry, but that's okay.

So, look over your calendar and see if you have openings at meal times (all three each day plus two coffees at 10 and 2).

Relentless

Repeating the Mantra

As those of you who follow this space know, our basic theme is "It's Not About You."

Thank you, Kim Young! She knows, realizes and repeats this!

I attended Ms. Young's "Facebook, Twitter & All Things Social" at the Center for Nonprofit Management in Dallas yesterday. There, on a page headed "Secrets of social media..." were the words:

"IT'S NOT ABOUT YOU."

All of these tools are about making connections and gaining supporters.

Thank you, Kim, for spreading the word.

Relentless

Kim Young is the founder and principal of The Forest & The Trees (www.forestandthetrees.com)

The Positive Side of Networking

Networking can lead to lots of experiences. One of the things we can do is influence others in a positive way.

In a story written in this week's Sports Illustrated (the July 27 issue), Phil Taylor tells the story of Ryan Nece, a journeyman NFL player. Not a big star, Nece is an out-of-work linebacker (released by the Detroit Lions recently). But his character and generosity are very big indeed.

Nece invited 70 friends to a restaurant last month and distributed to each of them envelopes each containing $55 (Nece's jersey number). The cavaet was that they were to commit an act of kindness with instructions to their various receipients to continue the kindness ("pay it forward").

Responses ranged from one woman converting the cash to quarters and stuffing parking meters about to expire, leaving a note to extend the kindness. Another bought art supplies for his cancer-survivor artist friend who, in turn, adds an envelope with $55 to the back of each painting he sells. You get the idea.

We all have the power within us to make change happen. Revolutions have been started with the few influencing the many. The March of Dimes started with moms going door-to-door collecting the 10-cent pieces and ended up defeating polio.

The point is that don't ever feel you can't make a difference. In networking, we seek to meet and influence people. As long as we remember it isn't about us, it always will work. There is no substitute for courtesy and kindness.

Relentless

You can read the full text of Phil Taylor's "Point After" in the July 27, 2009, print edition of Sports Illustrated or online at www.si.com.

Connections

It's been said before in this space, but it came up again this past weekend: we really don't know the width and breadth of our networks.

A colleague from my Honeywell days wrote to me. It seems he had interviewed a former client of mine and she was in my network. He didn't know her, but I did. Independently, the candidate/former client had also written to me. Maybe it is a function of time, but the value of knowing both those people and the fact that they are now interacting, makes me remember several facts from earlier columns:

• You never know who you are going to work with or for.
• Don't burn a bridge--you may be standing on it.
• Courtesy is king.

I value the friendship and trust of both of these people and respect their skills and work ethic, as I do the people in my network. You just never know when paths will cross.

Relentless

A colleague reports: Who's Got Your Back?

Our colleague, Ann Ranson, recently heard a talk from networking guru, Keith Ferrazzi (the author of "Never Eat Alone"). While Keith was promoting his new book, he did come up with some great ideas important to our networking skills. Ann reports:

"I loved hearing Keith Ferrazzi (this past week) on the Leading News monthly conference call with Patricia Wheeler. He has great energy and passion, and is really into servant leadership – a passion which I share. He has a new book Who’s Got Your Back which sounds great."

"He says that networking is really about relationships, intimacy and generosity. It’s not about working a room. He talked about the importance of developing at least 3 LIFELINE relationships, which he defines as people who have our back:

• People with whom you can let your guard down & be vulnerable.
• People who will do anything for each other’s success.
• People who will be totally honest and will hold us accountable to greatness.

"After you have three, keep working to add one more person – and you must be willing to be vulnerable in seeking and developing these relationships."

"Be willing to ask your LIFELINE relationships the tough questions: how can I be more successful? What do you see that I’m doing that’s preventing my total success? The only acceptable responses are either thank you, or please clarify."

"Prioritize service and generosity…"

Thanks for sharing, Ann. As we have discussed many times, relationships are the key to quality networking and a quality of life.

Relentless

Ann Ranson is a skilled business consultant (www.annranson.com)

Using social media--with caution

As many other networkers are doing these days, I've jumped on the social-media bandwagon. LinkedIn, Facebook, Twitter,....ah, Twitter.

I just had one of what I am sure are many distasteful experiences on Twitter. I was "spammed"by a follower. One of those, "you-can-make-money-on-the-internet-if-you-buy-into-my-scam" guys. I won't identify him or her here since that would be like giving TV time to a streaker at a baseball game.

If you are using Twitter, be sure and police who your followers are weekly or more often and block them. If you don't know them, trust them or feel it is important for them to be in contact with you, then cut them loose.

Better safe than sorry.

Relentless

The Last Words

Pay attention to last words. Whether it's a meeting with a customer, a lunch with friends or saying goodbye to your mom at the car door as you leave, last words are memorable and important.

It's happened to me for years. I've spent hours with a client over lunch, discussing a project or agreement. It isn't until we got up to leave that he leaned over and said a few key words, such as "you've got the deal," or "the next time we meet...." or something similarly decisive.

It's happened with friends at lunch. We've talked about many things and when the check comes, so do the revelatory words. "The next time we meet,..." or "Remember...."

And, of course, when we part from family. My late mother-in-law was always good about choosing her words carefully when we parted at the door, the car or at the airport gate. Some of my most memorable conversations with her were at these times.

Remember all of a meeting and pay attention to the last moments especially.

Relentless

Internal and External Networks

A tale of two networkers from this past week.

My brother, Phil, closed on a new job this week using his internal network. He did all the cool things you need to do when you get a lead: researched the company, found out the leadership, did his homework on who does what there, what they do, audiences and customers. He directed his application to the key person he thought would be making the hiring decision. Then he did something else: he consulted his network. In Phil's case, he talked to his internal network: brother, wife, son, friends. They gave him feedback on the next questions to ask, how to ask them, and reviewed what had worked (and not worked) up to this point.

He used his team to help him square his mind on his next decisions and positioning.

My friend and former work colleague, Amanda, also used her network this week to her advantage. Amanda had a first live, in-person interview with a C-level exec from a manufacturer. After the first phone interview, she reviewed what she had said and heard and collected her thoughts. She called on her external network of associates and connections in the same or similar industries, marketing and sales professionals and business owners. This balanced review gave her the confidence she needed as well as armed her with questions and an approach that helped position the meeting.

