The Triad

In a conversation with my consultant-mentor Francisco Escobar last evening, we discussed why and how clients do business with you. At least we talked about the elements of the process.

We came up with these three "steps" that people go through when choosing to do business with an individual or client:

• Gaining or having credibility.
• Earning a level of trust.
• Dependency.

Having credibility with a prospect is what turns them into clients. Or at least starts the discussion. If you can cite previous, successful work, then they are more apt to have the next conversation with you.

Being trusted is why someone chooses to sign a contract or a check for you to do work for them. When they trust you with their business problem or challenge, that's when you are now doing business. This also gives you the perspective to provide your now-client with an objective point of view.

Dependency is a bit too strong, but really describes when an established client views you as indispensable when it comes to getting certain tasks or work done. This usually means you are in it with them for the long haul. Your presence gives them increased bandwidth.

Consider these steps or levels as you work with your clients or customers.

Relentless

Those who influence us

Today being Father's Day, I am inspired to think about the men who have influenced me during my life. From a networking perspective this is important as we need to recognize that we continue to encounter similar people throughout our life. And, as with anything in history, we need to understand it so that we can either avoid or choose to repeat it.

By the way, there are many women in our lives who influence us. Let's save that for Mother's Day.

My personal list is a set of five and in no particular order, except chronology. Let's start with one we can all relate to and related to this day.

My dad (always on a list like this), Harry Maynard, was gone too early as far as I am concerned. I am actually older today than he was when he passed on. But in those 55 years (21 spent with me), I learned courtesy and how to approach people in a polite fashion. He was a pharmacist in small stores over his career and customer service and reaching out to his clients was very important. He also taught me to be forgiving and loving of others. Then there was his strong work ethic.

Robert Dawson was my high school graphic arts instructor. If I had really listened to him, I would be a professional photographer today. But what he did teach me were the values of quality and finishing what you start. When you learn the basics of photography on s Speed Graphic and process film a sheet at a time, you learn patience and the value of process. He also taught me to see and to visualize. It wasn't always about the equipment, it was about the eye.

My eldest son, Dan. I learned a lot from Dan while he lived with me for two years in Dallas. We discovered the place together and talked politics, music, culture and life. I got to share his life as an adult, something I didn't get to do with my own dad. He's the reason I stayed in Dallas.

My youngest son Drew. Drew is the guy who can overcome anything. While his brother barely has to crack a book to pass an exam, Drew has worked incredibly hard to earn every grade and score he has. He has the master's degree to prove it. He's also overcome a childhood illness and the loss of his true love to death. Drew taught me, and still teaches me, that with preparation and application, you can achieve anything. Life is too important to waste.

Lastly, I must include a man I never met. I've heard he was a great guy and well liked. But if he hadn't have passed on, I would never have met and fallen in love with his widow. I'm in Texas in large part because of him and I hope to meet him someday. Remember the influence of your actions goes beyond your immediate grasp.

We all need to remember the men (people) in our lives who touch us and leave their mark. Remember the lesson and take it to the next episode. Thanks, guys, for all you've done to help me in this life. Happy Father's Day.

Relentless

Practicing Elitism

Or rather, don't.

Nothing is more "off-putting" that appearing to act above your audience and your peers. Acting important doesn't make you important. Nor does showing the feeling that you are above those around you or the things you are responsible for.

My case in point is a recent set of appointments between myself and a prospective client. Now, understand that I am all in favor of being client-focused and ready to serve. However, I am not a servant. I don't understand someone who needs a solution and puts off meeting about it. I am used to setting meetings within a few days of a conversation. I'm also used to working directly with a contact--especially in today's digital age. Do people really need to take two to four weeks to set an appointment? And then only through an assistant who typically doesn't respond to correspondence within the usual day time frame?

My second example is an important client who gently reminded me that I wasn't paying close enough attention to them. They were right.

Then, of course, there is the CEO of BP, now off at a yacht race and after asking "for my life back." Tony Hayward needs to understand his audience. All of them. He needs to realize the whole of the impact of this problem his company is responsible for--even philanthropic giving will ge down $300 to $600 million--and act accordingly.

The bottom line is be polite and know how to interact with your audience. Please don't forget the polite part.

