Setting Aside Networking Time

Every day I try to set aside about 15 minutes simply to send out a few emails or make a couple of calls to people that I have met recently or to reconnect with those that I haven’t spoken to in some time. This is both something that I enjoy doing but also part of my job as networking is essential to my line of work. Investing that nominal amount of time each day is well worth the effort and has proven to be hugely beneficial over the years both personally and professionally.

However, there are a few things that I have found to be essential to this outreach over the years. The first being that you cannot be selling when trying to open or reopen communications with someone. I have fallen into this trap a few times in my life when trying my hand at various occupations related to sales. That being said, I have never claimed to be a salesperson and never will claim to have the skill set necessary for success in that line of work. But it is an aspect that I am still well aware of in my current outreach as I prefer to focus on getting to know people rather than trying to get business from them or persuade them to attend an event.

The second essential aspect to effective outreach for me has been to forego social media. While these sites have undoubtedly proven useful in making the basic connections with people and to learn a little bit about them, they should not be used as a means of communication. Personal emails are much more effective in opening up a dialogue but still have limits. Connecting over the phone provides a personal touch and demonstrates that you are taking the time and putting forth the effort to not just talk but to listen and learn about the other person.

The third and final piece of the puzzle is the easiest of them all… listening and learning. Don’t just blankly reach out to people; learn all you can about them before writing that email or picking up the phone. This is where social media should be leveraged. See what they have posted, liked, commented on. Find their birthday, dates of life events, work anniversary, previous places of employment. Essentially, find that commonality that you share with them and use that to start the conversation. Networking is not about business, it is about getting to know people and finding things in common with the people you know is a great way to strengthen your network.  

Finally, familiarize yourself with pictures. There have been countless occasions when I have been at business and social event when I have seen a familiar face. Many connections have started in the virtual world but, by knowing what many of my connections look like, I was able to properly introduce myself in the midst of a large crowd. Most of the time, this is what truly separates you from the countless other connections that someone has made in the virtual world. In the end, never forget the importance of meeting someone face to face… networking can only survive and thrive in the real world.

Firearms Friday: Helping Others At The Bench

No matter where I am or what setting in which I find myself having a conversation, I am usually able to find at least one or two other firearms enthusiasts with which to talk. I have had this happen at various community events, family gatherings, lodge, work, and different conferences and trade shows in different parts of the country. Sometimes I have no idea how we got on the subject while other times it is quite clear as either the conversation turns to politics or someone gives a bewildered or disappointing look to one of the ‘no firearms allowed’ signs that seem to be popping up with shocking regularity. Regardless of how we get on the subject, it is a topic that we tend to stay on for some time regardless of whether the people around us agree with our views.

We go through the usual list of questions which vary depending on whether we have spoken on the subject before which commonly includes how often we get out to the range; rifle, handgun, or shotgun preference; caliber preference; about our local shop; and so on. And one topic that seems to play more of a prominent role as of late is building and gunsmith work. As many of you know, building an AR is far from difficult but it is perceived as rather impressive to those who have never taken on the task. This particular line of conversation usually ends with them asking me to either build a rifle for them or to help them build a rifle. And bear in mind that this is coming from a variety of people including family, friends, coworkers, clients, brothers, and others.

Of course, now we have to discuss parts. What they want, what I recommend (depending on what they want), budget, tools, basic functions, and the overall process. This can take some time as sometimes people know what they want while other times it is a more involved process to drill down to get those details. I usually end up telling each of them the same thing… once I can find the time to complete some of my own builds, I will be happy to help them with theirs. And if they are interested in learning this very basic skill I am happy to show them the process as I put my own projects together.

I believe that knowing how to build an AR is a basic skill that everyone should possess just like knowing how to field strip a 1911 or AK and other handgun and rifle models, the basic fundamentals of making your own rounds, and zeroing in an optic. These are the simple things that I really wouldn’t classify under gunsmith work but rather the necessary tools needed to be a well-rounded firearms owner. However, the biggest takeaway from these conversations is that if you are open about your views and especially your support for an individual’s right to own firearms, you might be surprised by those around you who share your views (other views beyond firearms also apply).

Knowing Your Neighbors

Don't be this guy!

Growing up I knew all the neighbors especially the few other kids on our small street. It was nice being able to go from house to house, yard to yard, and know that I could always be reached if I was needed at home (this was before cell phones). It really was like having a giant front yard where we could play, go sledding, or ride our bikes. Everyone knew everyone.

