Networking ..

Some thoughts for when a more normalised world arrives.

If you land in a business development or sales role, it is likely you are going to have to entertain clients or hold meetings/presentations in a lunch or function setting.

You may attend industry events, where you connect with counterparts from across the Country. You may work for a global business, where you interact with colleagues from across the world.

For extroverts, a whole lot of fun. For introverts, the thought of small talk with strangers is quite likely something you will approach with dread.

Networking is a critical part of many roles. Building a business network, if not part of your role, is just as critical, as you build your profile and connections. It is estimated that around 75% of roles are placed via networks or internally and potentially not even advertised.

It took me a number of years to feel comfortable making small talk with relative strangers. I can still feel uncomfortable walking into a room full of strangers and introducing myself “cold”. I don’t think I am alone here.

Given situations can vary so much, I have covered a small number of scenario's you may find yourself in. As an introvert, I have had to work really hard at this. For those of you who are extroverts, you are probably thinking what's the fuss about!

1. A client lunch If a long term client and a relationship already built, obviously much easier than with a new client. Prepare for the meeting and make sure you understand what is happening in their industry and events that may be impacting them. You don’t need to become an expert, however know enough, to understand, what’s likely to be on their mind. Know what’s happening in the world and the local economy. If there is a particular event or issue that is topical, be ready when asked your view. Just mind the soap box view, if it's something you are particularly passionate about!

I have previously mentioned the importance of being informed and the importance of a good daily news publication (The AFR for me). Your daily read will position you well. Knowing you own industry goes without saying.

2. Networking function I work in the Insurance Industry. One filled with lots of great people, networking, functions and fun. There are people you will tend to gravitate to, spending your time with these familiar faces and of course a safe environment. A few drinks, some industry banter and then everyone heads home.

There is nothing wrong with any of this, however try and find a balance. This type of environment is perfect for meeting new and interesting people, who you can learn from and create a business connection with.

Think about who in the industry you would like to meet. Who are the informed business leaders you can learn from and have an interesting conversation with? Have they a published view on a topic, that you would like to understand more about? Introduce yourself and refer to the article and your interest in understanding more.

The actual function may not be the right time for an in depth conversation, however a great informal time for that first conversation. You can then make plans for a coffee catch up. Far easier and more likely for a future meeting than a cold call phone call or email.

One piece of advice for any function. You are in a business environment. It's ok to let your hair down a little with industry colleagues, however don’t drink too much and know when to leave the party. It is your professional brand – take care of it.

3. A solo business event Solo events can be hard. It might be a breakfast, lunch or session followed by networking. Being able to walk in and be seated immediately to listen to a guest speaker is perfect. You are able to meet a small number of people immediately at your table, however then everyone stops to listen to whatever is being presented.

At the end, there is of course a common topic to briefly chat about, before heading back to the office. Make the effort to speak to those around you and remember, there are going to be people there, who are going to be feeling exactly like you are. Put your hand out first.

Recent times have made the ability to network incredibly hard with our current environment likely to last, in some form, into the future. Maintaining and developing new business relationships means a lot more work and greater mindfulness as to what others might be going through. Try not to get too frustrated, it just means more time planning as to how you are going to tackle building your network, once the world has normalised somewhat.

Regardless of the situation you find yourself in, remember being informed whether industry, economic, country or global issues so that you have interesting topic’s to speak about, will give you confidence and make for interesting discussion.

You never know, you might even enjoy yourself along the way and never forget the most important thing, be yourself. You are great as you are.

Have a safe and Merry Christmas !

Lisa