The Evolving Role of Senior Executives in the Digital Age
The digital age has ushered in unexpected changes, transforming the very fabric of how organizations operate. Let’s unravel the evolving role of senior executives in
Networking. Everybody’s doing it: Or should be.
Cultivating and maintaining a wide network of personal and professional contacts is a required skill for anyone active in the business world and community environment, and often the foundation for securing new clients, new business, or new jobs. In fact, it’s become such a ‘necessary evil’ that many people are offended by the very word. However, when done properly, networking, or simply meeting people, can be fun, and quite productive in terms of informational exchange as well as opportunity.
The key is to offer yourself - as a resource, a referral base, or simply ally and friend, rather than going in looking to gain something at the outset. This perspective will change the dynamics in terms of how you approach others, and how you present yourself.
But where and how does one begin? The answer is here and now.
Establish Presence
Considering that every step outside your home may lead to an important encounter, are you prepared, physically and mentally, for those opportunities to arrive? Before you “go public”, even on weekends and off-hours, give some thought to your wardrobe, accessories, and overall grooming, keeping in mind that casual does not equal unkempt.
Get in the habit of carrying business cards at all times, and always be ready with a smile, a firm and energetic handshake, and light conversation topics. Be quick to extend your hand and introduce yourself.
For more formal or organized business or professional events also:
Navigating an Event
Most of us are a little intimidated, if not plain terrified, to meet large groups of new people. But the most counter-productive approach to attending an event is to bring a friend or colleague as a ‘bodyguard’, to protect you from going it alone.
Meeting new friends and colleagues is the whole point of networking, and having a buddy beside you will prevent others from approaching you (aren’t you reluctant to ‘interrupt’ a duo in conversation?) and distract you from focusing on the room. By all means, attend with a friend - then separate during the event.
Instead, to minimize anxiety and maximize connections:
Following Up
This is often the area where even the most well-intentioned falter, and that is in keeping up the connection. New acquaintances are like seedlings: They won’t grow if left alone.
If you are sincere about developing a new personal or business relationship, you need to let the other party know. It is a losing proposition when someone chats you up, takes your card, walks away…and disappears forever. He or she is no longer meaningful in any way.
So, if you are serious about maintaining contact, make sure to:
Vary your approaches between a phone call and email if your first gesture brings no response; take a break of several weeks or months if both are met with silence, and then reconsider at a later date if you have something more to offer.
Learn to accept silence - or rejection - gracefully, but never personally: some people are truly overwhelmed, depressed or just plain rude. Move on to other matters.
Just make sure that you yourself are consistently helpful, responsive, and generous with your time, attention, and resources, and remember: never underestimate the power of a handwritten note.
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Copyright Raleigh Mayer/Raleigh Mayer Consulting, 2008
Raleigh Mayer is an executive image management consultant, coach, and speaker, specializing in presentation, communication, reputation and leadership development, including programs designed specifically for women’s leadership and female executives. Formerly a spokesperson for the New York City Marathon, Raleigh has coached and trained executive clients for more than a decade and serves a wide variety of Fortune 500 companies. She is currently a senior fellow at the Logos Institute for Crisis Management and Executive Leadership, and a senior associate with Benchmark Communications, Inc.
Contact Raleigh at rm@raleighmayer.com or +1 212 678 2041, or find out more at www.raleighmayer.com
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