While I still make a point to introduce myself to our neighbors, I am not as diligent on making sure I meet each one. I guess there is something about the impermanence of renting that just makes it seem like there are better ways I could spend my time. This is rather selfish, I admit, but, oddly enough, it has also allowed me to spend the time getting to know more people. Rather than going out of my way, I let things happen and eventually, I am able to meet everyone and find out a little bit about those who live and work around me.

I just let things happen and when we have a chance to meet I do my best to engage in an interesting conversation. Of course, those of you who know me also know that when you get me talking it is almost always going to be a lengthy discussion regardless of the topic. So, in the end, I guess you could call this passive aggressive networking. So far it has worked for me (at home, work, and lodge) and I have gotten to know some great people this way.

I enjoy working with people on a daily basis and find that this approach allows me to treat others as friends more than just someone who lives or works near me and I have treated these relationships accordingly. And the mutually beneficial aspects have been fantastic. We all have different networks of people and sometimes we can connect others either because of business or common interest. While I have given business to others, a number of people have introduced me to contacts that have, in turn, saved me a heck of a lot of time and money.

What I am trying to say is don’t just learn someone’s name. Get to know those around you. Know what your neighbors do for a living (I will try to do a better job of this when we are in a place that we own). Know what your colleagues’ interests are and those in neighboring businesses. Know the occupations and interests of your fellow brethren (or those members in an applicable club, religious institution, etc). You will almost certainly be surprised to find that you have more in common with the people around you than you realize and there is a tremendous opportunity to help those around you and they will usually return the favor in kind. Plus, it is just nice (and comforting) to know the people around you.  

When Was The Last Time I Was Here?

The view from my seat.

Thursday was another late night in the city as the entire office (at least those not on vacation) headed to the Pennsylvania Convention Center for the Enterprise Awards. While I would much prefer spending the evening with my family at home, it is an evening that only comes around once a year and it offers many of us a chance to catch up with those with whom we rarely have a chance to run in to during the course of our usual week. For me, it is also the event when I can personally thank the person who introduced me to my current employer two years ago. Thankfully the night was uneventful and I didn’t have any encounters with potholes on my way into the city!

I have never been one who has enjoyed driving in the city and I really don’t care much for cities in general (of course, there are exceptions to every rule which has been evident in previous posts).  As I circled around the block and into the parking garage I tried to think about the last time that I had been to the convention center. Unable to think of the event, I corkscrewed up to the 5^th level and found a space in close proximity to the 13^th Street elevator.

As I got out of the car and began walking to the far end of the floor, I joined a couple of other people also wearing tuxes. As we chatted during our decent to the ground level, out the doors, and made our way down the sidewalk it was an interesting twist on what is usually a common occurrence for me. As it turns out, they were the ones headed to a lodge meeting while I was off to some other event. So we parted ways at the entrance to the Grand Lodge and I waked a couple more blocks and into the main lobby of the Convention Center. This is when it hit me… I hadn’t walked through those doors since Fan Fest right before the 1996 MLB All-Star Game. Wow, nearly twenty years.

The networking before the awards dinner was the usual affair with many of us catching up with various companies from the area and reconnecting with those we met last month during Philly Tech Week. Before we knew it (partly because it took so many of us to get into the city and find parking), we were heading up the escalators and finding our seats. While I preferred the venue from last year (Valley Forge Casino) the format for the evening made much more sense combining the awards with dinner (although it would have been nice to have an option other than salmon).

As most awards programs do, the evening ran quite a bit longer than expected and we didn’t start clearing out of the building until well after 10pm. Overall, there were come really interesting companies, nice acceptance speeches, a great recognition ceremony, and a couple of people that should never be asked to speak publicly again (they should have had the music ready for some of the acceptances like at the Oscars). But, we all parted ways having reconnected for an evening and hoping to stay in touch a little more over the next year. At the very least, there are a few more people that I will be certain to say hello to next year at the next awards banquet.

An Unexpected Work Email

Soon after my son entered this world my wife and I were both on Facebook sending the first photos of his arrival and chatting with some family and friends about his early arrival. While on the social media site I also came across an interesting message from a company that I had not worked with for over three years. At my previous public relations firm I had led the account for this company and every now and again I would read the updates posted by the CEO and send a quick message here and there about where I was and what I was doing. However, this message was completely out of the blue.

The note was very simple requesting my email address so that he could have his head of PR get in touch with me. I didn’t give it a second thought and gladly sent him my work email. As day turned into night and other events clearly taking precedence in my mind, I had forgotten about the brief chat by the next morning. A couple of days later, having just woken up from a less than refreshing sleep in a hospital bed, I opened my work email and found a message which filled in a few of the missing pieces.

