Being Prepared

The Boy Scout slogan of "Be Prepared" couldn't be more appropriate today. And it applies to networking more than we ever thought.

Knowing who you are talking with and their background and business makes you memorable during your conversation. Let's say you are going to meet a new contact for coffee. How do you prepare?

For example, taking a few moments to look at their website is worth the time. Also consider these ideas:

• Review the LinkedIn profile of your meeting partner. See who have in common in your networks.
• Write up a list of questions and even refer to it during your meeting (most effective in interviews).
• Again from LinkedIn: ask your common connections about the person you are connecting with. You might learn something interesting to bring up in conversation.
• Review why you are having the meeting. What's in it for both of you?
• Consider the groups or people you might refer your meeting partner to. Then do it after the meeting.
• Review their connections and ask for an introduction.

There are other things. I'm off to a leads group today and will have the opportunity to practice these ideas. I'll let you know how it goes.

Relentless

Collaborating and Connecting

It is why we network: collaborating and connecting.

At a recent trade show I had a conversation over a meal with two people in my network. Now, I see these guys for longer periods maybe twice a year. But when we do connect we spend hours together getting the exhibit assembled and show ready at the shows we work together. The important times have become before and after hours.

This most recent meeting was around a great conversation. We discussed their company, their jobs and marketing in general--including some fresh ideas around things they are working on separately from their "day" jobs.

The point is a two-hour conversation between three people over drinks or dinner or breakfast can yield some nuggets of ideas that can help elsewhere. Our conversation centered around marketing a product using social media and video to promote the ideas and not the product. Our exchange was just that--an exchange of ideas and collaboration that helped one of my friends target his audience and introduce some questions he hadn't thought of.

Think of it as "the idea cauldron." See you at the next show, guys.

Relentless

11 Rules from Bill Parcells

Rules can be applied from many different disciplines to networking. In Sunday's Dallas Morning News, Jean-Jacques Taylor recounted the 11 rules former Cowboys' coach Bill Parcells gave to QB Tony Romo. Some license has been taken, but the intent is similar.

1. Ignore the opinions of others. Like QBs, we all get credit or blame for a variety of things. Know what is important to worry about and what isn't.
2. Have fun, but class clowns can't run a team. Truly, know when to be light and when to be serious.
3. Fat QBs can avoid the rush. OK, keep yourself in shape--mentally and physically--so you can respond to those questions and remember names at events.
4. Know your job cold. Know why you are at an event and your strategy.
5. Know your own players. Wing men (or women) those who are on your support team.
6. Be the same guy every day. Consistency is a key pillar of any brand, particularly your personal brand.
7. Throwing the ball away is a good play. Knowing when to finish a conversation and move on is an art.
8. Learn to manage the game; don't ever lose track of the clock. Every event has a time window; some can fill them and overflow; others are best left early. Know when to leave and when to stay.
9. You're not judged on stats and TD passes; get your team in the end zone. Don't forget the mission and reason you are at an event. The object is to win or finish, not just participate.
10. Don't panic in times of chaos. Be prepared; don't start looking for a job when you've lost one, be on people's radars; keep your cool and it will show.
11. Don't be a celebrity QB. Remember networking isn't really about you--it's about those you meet and converse with. Give and you will get.

Thanks, Mr. Taylor. Great column (see www.Dallasnews.com for the whole column)

Relentless