Join Us for the June Atlanta BENG Chapter Meeting featuring Michael Q. Parker who will speak on the topic:“How To Look When You’re Looking” About Michael Q. Parker  Before serving as President of Dressed To Deal, Michael held executive marketing and general management positions at leading global companies including Cox Enterprises, General Mills, and Laureate Education. Michael is a frequent speaker at several local job networking ministries including Roswell United Methodist Church’s job networking program. In addition, Michael presents to clients of global outplacement companies including Right Management and Lee Hecht Harrison. His workshop, “How To Look When You’re Looking” is consistently 5-star rated by participants. Here’s a quote from one of his past workshop participants… “I took away some great tips which I have previously overlooked or never thought of as a big deal. I will be sure to work on all my rough edges with regards to my visual presentation going forward.” Michael’s talk is part workshop and part motivational speech with something for every job seeker. You’ll leave with actionable tips to improve your interview presence and increase your chances of getting the offer. Trust us, you don’t want to miss this! Linkedin
|
For the Sake of Learning
Recently, a number of info-graphics comparing the habits of successful people to those that aren’t, landed on my Pinterest feed. A few of their points spoke to reading as opposed to watching television and a zest for continual learning as significant differentiating factors. Although I couldn’t disagree, I didn’t pay it much attention until a recent conversation with my friend, Faith. She was excited to tell me that she had just received a tuition reimbursement check from her employer. As she is working to complete a college degree, she is making good use of her company’s education assistance program.
She continued, saying that she valued that benefit and planned to take full advantage of the program. I agreed with her thinking and complimented her employer for offering the benefit. However, I lamented that too many employers have scaled back on their training programs and lack cultures that reinforce the benefits of life-long learning. Naturally, we agreed that it was a topic I needed to explore further.
A few days later, Dennis, an alumni buddy, and I were enjoying our cigars and adult beverages, talking about cars. He told me how another friend, John, got him interested in doing his own car repairs. John showed Dennis how to research the issue, find the right parts, and make the repairs. Over time, he gained confidence as he accumulated experience. He has resolved many maintenance issues, like replacing brake pads and rotors, saving a lot of money. This is a skill set he developed with a little encouragement from a friend. I know that he takes pride in this ability which gives him great satisfaction.
On the other hand, I am reminded of a colleague who had no interest in learning how to use a Personal Computer. It was a time when PCs were moving rapidly into the workplace but before the introduction of laptops. He told me, “why should I know how to use a PC, that’s why I have an assistant.” The irony is that the PC replaced the administrative assistant, except for the more senior level staff. I often wonder how long it took him to catch up to his peers?
Much has been learned about the brain that supports the value of lifelong learning. A healthy body and sound mind is the key to a long and happy life. The brain is like a muscle, either use it or lose it! Learning is like any other skill that requires practice. With practice one masters the subject. Lifelong learning or continual learning is an attitude, a mindset. If one believes in the importance of learning new information, or skills they will make the effort to pursue that course. If not, stagnation may develop, putting one’s career in jeopardy. As a commercial enterprise is a collection of people, an organization, it follows that it would benefit from continual learning. Building a learning culture is a viable strategy to keep employees interested and engaged, supporting innovation and productivity improvements. A learning culture creates competitive advantage.
I am a big fan of YouTube. The variety of their videos seems to be endless. Among others, I have viewed programs to improve my efficiency with Office 365, manage my websites, develop landing pages to build my contact database, and facilitate greater exposure for my brand. My time on YouTube has increased my productivity in so many areas that I’ve become an addict. The point is, YouTube is a free service. It’s a platform for brands to build customer loyalty by training to maximize the utility of their products. Tuning into YouTube seems to be a ‘no-brainer,’ for individual learners, and for employers.
It is all too easy for professionals to get into a rut, going on autopilot as it were, as the vicissitudes of daily life take president. Companies are no different. They develop successful business models and continue executing that formula, sometimes without noticing the changes happening around them. Brands that maintain long term relevance, do so by listening to their customers. They Learn. The best brands know that their employees are their customers too.
Creating a learning culture really isn’t difficult. One small change can spark a virtuous cycle of change. Providing education benefits to employees is a good step toward creating a continuous learning culture. At the end of the day, however, it’s the responsibility of leadership to build a culture for success.