As it turns out, the company was once again looking to invest in public relation in the US and I was one whom the CEO thought of to get the process moving. Keep in mind that this was my favorite company and CEO to work with in the past but since that time I had little contact with him. It was flattering to say the least that he thought enough of me to circle back after such a long time.

When I first started working with this company they really were in the early stages of development and exposure. Over time we worked together to hit a number of milestones both in the size of the company and the funding that it had behind its continued development. Since I last worked with them they have increased in size by over 400% and all the things that we talked about in the past of wanting to do were now coming to fruition.

Since those email correspondences, I have spoken with the company over the phone and provided a little more background on what I am going now and the vast capabilities of my current company. We are moving forward in this exploratory process and I am hopeful that we will be able to work together as this is still a company that I am very excited about and I want to be a part of the growth and immense potential that it continues to possess. However, at the very least, I am happy that the CEO felt the same about me and that all the things that we discussed over three years ago are now a reality.

Long Night At The Casino

Last night was yet another late night in my tux but, unlike most evenings, this time I was not at the lodge. After the usual work day yesterday it was time to spruce up and head to the Valley Forge Casino for a work related event… The Enterprise Awards. Basically, it was an entire event recognizing some of the great companies from throughout the Philadelphia area. Of course, I was rooting for our clients to receive recognition but really it was just a great time seeing everything that is being accomplished and the innovation that is being fostered in this commonly overlooked market.

Maybe it is because I grew up in the area or because my focus day in and day out is on this industry, but there are really some impressive projects, companies, and innovations happening in this region of the Commonwealth. While many people were there to cross their fingers and hope for a victory for one company or another, and to a certain extent I was doing that too, but it was not the primary driver for me. It wasn’t even the hope of finding new business or prospects (we currently have a very healthy roster of clients). Last night was about meeting people and getting to know what they can offer not just to us but to our clients.

As soon as I got my nametag and walked into the VIP reception (the benefit of my company being one of the event sponsors) I immediately sought out people to talk to that I didn’t see throughout the course of my usual week. Now, I am not a very outgoing person and I don’t have a big personality which is probably why I was never any good at sales but I enjoy meeting people and getting to know them a little. It helps that, for some reason, people feel comfortable talking with me and discussing all the intricacies not only of their business but of moments in their life from the previous week.

It was also a night to finally put faces to names as there were a few people in attendance whom I had spoken with over the phone and through email but, for some reason or another, we had never been able to get together in person. The most important of which is the man who introduced me to my current boss (she is cringing as she reads that word) and really got me back into the profession that I am passionate about. Sometimes it is not about getting new business for the company or even making connections, sometimes the best thing that can happen at events like this is the ability to thank someone properly, face to face.

Ending The Work Week With A Trip To Philly

The work week came to an end this evening after another slow slog into the city for a final cocktail reception at the Comcast Center to wrap up Philly Tech Week. It was a warm night with a breeze that offered a cool respite from the heat generated by the tech savvy crowd filling the tent just outside the main lobby. I arrived early in the evening with sore feet and heavy eyes. Upon looking around, I was not the only one in this state as the mass of people seemed ready to put an end to the week with one final evening of demonstrating, promoting, and relaxing a little around the open bar.

With name tag hanging around my neck I began walking around the room to see what interesting companies, programs, and people were lined up at tables on the perimeter. It really was an interesting mix ranging from Neat scanners to AutismExpressed, mobile marketing technology and warehouse management solutions to foreign governments (got a really nice bag from the UK Tech Council). The companies were as diverse as the swag that lined their tables and it was a fascinating journey from one company to the next.

While many people might not see Philadelphia as a hotbed for innovation, the products and services that filled the reception area and some of the idea being pitched and discussed throughout the evening put that misconception to rest. It really was one of those evenings when you knew that you weren’t the smartest person in the room but, at the same time, everyone was walking around with that same sense which opened up the conversation and allowed for interactions that are pretty unique and very much embodied the Philly mentality. It was an experience watching this dynamic in the room as you could tell that many were not used to being in that position but embraced it nevertheless.

For me, this was also an evening to enjoy the people I work with. After making the rounds and learning as much as I could about the tech scene represented this evening, I joined up with my colleagues as we continued to meander around the reception area both in the lobby and in the tent. As the evening wound down, we all began to relax more and more spending many of the last moments catching up with (and in my case being introduced to) some former coworkers. Before long, exhausted from both the week and the evening we slowly made our way toward the exit stopping along the way for some final chats and a final Shake Shack burger.

