Network Your Way Above the Fray.
April 25th, 2017
One of my clients recently divulged a common AEC business development frustration – getting technical staff to actually go out there and network. They expressed particular challenges not only in creating new relationships, but in understanding how to “give and take” information.
By default, engineers, architects and superintendents don’t rank at the top of the “most sociable animals on the planet” list. But sorry, that’s no excuse for you to avoid networking. I know firsthand that some of you reading this (including many that fit into these stereotypically anti-social categories) are, on the contrary, very social butterflies. But for all you introverts out there, there’s a silver lining:
Quieter folks who listen well make some of the very best networkers.
From strangers to familiar faces to budding relationships
Firms that consistently land the most desirous projects have excellent relationships with the owners, brokers, developers, design and construction firms, owner’s representatives, government officials and others in positions of high influence in the built industry. But we all know that these relationships don’t just happen. They are worked for and earned through directed efforts.
Imagine this strikingly familiar scenario. Pushed to venture outside of his comfort zone, a seemingly-shy, operationally-focused AEC firm principal grudgingly makes the commitment to regularly attend local networking events for an industry association.
Despite feeling like a fish out of water at first, he starts gradually developing and nurturing contacts through his consistent efforts to show up (half the battle) and his sincere interest in getting to know each person he connects with. Over time, he marvels at how “small talk” evolves into conversations about potential teaming opportunities and future projects.
OMG. I think it’s working…
The rule of “Givers Gain”
Believe it or not, effective networking isn’t about selling your firm. It’s all about helping other people sell theirs. That’s right. The attitude you bring to any networking event is one of generosity - and patience.
It may at first sound counterintuitive, but the more you share with others, the better you will position yourself (and naturally, your firm). If you have the chops to do this and do it consistently, you will become known as one of the most valuable people in the room. Your attention will be sought after by those with important matters to discuss.
Remember, everyone is out there in the world hoping to develop new business opportunities, so be as generous with your network of valuable contacts as you hope others will be with theirs in return.
Some parting networking advice
Show up consistently and bring valuable ideas to the people you meet. Be a conversationalist by asking questions. Listen more than you speak. The time for you to actually talk about your business is when you are asked. And when asked, have a clear and succinct value statement about how your clients benefit most from working with you. Internalize this message so you can express it naturally and conversationally without sounding scripted.
Speaking of which… how’s your “elevator pitch”? Does it need a little fine tuning or maybe a complete overhaul? Just remember this. It’s not all about expressing your capabilities, it’s about how your clients are enriched by your work.
I have helped a variety of firms revise and/or craft such positioning statements. Let's talk about yours.