We all have these circles around us. If you ask, they will help you. Whether it's closing on a job offer or trying to solve a business problem, your network is there to help. And remember, too, you are a part of someone's network as well so you can return the favor.

Relentless

Interested versus Interesting

Conversation is a two-way street. However, in the interest of networking effectiveness, you really need to be more of a listener.

Again, to quote the late Walter Cronkite, we need to be more interested than interesting. That is to say, listening, being interested, is by far preferable to working hard at being interesting.

Start a conversation with a question. Guide the discussion toward your conversant. Listen carefully and build on each question. Learn something about who they are and what they do. Where did they go to school? Are they a local native? Why did they choose their career? What's it like to do their kind of work?

You get the idea: this isn't about you--yet. When the conversation turns to you (and it will, if your conversant does what you do), politely answer questions, but go back to them. From your perspective, you'll learn more about them and you by sharing.

Relentless

Opinion versus fact

With the passing of Walter Cronkite, the sharing and reporting of information has been discussed. Mr. Cronkite, being the reporter and editor he was, knew the difference between opinion and fact.

Whether it takes written form or conversation, relating information continues to change. Today's world of instant information has put a different spin on things, but, ultimately, the concept shouldn't have changed.

We all need to know the difference between opinion and fact. And corroborated fact. Mr. Cronkite, and my journalism professor, Ted Conover, would agree that you not only get your information from more than one source, that you also make sure that you hear what you're repeating from more than one source.

When we are in conversation with those in our network, we want to make sure we are accurate, ethical and clear in information we are passing along. Whether it is a job lead, information about a company or facts about our host, we must be accurate and honest.

It's only good manners.

Relentless

Putting on your game face

Every day that we wake up and go out in the world to engage others, is one more day of challenges. Some more challenging than others.

Friday was one of those. You're at the end of the week and there are still two more events to get to. And you just are about ready to hang it up and be absent.

Well, suck it up and go. Really.

Once you are there, things will be fine. You'll slip into it and it will happen.

How? Put on your game face.

Like athletes and public speakers, networkers have to prep themselves. Think about the arena, who your "opponent" will be, what your game plan is, how you will "score", and imagining yourself in the "win column."

Now, these are great words but they do translate well. Let's try this list if you have a bit of trepidation before heading out to an event:

• Prep yourself by dressing for the occasion. Fresh shirt or blouse, favorite tie, sharp jacket.
• Pack your business cards.
• Think about who will be at the event.
• Once at the event, slip into conversation with something simple like the weather or the menu.
• Take a deep breath and sigh or laugh before you go into the room.
• If the event has a meal, remember this ins't about eating, it's about engaging. Not that you shouldn't enjoy the meal, it's just not a priority.
• Afterward, collect cards and notes and acknowledge who you met. Bot to them and yourself.
• Good job, you did it.

Like the athlete, picture yourself in "victory."

Relentless

Observing: More on Building Your Personal Brand

A great exercise in helping define your personal brand is to pay attention to what others say and note what they observe about you.

Our colleague, Robin McCasland of Buck Consultants, says to try this at home: sit with a colleague and use three words to describe each other. On paper:

• Describe yourself in three words
• How do others describe you? (in three words)
• Ask someone to describe you (in three words)

The results might be surprising, but it will give the both of you a simple starting place on who you are and what comprises your brand.

Relentless

Extracted from a presentation by Robin McCasland to IABC Dallas on July 10, 2009

Courtesy, kindness and the man on the street

The other day I witnessed one of the best examples of how to engage and move on with courtesy and kindness intact.

My colleague, Paul Fulham, and I were walking to lunch. Along the sidewalk, we were approached by a young man with a message who wanted to engage us in conversation.

Now, in another scenario, most people would have brushed the young man off with a simple "not interested" or ignored him completely. Not Paul. He handled it a bit more gracefully.

We continued to walk to the restaurant as the young man asked his questions. Paul answered each one as we walked, directly. When he got to the last one, Paul answered diplomatically, "well, I'm not comfortable praying with you as I don't know you, and my relationship is with God." With that the young man took his leave of us.

The point is that nearly every situation can be dealt with with class and civil conduct. Even those on the street deserve our courtesy. Quite honestly, we don't know who is watching. And more importantly, we need to be true to ourselves--and our personal brand.

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Building Your Personal Brand

Your personal brand is who you are to the world. It is up to you to define it and shape it...and control it.

Robin McCasland of Buck Consultants advises that there are five things to keep in mind when you are building your personal brand:

1. Be choosy, be specific
2. Having an ego is not a crime
3. Pay attention to what others observe
4. Become part of a clique (get involved)
5. Get outside inspiration if you need it.

We'll take these on one at a time over the next few entries. This is good stuff and we all need to pay attention about how we are perceived by the world.

Relentless

This is an extract from a presentation by Robin McCasland of Buck Consultants given to the IABC Dallas chapter on 7/10/09.

Nix the hard sell

Keep in mind that relationship selling is just that--selling you, not a product or commodity.

If you are into networking to generate sales, be patient. And I'll pull this word out--classy. If you go to an event with order pad in hand, well, knock it off. If the next words out of your mouth after, "Hi, may name is..." are either "where can I send my resume?" or "would you be interested in buying..." then you are not getting this.

I once worked for a company that swore up and down they were relationship sellers. Well, yes, they did sell to people they had relationships with. However, the business was a manufacturing concern at it's core and relied on volume sales of products ("stuff stackers" as one colleague describes them). Their approach was to meet folks, but write them off if they didn't place an order.

To be honest, there is a place for that style. Usually, longer sales cycles are the best fit for true relationship selling as described in this space. True, you have to close the sale ventually. Just don't kill future sales for the instant gratification of the immediate sale.

Relentless

Impressions and attitudes

Not everyone can get along with everybody. It's true, particularly in business. While we do all seem to live by the axiom of "we do busienss with people we like," sometimes that doesn't always hold.

Some people naturally don't fit with other people. If an account executive has a personality conflict with a client contact, one has to change for the good of both businesses. It's nothing against either party, it's just that eh client (and the AE) have the right to work with someone they can relate to, like, connect with.

When I worked for a creative company as their new business development guy, when I was in meetings with a prospect and I sensed a potential conflict, I offered to step away. "There are eight other AEs in this company," I would suggest, "I know one of the them will match up well with you and your company vision."

