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Building Blocks of Event Networking
An interview with Families in Global Transition Marketing Director Kevin McNulty
by Carrie Shearer
Families in Global Transition (FIGT) is a non-profit educational association that aims to improve family transitions by educating relocation facilitators and to help families understand and deal with the challenges of living an internationally mobile lifestyle. FIGT accomplishes these objectives through a yearly conference and an ongoing Associates Program, as well as through a website offering resources and services for relocation facilitators, individuals and families (www.figt.org).
In her first FIGT Online interview Carrie Shearer presented questions on the skill of networking to Kevin McNulty, a member of FIGT's Board of Directors and Chairman of the Marketing committee.
Websites: http://www.figt.org: Families in Global Transition Books (click to buy from Amazon.com and give AAFSW a commission):
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[FIGT Online] Networking seems to be simply a more structured way of saying "talking with people." Is that how you see it?
[Kevin] Well, yes if you were to break it down to a simple phrase, I guess you could say, networking is "talking with people." However, I would also say that the purpose for which you are networking determines how complicated or structured your networking efforts might be.
[FIGT Online] What about introverts, those people who have trouble initiating conversations with others? Is there a simple way for them to begin networking that won't force them too far out of their comfort zone?
[Kevin] That's a great question. Networking is one of those processes that takes some people out of their comfort zone. Truth be told, it's important to accept this as a premise. The good news however, is that stepping out of your comfort zone is only one element of networking. The other premise to understand is that networking is a skill that anyone can learn - and like many other soft skills, it's a relatively easy skill to learn, but one you must develop and practice -- including learning to get out of your comfort zone.
So for those with "comfort zone challenges," dealing with this issue is the place to begin; start with baby steps. Gathering basic knowledge on this topic is a powerful place to start. Get a basic perspective on the who, what, when, why, and how. You will quickly learn, for instance, that a person's comfort zone is a personality issue. Seems obvious, but with this information you know where the culprit lies and can do something about it. You can begin to assess and simply raise the awareness level with respect to your personality. Now you can take it another step by taking an inventory such as the MBTI (Myers-Briggs) that will help you better understand your personality. Here's a website where you can do so and for free! www.boomspeed.com/zsnp/mbti.htm.
With this knowledge, you're ready to take the next step - "stepping out of your comfort zone" and networking. Begin by going to "networking" meetings within your area of interest where you can practice networking and conversational skills with topics you're familiar with and where the pain should be very mild. In the meantime, build up your mingling and "making small talk" skills. You Are the Message by Roger Ailes is an excellent book to help build up your interpersonal and communications skills.
[FIGT Online] You mentioned earlier that one's purpose for networking can affect how simple or complicated it is. Can you amplify that?
[Kevin] Yes. There are many reasons for networking and it can be more or less formal in nature. Networking is about the exchange of information, ideas, and contacts. The simplest and most natural form of networking takes place in our daily lives. In fact, we're often not even aware of how much networking goes on in our daily lives. When someone in a checkout line tells you that they saw the product you're holding cheaper at another store, that's basic networking. The next level is within social groups where people get together for the purpose of socializing and rather informal networking. These are both very informal and simple forms of networking.
A slightly more deliberate yet relatively simple form of networking occurs when you relocate. Before or after arriving at a new location, you begin the process of networking by asking people about where to shop, where to find the best schools and so forth. Again, you can do this with relative ease and it can be as simple as asking questions.
- Networking becomes more complex when people network to:
- Conduct research for a project
- Promote a product or service
- Position oneself with another person or company
- Search for a job or seek a career change
- Attend a networking conference
In these circumstances (and more) your knowledge, skill, personality, persistence, approach, modes of communications, and etc. become more important elements. As such, to be successful in your networking, it may require a more complex and deliberate effort. HOWEVER, this only means you need to learn, develop and practice more … becoming a highly skilled networker is something that anyone can do!
[FIGT Online] How could participants use the upcoming FIGT conference as a networking tool?
[Kevin] At the risk of shamelessly promoting FIGT, I must say that for those involved in the global transition arena -- whether expat or transition/relocation professional - the FIGT conference is an excellent place to network - and for a number of reasons. The most obvious is because networking is the major purpose for the conference. As a result there are many advantages:
1. You don't have to go out searching for the right people to get the information you're seeking.
2. Most attendees come prepared and ready to engage in networking
3. Based on past successes, the conference has a reputation of attracting the best people in the field of global transition; therefore you have access -- on a one-on-one basis, face-to-face (which is the most effective form of networking) -- with experts in the field and many others with substantial real-life global experiences.
4. There's a beneficial and contagiously positive attitude among the
people attending the FIGT Conference … it's one of "I'm here
to give, take, share, and exchange ideas." This attitude makes it
comfortable to not only seek out, but also explore in-depth answers to
your global transition issues.
I should also say that while some of the information you may hear at the
conference can be found in papers, there is no substitute for sitting
face-to-face with experts like a Ruth Van Reken or David Pollack exchanging
information and ideas. As a networking tool … this is the "real
deal."
