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Listen In -> Natural Networking #4: Keeping Conversations Context Appropriate

Wednesday, December 14th, 2011

There you are on the sidelines of your kid’s soccer game cheering yourself hoarse.

There next to you is another parent trying to assess your insurance needs.

What’s wrong with this picture?

The context isn’t appropriate for professional networking.

In this week’s show, Claudia and I look at the context of our networking opportunities.

If both of you parents in our example were ignoring the game and searching for a discussion topic, then work could be an interesting and relevant diversion. But in this example, our antagonist seems blind to your engagement with the game.

Natural networking, on the other hand, would recognize that this is a family event and that you are both there to support your kids.

Consequently, any conversation and relationship building would center on soccer, your brilliant kids, blind referees, or how much time is involved in all these practices and games.

Conversation happens. Relationship building happens. Trust builds. Connections form. But the topic is not work.

How sensitive or appropriate is your networking to its context?

Listen in.

Just now joining the conversation? Catch up on the entire series here.

Listen In -> Natural Networking #3: Fostering Conversations and Discovering Connections

Wednesday, December 7th, 2011

Who was that you were talking with at your most recent networking event?

Do you remember anything more than whether or not they qualified as a sales prospect that should be tracked?

Tracked. Like prey to a hunter.

In this week’s show, Claudia and I offer a different, healthier, and, we believe, more effective way to think about networking.

How would it affect your style if you were tracking conversations instead of prospects?

Networking that views others through the lens of sales potential filters out a hundred other possible connections that could propel a relationship forward.

Tracking how close to closing a sales deal you are with each prospect also limits your options for follow-up prompts, topics, and occasions.

Keeping track of conversations, on the other hand, opens up a thousand contact points, areas of shared interest, personal issues, public opinions, etc. that are the bread and butter of authentic human connection.

Conversations don’t need to end, giving you a vehicle for keeping in contact, following up, and showing continued interest. Conversations give you a means for building trust and relationship over time.

What if networking were a natural process of initiating and fostering conversation?

Listen in.

Just now joining the conversation? Catch up on the entire series here.

Listen In -> Natural Networking #2: The Disconnect of Techniques and Formulas

Wednesday, November 30th, 2011

Beware of the “How To” workshop!

Granted lessons on how to use a table saw or how to weld might save your life or at least a valuable limb.

When it comes to issues of how to be yourself in business, though, the “how-to” techniques are more often obstacles than aids.

In this week’s podcast discussion, Claudia and I look at networking techniques and the pitfalls of applying these formulas in a non-thinking or flat-footed manner.

Yes, it is effective to ask probing questions about what people do when attending a networking event. Having said that, people know instantly when you are not really listening to them.

Some of us want the effect of active listening without really being interested in the content of what we just heard.

There is no way to fake natural networking. Techniques are tools for the craftsperson not rules for the technician.

Do you find yourself depending on networking techniques and formulas to make professional connections?

Listen in.

Just now joining the conversation? Catch up on the entire series here.

Listen In -> Natural Networking #1: Rethinking Networking for a New Economy

Wednesday, November 16th, 2011

I hate networking.

I suppose, more accurately, I should say I hate networking events.

I hate the uber-confident professional masks people wear. I hate the feigned interest in my business, which is really an assessment of whether I have potential as a client. I hate the polite exchange of business cards, as if either of us plans to do anything with them but expand our e-mail lists.

This week Claudia and I begin a new discussion series we’ve entitled, “Natural Networking.”

This series is for my sake as much as yours.

It began with a personal need to rethink networking to better fit my own style and personality.

It became a realization that in the current economic turmoil, the impersonal, manipulative, superficial, technique-based “rules” of successful networking are on the way out.

Demonstrated integrity, credibility, character, generosity, and competence are the building blocks of the trust necessary to network beyond superficial exchange of business cards.

Successful networking is being achieved by the people who can sustain conversation beyond any given professional event. Successful networking is best accomplished by those most comfortable with being themselves.

Join us for the discussion. 

Natural Networking
Week #1: Rethinking Networking for a New Economy
Week #2: The Disconnect of Techniques and Formulas
Week #3: Fostering Conversations and Discovering Connections
Week #4: Keeping Conversations Context Appropriate
Week #5: Being Yourself, Your Greatest Asset

Listen in.


Listen In -> Playing Favorites #5: Favoring Certain Workplace Cultures

Wednesday, November 2nd, 2011

Many leaders have good reason to be proud of the workplace cultures they have built in their companies.

But times change, people change, teams turn over, and new generations bring new values and aspirations to their jobs.

In this week’s show, Claudia and I look at the workplace culture itself.

Yes, most of the time we are talking up the importance of having an a workplace culture period. We preach the value of having an intentionally designed workplace culture instead of simply slipping into one without thinking about it.

When it comes to playing favorites, though, we want to look at the issue from the other end of the spectrum.

Are you aware of how and where your workplace culture is serving you well and where it is not?