So, don't get upset if you hear through the grapevine that your biggest client or important network contact doesn't care for you. There is always a workaround. Be the bigger person and suggest alternatives.

Relentless

Appropriate conversation

The old saw of don't discuss politics or religion in polite conversation was brought home to me yesterday.

Over lunch, I recounted to a friend a conversation I had had the previous weekend with some mutual friends. My lunch companion asked why I had discussed politics in this conversation so early in my relationship with the mutual friends.

She had a point: what should be talked about what shouldn't? Why do we talk about certain things and not others?

Really, it comes down to courtesy and being polite (Rule #1). Just because you have an opinion doesn't mean you have to voice it. And certainly not in a first conversation or encounter with someone. Talk about other, common things that help you get to know someone. Having a meeting end with both parties storming off, fuming in anger does no one any good.

so, when talking to anybody, consider not talking about religion or politics. Your common interests, your businesses, family, origins, the weather, current books.

Don't mean to sound like Miss Manners, but use your judgment and common courtesy.

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Networks

Consider your various networks: those that are the new-age electronic variety versus the old-school, clasped-hand face-to-face groups.

Are you using a mix of both? It really makes sense not to ignore today's technology when it comes to connecting to and with people. LinkedIn, Twitter and Facebook do shorten the initial conversation when you do meet for the first time in person. However, those media should be the conduit for just that: an in-person meeting.

Nothing replaces face-to-face contact. The old adages about good first impressions still hold true. People still want to size up and look someone in the eye. Hearing a voice and the inflection go a long way toward making a partnership--if there is to be one.

Not that "old-boy" networks don't have their problems. But be sure to have a mix of networking to make sure you are connecting on all levels.

Our colleague, Guy Kawasaki, referenced this in a recent Tweet (http://om.ly/?iIL). Thanks, Guy.

Relentless

Mixing up a presentation

For the most part, presentations by two presenters are pretty predictable. they either tag-team it or do an in-line "you-go-first" variation. Same-o-same-o.

But what if you looked at content? Mixed it up and looked at who was going to present what and do s pin on one of these techniques? At today's DFW AMA luncheon in Fort Worth, Graham Duke of Aviall and Jeff Warr of Zachry Associates told the story of the business partnership between their companies with a twist.

They tag-teamed to do the set up, but when it came time to tell each company's story, the opposite guy told the other guy's story. Graham told the ZA story and Jeff told the Aviall story. This reinforced the idea that it was a long and close relationship and that knowledge of a key client (or supplier) goes along way toward making it successful for both parties.

So, the next time you have to present, mix it up.

Relentless

Persistence

Being persistent to be remembered is one thing. to slip past that and into annoying, is quite another.

Once during an internal interview with Honeywell, I made a point of staying in touch with the hiring manager. I had business reasons to call or talk with him, so I took full advantage. However, when the final gun sounded and they chose another for the spot (it was a geographic decision) I did a debrief with the hiring manager. Bill told me he was impressed with my credentials and approach. He also complimented me on "being in touch to the edge of being annoying".

So it goes with networking. It is one thing to be around and be known. It is quite another to be overexposed.

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Degrees of Separation

The lesson of how far we are of each other in degrees of separation became a reality last evening. And it was a lesson in recollection and "The 6 Degrees of Separation."

An alumni association friend invited me to join his cycling group for dinner. Now, Joe has been after me for a while to join this group. I have some cycling experience, but am out of practice. The group includes his bike group and their SOs who may or may not bike.

The dinner at the restaurant goes fine and then we gather at Joe's house for a few beers. After a short conversation with Lori, one of the cyclists, we both look at one another and say that we think we've met before.

What are the odds? Well, Lori and I had actually been to the same networking group a few months back and know the same people. While Joe had been set on me meeting this group, I had no idea that I already knew someone in it.

It pays to recall who you meet (directly or indirectly) and then to reconnect. All connections are important and the lost one is the one you may need.

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Loyalty and integrity

Yesterday I had the good fortune to be able to spend some time with one of Dallas' leading business people, Gail Warrior-Lawrence.

As a part of our duties as volunteers for the North Dallas Chamber, my colleague, Bob Trice of New York Life, and I interviewed Ms. Warrior-Lawrence for the NDCC Business of the Year Award for 2009.

From this interview, not only did we learn Warrior Group's worthiness as a candidate for this award, I also heard networking ideas from an honored and respected businessperson.

The clearest message from this CEO was not to forget those who help you get where you are. As every business, they have had their crises and ups and downs. But through it all, they have been loyal to a core set of employees and key suppliers and people in their network. While some have gone on because one or the other party outgrew the relationship, others have stayed. If they stayed, they may have taken on a new or revised role.

The point is that a network (and relationships) are dynamic and ever-changing. However, showing clear, intelligent loyalty and exhibiting integrity in how you work within these relationships is incredibly important to both the health of the relationship and your personal health.

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Fishing and Networking

It goes without saying that networking and fishing have a lot in common. Really.

There are three things to remember in each:

• Choose your spot. Where will the fishing be best? You know where the best fish hang out, go to them. Not sure if GPS works in networking, though. Shoreline or IABC happy hour?
• Have the right gear. That lightweight rig or the tie with the blue pattern, nightcrawlers or customized business cards?
• Know the species you are looking for. Walleye or CMO, Sunfish or IT guy, Crappie or C-level exec?

The analogy works, so keep these simple concepts in mind and you should be luck in both.

Relentless

Non-profits and social media

Today over lunch I heard a presentation by Michelle Wilde of Tech NPO. Michelle is an expert in both non-profit marketing and technology. She spoke on "eMarketing: how to successfully market your nonprofit organization on line," to the DFW chapter of the American Marketing Association.

We hear about the social media sites (LinkedIn, Plaxo, Facebook, Myspace) almost daily (hourly?) these days. Ms. wilde's take on them, however, was targeted at how to find and market to potential donors. It was compelling and clear.

The messages to take away from this is just as if you used more traditional media:

• Always have an "ask"
• Give those that stop by your site ample opportunity to give and give easily
• Build a robust e-mail data base
• Direct traffic to a professional-looking and functional website

As with any kind of networking, don't be afraid to ask and focus on who is in front of you right now.