[FIGT Online] Are there steps to take before a conference to make sure you get the most of the networking experience? If so, what are they?
[Kevin] Absolutely. One can start with taking a comprehensive look at the idea of networking. I will emphasize that "networking is a skill"… and to prepare yourself with even the basics of, for instance conducting an informational interview, will help towards having an effective and successful conference with respect to networking. There are many things one can do to prepare … here are a few to consider:
Determine ahead of time what information you are looking for … the more clear and precise you are, the more likely you will succeed in getting the right information. Set goals and objectives that you want to accomplish.
- If you are doing research on a variety of topics, prioritize them as much as possible; know who or the type of professional that is likely to have the information you need.
- Prepare carefully crafted open-ended questions that will provide the best chance for getting your questions fully answered and questions that will foster good dialog.
- If you know that a person you are seeking-out is attending … try to set up (prior to the conference) a meeting with them at the conference (breakfast, lunch, dinner or after-dinner). Particularly if the person is prominent in the field, in a 2-day seminar it can be difficult to get more than a brief conversation with this person - as everybody wants to spend time with them. This technique offers you the best chance. By the way … how do you find out who is attending? You've got it … by networking.
[FIGT Online] You've made networking sound more like a process than an event. What are the basic building blocks of networking? How can someone who has never consciously networked go about starting?
[Kevin] You are so right and as mentioned earlier, it is sometimes a very natural process. Earlier I offered ideas in terms of preparing for networking. In the context of the upcoming FIGT Conference (or any other conference) … here are some basics to the networking process during an event:
1. Consider your mentality and approach:
- Remember that networking is a give, take, share, and exchange of ideas.
- A networking event is not a platform to merely sell your product or service. It's about finding circumstances with mutual benefit.
- Be mentally bold enough to approach someone. It really is easy. If you see someone you would like to speak with, approach them at the appropriate moment … and say "Hello, my name is John Smith. I'm with Transition International." (Hopefully, they will then say their name), and then you ask "what brings you to this event?" or some other introductory question.
- Prepare a 30 second opening "script" that summarizes your purpose for attending. So that when asked, you can quickly and briefly summarize who you are, what you do, and your purpose for attending.
- Remember that everyone you come in contact with is a networking opportunity.
- If someone has not asked for your opinion, be very careful about offering it.
- Always remember … that you never know who you're talking to.
2. At the beginning of each conversation, place emphasis on finding out who you are speaking with and what they do. Many things are accomplished with this technique: People like to talk about themselves and this will help put them at ease and get the conversation going. It also offers you clues as to whether they may be a resource for you and/or you for them.
3. Be a good listener. Listening is also a skill. Here are a few pointers that will get to the heart of good listening.
- Be curious! Be genuinely curious and interested in what the other person has to say.
- Focus on the person who is talking. Don't allow yourself to be distracted by letting your mind wonder or by thinking about your response.
- Listen graciously and for the real meaning.
4. Be positive, pleasant, don't complain, give them good eye contact and firm handshake.
5. Always ask for a business card. Take a moment to look at their card and be sure to write something on the back that will remind you later about who the person was and what you talked about. Do the same for them when you give them your card. Always have your business cards so they are quickly accessible. Always have business cards!
6. Find moments during or after a session to write and review your notes to ensure you are meeting your objectives.
7. Follow up!!! Follow up with those who you found a connection with…and more, if you made promises to someone, always follow through.
Here are a few book recommendations:
- Power Networking (2nd Edition): 59 Secrets for Personal & Professional Success - by Donna Fisher
- Nonstop Networking: How to Improve Your Life, Luck, and Career - by Andrea R. Nierenberg
- Professional Networking For Dummies - by Donna Fisher
[FIGT Online] Thanks so much. Your ideas make the concept seem less onerous. I'd never before thought that networking including such simple steps. Are there any final thoughts you'd like to leave our readers?
[Kevin] One of this issues that always comes up in my seminars is how some people don't like the idea of networking because it may give the appearance of being aggressive, or in the case of job searching they feel like they are begging. First, networking can and should be a gracious act. It's not selling, probing or a clandestine event. Rather, it's an open, cooperative and collaborative process. By approaching networking with the spirit of mutual benefit many things can be accomplished. One can use the process to build relationships, to learn, and to help others -- while still promoting their product or service for the purpose of positioning and aligning themselves with others. It all depends on your motive and approach.
Kevin McNulty is speaker, writer and founder of Humadyn, The Center for Human Relations, Growth and Achievement - a company that helps people and organizations succeed through a variety of life-building programs. He is a former internal HR consultant with the U.S. Air Force, facilitator for the Franklin-Covey Leadership Center, and has the life experience of living abroad for nearly 20 years as a TCK and TCA.. Kevin is also a Sr. International Consultant with REA Career/Transition Services and the Marketing/PR Chair for Families in Global Transition, Inc.