Archive for relationship-building

Dec
14

Lessons

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As a new intern at Monar, I have had the opportunity to experience the inside world of management consulting. And I have to say–it is an experience worth experiencing.

One of the aspect that struck me most was how flexible consultants have to be. The day to day 9-5 is non-existent for a consultant. The work may be crazy busy one day, and a bit slow the next. Thinking on your feet, gathering research, and having strong communication skills are basic  necessities  to survive in the management industry. But so is the ability to network, to build relationships, and to maintain those relationships.

Throughout my few weeks here, I have learned the importance of the 80/20 concept. The importance of learning to read your audience, and knowing what your audience wants. The importance of genuine, mutually beneficial networking interactions. It no long matters how many people you know. Rather than focusing on quantity, a master relationship builder focuses on quality. What can I do for you, rather than what you can do for me. How can I add value to your interests, or to a project you are working on. How can I answer your question, or refer someone who can. Rather than focusing on myself, the key to success is to focus on others, on my key target audience.

I suppose, as a young millennial making her first mark upon the world, that is a very noteworthy lesson to learn.

 

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Valentine’s day. The time for romantics and their counterparts, cynics. The time for overpriced chocolates and the impossibility of the restaurant reservation. And the time for the doorstep cheesecake ambush.

Let me rewind. My roommates and I were out to dinner Sunday night and came home to find a cheesecake sampler sitting outside our front door. Naturally we took it in without even questioning whether it had been anthraxed. After some amateur detective work, we discovered that the boy that my one of my roommates had started seeing had left us an early Valentine’s gift. The beauty of the newness of the relationship was that he was still working to win her friends over, and as such she was forced to share her cheesecake with us. We had reaped the benefits of her exchange without putting in the necessary labor. (Romance…so economical.)

It was simple and unassuming, a very classy touch. We ooohed and awwed in our foyer for an appropriate amount of time before beginning to stake out our pieces. Even a tapas dinner that lasted for two and a half hours didn’t stop us from considering when we’d be hungry again to dive in to our present.

Our appetites are not what is of note here; it is rather the value of a personal touch. The beginning of a relationship presents a world of possibilities. Each moment is make-or-break as both parties begin to form initial impressions of one another. I’m not simply referring to the blossoming of college affections but also to that of corporate relations. As you begin navigating the initial stages of your client relationships, it’s important to keep in mind how crucial every move you make is to the future of the relationship. Kind of makes going on a first date seem less daunting, doesn’t it?

So how do we go about establishing a good image for ourselves? How do we make the most of those first impressions to create a successful professional relationship?

What most people fail to realize is that your presence is around long before you receive a phone call or shake a hand. Your reputation precedes you, in essence, and it’s important to establish a good one. This involves paying attention to online branding, whether it be through website content or employee LinkedIn pages, to name a few. Ask for client referrals to put on your website, and ask for recommendations for your professional networking pages. Anything that gets the word out about the success of your past work is definitely lucrative for establishing a positive image, as this is how you secure your clients to begin with.

When it comes time for the initial meet-and-greet, make sure to have done your homework beforehand. Try to learn as much as you can about the person you will be speaking with and the company that they work for. This will not only give you a base from which to begin, but it will also demonstrate to the person that you care enough to take the time to learn about them. We are our favorite subjects, despite how much we may argue to the contrary. It will do you well to ask more questions than tout your accomplishments. People are more interested in your level of interest. Your experience, although important, is often supplementary to your ability to listen to and be engaged in your client’s needs.

Above all, be classy. Be personal. Be gracious. Written thank-you notes have an understated caché, and sending them as a sign of gratitude for having an initial meeting is always an elegant touch. There isn’t that much difference between that which is expected in the beginning of a romantic relationship and that which you foster with your clients. If you keep that in mind, you should have no problem navigating the often treacherous beginning stages.

Those of us without Valentines to place surprise sweets on our front steps can take solace in the one thing that may be better than the holiday itself: half-priced chocolates the day after.

To our readers: what do you find is a nice touch when establishing a relationship with a new client?

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Jan
11

An Introvert’s Dilemma

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This past weekend I attended my boyfriend’s holiday work party.  It is a relatively new job, so I didn’t know many of his colleagues.  It was a night full of “Nice to meet you too” and then the dreaded … awkward pause… Crickets Chirping

Awkward right?  Especially for me.  I am a serious introvert.  I learn and take in information about my environment by taking a step back and observing and reflecting.  Unfortunately, there is not a lot of time for stepping back and observing when I am in a bar with 50 other people who want to strike up a conversation.

