Tag Archives: Networking

5 Steps to Building Win-Win Community Partnerships

Posted on by by Ariana Friedlander

Everyone has at least one hot-button issue. A boss from an old job of mine used to say, “Everything’s sales!” Not surprisingly, I was in a sales position at the time.  His was a philosophy I didn’t much care for as it felt kind of… shallow.

I Heart Community

When I think of Community I think of the Farmers Market as a great visual!

On the other-hand, one of my personal hot-button issues is community. For me everything in business and life personally, is about building, nurturing and sustaining community. Simply put, I dork out over community. To be fair, I think that working within (and creating) communities is an integral piece to business and personal success these days. I believe people and organizations that can effectively and respectfully leverage community partnerships are at an advantage!

I’ve been building win-win community partnerships for the last 5+ years; it is one of my favorite things. I love meeting others, exploring opportunities for collaboration and executing on a mutually beneficial arrangement. It should come as no surprise that when I started EntrepreNerds earlier this year, I immediately began collaborating with complimentary businesses. The results of which produced outcomes I never expected, nor would I have achieved them on my own!

While everyone’s experiences are usually a little different, there are a few general rules you should follow. I’d like to share the five steps I’ve learned to form win-win community partnerships.

Think Win-Win

  1. Think Vertically – Brainstorm a list of products or services that directly or indirectly support what you’re doing. For example when starting a business book club, an independently owned book store makes for a good partner.
  2. Who Do You Already Know – Look over your existing contacts and connect with people in positions that compliment your own efforts. Working with your existing contacts usually means you have already established trust as well, that’s an added bonus. For example, I’ve been working with Old Firehouse Books in Fort Collins for years prior to starting EntrepreNerds. In fact, in 2008 I told Susie, the owner, that I thought someone should start a business book club…..
  3. What Do you Have to Offer – It’s easy sometimes to think about the things you can get out of working with others (truly it is, we don’t have to act like we’re totally self-less to be good collaborators). But going to the table with “What’s in it for me” isn’t exactly a win-win proposition. Think about it from their perspective, what genuinely helps them out. Consider the unique value and experterience (yeah, I like that word a lot now, experience + expertise = experterience) that you enjoy bringing to the table. Make it meaningful and manageable.
  4. Set Clear, Mutually Agreed Upon Expectations– I’ve seen many-a-projects go astray when expectations aren’t determined together, and from the beginning. If tis is poorly executed, the trust may begin to disintegrate. Determining who is responsible, and what their responsible for helps to ensure that all bases are covered without stepping on other’s toes as well.
  5. Keep the Conversation Going – Open communication is key. Most partnerships are formed in a dynamic world that’s ever-evolving. As things change, you each grow. Therefore, you must discuss the ways your working relationship will evolve as well. This might mean a change in responsibilities, a shift in the value exchanged, or that you’re going entirely in different directions!

Like mostly everything else in business, managing community partnerships is a continuous process.  One that requires on-going effort: to evaluate, strategize and act.

The Easiest Way to Fire a Client is to Never Get Hired by them in the First Place

Posted on by by Ariana Friedlander

You're FiredWe’ve all worked with some clients that we’d rather just fire for various reasons. Either they’re demanding, have unrealistic expectations, are noncommunicative, disrespectful, don’t value you or maybe they’re plain unethical. No matter the specifics, the jist is – they’re not a good fit and therefore are not your ideal client.

It is a common myth to think it is better to have the wrong clientele than no customer at all! These customer misfits will cost you dearly. They impact employee morale, take up valuable time, and they attract more bad customers to you. Ultimately, it is in your best interest to fire these customers and focus on attracting and serving your ideal client.

Your ideal client is someone that you’ll enjoy working with, generate a viable profit from and create the most valuable impact for. Identifying and connecting with this caliber of customer is important because one of the most deadliest things for a business to do is target a clientele that is not ideal!