As is the case with all receptions and events, it only took us about 3 minutes before we were able to finally exit the tent. The night had cooled significantly but the open space of the city sidewalk was welcomed even with a slight chill in the air. It was finally time to head home and get some overdue rest before rolling out of bed tomorrow morning at 6. The work week was finally over but my week still had another day to go.

 

And The Long Week Begins…

Our location for the evening.

Fortunately, the week began in a normal fashion with the usual projects and correspondences crossing my email. Actually, there was a little extra work in that I had to get the rental application completed and submitted to the MIL realtor. But, other than that, everything went according to the usual chaotic schedule. That was pretty much the end of the ‘normal’ part of the week.

Usually I leave the office sometime between 5:30 and 6:00pm and head home or to the lodge (those are the most common destinations after work). However, tonight my journey home had a slight detour as I drove into Philadelphia for a networking event that my company sponsors. Hello MoMo (Mobile Monday)! Working for a PR firm that focuses exclusively on the tech industry, this week is full of events which will be pulling us out of the office at various times. This is the nature of our work days during Philly Tech Week.

Honestly, I haven’t been to many networking events lately as my schedule has been fairly booked with work, lodge, work, apartment hunting, work, blogging, work, and other things. Tonight was a nice little change from the usual and, actually, all of the aforementioned topics came up in conversation at various points during the evening. So, with the team spread out across the Yorn office on 24^th Street, we all chatted away talking about work, tech, and anything else that happened to come up in conversation.

While some people at these events go into them with the sole purpose of getting new business that has never been my singular motivation. I just enjoy meeting and talking with new people. At the end of the night, I want to look back on an evening full of great conversations not just a score card of prospects and those not interested. By looking back at the conversations, I have a better understanding of who those people are and get a glimpse of how they conduct themselves in business (most of the time).

The same rule applies to my everyday job of reaching out to and talking with the media. If you go into the call or email with the goal of having a conversation that is generally what you are going to come away with. It is a give and take industry that I work in and embracing that way of conducting your professional life allows you to bring your own personality into the job. It is a way of communicating that translates across all mediums whether it is over the aforementioned phone or email or if it is in a one on one meeting or at a networking event.

The whole purpose is that you have to invest in conversation. People will take note, just like you do in the same situation, of the genuine interest you show in the person and to what they have dedicated their career (at least for the moment). And remember, follow up with those people that you meet and demonstrate that you were listening but also don’t be afraid to have them remind you of anything that may have been lost to the recesses of your mind. If you enjoy meeting people and getting to know them, the ancillary business benefits will naturally follow. Now if you will excuse me, I have to go write some emails.

Musings About Mobile Monday

Yesterday was a long day but, fortunately, it didn’t feel like a case of the Mondays. It wasn’t about what had to be done at the office it was simply being out of the apartment for so long and all for business purposes. A day that began at the office ended at a Mobile Monday Conference in Philadelphia (right next to 30^th Street Station at the Cira Centre).

With the exception of running around like a mad man right before leaving the office, testing the limitations of the speed limit on the Pennsylvania Turnpike, and having my patience tested when I missed the earlier train from Wynnewood by a matter of seconds, it was a great night that offered a lot of insight into the future of mobile in retail. Having recently delved into this space head first with my clothes on last month it really is a fascinating field and one that was interesting to hear multiple perspectives on during this event. It’s always fun to wade around in a pool of ideas.

During the evening it was also nice to simply get out and talk to people whom I may not have had the chance to meet during the usual course of my day. Of course, it was also an opportunity to run into a few people that I normally don’t run into during business hours including a fellow Rotarian whom I have met on a few other occasions at Rotary events along the main line. I guess if you get out and meet enough people you are bound to have some overlap here and there.

While meeting people is a great part of any gathering, the event really is only as good as the subject matter and speakers. The speakers may have seemed a bit dry to some but I found the discussion and audience interaction fascinating and the statistics definitely give you something to think about. Of course, leave it to me to be distracted by the fact that the panel moderator looked a lot like Robert Sean Leonard (Wilson from the television show House).

The idea of mobile in retail was not just something that got me thinking about the current applications and future implications (especially with the recent death null of Blockbuster) but it all got me thinking about how much things have changed in the short span of my own life. What once was advanced to play Oregon Trail on a green screen is not HD and 3D televisions and virtual gaming; what once involved taking an imprint of your charge card at the register is not a simple app that allows you to order ahead of time and pay with your phone.