Thank you for visiting our blog.
I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox. Toward this end, put your contact information on my mailing list.
Your feedback helps me continue to publish articles that you want to read. Your input is very important to me so; please leave a comment.
Jim Weber, Managing Partner
ITB PARTNERS
Demystifying Blockchain and the 3 Supply Chains
By Antony Francis antony.francis@lakehillpartners.com
April 11, 2109
About 20 years ago, I produced a diagram showing that there are 3 interconnected supply chains: The Physical, the Informational and the Financial. All three, of course, interconnected and feeding off each other.
This interconnection is important. The quicker you get information into the transaction set from physical activities, the quicker you get an ASN and the quicker you get a POD and can invoice your customer. Time is money.
There was also much talk about Global Inventory Visibility. We dreamt of the ability to know what was inside each box on a pallet, but the private batch processed networks and lack of internet-driven transactions made this a pipe dream. I remember discussing with a client in the late ’90s whether we could know within seconds at the UK HQ whether an item had been sold in a store in Tokyo and immediately pulse out a replenishment shipment that same day. Of course, today we would say: “no brainer, we can!”; back then, the lack of inter-connected systems and batch processing of file exchanges made this a dream scenario.
So, where does Blockchain come into the picture? Firstly, it is important to define what we mean by Blockchain. There are two pieces to Blockchain when it relates to supply chains. One is the distributed on-line ledger that enables one to track the work-flow process from PO to an approved A/P transaction on the buy-side and a sales invoice into A/R on the sell side.
A recent article described Blockchain as an open, distributed ledger that can record transactions between two parties efficiently, securely and in a verifiable and permanent way.
Some of the key elements of Blockchain were explained by Iansiti and Lakhani in a recent Harvard Business Review piece:
- Users of a Blockchain have access to all the data so that no one person has control over the information
- Each record is linked to the ones before it, once entered any alteration would create a snowball effect in the blockchain. Algorithms are employed to ensure the accuracy of the data.
- There is no need for a centralized entity, for example, a bank, individual transactions can be executed directly.
- Each user has a password to access the blockchain, each user can share their personal information or remain anonymous. (Ed. I differ with this last point because, in my opinion, and as explained above, we need a full audit trail on each transaction).
So, let’s focus on the transactional work-flow process side initially, the Distributed Ledger. Transparency is becoming increasingly important for retailers; more and more people want to know how and where goods are made. This goes hand in hand with ethics and sustainability. For retailers to understand if they are operating in the most sustainable way, if the products they buy are made in the factory they believe it to be, they need to know information about the supply chain. Blockchain can help with this type of data tracking. When transactions occur along the supply chain, a digital record occurs at each step, thus providing a full audit trail.
Consider how business works today. Keeping ongoing records of transactions is a core and necessary function of any business. Those records track past actions and performance and guide planning for the future. They must, however, operate as an event manager and keep a fully detailed history of who made changes and when. Many organizations have no master ledger of all their activities; instead, records are distributed across internal units and functions. The problem is reconciling transactions across individual and private ledgers takes a lot of time and is prone to error.
In a blockchain system, the ledger is replicated in many identical databases, each hosted and maintained by an interested party. When changes are entered in one copy, all the other copies are simultaneously updated. So as transactions occur, records of the value and assets exchanged are permanently entered in all ledgers. There is no need for third-party intermediaries to verify or transfer ownership.
“Smart contracts” may be the most transformative blockchain application. These automate transaction approvals as negotiated conditions are met. For example, a smart contract might send a payment to a supplier as soon as a shipment is delivered, and the 3-way match is completed. If the product had a GPS beacon, it would automatically log a location update that, in turn, would trigger receiving data. Some IoT devices can even record if there was a change in temperature or shock damage.
When the Internet cloud emerged and started achieving widespread use, technologies like XML were predicted to replace EDI. Rumors of the death of EDI have been greatly exaggerated. The short answer is that EDI works. Companies have invested in it over many years. It may well have been moderately painful to get it up and running, but now it works. Even today, a certain set of core EDI messages (around the buy-sell-ship-pay transaction lifecycle) have and continue to enjoy widespread adoption and are almost universally required by major retailers and manufacturers. It is very prevalent in the Freight Forwarder community. The good news is that Blockchain feeds of all of these data sources.