 Are you holding onto a culture whose effectiveness in the past is dissuading you from reevaluating it in the present?

Do you have so much at stake personally that you’re having a difficult time thinking critically about what’s best for the future?

Workplace cultures change slowly. Could playing favorites here be sowing the seeds of future problems?

Listen in.

Just now joining the conversation? Catch up on the entire series here.

Listen In -> Playing Favorites #4: Favoring Certain Policies and Procedures

Wednesday, October 26th, 2011

“The purchase order is on the computer, why do we still need to distribute four hard copies?”

“You have to get these two approvals before I can look at your request.”

Some policies and procedures served a specific and necessary purpose when they were first implemented, but they make absolutely no sense now.

The boss is hesitant to make any changes, because since those policies or procedures were put into place for a reason there will be some unforeseen disaster if they are no longer present.

Maybe an efficient streamlining initiative would result in less control for a key decision-maker which they don’t want to give up.

In this week’s show, Claudia and I look at the cost of playing favorites with certain policies and procedures.

Could you be holding on to methods and practices that no longer serve their intended purpose?

What might enforcing the status quo be costing you?

Listen in.

Just now joining the conversation? Catch up on the entire series here.

Listen In -> Playing Favorites #3: Favoring Certain Technologies

Wednesday, October 19th, 2011

Every technology has its loyal fans. I’ve never worked on any computer but a Mac.

I believe my bias is based in fact. I want my employees doing their jobs not learning how to use their tools.

But what if I were spending a premium on computers because they were cool?

Some of us feel locked into our technology choices because of the magnitude of the initial investment. We let better solutions and technologies that come along pass us by because we can’t deal with the awkward reality that the world changed before we got our money’s worth.

In this week’s show, Claudia and I explore how we play favorites when it comes to the technologies we choose.

When does our loyalty to a brand exceed its merits in comparison to another?

Are we making the best leadership decisions on these huge investments if we’re playing favorites without even knowing it?

Listen in.

Just now joining the conversation? Catch up on the entire series here.

Listen In -> Playing Favorites #2: Favoring Certain People

Wednesday, October 12th, 2011

You think a certain employee performs amazingly. Everyone else seems to hate them. What gives?

You may be guilty of playing favorites, and that without even knowing it!

In this week’s show, Claudia and I take a look at what happens when we play favorites among our team members.

While rewarding excellence, performance and results is important, some times we favor certain people for their charisma, because we like them, or because we work well together.

Of course there’s no crime in enjoying working with one person more than another, but what about the unintended consequences to the morale of everyone else?

Once people form the perception that you are playing favorites, they will begin interpreting your every decision through that lens. And who can blame them?

It is difficult enough to hear criticism of one’s work when it’s completely warranted, but when we feel that someone else isn’t being held to the same standard, our willingness to improve can evaporate pretty quickly.

Could you inadvertently be playing favorites?

Listen in.

Just now joining the conversation? Catch up on the entire series here.

Listen In -> Playing Favorites #1: The Office “Romances” That Backfire

Wednesday, October 5th, 2011

“Play favorites? Who, me?! Not a chance!”

Famous last words. How many leaders do you know who admit to playing favorites?

It’s like a secret shame. Except the only person the secret is fooling is the leader playing favorites, who remains blindly adamant that there is no favoritism in anything they do.

We launch a new podcast discussion series this week, “Playing Favorites.”

Leaders assume they make the best objective decisions possible. But certain patterns and tendencies give away that they might have slipped into playing favorites.

Playing favorites can erode trust, credibility and motivation.

Can you tell the difference?

Playing Favorites
Week #1: The Office “Romances” that Backfire
Week #2: Favoring Certain People
Week #3: Favoring Certain Technologies
Week #4: Favoring Certain Policies and Procedures
Week #5: Favoring Certain Workplace Cultures

Listen in.


Listen In -> The Hard Facts of Working with People #5: Failure and Taking Risks

Wednesday, September 28th, 2011

Is it dangerous to make mistakes where you work?

Many leaders wish their employees would take the initiative more often, contribute new ideas, point out what’s not working well, and go the extra mile for a customer.

Everyone is happy as long as everything works out.

BUT

When a mistake is made, things don’t work out, the customer gets upset, or the idea flops, there is hell to pay.

All of a sudden, all initiative disappears, no new ideas ever get presented, no critiques are offered, and everyone provides simply the bare bones minimum for customers.

What happened?

You punished risk-taking.

In this week’s episode, Claudia and I discuss building an environment that encourages risk without fear of repercussions. An environment safe enough to put new ideas out on the table without being penalized if they don’t work out.

If taking the initiative or suggesting an improvement feels like putting one’s neck on the line, then people will keep their ideas to themselves.

Far from being a disaster, failure can lead to great innovation. Failure, more commonly, leads to learning.

What about where you work?

Listen in.

Just now joining the conversation? Catch up on the entire series here.