Are You Making the Most of Your Professional Relationships?
Are You Making the Most of Your Professional Relationships?
If you approach each introduction at an organizational event as a possible future relationship, you will be on your way to building the virtual team which every entrepreneur needs to grow a successful business.
You see, a relationship is a two way street... you give, you get... simple as that. And, if your primary thought when introduced to a professional is to see how you can help that professional (rather than immediately considering what that professional can do for you), you are on the road to successful relationship-building already.
Working with Allen Falcon is a good case in point. Although my technology needs are smaller and simpler than those of Allen's typical client, he didn't ignore them in our conversation. Instead, he plunged right in, asked and was genuinely interested (after all, we could have just talked about the Celtics!).
Allen's typical approach is to see what his companion's needs are, rather than "selling" them on his services. In fact, if you visit Allen virtually at www.horizoninformation.com you will discover that his business is geared towards those clients who need the services of a technology consultant on a part-time basis... which Horizon's CIO-on-Call program addresses efficiently and economically.
However, lest you think this article is simply an "ode to Allen", let me give you another example.
At another SBANE reception, a favorite commercial banker and I got chatting about yard work -- specifically, the removal of dead branches and trees in our yards. My friend shared a story about a tree removal contractor and some very unsatisfactory services.
At the time, and despite standing there with a drink in my hand and feeling very relaxed, my antenna went out and I saw someone I could help with a little bit of free advice. Whether or not my banker friend took my advice and followed up as I suggested isn't the point. The point is, as a lawyer, I immediately saw a hole in the story big enough for the proverbial Mack truck and offered an approach to solve the problem.
I did this because (a) I like this particular person and felt she had been taken advantage of; and (b) I had a certain knowledge of contracts that I felt could help her and wanted to share it. That's what relationships are all about... one person sharing his or her expertise with another in a setting which engenders trust and appreciation. It starts with a "give," not a "get."
Here's the moral of these relationship stories: Someday soon, one or more of my business clients will need help from a technology consultant or a commercial banker and some of their clients will need help from an attorney. Having had the opportunity (and pleasure) of actually getting to know each other, who do you think we will recommend when the time comes?
I know, it seems a "no-brainer." But it is amazing how many entrepreneurs miss the point when it comes to building these relationships. As Alan Greenspan said, "I have found no greater satisfaction than achieving success through honest dealing and strict adherence to the view that, for you to gain, those you deal with should gain as well."
Are You Making the Most of Your Professional Relationships - To learn more about this author, visit Marijo McCarthy's Website.
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Smart entrepreneurs know the value of creating and fostering relationships long before they will actually need a particular professional. They see the value in the peer interaction ... they see the value in the shared expertise ... they see the value in the team building ... and, most of all, recognizing how lonely an entrepreneur's job can often be, they see the collegiality and enjoyment which can be derived from those relationships.
If you approach each introduction at an organizational event as a possible future relationship, you will be on your way to building the virtual team which every entrepreneur needs to grow a successful business.
You see, a relationship is a two way street... you give, you get... simple as that. And, if your primary thought when introduced to a professional is to see how you can help that professional (rather than immediately considering what that professional can do for you), you are on the road to successful relationship-building already.
Working with Allen Falcon is a good case in point. Although my technology needs are smaller and simpler than those of Allen's typical client, he didn't ignore them in our conversation. Instead, he plunged right in, asked and was genuinely interested (after all, we could have just talked about the Celtics!).
Allen's typical approach is to see what his companion's needs are, rather than "selling" them on his services. In fact, if you visit Allen virtually at www.horizoninformation.com you will discover that his business is geared towards those clients who need the services of a technology consultant on a part-time basis... which Horizon's CIO-on-Call program addresses efficiently and economically.
However, lest you think this article is simply an "ode to Allen", let me give you another example.
At another SBANE reception, a favorite commercial banker and I got chatting about yard work -- specifically, the removal of dead branches and trees in our yards. My friend shared a story about a tree removal contractor and some very unsatisfactory services.
At the time, and despite standing there with a drink in my hand and feeling very relaxed, my antenna went out and I saw someone I could help with a little bit of free advice. Whether or not my banker friend took my advice and followed up as I suggested isn't the point. The point is, as a lawyer, I immediately saw a hole in the story big enough for the proverbial Mack truck and offered an approach to solve the problem.
I did this because (a) I like this particular person and felt she had been taken advantage of; and (b) I had a certain knowledge of contracts that I felt could help her and wanted to share it. That's what relationships are all about... one person sharing his or her expertise with another in a setting which engenders trust and appreciation. It starts with a "give," not a "get."
Here's the moral of these relationship stories: Someday soon, one or more of my business clients will need help from a technology consultant or a commercial banker and some of their clients will need help from an attorney. Having had the opportunity (and pleasure) of actually getting to know each other, who do you think we will recommend when the time comes?
I know, it seems a "no-brainer." But it is amazing how many entrepreneurs miss the point when it comes to building these relationships. As Alan Greenspan said, "I have found no greater satisfaction than achieving success through honest dealing and strict adherence to the view that, for you to gain, those you deal with should gain as well."
Are You Making the Most of Your Professional Relationships - To learn more about this author, visit Marijo McCarthy's Website.
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Cheryl MatthynssensCheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur. Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well. A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles. She opened up a small affiliate site - The Balance Guide- to help others find resources for mental and emotional well being. Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com - Visit Cheryl Matthynssens's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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David BarrDavid Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
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