Consider the situation today with B2B networks: Suppose a given supply chain process involves a buyer, seller, and third-party logistics provider. Today, information flows between these entities are typically one-way and point-to-point, either through EDI or XML-based messages or other mechanisms, such as API-based interactions. It is often the case that a buyer and seller might exchange certain messages, but an intermediary logistics service provider doesn’t see those messages. Or a seller and logistics provider might exchange certain messages not exchanged with the buyer. Events representing the exchange of B2B documents, for example, could be recorded on a blockchain and made visible to all participants in a supply chain process. In addition, blockchain could record supplemental events, such as those provided by IoT and smart devices, providing a more detailed synthesized record of all information flows. The actual exchange of B2B documents that occurs today can continue to operate as is, and a blockchain could simply provide a shared visibility “overlay.”
Such platforms will save the global shipping industry billions of dollars a year by replacing the current EDI and paper-based systems, which can leave containers in receiving yards for weeks. What if tariff codes, classification data, origin information, import and export certificates, customs values, clearance status, and all further required information about goods were available for all involved parties to access and complete through one unique ID, anywhere and anytime, and protected against manipulation thus delivering the same significance as certificates, seals, and signatures?
Permissioning inside blockchain gives you the confidence that you can control your information and grant access only to those you want to grant access to.
Lakehill Partners has a long history of systems integration and business process redesign. Let us help you manage the way forward.
For more information on this subject, please contact Antony Francis at antony.francis@lakehillpartners.com.
Thank you for visiting our blog.
I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox. Toward this end, put your contact information on my mailing list.
Your feedback helps me continue to publish articles that you want to read. Your input is very important to me so; please leave a comment.
Jim Weber, Managing Partner
ITB PARTNERS
Mentors, Coaches, and Networking
This week I received an article from my friend, Faith, which she described as ‘must read.’ When Faith sends me a ‘must read’ article, I jump on it! This article was an excerpt from The Complete Guide to Building Your Personal Brand, a book written by Neil Patel and Aaron Agius. Actually, the article is chapter 6, How to Connect With Mentors.
The article begins by stating that “74% of hiring managers, believe that job seekers need the support of a mentor, counselor, or job coach whereas, only 40% of job seekers actually have a mentor to help them through the process.” They quoted Madeline Slutsky, Chairman of the Career Advisory Board and Vice President of Career Services at DeVry University who stated that “job seekers are doing themselves a huge disservice by ignoring the wealth of guidance and insight a mentor could provide.”
They quoted Rachel Louise Ensign of the Wall Street Journal who said that “a mentor can help a young worker answer tough questions about his or her career path and get perspective on the industry. The relationship may even help you eventually land a new job.”
After the setup and further prose on the value of mentors, the article laid out a systematic approach to identify a mentor, how to engage the prospective mentor, and the need to formalize a structure for a productive relationship.
This post was clearly meant for someone beginning their career, a primer as it were, which is fine. It’s an important topic, worth discussion. There’s so much to learn about navigating organizational cultures that one needs a mentor or coach to help accelerate their learning.
I find it useful to distinguish between the work of a coach and mentor. Although there may be some overlap in their approach, there is a difference. A mentor is more of a strategist and generalist whereas a coach is more tactical and specific. This point is a generalization, of course, as mentors can be strategic or tactical, depending on the situation. In my experience, mentors are people you call on to better understand the dynamics of a situation. They are guides. They don’t tell you what to do but help you learn by providing options to consider. A coach, on the other hand, helps you develop skills and provides feedback and encouragement. Another important distinction is that coaches are often paid for their services. Mentors are volunteers who gain satisfaction by giving back.
The situation is relevant as well. A mentor or coach appropriate for career development on the job may not be suitable to help you during a job search. A career coach experienced in job search will provide relevant tactical support for resume preparation, networking effectiveness, and interviewing skills, to name a few.
