Consider a typical day in most executive’s lives. You walk into the office with grand plans and while nothing goes according to plans you do feel you accomplished some key outcomes for the day. As the afternoon wares on you look at the clock and realize you have a 5:30 networking event you had committed to attending. You close down for the day, grab a stack of business cards and let your executive assistant know you are off to the event and will see him or her in the morning.

You pull into the parking lot of the hotel where the event is to be held and prepare to enter the fray. You walk into the room full of buzzing conversations and at some level you are wondering how to navigate the event. You may be one to stand around and wait for someone to approach you or you look for a familiar face or you move right in to talk to a key person you were hoping to meet. By the end of the event, you may feel you had some good dialogue, got to share a bit about your business with some key prospects and collected a bunch of business cards in your pocket. Yet, before you know it – it is the next day and you are off tackling the key issues in your office – the networking event you attended is fading in the background. Sound somewhat familiar? If it does read on because I promise if you do – you will approach networking in a totally different way! (more…)

Every savvy business person understands that a key to growing your business involves expanding and deepening relationships.  The next series of blog entries will focus on the essential business practice of networking.  Today, more than ever, your ability to create and sustain a rich, deep and lasting network is central to your long term success.  Yet, before I start discussing the what and how of networking – I want to step back and talk about why networking is so powerful.  Because highlighting this foundation will allow you to be far better prepared to take full advantage of your network.

First attending networking events and being able to clearly articulate what you have to offer is not the foundation of networking.  Certainly attending networking events as well as being able to clearly articulate your value is important but these are tactical areas that support something more important.  Networking is founded on the following principles: (more…)

By Suzi Pomerantz

Learn how to more effectively network, market and sell your professional services Seal the Deal The Essential Mindsets for Growing Your Professional Services Business By Suzi Pomerantz How do successful coaches and consultants make money and make a difference? You have to be good at networking, marketing and sales. That’s why Seal the Deal belongs on any new or experienced professional’s desk. It will help you avoid pitfalls made in all three of these key areas and increase your effectiveness. In this unique book, you’ll follow the conversations of author and super coach Suzi Pomerantz and several of her coaching colleagues. Each chapter starts with part of an actual transcript of a telecourse session. You’ll get to know the participants, their fears and successes and their experiences as they learn the same process you ll be learning. Get on the proven path to sealing more deals and succeeding in your business Each chapter is a step in the author’s 10-step proven process for developing new business: (more…)

We all know that trust is foundational to creating and maintaining any high value relationship. If a leader is to wield any level of influence with the board, direct reports, peers, etc – it is essential. When shared trust is experienced:

• Overall performance is enhanced.
• Innovation and problem solving becomes faster because we are more open with each other.
• Approach to conflict is healthier.
• Learning and forgiveness take precedence over being right and blaming – thus further deepening trust.

Yet, strengthening trust – especially when we feel trust is not at the level it needs to be is not easy for a couple of reasons. (more…)