It really is an amazing transformation that we have gone through in the last 20-30 year. Heck, even over the past 5-10 years. It makes me wonder what could be around the corner; what could be the next big breakthrough in technology. But, I think the main questions to be considered are whether the current technology (mobile retail included) is making our lives better/easier and whether the next step forward will, effectively building on the current innovations, will improve our lives or exacerbate our problems?

Living Like Peter Pan (Tights Optional)

In a blog I posted on Tuesday about a networking event that I attended I posted the questions that were discussed during the meeting. One of the questions has continued to linger in my mind for the past week and is now prompting me to record my thoughts on the subject. “What did you want to be when you grew up? In what ways does your current job resemble parts of that early ambition?”

My response to this question during the event was typical of many men my age… growing up I wanted to be a professional baseball player. Really you can insert any kind of professional athlete and you would describe about 95% of the male population. Once many of us realize that that would take some level of athletic ability the dream slowly fades and reality takes hold of our lives.

Later in life, in my early twenties, I wanted to write for a living. My primary genre was poetry but I knew that I would never be able to make a living creating poems. Having published in numerous literary journals and even having my own book put out by a publisher made that reality very clear… I would have to find another genre if I was going to support myself.

I still write both personally (obvious if you are reading this) and professionally and I am never happier when I am able to write something that has particular meaning for me or that has a demonstrated impact on others. This blog has been that source of creative happiness that has long been absent. I have read comments and gotten feedback that has made me continue to push to get out a blog every day and keep pushing to improve.

This leads me back to the question posed above. For me, what it really comes down to is that when we are kids we want to continue to do what we enjoy… this is what we want to do when we grow up. So later in life we must ask the child imprisoned within each of us whether we enjoy the work that we are doing (whether as a profession or a hobby). Does the daily joy and hope from childhood remain in our consciousness?

For me, I am enjoying writing again. This is what I want to continue to do when I grow up and something that I will continue to work at and hopefully will be able to apply in my next position. Creativity is my passion and writing is my method of expression and so long as I continue to write I will forever be an incarnation of J. M. Barrie’s imagination.  

Networking Nosh

Over the last few weeks I have had the opportunity to attend a couple of networking events in King of Prussia, Pennsylvania organized by The Power Lunch Project. As many of you already know I enjoy meeting new people and I am always looking for different ways to get out and talk to people in addition to my regular meetings and events. The Power Lunch Project is a great addition to my networking repertoire and I look forward to attending additional gatherings in the future.

I have tried other, more traditional, networking groups such as BNI and they have all left me feeling a little let down by the dry robotic nature of the meetings. Some people enjoy BNI and benefit greatly from their group but it just wasn’t for me. Of course, I may have also caught them on a bad week. I like getting to know people beyond the simple introduction of who I am and what I do. Maybe it’s the writer in me but I am always looking for a little more meat on the bone.

It is for that reason that I really enjoy my Monday morning meetings at the Freedom Deli in King of Prussia. Each week there is a different set of questions for us to discuss which allows everyone to get to know one another a little better. This week, for example, the questions were the following:

·         If you could change ONE THING about your work day, what would it be?

·         What did you want to be when you grew up? In what ways does your current job resemble parts of that early ambition?

In both instances, you could hear the similarities that many of us had but also the variety of aspirations and character types that filled the room. It didn’t matter what industry someone is in, we all talked openly about both the challenges of our day as well as our childhood aspirations and whether or not those dreams are part of our current (or future) reality.

Another important aspect that will keep me coming back is the fact that it is not just a referral game. It is much more of a holistic approach to networking. Of course, connections are welcomed and appreciated but ideas are also shared and discussed. Maybe it’s a different approach, maybe a different target market, maybe a way to reshape, expand, or promote a program. The overall dialogue that occurs during these meetings is fantastic due to the fact that everyone was, as I like to say, personally professional with the honesty and openness that was displayed in both responses and feedback.

How would you answer the questions above? What questions come to mind that you would have a group of professionals discuss? Would this type of networking event be a good fit for you?

For those of you that are looking for something a little different in your networking experience, I encourage you to join us at the Freedom Deli in King of Prussia on Monday from 11:00 am to 12:15 pm. In the meantime, browse the website, join the group on Meetup, and connect with the organizers, Sara Rosenberg and Yisroel (Izzy) H. Levovitz, of this weekly experience on LinkedIn. And, for those of you in other parts of the country or world, find a similar event in your area or start your own group where this kind of atmosphere and community can be achieved.