I couldn’t help but think that finding a mentor is a subset of building a network to support your career. That thought sparked my thinking on a broader level. Faith’s recommendations tend to do that. I was reminded of the chapter I’d just read from Strategic Connections. Those authors speak about the importance of creating teams to accomplish different objectives. They say that, depending on the nature of the objective, different personality types are required to achieve the objective. They identify 14 different archetypes as follows:
- The Sponsor
- The influencer
- The Cheerleader
- The Wise Elder
- The Novice
- The Heart
- The Wizard
- The Brain
- The Critic
- The Guru
- The Sarge
- The Promoter
- The Creative
- The Global Citizen
Thinking about the issue further, finding mentors and coaches is part of building your network. You’ve probably been on different teams from time to time, both at work and play, so you have experience. To achieve important goals, we often need to assemble a team. Depending on the nature of the objective, the team may be broad, or it may be small.
From a broader perspective, the issue is about building a network of people with diverse skills and perspectives who can be a resource to you. I believe it’s about developing relationships based on mutual respect and interests. You’re not only developing a team to support your needs; you’re a member of your contacts’ teams. Expect to be called on when they need you. Make sure to answer their call.
Thank you for visiting our blog.
I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox. Toward this end, put your contact information on my mailing list.
Your feedback helps me continue to publish articles that you want to read. Your input is very important to me so; please leave a comment.
Jim Weber, Managing Partner
ITB PARTNERS
Houston, We Have A Problem!
I swear, I must have been transported into an alternate Universe this week, where I was an actor in a sitcom. Something resembling “I love Lucy.” You know how sitcoms are written, there is always the main plot with a few sub-plots working. By the end of the show, all the plots converge on one common theme. Yes, I was living through a sitcom episode in my alternate Universe.
It began a week ago Friday evening when my wife’s car wouldn’t start. She was at a job site which required the car to be towed to the nearest Dealer. It sat there until Monday when the Service Department opened.
As she is a residential contractor, she rented a car to keep her projects on track. Unfortunately, she fell in love with the rental and decided it was time for a new car. It must have been the electronics package. Naturally, I protested! Her car is ten years old but hasn’t even cracked 100,000 miles. In fact, it is very reliable and has had few problems. From my perspective, the car isn’t even broken in. We have been married for 43 years, so I knew how this would unfold. My best logic would be deployed to no avail. I could only hope to minimize my losses by working at the margins. By the beginning of the week, we weren’t speaking much. Houston, we have a problem!
I realize that most purchases are made on emotion and later justified by tortured logic. Surprisingly, I have come to believe that is not limited to the consumer world. All too often I have seen that scenario play out in the business world. This is was our sub-plot.
Monday, I met with a senior consultant for the local office of a National outplacement firm. He invited me to explore an opportunity to collaborate. I told him how we help our members understand and adapt to the new employment paradigm. I explained my view that we are all ‘free agents’ in a dynamic environment. Professionals will move between W-2 and 1099 status as tenures become shorter and shorter. We have little control over the employment situation created by the digital transformation of the economy. He invited me back to speak to his clients.
Tuesday, I moderated the monthly meeting of the BENG Atlanta Chapter. Our featured speaker, Erica McCurdy, a Master Coach, and ITB Partner facilitated a discussion entitled “Not every problem has a solution.” The gist of her message was don’t confuse situations with problems. There is a difference. A situation is a state of being; a confluence of events beyond one’s control. Situations require one to adapt whereas problems require solutions. Was it merely a coincidence that I was hearing this message from Erica?
It’s useful to know the difference between problems and situations to focus your energy on things you can change. If you try to change things that cannot be changed, your state of mind will suffer. By resolving things that can be changed, you will reduce stress and improve your life, especially if you eliminate unproductive effort.
Successful people view problems as opportunities to grow, improve, and adapt. For them, problems are a part of life. Their positive attitude toward problem-solving improves their outcomes. Experience makes future events easier to traverse. We should accept problems as a normal, unavoidable condition of life.
I spent the rest of the week evaluating situations and problems. As I dissected what I assumed were problems, I realized that some were situations. In these cases, I found opportunities to employ my leadership skills.
This week unfolded within the context of my wife’s desire for a new car. I had a situation. She had a problem. When she sets her mind on a course of action, I become a spectator. During our marriage, I can’t remember winning a major battle, but I’ve had success at the margins. Guys, I think you know what I mean. While I became more obstinate, digging in my heals, she negotiated a better deal. I lost, of course. I knew I would. My life was imitating art. Today, she is very happy with her new car. I live on to fight another day.
