Remembering and Being Remembered

This past week at the EXHIBITOR Show in Las Vegas, I had a real lesson in remembering and being remembered.

Walking down the aisle in the trade show part of the event, I passed by a company I have known since I started producing trade shows. And who should stride out from the booth but my good friend who had been there at the beginning with me.

As I spoke with my friend, I was reminded of how he was one of the first suppliers I had met in this business. And while we haven't done business with one another in some time, we have stayed in touch.

And staying in touch was the key: he had been connected with me via LinkedIn for the past few years and read my daily updates. "Wow, you are 'The Relentless Networker'," he said to me. (so the moniker has stuck, eh?). He then proceeded to tell me how he needed my help in marketing his firm.

Now that's keeping a fire burning.

All I can say to this is for all of us to keep in touch with as many relevant people as we can on a regular basis. We all know people and you never know when one of them might step forward at the most appropriate time. This, for me and my friend, was one of those times.

Don't burn bridges, build them. And you never know who you will work with or for in this life.

Relentless

Working Receptions

The end of a first day of a conference usually means a welcome reception. At this year's Exhibitor's show in Vegas, it was a good group fueled by fresh ideas and conversation.

Remember a few guidelines when working a room:

1. Be polite, listen and share
2. Always have business cards
3. Spend more time talking and meeting people and less time eating and drinking

Courtesy and manners are always first. Offer your hand, make eye contact, listen to who they are and what they have to say.

If you don't bring and share your business cards, how will you remember who you talked with and how will they remember you?

Connect with old friends and make new friends. Even if the event takes place over the dinner or cocktail hour, this isn't about food and drink. Practice moderation and remember why you are there.

Relentless

Tipping

When I got off the airport parking shuttle yesterday, the drive was there to help me with my bag. The question came up that will come up all this week as I travel to the Exhibitor's Show in Las Vegas:

How to tip and how much?

There are all kinds of guidelines, but the easiest to remember are:

• $1 per bag
• 15% for a restaurant server
• $1 or $2 for the guy hailing a cab for you
• $5 to $10 to the concierge for helping find that right restaurant for your client dinner

Just guidelines, not rules.

Relentless

Is Rome Burning?

It is a time and a realization that comes to all of us: is our Rome burning?

That is to say, is our world changing in front of us? Layoff, job change, divorce, pending breakup--and we aren't paying attention? Or at least paying enough attention?

For all we know, we may be doing just the right things at the right time. Pacing ourselves as the changes come daily.

But don't get too comfortable and complacent. That's when things get real bad. Avoid the "real bad" by taking action and thinking clearly.

Get rest, stay on task, keep up as if things aren't changing. Hell, foreclosures take months to happen. But don't let it come to that--call ahead of time and let them know things have changed. Like any good networking action, you'd be surprised by the positive response.

And about your network: don't be afraid to ask, call, stop by and see the people who you know and trust. And don't wait until you're laid off, fired or alone to start this. Do it now and keep it up.

Rome might be burning, but be sure and notice the flames before they get too big. You might be able to control the fire if you do.

Relentless

Empowerment

It isn't often in this world that we get to do something unique or try something different or invent something. Especially when that something is our job.

I have been particularly blessed in this regard over the past 3 years to work for a company that allowed me to do just that. When Zachry Associates needed to expand their business and brand into the North Texas marketplace, I was there when they asked.

The answer wasn't "no" or even qualified.

That's because they empowered me to find the way. I had to do most of it myself, but they were always there. From a management perspective they:

• Gave me the tools I needed to tell the story.
• Granted me access to their staff and resources.
• Guided me when they saw opportunity and when it was needed.
• Asked, didn't tell me, what to do next.

If more company leaders would act like HC Zachry, there might be more productivity, there might be fewer layoffs and more revenue, there might be stability in the economy.

Now all good things come to an end. We were able to identify the brand clearly in the marketplace and gain a foothold, even in this weird economy. But now it is the next person's turn to take advantage of the groundwork we put out there. Business life is episodes. But that's a topic for another post.

Relentless

Find more and similar content at http://www.zachryinc.com/networking/

Dance with who brung ya: Loyalty

Loyalty is a fleeting if not non-existent thing these days. However, it shouldn't be to relentless networkers or anyone else. It is the secret sauce, the dilithium crystals, the thing that powers all we do.

That and honesty.

Case in point: my own transition experience. Recently, my current employer changed my status with them. That is, I am no longer a salaried employee with benefits, but rather a contract representative. This is due to economic pressures on them.

Rather than get angry, I see this as an opportunity. An opportunity to continue the work we've done together. An opportunity to grow my own business (or not). An opportunity to move on to the next challenge. But because both they and I are looking at this in a sane, adult fashion, rather than a reactionary, angry scenario, we are able to get something constructive accomplished. While it is unfortunate for both sides, it is a fact of today's economy.

This scenario is possible because of the relationship we forged between us from the start. We each set guidelines for the other--and then followed them. While I will no longer be in their employ that doesn't mean (1) they disappear from my network or (2) either of us goes negative on the other (see "burning the bridge you are standing on" in an earlier post).

Loyalty has its cost, but it also, more importantly, has its rewards. In the meantime, anyone looking for a rep for their company or a new full-time employee, please reply. And, if you need a solid agency that knows marketing communications and market research, I know of one.

Relentless

Five unbreakable rules

There are a tremendous number of things we all have to remember as we move through life. But only a handfull are truly unbreakable. Always:

1. Be polite.
2. Return calls.
3. Make eye contact.
4. Have and carry business cards.
5. Keep your resume current.

Well, these are my five unbreakables. Let's take them one by one:

Be polite. Like Mom told you, "do unto others as you have them unto to you." The Golden Rule. People always remember a polite person and never forget a rude one.

Return calls. Somebody (no matter who) takes the time to call you, you need to return the favor. Answer their question.

Make eye contact. People will know you are serious and listening to them.

Business cards. Your calling card is indispensible. "Get back to me" now carries weight because they now know how.

Keep your resume current. There is nothing worse than having to scramble to either make one up or have to search files or your hard drive for the latest version. Your life is a work in progress--make sure the portrait is up to date.

Relentless