Now don’t get me wrong, I like people and I have great interpersonal skills.  However, the uncomfortableness that I feel can be a disadvantage.  Take for example, my job.  In the business world you have to network.  It is just a fact.  But here is another fact.  I HATE networking.  It is too in the moment and in your face.  To be successful in my career I know this is something I need to work on.

Question: How can an introvert learn to function in a world full of extroverts?

After a little bit of research and a few conversations with a few of my more extroverted friends, here is what I came up with.

1) Be aware of what situations make you feel most uncomfortable.  Is it when you’re meeting new people?  Is it when you’re with larger groups of people or smaller groups of people?  By becoming aware of what makes you squirm, you can begin to focus your energy on situations that you don’t find too horrible, build your confidence and work your way up.

2) Identify your friends who are extroverts.  Can they accompany you to an event and act as a buffer?  Observe the way they interact with people and pick one or two things to emulate.  Just don’t use your friend as a crutch and let them do all the talking.

3) Learn to ask questions.  Sometimes my feelings of awkwardness come from not knowing what to say next.  Have one or two questions that you know you can ask anyone.  My new favorite question is “What’s your life story.”  It is so broad and humorous, at first, that it makes for the perfect ice breaker.  If that seems a little intimidating, ask about plans for the weekend and try to find a common activity to talk about.

4) Be prepared to share something about yourself.  This may be the hardest for some people.  Know that conversations are two way streets.  You may be adept at taking the focus of the conversation off of you, but sharing something personal about yourself builds trust and will make you more memorable in the eyes of the other person.

Hopefully, by following my own advice I will be ready for next year’s holiday party.  Bring it on new people!  I’m ready for you!

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Our home was almost converted into a pet rescue shelter a few days ago.

It came to our friends’ attention via their landlord that they would not be able to keep the house puppy they had all held so dear. All pets needed to be previously approved by the landlord, and he was already unhappy about the “fratty” condition of the place. The shaggy white canine was the last straw. Who would give the poor creature a good home? As soon as my roommates and I got wind of the news, we made it our mission to do just that.

We considered kidnapping him. After musing whether our own landlord would let us have pets, my roommate suggested we disguise him as a goldfish so our transgression wouldn’t be immediately apparent. First, though, we had to get permission from our roommates (there’s a clear hierarchy here–roommates, then landlord). One phone call to the campus editor of the Daily Northwestern, one of our other housemates, and our answer was clear.

“This is not a joke, you know. It’s not like a toy that we can play with. Dogs are expensive. Who’s going to feed it? Walk it? Take it to the vet? I’m not going to be home. Who’s going to be home with it? We all have our lives. Do you know how irresponsible it is to adopt a dog that you can’t take care of, that you have to leave by itself in the house? THIS IS NOT HAPPENING. YOU ARE NOT TAKING THEIR DOG. DO NOT TELL THEM THAT WE ARE TAKING THEIR DOG.”

And that was that. We would not be rescuing any dogs anytime soon. As nice as it would’ve been to have a little ball of white fluff roaming around the house, she was right–the dog would need attention, and as a group of overcommitted overachievers (with a hard-and-fast dedication to naptime and Jersey Shore) the creature would not receive the frequency of adoration it’d need.

Now, the people in our lives don’t necessarily need the same love and playtime as a puppy does. But we often fail to realize that they still need a certain level of attention, especially because they don’t outwardly demand it with pleading eyes and a wagging tail. In times of work stress, our social commitments are the first to be dropped in lieu of obligation. It’s seen as somewhat irresponsible to be socializing when there’s work to be done. We take for granted that our friends and family will “understand” that we have to award them a certain level of neglect, but getting into the habit of dropping relationship time for work can be detrimental to the people you care about.

The question is:
how do we make time for our relationships? How do we make sure that our relationships are not getting lost for our obligations?

As unnecessary as it may sound, you may have to schedule out socialization time if your schedule gets too busy. Write it down in your planner, your Google calendar, wherever it is that you keep your commitments. If it helps, make it a routine meeting–set aside a certain time every Saturday or whatever it may be to grab coffee with someone. I was once told a story about an employee of a consulting firm who took the time every day to have a three-minute conversation with her grandfather, with whom she was very close. No matter where she was–in a meeting, working on a project–she would step out briefly to have her conversation. In making it a habit, she rarely if ever shirked this commitment.

Saying “make time” is easier said than done. The harder part is honoring your commitments. If you find you’re more likely to cancel your social engagements after a long day at work, schedule these engagements for the morning or during a lunch hour so you’re more likely to honor them. Remember that the time you set aside for your relationships is not meant to be a burden; you’re meeting with the people you care about because it’s enjoyable to you and because they want to hear about your life as much as you want to hear about theirs. Studies have shown that people who socialize have a longer life span. Socialization is a matter of life or death. Don’t cut your span short.