Thank you for visiting our blog.
I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox. Toward this end, put your contact information on my mailing list.
Your feedback helps me continue to publish articles that you want to read. Your input is very important to me so; please leave a comment.
Jim Weber, Managing Partner
ITB PARTNERS
Erica McCurdy Presents to BENG Atlanta Chapter
Erica McCurdy, of McCurdy Solutions Group, Presented to the BENG Atlanta Chapter’s April meeting. The topic of her presentation was “Not Every Problem Has a Solution.” The gist of her message is to make a distinction between situations that require management and problems which can be resolved. If the situation isn’t managed, you might have problems that must be resolved.
McCurdy Solutions Group specializes in leadership development, communication, writing, strategic growth initiatives, culture change, business strategy, succession planning, administrative design, work-life balance, purpose. International reach including building leadership development plans for both individual and corporate clients.
Erica McCurdy is a Certified Master Coach, Member of the International Coaching Federation (ICF), Member of Forbes Coaches Council and member of ITB Partners. Multi-year winner “Best Atlanta Coaches” and “Best of Norcross”.
For more information and to contact Erica, follow this link to her website: https://www.mccurdysolutions.com/
Three Pillars For Independent Consulting Success
Reflecting on this past week, my focus was on exercising my coaching skills. That comes as no surprise as coaching is fundamental to my leadership responsibilities. I was a bit surprised by the breath of my coaching responsibilities, though. It began by helping a client get his job search on track and ended with a coaching client finishing her PhD requirements. Most of the week was spent with my consulting team and prospective consultants. Interestingly, one of those prospects is a Mexican Citizen who wants to open an office for us in Mexico City. I like her passion and vision for developing Latin America.
The common thread to these discussions is what I call “the three pillars of success for independent consultants;” networking, public speaking, and writing. These three skills are the key to success in most if not all occupations. Another way to characterize these skills is Marketing. The objective is to be viewed as an expert in your field, someone who can be hired with confidence.
Professionals and Craftsmen must master the skills of their profession. If you’re an Accountant, you must know how to record transactions, balance accounts, and prepare accurate financial statements, among other things. A carpenter must know how to make precise cuts, create square corners, and minimize waste. In both examples, one must be familiar with codes, regulations, and best practices for the industry. That is a baseline requirement to compete.
If you want to build a business or expand your practice, you need a lot of people who know your capabilities, who can recommend you to prospective customers. So how do you accomplish that goal? Networking, public speaking, and writing.
I’ve written extensively about the importance of networking. It is necessary but time-consuming and inefficient with regard to the number of people you can influence at any time. It cannot be avoided, however. The relationships one builds by networking creates trust, facilitating referrals. A referral from a trusted colleague is a powerful introduction.
The second and third pillars provide leverage. Public speaking is a viable way to influence many people at the same time. It provides a platform to demonstrate your professional credentials to an audience eager to hear your message. Isn’t it better to sell your product to 20, 40, or 100 people at the same time than by talking to just one person?
Receiving public speaking invitations requires you to be adept at presenting general information about a relevant topic. By demonstrating your command of the issue, you indirectly sell your services. This isn’t about direct selling; it’s about reinforcing your credentials. No one wants to listen to a 40-minute infomercial, but they will listen to learn how others have resolved common problems.
Writing blog posts or articles provides even greater exposure and more latitude over the subject matter. Before the internet, the traditional method was to write articles or editorials for publications in industry magazines, newspapers, and periodicals. Today, we have many more options including social media platforms like LinkedIn, Facebook, Twitter, and your company website. Additionally, you can create podcasts and YouTube videos to reach a larger audience. Supporting your writing campaign are email marketing applications like Constant Contact, AWeber, and Mail Chimp. Grammarly is an application that helps you with your grammar and punctuation, a digital editor as it were. With all of these resources available at modest cost, why wouldn’t you develop a writing discipline?
Distributing written information provides leverage that can easily put you on the national, and international stage. I have proof positive based on my conversation this week with the lady from Mexico City. The point is to present material that is interesting, relevant, and easy to read. Over time, you will create a loyal following. These fans are potential clients, ambassadors supplementing your selling efforts. Writing articles or blog posts leads to an expanded business development platform.