Of course, the easiest way to fire a client is to never get hired by them in the first place. To do that, you need to have a general understanding of your ideal client. Truthfully, you need to know more about them than just their demographics, or psychographics. You need to know what they care about, how they behave and what they’re experiencing. To help define your ideal client try answering these 4 questions:

  1. What does your ideal client value?  What is of the utmost importance to them?
  2. What are they experiencing when they need your products/services?  
  3. What behaviors do they exhibit that align with your own business practices?
  4. What kinds of clients do you dislike working with?

This type of exercise requires some time and space for quiet reflection as well as a deep level of self-awareness.  It is helpful to understand the way your own business operates as well as the values that guide you professionally.  The ideal client aligns with your own values, practices and expectations.  The things that are important to them should also be important to you!

Understanding what your ideal client is experiencing is invaluable.  This idea goes way beyond identifying the problem you’re solving.  It is about empathizing with and recognizing the complexity of their situation.  Consider the emotions, the challenges and  the other obstacles that go along with whatever it is they’re experiencing.

The third question can pose a real challenge for some folks but this is how you’re able to differentiate between someone that seems like an ideal client and someone that is actually an ideal client.  Sometimes the easiest way to answer this question is by reflecting on the clients you dislike working with and specifically considering why.  There’s usually a certain type of behavior or lack-there-of that makes them difficult, frustrating, draining and demanding to work with.

Once you have an understanding of who your ideal client is, the next step is to apply this knowledge to your business development efforts.  Consider ways you can improve your marketing, messaging, networking and sales process to better connect with your ideal client.  And begin evaluating the fit of potential clients by looking for indicators of their values, experiences and behavior before you begin working with them.  Like everything else in business, this too is a continuous process of re-evaluation as shifts and lessons learned will inevitably effect the makeup of your ideal client!

The Networking Fallacy – 7 Steps to Authentic and Effective Networking

Posted on by by Ariana Friedlander
Networking

Conversation Abounds in Networking Groups

If you’ve ever been to a networking event, then you’ve likely met that person that bustles around the room meeting as many people as possible to give their business cards to.  When you meet, there’s usually this feigned interest in what you do, then they quickly turn the conversation onto why you should do business with them followed by exchanging cards with you before they move onto their next conquest in the room.

You might be envious of this outgoing networker’s fervor.  Well don’t be!  Card pushing, heartless blaber-mouthing and pushy sales tactics are not effective ways for building valuable professional relationships that last.

So many people mistakenly think that networking is a matter of getting down a good elevator speech, going to as many events as possible and passing out cards to every breathing soul in the room.  Well, I’m here to tell you that’s not the case.

Networking is about making valuable connections so you can build relationships with colleagues and potential clients.  But in order for those connections to be valuable and the relationships to be genuine and fruitful, you need to target the RIGHT kind of group and put in concerted time and effort to your endeavors.

With it being the “year of the Meetup,” I probably don’t need to tell you about the growing number of networking opportunities.  I’m pretty sure there’s at least three networking events going on in Fort Collins every weekday.  I’ve gone to as many as four networking events in one day.

You can quickly burn out if you try to make every networking opportunity (trust me, I know), not to mention you’ll waste a lot of time networking in groups that aren’t a match (yup, been there and done that too).  Ideally, you want to network with groups that align with your target audience.  They should share common values with you, demonstrate an ability to provide value to you all while you’re being your authentic self.  So how do you connect with a group that’s a fit for you?  Follow these 7 steps to Authentic and Effective networking:

  1. Know Thyself – Before you start hitting the streets, you should answer a few important questions: First, you have to know a bit about yourself, what you like, value and enjoy.  Secondly you have to know a bit about your ideal connection, describe who they are, what they’re like and the capacity you’d like to work with them.  Having an understanding of these things will help you to network most effectively.
  2. Be Authentic – Be true in how you’re representing yourself.  Don’t try to be someone you’re not, or you know straight up lie to pretend you have something in common with someone.
  3. Connect with the Right People – If the people you want to connect with (i.e. CEO’s, HR Managers, Controllers, complimentary service providers, etc.) are not participating in the groups you’re checking out then it is probably a waste of time.  Make the most of your efforts by joining groups that will provide the most valuable connections for your business.
  4. Find a Group You Enjoy - While it is important to stretch beyond your comfort zone, you shouldn’t put yourself in a room with a bunch of suits and ties if it’s not your style.  There are many benefits to participating in a group you like being a part of: first, you’re more likely to be your authentic self and and secondly, you’ll want to participate in the group over time.
  5. Connect with People Emotionally – Chances are, you can find something in common with most people you’ll meet.  Things as simple as where you grew up, favorite restaurants, hobbies, family or work experience can provide an opportunity to ease into conversation so you may make a real emotional connection with someone.
  6. Stick With It – Building meaningful and valuable relationships takes time.  When you join a networking group commit to spending at least six months as an active member.  If you’re not there, you’re not demonstrating the quality of your character or the value you have to offer.  In short, absenteeism makes a non-impression on people.
  7. Hold One-On-One Meetings – When you perceive a genuine connection with a fellow member, get to know them by scheduling a coffee or lunch meeting.  This is a great opportunity for you both to learn more about each other’s businesses and for you to demonstrate value while seeking the value they can bring to you.

With years of networking experience behind me, I’ve developed a keen insight to determine when someone I meet is or is not a good fit for me to develop a working relationship with.  Simply put, if I see a misalignment I don’t pursue developing a deeper connection with that person.  While it may be tempting to work the numbers game of sales, when it comes to networking go for quality not quantity!

Seth Godin – If He Builds it They Will Come

Posted on by by Ariana Friedlander

A few weeks ago Seth Godin announced a KickStarter project that was quite successful in a matter of hours!  He has since raised well over a quarter-a-million dollars for his new book, The iCarus Deception.  The real kicker, his goal was only $40,000 ca-ching.  (BTW Seth, what are you planning on doing with the overage from your goal? I’m thinking a philanthropic contribution, maybe books for underprivileged kids, or the Stop Stealing Dreams Foundation, just a thought……)

Field of Dreams Cover

If I was more savy I'd photoshop Seth Godin's head on Kevin Costner

Godin created the KickStarter project as an experiment.  He wanted to demonstrate a new method of publishing and marketing where you engage your audience, test interest and proceed with the big launch (or not) accordingly.  He did it to prove a point to his publishers and boy did he ever; he built the project, “they” came and he succeeded in exceeding his goal.  It kind of feels like a true Field of Dreams moment!

Allow me to recap the premise of the movie.  This crazy Iowa farmer (played by Kevin Costner) starts cutting down his crops to build a baseball diamond.  He keeps hearing a voice that whispers, “If you build it, he will come.”

So the guy continues down this insane path, all-the-while he’s jeopardizing his family’s livelihood.  The weird thing is, he’s not even sure why he was doing this but he just has this strong compulsion to persevere and the hopes of an allusive vision coming to him from some mysterious voice.

Low and behold (spoiler alert), he completes the field and all these old school players making right on their shattered dreams appear…. There’s Shoeless Joe Jackson, Archie Graham……And people drive from all over to pay to see it because it reminds them of their youth.  Oh, and he amends the tattered relationship with his father (no one ever seems to remember that part of the story though)!

The movie has sensationalized this notion that if you follow a dream, even a crazy one, and build something, the people will follow.  By build something I mean a business of sorts.  And by people I mean customers that quite literally just appear, which will of course make you rich.  But were not in Hollywood and building a baseball field (or website, storefront, KickStarter project, etc) isn’t enough in-and-of-itself.  What you build has to be deeper then that, more meaningful than bricks and mortar (physical or digital).