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Social media tools and business

I just returned from a meeting of the Small Business Advisory Board at the North Dallas Chamber (NDCC). A different group mix today.

The group, comprised of both members and non-members of the NDCC, included an attorney, a recruiter, a health-and-wellness expert, two HR professionals, a financial expert and two advertising-related guys. This diverse group had an open discussion on LinkedIN, Twitter, Facebook, Plaxo, Namz and how these and other social media sites lend themselves to being effective tools in either gathering or securing business.

They discussed a range of related issues from compliance (the financial person's concern) to sharing proprietary info to related tools that could leverage one's exposure through these tools.

The bottom line for the group was the understanding that these are more arrows in our quivver to help us build relationships.

The quote of the morning (from AT Grant and I hope I get it right) was "The more connected you are the more you are connecting."

Keep on networking and use these tools carefully and wisely.

Relentless

Reputation

With all of the talk about networking and connecting and whatever, we must not lose sight of what our motives and direction are.

While most networking situations are for business purposes, we find ourselves in a grey area sometimes since we are taking this on from a social direction. The bleed between the spheres does have us sometimes forgetting what the aim is and that we must exercise courtesy and comportment.

I heard a quote recently that, while it was used to describe the changing landscape of education, it applies here.

"Good reputations are difficult to build and easy to squander," said Ann Brown of the Arizona Daily Star of the changes in the education system in Arizona. Just as I have given her credit for the quote, so must we consider the ethics surrounding social interactions.

There is little we can control in this life, but your reputation is one of them and one you must guard closely. Be reputable in your business dealings and remember that you are dealing with people with feelings and opinions.

Relentless

Reporting from the field: staying in the moment

Our colleague, Donna Itzoe of Verizon, is on site at the IABC International Conference in San Francisco. Donna had a great observation as she wasimmersed in networking at this large and important conference.

"I'd say staying in the moment is important for networking" she reported. "You are trying to meet and network with as many people as possible, but don't continually scour the room for the "next" person while you're talking to somebody."

While you want to meet as many people as possible, be polite, make eye contact and really listen. Quality contacts and good impressions are far more important than quantity.

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Always being "on"

One of the 10 rules worth repeating is always being on.

Now, I realize this is a tough one at times, but we all need to be ready to engage people in conversation. My example today is a crossover from the trade show floor.

Trade show booth staffers do really have to always be on. No eating or drinking in the booth, no talking on the cell phone or other staffers while on booth duty or in the hall. And be ready to answer every question with some form of "yes."

At a recent client's trade show, a staffer was approached by a prospect (someone who hadn't done business with my client). The prospect engaged a staffer in conversation about an item they were interested in buying. However, a combination of the staffer not wanting to talk to the prospect and him also not knowing that his company carried the product in question, lead said staffer to try and send the prospect packing to another booth (a competitor, no less).

Fortunately, my internal customer happened to be standing by listening to this discussion. She took over, politely, and engaged the prospect in a "not a no" conversation. while she wasn't precisely sure of the specific product request, she did know that she would move Heaven and Earth to secure the order in some way.

And she did. It resulted in a very large order for my client.

It actually does pay to be "on."

Relentless

Relentless Live at IABC

The Dallas chapter of IABC asked me to present to a members only breakfast this morning. What a great group!

It was an informal breakfast meeting of about 20 of us. Long-time and new members asked great questions and added even better comments. Hosted by Melinda Guravich at Mary Kay, Inc. HQ in North Dallas, it was a great opportunity to share the Top 10 Rules of Networking.

Thanks to all who attended. IABC Dallas appreciates your support and I appreciate your kind attention.

Relentless

It isn't really like this at events

Cynicism is running rampant on campus. I picked up a copy of my college newspaper when I returned recently to my alma mater for my son's graduation. In the comics section, this cartoon, by Ted Rall (www.rall.com) appeared. Being the networking event guy that I am, it caught my attention.

I do think Ted is insightful when it comes to the what recent or soon-to-be grads are experiencing. Also when it comes to writers and creatives, this could be a scene. However, I must say that I see a bit of a different mix: groups at networking events are usually a mix of thirds.

One third are job seekers. Yes, as they should be, they are out and about continuing to connect.

A second third are members of the organization that is hosting the event. They are there to mix and connect with their peers and friends.

The last third are employed networkers. These people are the ones who are looking ahead and also at today. They know the value of keeping in touch.

The value of an event is in who you meet and becoming a part of their network.

Relentless

Thanks to Ted Rall and "The Bulletin Board" and the Arizona Daily Wildcat

After landing

Today I received one of those calls you really want to get. One of the people in my network who had been between opportunities, called to tell me he had landed.

I appreciated the conversation and was reminded of another cardinal guideline--renew the acquaintance of those you encounter after you land. It's the old "you never know who you will be working with or for" axiom. Bill and I spoke about how he had found the opportunity (from a friend of many years and then an introduction) and a promise of his new/revised contact information.

He also reminded me of a book (which is on my reading list) with a great title: "The Power of Who," by Bob Beaudine. the message is not to overlook those you know, who know and love you and care about you.

Great advice from one who just experienced it first hand.

Relentless

Lesson from Mexico

Whenever we travel, we always notice the differences from home as well as the similarities. In Mexico, we noticed courtesy.

From the time we arrived to the time we touched down in the US 10 days later, we were treated very well.

Taxi drivers greeted us and asked how we were. They engaged us in conversation and gave us suggestions as to where to eat. Several offered to wait while we visited one location before heading to another.

Hotel staff were gracious always. From the front desk clerk to the bellman to the groundskeepers and staff, every one made eye contact and greeted us or smiled. We never felt unsure, unsafe or unwelcome.

Other travelers even picked up on the feeling. Courtesy was every where.

Of course, it helps not to have a deadline or time constraint. But think about it: why do those circumstances have to change how we interact with even strangers around us?

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Unbelievable

Today I heard one of the more positive speakers I've heard in some time. And he used a device that can be trite, but he made it work.

The old "how are you today" asked to a crowded room.

When Vince Puente of Dallas' Southwest Office Systems asked the group at the North Dallas Chamber this morning, "How are you?" he was at first greeted with the usual mumbles and random "OK," "fine" and so one.

The real answer was "unbelievable."

As they used to say on The Family Feud, "good answer!"

