In Scarlett Letter #69 (you may want to skim that first), I wrote about a networking group that my friend belongs to: Executives Network, led by Founder and CEO Molly Wendall. This group serves to help mid to senior level professionals (from various industries) in their job search.
Yesterday, I had the opportunity to attend a Chicago meeting, and see for myself how it worked. I am pleased to report that it was just as I described it in Scarlett Letter #69: clear, direct, and forthcoming from all participants.
Here’s the aspect that I most want to underscore: everyone was required to name SPECIFIC companies in which they were targeting. So, those prepared participants—with 1.set direction/vision, 2. recognition of their own value and 3. identified/researched target firms—were the ones that reaped the most benefit from the session.
Think about it. Not only did those people have a chance to learn if anyone knew someone at their target firms (regardless of what ‘level/role’ the ‘someone’ might hold), but they also received feedback, ideas and contact names of similar, relevant firms.
Oh sure, the other participants that didn’t yet prepare their target list also received some level of value and benefits from the session. Still, they had the power to expand and enhance the feedback if they had proposed some target companies as a starting point.
In addition to emphasizing business and personal *focus* as I’ve done in many other blog posts and contexts, I also suggest that my AEC industry readers consider this technique during your own networking activities. When you engage in conversations with prospects and your network, why not add a few actual company (or university, or hospital, or government–whatever your sector) names when describing the types of clients you serve. In other words, naming some of your exisiting clients is a great start. Now, take it a step further. Help your new contact to prompt his/her additional thinking by also citing some of the prospects that you are targeting, but have not yet won. Just an idea to keep the feedback—and the who-knows-who networking contacts—flowing!