The three pillars are mutually reinforcing. Once you develop a message, tested and honed by networking, you can easily move on to public speaking. Public speaking takes your message to a broader audience while writing takes your message to a far larger audience. It’s a natural progression where one activity builds on the other. Plan for success as an independent consultant by mastering the Three Pillars!
Thank you for visiting our blog.
I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox. Toward this end, put your contact information on my mailing list.
Your feedback helps me continue to publish articles that you want to read. Your input is very important to me so; please leave a comment.
Jim Weber, Managing Partner
ITB PARTNERS
April Atlanta BENG Meeting featuring Erica McCurdy
Join Us for the April Atlanta BENG Chapter Meeting
featuring Erica McCurdy, MCC, Member of Forbes Coaches Council is the Managing Member of McCurdy Solutions Group, LLC.
Date And Time
Tue, April 9, 2019
7:30 AM – 9:30 AM EDT
Erica will be presenting:
Not every problem has a solution
Location Bella’s Gourmet Kitchen
Interact, Participate, Engage
I’m reading Strategic Connections, an interesting book about networking recommended by a friend. So far, I have found it to be insightful. This past week I came across the author’s list of the 10 biggest mistakes members make. It was amusing and to the point, but sadly truthful. I thought those insights needed to be repeated. However, I’d take a different tact and make the point more positively.
If you plan to join a networking group do so with a strategy in mind. What are you looking to gain from the relationships you develop? Is it for professional development? Or, maybe your intention is to generate more customers. Then again, maybe it’s just for fun and fellowship around your favorite hobby. Whatever your objective, be clear about your expectations and make a commitment to the group. Otherwise, membership is pointless.
So, you’ve joined a networking group. Now that you’re a member, plan to enjoy the full benefits of that association. Your first objective is to become an active participant. Make a commitment to attend every meeting you can. Arrive early and leave late. Don’t come to hear the speaker or enjoy the breakfast and leave. If that is all you want from the group, save your membership fee. You can eat breakfast at home and watch the subject matter on YouTube. But, don’t expect to get any referrals for new opportunities.
Attend the meetings with the intent to be remembered. Stand out from the crowd. An easy way to stand out is by the way you dress. Ladies may wear a distinctive piece of jewelry. I know gentlemen who’ve established a persona by wearing a vest. A vest is stylish, but not commonly worn and will get attention. I like to wear shirts with French cuffs, even if I’m not wearing a suit and tie. Women often wear distinctive pens or scarves to be different. Flag pens, company pens, or even pens from civic associations are noticeable. These ideas also serve as conversation starters. Having a distinctive style is a good start, but you still won’t be noticed if you stand in the corner by yourself. Get into the crowd, mingle, introduce yourself to a stranger. Ask questions of the presenter.
The second broad theme is to interact with others. Don’t hesitate to walk up to a group and introduce yourself. After all, it is expected. It’s the point of networking, meeting people you don’t know to expand your network. Join in the conversation. Show interest by asking questions. That’s how relationships are formed. Don’t spend your time talking exclusively to people you already know. If you find someone standing alone in a corner, go introduce yourself. Often, you’ll find these folks interesting, albeit on the reserved side. And while you’re interacting, focus on important topics relevant to the group. Save discussions about the weather and sports for other occasions. If you’re new to the group, try to learn about their culture, norms, and protocols.
The final point is to become involved in the group. Look for opportunities to demonstrate your competence and leadership skills. Take on an assignment to help the group. Recently, Paula a member of ITB Partners volunteered to organize a Speed Networking Event, over cocktails and hors d’oeuvres. The event was a big success. Paula was recognized for her initiative. You may volunteer to speak on an important topic or serve on a committee. If your group meets for breakfast, organize an after-hours cocktail party. Show your commitment and your ability to plan, organize, and follow through. These activities demonstrate your competence, leading to more referrals.
Networking is the most effective way to land that new job or to expand your business. Approach the concept with enthusiasm and a plan. As with any skill, networking can be learned. With a little guidance and practice, you will gain confidence. Confidence leads to credibility and credibility leads to opportunities.
Thank you for visiting our blog.
I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox. Toward this end, put your contact information on my mailing list.