It sounds very positive but could also mean other things. I'm having an unbelievably bad day or an unbelievably good day. At least it can mostly be construed as positive.

Thanks, Vince, for starting the day off right.

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"Tell me a story"

One of the rules of networking is "have stories." My physician is one of the best examples of this.

Whenever I go for a visit to The Good Doctor G, he greets me with "Brother Paul," followed by "tell me a story."

That's a great engagement line. But it also illustrates that being able to clearly and succinctly tell your "story" helps paint the picture for the asking party.

In a networking situation, stories help us illustrate or/and support our point. Whether it's a work-related story or a personal one from your tellable archives, being able to become part of a conversation, help support someone else's point or illustrate one of yours, it's a great device.

However, don't misuse or abuse this device: this isn't so you can name drop or relate unrelated triumphs. It's not about you, it's about connecting.

Relentless

Taking Leave

Knowing when to end a conversation is just as important as starting a conversation.

Timing is everything, but don't sweat it. It is, after all, just a conversation. But remember to be polite and respectful of time (both your conversant's and yours).

You will really know when the conversation is either over or run its course. Just before the "awkward moment" and better when there is a brief silence, take leave and excuse yourself.

The best approach is to say, "well, it has been nice talking with you," and/or "I'll talk with you again soon." Then say goodbye, shake hands and back away.

Simple, clear, polite and true.

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A Lesson from Graduation

I recently attended a graduation ceremony at a university and heard these words from the speaker. Great guidance for students or anybody charting their life (which, really, is all of us).

The speaker made four points:

• Accept your ignorance. While you may be very smart, there are things you don't know.
• Be willing to collaborate. We learn from others who know things we don't and we teach them things.
• Understand the expectations you have of yourself.
• Persevere. Never give up.

To this list, I would add:

• Remain humble....and polite.

Relentless

Thanks to Fernando Martinez, M.D., Interim Director of the University of Arizona's BIO5 Institute and program speaker, May 14, 2009.

Voicemail

We've all heard voicemail. We've all "talked" to voicemail. Here are some basic rules relating to voicemail:

• Be brief.
• Repeat your name.
• Repeat your number.
• Be polite.
• Call once and wait for the return call.

Get to the point: "Hi, this is Paul Maynard of Zachry Associates at 214-675-0500. We met at last evening's event and I'd like to talk with you further. I can be reached at 214-675-0500. This is Paul Maynard and I await your return call. Thank you.

No muss. No fuss. No being afraid to talk with the machine.

be sure and smile when you speak--it comes across in the message.

Relentless

Passion, Commitment, Action

While his column was focused on selling, David Tyson, Jr's "Strategies That Sell" space in the latest edition of the Dallas Business Journal, ended with a clear message that applies to all networkers:

"Passion, commitment, action: it's the formula for (selling) success."

The parentheses are mine because, while networking is a form of salesmanship, it is more about relationship building and less about promoting a product or service. The point here is that the three attributes Mr. Tyson spells out are attributable.

Passion goes without saying: you must have a love or sincere caring for the art of networking. You must want to engage others, carry on conversations and listen to others.

Commitment to take that passion to the next level. Plan, set strategies and objectives and devise the tactics you need. Review what it will take to fulfill your passion of networking.

And action--go forth and and do. Nothing replaces taking the steps to accomplish your plan and engage. Be the "most interesting person" at the event.

Relentless

Thanks to David Tyson, Jr., and the Dallas Business Journal

Paying the tab

We all meet people for lunch. And if you've read the book, "Never Eat Alone," you may even make it a philosophy.

One of the challenges is the question of who pays the tab. We all want to be polite (see those entries), but there are some things to consider with this item.

If were invited, usually the person who invited you is the host, and, unless something else is agreed to, then they pick up the tab. If you did the inviting, you should pay teh bill.

Of course, if you haven't discussed who is to pay, when the bill comes, always reach for your wallet and offer to pay. If the designated "host" insists, then offer to alternate payment ("my turn next time") or agree to split the tab.

Segments of Seinfeld episodes come to mind here, so be considerate and fair.

As we all know, the meal is just the vehicle for the conversation and the relationship. Not that you shouldn't enjoy the food and atmosphere as well as the company.

Relentless

Have energy

One of the ten rules of networking we floated out from this space earlier is to "have energy."

That is to say, have enthusiasm for your conversation, for the people you are interacting with, for what you are saying, for the event you are attending.

It comes, too, from a positive attitude.

At a North Dallas Chamber of Commerce gathering of regional education leaders, one of the panelists spoke up on how he dealt with stress. Dr. Michael Hinojosa, Superintendent of the Dallas Independent School District (DISD) said, as an aside to a comment he was making about dealing with changes:

"I don't get stressed, I give stress--I'm a carrier!"

While some might misinterpret this quote or take it out of context, the truth is Dr. H is correct--stay in shape, stay healthy, stay positive and you will keep things in perspective. Stress will roll off of you, but, more importantly, you will see the way clearly.

As to having e nergy in a networking situation: it helps to be focused and clear of mind.

Relentless

What is enough exposure?

We've all grown in our use of the social media tools. LinkedIn, Twitter, Facebook and others occupy a significant amount of the networker's life.

But have we really learned to use them?

Have we forgotten what the "original mission" was? Do we have the intent of these tools when we sign on and "connect" with our friends, colleagues and others?

I'd like to hear what others are saying or feeling about these media. It appears, from my vantage point, that there is a disconnect between what we are using to reach people and actually reaching people.

When have you been exposed enough? When do you reach the point of overexposure? Is too much exposure bad?

Relentless

Ten Rules of Networking

Today I had the good fortune of being invited to speak on networking at the University of Texas Dallas. Kanika Williamson of GE Consumer & Industrial spoke as well. We tag-teamed on a life skills program that featured Kanika's presentation on your personal brand and my ten rules of networking. It was a lot of fun.

So, here are the ten rules I came up with for networking. Now, most of these are used in event situations, but most of the list is transferable to other situations. The ten rules:

1. Have a strategy, be strategic, have a plan
2. Ask, don't talk
3. Have energy
4. Have stories
5. Bring people into the conversation
6. Always be on
7. Know the dress code
8. Be known (who knows you, what you know, who you know)
9. Always carry business cards
10. Be polite

While there really isn't a preferred order to this list, the #1 on my list is #10. without manners, none of the rest means anything.