If you want to build something “they” will come to, then you have a lot of work to do.  You have to create a movement of sorts, around an inspiring vision.  You know, you have to lead the effort and market that Purple Cow!  I think it is safe to say that Seth Godin is a modern thought leader.  By my own observations, he’s followed these six steps for building his Field of Dreams.

  1. Inspire a shared vision (Kouzes and Posner) – You need to have a vision the your working to create for making the world better.  I don’t actually know Seth Godin’s a vision for what he seeks to create in the world.  But this is a vision I feel he has conveyed: Innovators in business that build relationships, are dedicated to learning, make creative use of technology and adept to change succeed.
  2. Challenge the process (Kouzes and Posner) – Well, if we’re going to be innovative that means we have to question the status quo and find new, better ways of doing things.  You know, to boldly do something no man has done before!
  3. Build your tribe – The reality is, some people will love what you’re putting forth and other’s will think it is hogwash (forget about them).  Connect with the people that get it, and want to be a part of your movement.  Have a system to communicate with them.  Provide value.  Appeal equally to their emotions and their intellect.
  4. Demonstrate credibility, and expertise – This is a continual process of striving for improvement, delivering on your promises, walking the talk and practicing what you preach.  It doesn’t mean you have to be perfect, but you have to admit fault and maybe even be vulnerable.
  5. Engage your tribe – Create timely calls to action.  Give them something to do to contribute to your movement while giving them latitude to choose how to get involved.  Ask for the sell!
  6. Keep at it!

Multi-Generational Networking – The Salt and Pepper Lunch Club

Posted on by by Ariana Friedlander

Salt and Pepper Lunch Club LogoI’ve been thinking a lot about multi-generational relationships lately. (I know, random right) More specifically, as I get older I find that there is a big cultural difference even between me and recent college grads (which they’re not THAT much younger than me). But technology is changing so rapidly these days that they’re childhoods were completely different from mine and their world view is as well.

I see this with my parent’s generation too. I hear so many baby boomers lament that they’re just not comfortable sharing personal information online like “kids these days” do on facebook and blogs. Similarly, I can’t understand dating via text message (I’d just gotten a cell phone when I started dating my husband, we actually talked on landlines quite often in those days!).

There’s always been generational differences throughout history. What is interesting today is that technology has literally changed the way we interact, the way we socialize at a rapid pace. And as a result we are losing lot of opportunities for developing meaningful relationships. We spend more time with our peer groups now than ever before in history. And I, for one, feel that it is a terrible loss to not be able to enjoy the synergistic opportunity to learn from a multi-generational friendship!

Bridging the generational gap requires a concerted effort from all sides to learn to relate together. Veterans of the workforce may benefit from learning to use the internet, use email and join social networks. And youth can put down their latest gadget to have an in-person conversation. In addition to everyone making an effort, we need organized opportunities for connecting as well.

I recently had the privilege of participating in a group that had such a premise! The Salt and Pepper Lunch Club was created as an informal social forum where up-and-coming professionals could mix and mingle with more seasoned professionals and community leaders. What I liked is that Salt and Pepper Club is different from the other business groups I’ve participated in. The level of experience and professional backgrounds of participants is impressive, and the casual forum provides an easy going opportunity to make meaningful connections.

The group was started in 2010 by local businessman, Mike Pierce when he met some recent college grads that had accomplished impressive feats in their time but struggled to meet the right people in the community. He hoped that young professionals may meet mentors through the group and at the very least connect with experienced colleagues that they could learn from. And feedback from participants is that such results have occurred.

The Salt and Pepper Lunch Club is hosted at Sonny Lubick’s Steakhouse on the 2nd Friday of each month (usually). Professionals are welcome to join, RSVP’s are requested (email Mike). For $20 (all-inclusive: drink, lunch, tip), Sonny’s puts on an amazing lunch buffet! The first part of event is informal networking followed by lunch and a presentation about local, community happenings.