Relentless

Networking and PictureWorthyDay.com

Today I had the good fortune to volunteer for something and it had an immediate response. At the DFW AMA luncheon, David Lesh, the Chief Life Enthusiast at Picture Worthy Day spoke. And because I raised my hand and said I'd try out his concept, I won a camera.

Wow, that hasn't happened to me before. Needless to say, I was inspired--and impressed.

David's concept is simple: make a commitment to taking a camera with you where ever you go for a year. Choose to snap photos and upload them to their site per your plan. Easy enough, right?

Well, you do need to think about what you are shooting. And as David's example showed, be inspired to do something because of the photos you shoot. He had a great shot of himself in costume for one of his daughter's dance recitals. You get the idea.

And what does this have to do with networking you say? Quite a lot, I say.

By setting goals and then using a strategy to meet them, you are using a networking strategy. The best part of this is that it embodies the two concepts we (at least in this space) hold as guiding forces to all networking:

1. It is not transactional
2. It is not about you

So it is with David's concept: look beyond the lens and see others. Think about how you are impacting the world around you. And how you might change that world view.

I'll update you on my progress on my five goals in this space on a recurring basis.

Relentless

Networking events this week: June 14-18, 2010

There are a number of networking events to take part in this week in the Dallas area. If I’ve missed anything, let me know, but here’s a good group to consider among many others (can’t cover them all, but hope to hit the high spots):

Wednesday, 6/16, you could be kept busy morning and night. First there is the North Dallas Chambers’ Annual Education Forum, featuring the superintendent of Dallas ISD, the Chancellor of the UNT System and the presidents of Texas A&M and UTD. The event runs 7:30 to 9:30 am at the Westin Park Central Hotel, 12720 Merit Drive, Dallas.

IABC Dallas joins the American Society of Media Photographers Dallas chapter for a networking happy hour on Wednesday, June 16, 6 p.m. - 8 p.m., co-sponsored by Profoto and Bolt Productions. Always a good networking event. This one is at Bolt Productions, 1346 Chemical St.Dallas 75207.

Thursday, 6/17, has a couple of events, too. First, have lunch with Greg Farmer and his team at Farmer Business Systems at a lunch and learn program to show off new Xerox products and service plans. Yes, it is a sales program, but it does put people together and they serve lunch. And you might learn about some cool products. RSVP to http://www.xerox-event.com/rbl/farmersystems. The event is at 11am, at 3965 Beltline, Addison.

Then head over to visit Ann Windham and her team at Imagine Xhibits from 1 to 7. They are having their initial open house under their new brand. Come walk the red carpet and enjoy food and live music while you network. RSVP to 972-238-0635 or visit http://www.imaginexhibits.com for more info. Imagine Xhibits, 1633 Firman Drive, Richardson,75081

Friday is the NDCC’s 2010 Metroplex Growth Capital Conference, featuring Carl Sewell (yes, that Carl Sewell) and a panel discussion on funding sources. Event runs 7:45 am to 10:30am at the Westin Galleria, 13340 Dallas Parkway. For the Chamber events, visit www.ndcc.org or call 214-368-6485.

Happy networking.

Relentless

Keeping your humanity

Recently I attended a law school commencement and heard one of the better commencement speeches in recent memory. Coming from an attorney and professor, I found it refreshing and enlightening all the same.

The speaker outlined how, going forward from this milestone in life, the graduates should seek to retain their humanity. He brought up four points:

• Use common sense
• Retain a sense of humor
• Have compassion
• Have passion
  

On the surface, these seem pretty obvious. But, as always, there are other meanings--and application to our world of Relentless Networking.

Using common sense. Not all of life comes at you out of a book. Use your gut, rely on those instincts and the things mama taught you to guide you.

A sense of humor goes hand-in-hand with survival and moving forward. If you can't laugh at yourself and the world, who can you laugh at--or with?

Compassion is the fuel of a loving and kind world. Doing for those who can't do for themselves is a key to a fulfilled life. Leaving this planet a better place than when we arrived is a goal for all of us and it takes compassion.

Same goes for passion: have energy and enthusiasm for all that you do. Greet the day knowing you can conquer something.

So, go forth and network with your humanity intact.

Relentless