Protocol, Intercultural Communication and Diplomacy for Business
5 Tips for Networking Like a Diplomat
In business you may often be required or invited to attend various receptions, working breakfasts, lunches and other business-related social events. These present particularly good opportunities to meet new people and build relationships for yourself and your company. The key to ‘networking like a diplomat’ is to be aware of other people’s needs. Think long-term and consider win-win strategies. Look at ways to cooperate and build alliances which can start with something as basic as sending an article the other person may be interested in to more substantive issues such as referring them to a good supplier or potential client.
While you can network anywhere, in the break room or on the golf course many people are uncomfortable doing so. Below I’ve highlighted five general areas that will help you improve your networking skills.
1. Be a good guest—no one enjoys the company of an arrogant, self-centered or rude guest, so follow the steps below and you’ll always be invited back. • Read the invitation, write the date/time on your calendar and note the proper attire, program schedule, special instructions, map, etc. • RSVP by the deadline. • Dress appropriately. • Be punctual. • SILENCE your cell phone, Blackberry or PDA before entering. • Greet and thank your host for the invitation. • Eat and drink in moderation. Don’t hover over the buffet or hang out at the bar. • Be quiet during the program or any official remarks. • At receptions, mingle—don’t stay with the same people throughout the event. • If your host looks flustered offer to help.
2. Be prepared—go with a goal, have a plan.
• Consult with staff and colleagues on any business issues relevant to people who may be at the function. • Set objectives for example: - Meet 2-4 new people. - Try to assist 2 people: provide a contact, introduce them to someone new, chat with the wallflower… • Elevator speech: be prepared to introduce yourself and your company (15-30 seconds) • Take plenty of business cards. • Have a pen & notepad to write any information you need to follow-up on.
3. Meet and greet—know how to properly introduce people.
• Introduce the more junior person to the more senior one. • Look at the more senior person, and give his/her honorific title followed by the last name. • Give some brief background information. • Turn to the other person and do the same • “Consul General Li, may I introduce Ms. Lopez, the director of tourism for the Governor’s office. Maria, Consul General Li represents the People’s Republic of China and has recently arrived in Houston.” • For less formal scenarios or with people you know very well, use the first and last name, “Saeed, I wanted my colleague, John Schmidt, to meet you. He’ll also be going on the trade mission with us. John, Saeed Khan is with the bilateral chamber and has arranged several meetings for us.” • If you are wrongly introduced, correct discreetly. • If someone forgets your name—help out and provide it. • Be inclusive. If someone wants to join your group, make room for them to do so.
4. Talk the talk—be ready to make small talk. Have a few icebreaking opening lines & use positive communication strategies.
• Stay informed. Read the major papers and business-related publications; listen to the BBC and NPR, watch CNN… • Ask questions, be interested and show it. Don’t be looking around. • Look for common interests that can help make connections. • Give sincere compliments. • Almost anything can be interesting—cultural differences, book you’re reading, art exhibit, play or movie you’ve seen. • In general sex, religion, politics, human rights, diets, medical procedures, health problems, rumors, money and criticisms or unfavorable comparisons are taboo. • Follow all company confidentiality guidelines and adhere to the “Need to know” rule—share information only with those required or approved to have. • Only discuss information cleared for public consumption—don’t volunteer additional information or casually mention or discuss sensitive projects.
5. Follow-up.
• Call and leave yourself a message after the event with any follow-up items required. • Use a contact management program to add new contacts and relevant information. • Write a thank you note to the host or organizer and anyone else as needed. • Send nice to meet you notes or e-mails as appropriate. • Send any information promised: annual report, news clipping, name of book, contact…
More Networking Tips
• Have a snack before you go so you can focus on meeting people. • Put your nametag on the right side just below your shoulder. • At receptions, avoid messy foods or large food items that require two hands to cut. • At sit-down meals practice good dining etiquette. • Hold your drink in your left hand to avoid a damp, cold right hand when shaking hands. • Have an emergency kit in your car that includes a: mirror to check your teeth and make-up, breath mints, lint remover, deodorant, shoe polisher and sewing kit