Relentless

Thanks to Jody Everson and her team at UTD.

The life of your words

Before in this space we discussed a number of rules (or guidelines), chief among them is to be polite and respectful.

And the golden rule really does apply in networking situations, whether in person or on line. Be sure that if you say anything out loud at an event or commit it to the written word (a letter, post, tweet, e-mail, et al), consider that you should be able to say those words in polite, mixed company. And, if they are about or directed to someone, be able to say those words to their face.

To quote the Chief Marketer (chiefmarketer.com) in a recent post: "There's no such thing as anonymity today. People and brands must conduct themselves in the online social world with the expectation that their words will live on indefinitely."

You control your reputation. You control your personal brand. Choose your words carefully.

And, above all, be polite.

Relentless

Prayer

While at lunch the other day, my lead lunch companion asked if we could pray before the meal.

Now, perhaps many of you have encountered this situation. Actually, it comes under the same heading of being a good guest, companion or host. Here are a few things to remember:

• Since she had initiated the meeting, she was essentially the host and it was her meeting (or meal).
• She asked if we could pray. She was respectful of our feelings, thoughts and beliefs.
• I consented because, well, she asked, and I had noticed in an earlier meeting she had taken a moment for silent prayer before the meal.

This is an individual basis situation, but it comes under the heading of good manners--from all parties. We live in a homogeneous world and country and need to be respectful of other cultures, languages and people. Squelch any of those and you run the risk of squashing ideas.

But, remember, it does work both ways.

Relentless

Keep moving forward

As we go about networking and connecting, sometimes this don't always work. Just remember to keep moving forward.

"God is great, beer is good and people are crazy."--Billy Currington

Yes, we can learn from our mistakes and learn from the past. However, today is a gift, that's why they call it the present. We can't dwell on what happened; we need to pick up the pieces (and lessons) and move on. The next contact could be the person you need to meet.

Well, they all are.

And it takes time to get to know people and how they think and work....and play, for that matter.

So, in the words of another good friend: "Don't let that set back get you down, go out and conquer something!"

Relentless

Using a newsletter

As a part of my business and networking outreach, my company and I publish a newsletter.

It's a great way to reach out my new-found as well as established contacts. The content is relevant and useful. People can opt out if they so choose. The pluses of using a newsletter:

• Staying in constant, regular contact with your network
• Giving them something useful to read and refer to
• Allowing you to have an outlet for your writing and ability to pass on your knowledge

As for why NOT to publish a newsletter:

• DON'T be a pest--4 to 6 times a year is plenty
• DON'T be overly opinionated--unless the piece calls for it. Most people want to be educated not inflamed.
• Be relevant. If the info is not useful, don't publish.
• Be accurate and attribute the ideas of others if you borrow ideas.

Communicating is good. Don't overdo it or abuse the privilege.

Relentless

Mix it up

At an all-day marketing seminar yesterday, I saw a cardinal rule of networking at work. When there was more than one member of a "delegation" from an attending company, the savvy networkers did the right thing:

They split up.

That's right, don't sit with your comrades. Heck, you see them all of the time at the office or in the work space. Besides, you want to meet and engage new people. You can do that best when you are by yourself and talking one-on-one with a stranger.

And, please note, a stranger in this case, is someone you haven't met yet.

My friend, Melinda Guravich, and her associate, Andrea Kirsten-Coleman, of Mary Kay, do this the best of any corporate tag team I know. Probably because they are exceptional collaborators, they use this rule to their advantage. Rarely do you see Melinda and Andrea seated at the same table at a business meeting. The result is that they come away with more new contacts and information than they would have if they had sat at the same table and engaged each other in conversation.

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Lesson from a Wedding

A recent wedding reminded me of several things when it comes to networking.

• You are not the center of attention. In this case, the bride and groom.
• Ask, don't talk. Conversations should be give and take and more asking than telling.
• Be polite. Have manners. Say please and thank you. don't talk with your mouth full.
• Know when the evening is over. While you can have a good time, all good things come to an end. Don't overstay your welcome.

These ideas are simple, but effective. While it may be overstating the obvious, we all need to remember why we are in a place and what we should (or shouldn't) be doing. So, go, have a good time. And meet and enjoy people.

Relentless

An investment in time

"Yesterday is a canceled check, tomorrow is a promissory note and today is ready cash."
--unknown

There is a lot of truth in this quote. The last part is most true: don't lose the value in today. Maybe that's why we call money currency. Think of your networking time in the same way.

At the same time, while yesterday is done, remembering to connect is not a lost art. We do file canceled checks for reference and audit. Don't forget your contacts.

You also need to look forward to tomorrow. That note is there and while it isn't always a sure thing, you do need to plan. Gotta pay on that note.

But today is today. Use it wisely and carefully. Somebody out there is the next person in your network.

Relentless

Being positive

At the most recent show I was producing for a client, I encountered George.

George gave me a lesson that I want to share here: be positive.

While most people complain about the long hours of a show, having to stand most of the day, or having to talk with people, George was quite the opposite. "Bring 'em on," was his mantra. While it is true that trade show duty can be grueling, George made the most of the opportunity. He was happy to meet people, enjoyed telling the story of his company and product and all but rejoiced in talking with the next group.

I know, I know, is this guy real? Well, yes he is....and so is his attitude.

It's a simple thing to put a smile on your face, to stand straight and greet people with an outstretched hand. You need to like what you do to do it right, but it really helps, not only your networking, but you'll feel better, too.

So, the next time you are in a networking situation (happy hour, trade show, cocktail party, dinner party, business meeting), think of all of the positives of the time. You will be meeting new people, learning new things and sharing your ideas with new ears.

Be like George more often

Relentless

Keeping people in the conversation

At a networking event this morning, I was reminded of the importance of being included.

It goes back to the note in an earlier entry in this space about being polite: don't leave anybody out of a conversation. Be inclusive.

From the time we are kids, we want to be included. Sometimes the teacher or adult had to intervene, but, ultimately, it was up to us or those in teh group to be included or invite you in.

Same goes at the modern networking event. Make the effort to include people in the conversation. Don't let them sit there while you talk away and they just have to listen. give them an entry place or an intro: "what do you think, Rick?" or "Ruth Ann, I remember your question at the last event..." or, best yet, "Hi, my name is....welcome. what's your name?"