All joking aside, your relationships need your attention. Good relationships need to be cultivated, not simply formed. Schedule your social engagements at times when you won’t find excuses to back out, and record them in a way where you’ll remember that you have time blocked out for them. Those you care for will understand if you cannot make time for them, but failing to do so continually will harm your relationships, and it’s important to keep that in mind.

As cute as that puppy is, maybe it’s a good thing we’re not inheriting him after all. Not only would we not have time for him–I’m told he believes his owners’ lunches were actually made for him. That’s worth ending a relationship for.

To our readers: how do you make time for your personal relationships?

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Universal truth number 298: moving sucks. I don’t mean that in the existential, “people hate change and being forced to get rid of things they’ve hoarded” kind of way. I mean it in the “no one wants to sweat for two days in a row hauling boxes back and forth and having muscles that you were unaware existed screaming at you” kind of way. Being that we’ve just passed the first of the month, I have an inkling that more than a few of you can commiserate.

I just moved into my new residence yesterday, and anyone who’s assailed their ears in the last few weeks to listen to my plight will know that some higher being REALLY just didn’t want me to leave. From having to spend 40 minutes dismantling my Ikea bed so that it could fit through the hallway (and severely compromising the sturdiness of the thing in the process) to finding the elevator broken the morning of, move out was less than ideal. The first UHaul place called me the day before to tell me I couldn’t have my truck for as long as I needed it because apparently the word “confirmation” means “processing request.” And I had to do most of the moving myself, meaning everything took about three hours longer than it should have. My legs and arms are now covered with enough bruises from trying to hold doors open with my hands full to raise suspicion of trampling. It was the Murphy’s Law of move-outs.

The parts that were easiest? The brief parts for which I DID have assistance. Maggie and Jess were philanthropic enough to spend an hour sweating in my 8th floor, un-AC’d apartment using a pair of needle nose pliers to pull the screws out of my headboard. I was homeless for a night, and my dear friend Terri let me crash at her place while also lending me her fridge for my perishables. And moving in to my new place only took an hour because my dad came to help me unload. After I had complained to him about the nightmare that was moving out, he said to me, “But you have to do it by yourself first, because it’s only then do you realize how valuable it is to have help.”

…I hate it when my dad’s right.

People prize independence. Being able to “go it alone” and ride out on your own competencies is seen as an accomplishment. But having a few extra hands can go a long way, and the first place to start is in building and cultivating relationships. The people who willingly helped me schlep boxes and furniture back and forth using the world’s slowest moving elevator were my coworkers, with whom I’ve become close with over the course of this summer. Your relationships are your most valuable resource, and they shouldn’t be discarded just because their value cannot be quantitatively measured.

The question is: how do we begin to establish and foster relationships? If people are such an important asset, how is it that we get them on our side?

Part of the reason people are reluctant to meet new people is because they don’t know where to start. Don’t make it more complicated than it has to be. If you’re at work, make small talk in the elevator. Say hi to the people you pass as you’re walking down the hall. Invite people on coffee runs, lunch breaks, or just try and catch them on the way out of a meeting. People like to talk about themselves, so it can be as simple as asking, “How is your day going?” You don’t have to be a professional pick-up artist. You’re not asking them on a date. (If I’m wrong and you are, check with HR on your interoffice relationship policy.)

Relationships are like karma. There will always be an equal balance of give and take, and try and keep that in mind when starting to build your social network. You’re not networking for your own personal benefit, although the help they can provide you is a pleasant side effect. You want to enter into a mutual agreement to help and be helped, and you should help without the promise of gain. Starting to build relationships without the urgency of need ensures that you’ll have a cadre of compadres when it is you may need them. Mike always uses the metaphor of fire prevention–you don’t begin teaching people the escape routes during the actual fire. Make friends first. It’ll pay you back later, and you will pay them back in kind.

We learned a lot when we were young, and making friends was an important lesson. Having people to support and assist you can go a long way, and the reverse is also true. Helping others can be just as rewarding as receiving help yourself. Just say hi. Maybe someday you’ll be helping each other move.

In the meantime, I have to go find a nice steak place to take out my movers. Once bed deconstruction was involved, I had to upgrade them from Burger King.

To our readers: what is so valuable about your relationships?

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Sep
01

Building Workplace Relationships

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We have recently been researching a lot into the importance of building workplace relationships.  More specifically, we have been looking into what it takes for left-brained technical employees to work through the right-brained task of relationship-building and networking.  How do you convince task-based professionals that relationship tasks are just as important to the success of a project?

My question to our readers is, “How would you rate yourself on your ability to build relationships?”  Do you find it important to build relationships with your co-workers?  Do you find it uncomfortable?  Speak up!

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