Bridges Edition of 10/7/2005

Welcome to Bridges, a monthly newsletter published by Robin Fogel,
Executive and Career Coach. My goal is that this newsletter be filled with practical information that you can use in your work and in your life. If you enjoyed the newsletter please forward it to your colleagues, friends and family.

If you would like to take advantage of an executive coach, please email me at robin@coachrobinfogel.com and/or visit my website - www.coachrobinfogel.com

***********************
NETWORKING - PART 2

Last month's issue of Bridges focused on the value of having a network and as promised this month will look at how do you build that network. One quick comment first.
A couple of years ago I sat in on a teleconference call where Donna Fisher, author of "Power Networking" was the featured speaker. She said on the call something she says repeatedly in her books, networking is misunderstood because it's not about impersonal business card exchange; true networking is connecting from a place of sincerity. The end of September I spoke at a Mercer Regional Chamber of Commerce Business Forum on crafting an effective "elevator speech". While an elevator speech is meant to be fast (less than 30 seconds) the principles of introduction are the same - make sure your introduction is sincere, authentic, and appropriate. If you're standing in line at the grocery and someone asks, "what do you do", that's not the time for a sales pitch. It's the opportunity to get to know someone and start to build that relationship.

So how do you build a network? You build it where you live, work and play, every place you hang out.

- Start with the network you already have. When I first started my business I had coffee with the doctor who had delivered my kids and who had become a friend. She was someone I had identified as a COI - circle of influence, a person in the community who was well connected to others. I invited her for coffee and some brainstorming. She in turn suggested other people to speak to and that ultimately lead to 3 paid speaking engagements.

- The best way to build that network is by becoming a resource to others. Think less about yourself and focus instead on how you can help them. Who can you introduce them to? If a colleague mentions that they are looking for a new accountant or could use an assistant, have the names of an accountant or virtual assistant in your contact files. Share that information and at the same time let the other person know you have sent a referral their way. It is the little things you do on a consistent basis that build that relationship and allow information and business to flow both ways. Networking becomes not just a business skill, it becomes a lifestyle.

- Finally, be open and be patient. You never know who the person you are speaking to might know. And, be patient - the information, business, referrals that you share will result in opportunity for you too.

This past week I finished an assignment coaching a woman who may be one of the best networkers I have met in recent years. Almost as soon as she knew she needed a new job she activated her network and reached out to those key influencers on her "A" list. Using a network that had been built over many years she was able to find a senior level position in a relatively short time period. The key was that she had built the network before, and could call on it when she needed to instead of trying to build at that point.
******************************
CLIENT FEEDBACK

I had coffee recently with a former client. We have strategized through the years about how she could use networking to build her business. She has worked long and hard to stay in touch with her former coworkers and she shared the following:

"I've learned that networking isn't just about who you met at today's event. It is also about keeping up with who you met five, ten or even fifteen years ago. Networking might not provide instantaneous results, but it can provide winning results if you're willing to be patient and persistent. I was recently referred to a prospect by a colleague who I worked with 15 years ago at Dow Jones. The prospect is a perfect candidate for the event services provided by my company. It isn't always what you know, but who you know - and who knows you!"
Marsha A. Stoltman, President, The Stoltman Group, LLC.
*****************************

DALAI LAMA

On September 25th I had the privilege of hearing the Dalai Lama speak at Rutgers, The State University of New Jersey. Along with 36,000 other people I heard Tenzin Gyatso, the 14th Dalai Lama use disarming humor to speak on the topic of Peace, War & Reconciliation. He said, "peace is not just the mere absence of violence...every action motivated by compassion is peace. Every action motivated by negative emotions like hatred, anger and jealousy is violence".
*****************************

PERFORMANCE ENHANCEMENT COACHING

What is Performance Enhancement Coaching? It's how I can help you or your company become more effective. Performance enhancement coaching allows you or your employee to develop specified skill areas faster. Communication, leadership, team building, and being better organized are only a few areas that can be developed. You benefit because the employee is ready for expanded responsibilities sooner. The employee benefits and is delighted because you have demonstrated that you value them and view them as a key leader in your organization. It improves the bottom line.
COPYRIGHT: 2005, Robin Fogel & Assoc., LLC. All Rights Reserved. May be distributed and reprinted in its entirety with copyright, subscription instructions, and contact information intact. However, you may not copy it to a website.