We're all here to meet people and learn.

Relentless

Returning phone calls

It is so simple of an act: returning the call of someone who has called you.

I know many of us have an aversion to the phone. But, let's face it, somebody called you first. And now you owe them the courtesy of returning their call.

It's easy. And can be the difference between profit and a loss. Sure, sometimes it's just you calling back a friend (and that's how you really need to look at it), but many times it is a client calling back--and that's business.

In the past, I've actually gained clients because I called back when they hadn't heard from their incumbent account executive. This simple (and courteous) act can mean a lot to the receipient. And you.

So, pick up the phone when it rings. Return the call from the voicemail:

• Promptly (with a few hours at the most)
• With a smile (really, smile when you talk)
• Prepared to answer any questions. Or pose them.
• Remember who placed the first call.
• Be prepared with correct names and any facts your caller may be interested in.

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Speaking engagements

One of the best and easiest ways to extend your brand and earn credibility with your network is to become a speaker.

Whether you are a seasoned veteran or beginner, standing up in front of a group and sharing your experiences, knowledge or humor (or some combination of the three) is a great way for you and your audience to grow. Not to mention, giving you new-found confidence.

The group could be your local association (ad club, professional groups such as IABC, and AMA) or chambers of commerce (here in Dallas, the North Dallas Chamber) or the local Rotary. Most groups are looking for speakers and would welcome the opportunity.

The topic should fit the group. Whether it's marketing to small businesses or teaching how to re-pot plants in the spring, be sure and know your topic and fit it to the group. Make it educational in nature and not a sales pitch (remember the rule: stop pitching and start listening).

Style and format are up to you and fit to your audience as well. PowerPoint or just a speech as a standup, make it interesting and entertaining. Be sure and give your audience some things to walk away with.

And be prepared to come early and stay late. As my colleague, Jeff Warr, learned at a presentation just the other day, lunchtime runs from 11am to almost 3pm! People want to engage someone (like you) in interesting conversation and learn something at the same time.

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Overkill on social media

After a number of months of using LinkedIn, Facebook and Twitter, I'm on overload.

And I guess I should be. But it doesn't have to (and shouldn't) be that way.

What got me thinking about this is Facebook. I see a number of colleagues using Facebook as a way to reach out to freinds, clients, prospects and the rest of the world. However, hearing moment-to-moment about "being tired" or their latest cup of coffee, is a bit much. So, I've taken the approach that I take with LinkedIn.

LinkedIn is a bit more serious. It allows you to make a comment about what you are doing right now, as does Facebook. However, I've even taken a step back here: I only mention those things that are serious and of interest to my fellow LIers. These entries are more of the "travelling to the AWMA show" or "attending the IABC networking event" rather than the fluffier stuff. Truth is, I've also taken the same serious direction with Facebook and Twitter. It's polite, professional promotion.

And I've cut back to only a few entries per week rather than the multiple-day postings of earlier this year.

A good thing is nice; let's not abuse a good thing. And, too, let us all realize that we're adults and we should think carefully (and long and hard) before speaking (or, in this case, typing). Besides, we all have work to do beyond this.

Relentless

Happy Hours

OK, so rubber chicken at lunch is not enough when it comes to making connections? Now we need to get out and drink in the early evening to make more connections?

Seriously, when you extend your networking strategy beyond lunchtime, you get into a different crowd. Let's face it, lunchtime isn't for everyone, what with busy schedules, errand running and people doing three and four jobs during work hours these days.

So, try a happy hour or two in your mix. Usually the format is two to three hours in length, it's standing up and walking around having five or ten-minute conversations with one person or small groups. And the topics are more open-ended and not just business topics. You'll meet more people and have more fun in a shorter time. Who knows, you might go on to dinner with some of the people you meet at the HH.

Some basic rules:

1. Try to limit your alcohol intact. A drink is fine, but know your limits.
2. Be polite. Listen more than talk.
3. Move around. Know when a conversation needs to end--or continue.

In the Dallas-Fort Worth area, there are a number of Happy Hours that local groups hold, including:

• IABC Dallas Happy Hours, once a month, usually the third Wednesday (www.dallasiabc.com)
• DFW AMA Meet and Greets, once a month, usually the second Thursday (www.dfwama.com)
• NDCC AfterHours, quarterly (www.NDCC.org)

Have a good time and continue the connecting.

Relentless

Stop pitching, start listening

The best quote of the day at a luncheon I attended yesterday was this one:

"Stop pitching, start listening."

The presentation was on freelance marketing communications and how to get into, manage, and stay in the field. Much of teh discussion centered around service, rather than the product one sells.

Hmmm....a common theme....

Let's listen to those who we talk with. Their story will lead you to your story or the conversation you need to have between you. If all you have to offer is a "pitch" then your audience, more often than not, will tune you out before you even start.

While the elevator speech can be a part of that initial conversation, people are really more interested in learning who you are as a person. The more you know about someone, the more you will understand what it is they need or want. Sometimes it isn't evident in a few minutes--it may take hours of conversations and more than one meeting.

While you are "qualifying" leads, stop and enjoy the voyage of discovery with those you engage with. Remember that other axiom:

"You never know who you will work with or for."

Relentless

Burning bridges

Let's just follow this title with "don't."

Everyone you encounter is really in your network. And everyone in your network is valuable. You never know who will lead you to new business or who you might lead to something.

You never know who you are going to work with or work for. I remember parting ways with a supplier on not-so-good terms (he wasn't happy I was moving my business). Two years later this same supplier's company had been purchased by my company and we ended up being co-workers. We did get along because of a long-standing relationship, but it started out awkward.

In another case, a former supervisor took over a company that I called on as a sales person. Because we had worked together, we understood each other's styles and had a strong working relationship.

And, lastly, a quote (unattributed):

"Be careful when you burn that bridge; you may be the one you are standing on."

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The elevator speech

It is the basic tool of the networker. That 15- to 30-second collection of words that you say when asked about who you are and what you do. While many of us talk about it and use the term, how many of us have actually thought it through and have an elevator speech strategy?

• First, remember this is about brevity. Get to the point.
• Start and finish with your name (and company, if appropriate).
• Distill what it is you (and/or your company do/does).