Your feedback helps me continue to publish articles that you want to read. Your input is very important to me so; please leave a comment.
Jim Weber, Managing Partner
ITB PARTNERS
I’ve Got Nothing!
I recently attended an after-hours networking event hosted by Chad, a longtime friend. Over the past ten years, Chad has assembled a group of professionals who enjoy cigars. My kind of people! His networking events are held once a month at cigar friendly venues around the area. I believe I attended his kick-off event but haven’t been able to participate on a regular basis due to other conflicts. Most notably my monthly poker game. Chad’s strategy is to concentrate on building relationships first, with talk of business somewhat subdued. Business cards are exchanged by request only. I like his style. This is as it should be.
Chad’s most recent gathering was at a cigar friendly steakhouse in Buckhead. Chad had reserved a strategic location in the bar area near the live entertainment. It was a diverse group, including a few couples and two single women. There were IT folks, a few from the medical field, a realtor, a marketing director, and a lawyer and his wife. We were all about the same age and dressed in traditional business attire.
During the evening, I had other interesting conversations including one with the female marketing director. Let’s call her Carol. She arrived a little later than I and greeted the regulars before taking a seat next to me. She introduced herself and we struck up a conversation. Naturally, her first question was about my connection with Chad. I explained that we have known each other for many years and that I am on the group’s mailing list. I asked her the same question and went into full executive recruiter mode asking follow-up questions to keep the conversation alive. Carol was forthcoming, revealing her career interests and personal history, albeit just the basics. She told me that she feels very confident about her professional skills but mostly enjoys developing her coworkers. She admitted that she was frustrated that she doesn’t know how to leverage her strengths into a more significant role. She said she is passionate about giving back through various causes but hasn’t focused on one in particular. I asked if she had considered working with a career coach. Maybe her most interesting revelation was that she is an introvert, but she isn’t shy and that she’s intuitive. I confessed that I found that rather unique and agreed that she wasn’t shy. When she finished her story she asked for mine. At that point I was feeling a little mischievous. With a friendly smile, I said “since you told me you’re intuitive, why don’t you tell me about me?” She leaned back in her chair and looked me over. Then she said, and I quote, “I’ve got nothing.” I found that amusing. If our roles were reversed, I would’ve made up an interesting story, flattering her of course, to keep the conversation moving. Not missing a beat, I complied, and the conversation continued.
I revealed my background story, including the point that I work with coaches who could help her with her career aspirations. The conversation continued until other folks arrived and was redirected elsewhere. Carol is a delightful lady and I enjoyed our conversation. I must’ve admit however, I continue to be amused by her “I’ve got nothing” comment. It has become the punchline for our conversation. I’ve since told that story to other friends, both male and female. They found it amusing as well. Not because she didn’t regale me with flash of intuitive brilliance, but because she didn’t play along. Then again, I may have been the first to ask her to demonstrate her extra sensory skills. The rest of the evening was as enjoyable as my conversation with Carol, but our conversation was the highlight of the evening. Chad has developed a healthy culture within his group which
isn’t a surprise. ‘Good people’ attract other ‘good people’ and Chad is definitely ‘good people.’ I was very comfortable with his group and plan to attend future events.
At around nine p.m. I made a graceful exit, making a point to thank my host and say goodbye to everyone. As I was leaving, several guests asked for my business card and I received a few from others. I made a mental note to follow up with Carol as she could be a good client.
Professionally speaking, I had two takeaways from my conversation with Carol. The first was a minor thought that if one is talking about a personal skill, they should be prepared for questions about that skill, even in casual conversation. Be prepared to go with the flow. Of course, Carol could’ve been a bit risk-averse, although she didn’t take my suggestion as threatening.
The second and more important takeaway is that active listening is a powerful tool to make connections and build trust, the foundation of networking. One of my female colleagues reinforced that point yesterday. After a good laugh about my punchline she offered that people like to talk about themselves. The more you let them talk the greater their appreciation, which leads to rapport, the beginning of trust. Never underestimate the power of active listening!
Thank you for visiting our blog.
I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox. Toward this end, put your contact information on my mailing list.
Your feedback helps me continue to publish articles that you want to read. Your input is very important to me so; please leave a comment.
Jim Weber, Managing Partner
ITB PARTNERS