With homage to John Ritter, those are the Three Basic Rules If You Want to Engage Network Effectively. So, let's try this. My speech goes something like this:

"Hi, I'm Paul Maynard of Zachry Associates, a full-service marketing communciations agency specializing in market research and working with non-profits. We help our customers understand their customers so they reach them more efficiently. I'm Paul Maynard, Zachry Associates."

State your name, describe your offering simply and state your name again.

The second sentence can go away if the elevator ride is shorter. Remember, this is about starting a conversation. It's the monologue before the dialogue. And once you've said it, always remember to ask the person you are talking with about themselves. Its' polite and, besides, you might hear a really good elevator speech.

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Tending the garden

As we all continue to network and connect with people, let's not forget you are making and nurturing relationships.

As with a garden, you need to tend water, fertilize, harvest and rework the soil.

Water by regular contact with your network. Sincerely reach out to those in your circle. Top of mind is good.

Give back to fertilize. Do something in return for your contacts. Buy them coffee, connect them with someone you've met or who is in your network.

When a contact or introduction turns into business, it's harvest time. But harvest time for farmers is a time of reflection and reinvestment and bill paying time.

That's when you rework the "soil": be sure to send thank yous and spread the wealth. Tell your contact of your success and thank them with a personal note, a gift card, flowers or lunch. Offer "what can I do for you in return?"

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Connecting others

One of the satisfactions of networking is seeing it in action. I've been fortunate enough to be a part of putting people together for their mutual benefit as well as the well-being of a client of ours.

Lynn Felhauer, the co-owner of The Graphic Edge, a graphic production company here in the DFW Metroplex, is a contact from the North Dallas Chamber. Lynn and I now meet on a regular basis and share leads and ideas. She is an expert networker.

Scott Clifford and his business partner, Art Fairchild, have a graphic production company and installation company. Scott and Art are trade show graphics veterans and expert installers and graphic suppliers.

It was only natural to connect the guys who install with the people who produce. These connections together recently produced and installed a graphic for our ageny's client, Aviall. The result was a high quality vinyl graphic for an importnat client, delivered on time and for a very reasonable price.

The value of these network connections really can't be measured in just one way. I know each of the suppliers independently before they were connected. Once they connected for the end client, I was assured of the quality, speed and price of teh finished product.

Don't forget to look around you and see who can do what for whom. Remeber that today's competitior is tomorrow's client and you never know where the next lead to business will come from.

Relentless

I and me

Watch those personal pronouns.

If you haven't noticed already, this author makes a point of trying to avoid the personal pronouns "I" and "me". Maybe it's because it is better to listen that to talk ("God gave you two ears and only one mouth") and hear what the other person in a conversation has to say. Wait and answer only when they ask, "and let's hear about you."

In other words, it's not about you. Two stories to share.

One of the worse offenders in this is Sid Hartman, the senior sports writer at the Minneapolis Star Tribune. Sid's columns include more references to him ("in my opinion", "when I talked with the coach") than the people he is supposedly reporting about ("my close personal friend"). Now, if you like to read that kind of stuff, ok. But it's boring and self centered and lacks credibility.

A better story is the one heard a long time ago and one this author lives by. A man was invited to a party. He made a point of spending his time talking to people throughout the evening, asking about them. He only spoke of himself when one of his conversants came out and asked a question directly about him. Then he answered and brought the conversation back to his guest. At the end of the evening, many of the guests this man had engaged in conversation told the hostess how interesting this man was and asked who he was.

We all need to remember to have conversations and not monologues.

Relentless

A Strategy to Networking

When I signed on with the agency I'm working with, they asked me to connect with the community and make our name known and visible. And along the way, gain clients.

I took a three-pronged approach, one that could be applied to networking in general. The outreach I proposed and followed was to connect with:

• A chamber of commerce in the metro area
• At least two associations or customer-centered groups
• The regional business press

Chambers. I "shopped" chambers in the DFW Metroplex. After sitting through many meet-and-greets and "elevator speech" sessions at smaller chambers, I caught up with the largest, oldest continually operating chamber in Dallas, the North Dallas Chamber. I chose them, not only because of the types of events they held (that allowed great interaction) but because of who attended: business people of all levels, city council people, mayors, state legislators, congressmen. Pretty good company and a place where "the power of teh referral really lives.

Associations. I wanted to be where my potential customers spent their off hours. Since we target marketing and communications decisionmakers, I chose IABC (International Association of Business Communicators) Dallas chapter (this is the fourth city I've been involved with this group; after Reno, Seattle and Minneapolis, I can safely say this is the most active and effective group of the four).

I also hang out with the DFW American Marketing Association (AMA). This is aimed a bit higher at C-level and management-level marketing professionals. Meetings are all over the Metroplex with something most every week.

The Business Press. While I read most everything on line, I still subscribe to paper papers. The daily Dallas Morning News gets every page turned every day. The Dallas Business Journal is a weekly not-to-miss part of my life. Both give a clear picture of what is going on in the regional business community and a great source of leads (however, the smaller Collin County Business Press still is my all-time leader for providing leads for cold calls in the fast-growing Northeast part of the metro area).

The three-pronged approach keeps me busy and has build my data base sufficiently in almost two eyars to allow for the publication and sitribution of an on-line newsletter.

Relentless

The Gatekeeper

We have all encountered them: the person between us and the person we want to talk with.

Whether it is a job search or B2B call, or even a scheduled appointment, there is always a receptionist, secretary or assistant in the middle. Since most of the time this person is a woman, let's call her:

The Gatekeeper.

Now let's be positive about this: this person is the entry point to the conversation and, ultimately, face-to-face meeting you want to have with Ms or Mr Contact. By all means be polite. And if you encounter them on a regular basis, get to know them by name and something about them. Again, as in other forms of networking, people want to do business with people they like. Believe me, this is a transaction, whether you realize it or not.

I had a former boss who used to find excuses to stop by to see his prospect. Tom would show up at her office with a brochure or other item to deliver and be stopped by the building receptionist. He was really hoping to have a chance encounter with his prospect, but over time, he got to know the receptionist. She got to be friendly and even volunteered information about who was in when or out on travel or vacation. When Tom would call in, this same receptionist got to know his voice and called him by name, both in person and over the phone. Tom eventually got to see his prospect and earned her business.

Never underestimate the power and influence of anybody in a company. Even if they haven't been told, everybody in a company is in sales and represents the company.

Especially The Gatekeeper.

Relentless